How to Source and Close New Logo Accounts with Partners

Sourcing new logo accounts is a top priority for every enterprise partnership. Each year companies spend weeks (if not months) preparing for and working with their partners on Quarterly Business Reviews (QBRs). Unfortunately, the bulk of those meetings end up being spent identifying which accounts to target. These efforts are often highly manual and very tactical. What if they could streamline these efforts and focus on partner strategy instead? What if when they sit down with their partners for their QBRs they could focus on each sides’ top corporate initiatives, board-level priorities, personal ambitions, and key targets – not on manual account mapping and rep matching. 

In this article we break down how to source new logo accounts, accelerate new logo sales opportunities, and track your new logo pipeline and revenue, each in just one step.

Check out  this masterclass webinar to see how to drive new logo growth in one click. You’ll hear from Successful Channels CEO Gary Morris, and PartnerTap CEO Cassandra Gholston, about how their enterprise customers are using one-click QBRs, one-click account mapping, and one-click pipeline sharing to source, accelerate, and track new logo deals with partners.

Step 1: Create your QBR in one-click

How many times have you spent a week pulling together all the data you need to make a partner QBR session insightful and actionable? Too many times to count.

Some things should be automated, and manually creating QBRs is one of them. I encourage every enterprise channel person reading this to check out Successful Channels’ One-Click QBRs so you and your teams can instantly get the data and insights you need to have productive QBR sessions.

Step 2: Source new logo accounts in one-click

How many times has your team spent a month manually mapping partner accounts you received in a spreadsheet? We call this digging for gold by hand. There are probably net new logo accounts hidden in those spreadsheets… but they’re buried deep within thousands of accounts.

Good news – the days of manually digging through partner spreadsheets are over. PartnerTap’s ecosystem partner platform is an all-in-one solution for account mapping, pipeline sharing, and co-selling with all types of partners. It connects directly with your CRM and lets you invite partners to connect for real-time data sharing. Or you can just upload any spreadsheet a partner sends you and instantly see your detailed account overlap. 

And the best part? In one click you can instantly see all the new logo accounts for your company. And with just one more click you can see all the new logo accounts you can help your partner sell to.  

Here’s how easy it is to see your new logo opportunities at a glance in PartnerTap: 

Click on the Hot Prospects button to see the new logo accounts this partner can help you get into

Here you can quickly and easily see all the details for new logo accounts with each partner:

1. Review the data you now have for each new logo account. Information your partner has shared is available in the green columns.
2. Use filters to narrow down your list of new logo accounts based on industry, segment, region, or any other field you’ve brought into PartnerTap.
3. Export or copy the list of high-value new logo accounts your partner commits to helping you get into and add them to your QBR. 

Click on the Help Your Partner tile to see the accounts that you can help your partner get into

Here you can quickly and easily see all the detailed information for the new logo accounts for your partner 

1. Review the data you now have for each account that could become a new logo for your partner.
2. Use filters to narrow down your list based on industry, segment, region, or any other criteria you know is important to this partner.
3. Export or copy the list of high-value new logo accounts you commit to helping your partner get into and add them to your QBR. 

Step 3: Connect sellers to co-sell and accelerate your new logo opportunities

How much time do you spend each month manually connecting a partner with one of your sellers? First, you get an email request from a partner for a sales rep introduction. You then have to login to your CRM and look up the account and find the account owner(s). Finally, you send a one-off email introducing the account owner to the partner so they can schedule a call about an account or deal, potentially days, or worse, weeks later.  

One-off sales rep intros are another time-sucking manual process that PartnerTap moves into the partnership history books. Check this out – in one easy swipe or scroll, your partners and sales reps can find each other’s information right inside their CRM.

PartnerTap’s detailed mapped partner data is pushed automatically back into your CRM so that sales reps are empowered to engage partners on their accounts directly. Similarly, your partners could use PartnerTap and get real-time visibility to your account owners with just one click on their account in PartnerTap or their CRM.

Step 4: Get real-time visibility to your partner’s pipeline as new logo deals move through the sales cycle

Ready for another one-click solution to a common partnership headache? Imagine real-time pipeline sharing. Pipeline sharing with partners today is necessary if you want to:

• Ensure all your registered deals are in their system so you get credit
• Update your forecast based on each partner’s expected timing to close each deal
• Let your partners know the status of your deals 

But manually sending spreadsheets of opportunities back and forth each week is time consuming and messy. That’s why we built our pipeline tracking module – to move the pipeline sharing process from spreadsheets and emails into our secure ecosystem platform and make it automatic. Now you can get real-time visibility to your partner’s pipeline in just one click.

Step 5: Automatically track and measure your new logo accounts and pipeline progress in your QBR 

So we’ve covered how you can generate sophisticated QBRs, source new logos accounts, accelerate new logo opportunities, and track partner pipeline for the new logo deals you’ve introduced them to. So to bring it all together we have one more one-click solution for channel and partner teams.

With One-Click QBRs you can now track and measure your new logo accounts and pipeline progress automatically, right inside your QBRs. 

Ready to drive new logo account growth? 

If sourcing, selling, and winning new logo customers is a priority for your company just reach out to us. We are standing by to help you make an even bigger revenue impact with your partners with as many one-click technologies, automation, and best practices as you want.

• For one-click QBRs contact Successful Channels
• For one-click account mapping, pipeline sharing, and enterprise co-selling software contact PartnerTap