Overview

Companies

Metrics

Content

Purchase

EXECUTIVE SUMMARY
Figure E.1: Annual Co-Promotion Investment..............18
Figure E.2: Special Co-Promotion Training for Sales Reps..............21
Figure E.3: Deal Identification Sources..............22

CO-PROMOTION MANAGEMENT STRUCTURE AND INVESTMENT
Figure 1.1: Percent of Companies Employing Cross-Company Management Teams..............27

Co-Promotion Management Teams
Figure 1.2: Co-Promotion Management Team Makeup..............30
Figure 1.3: Co-Promotion Management Team Headcounts..............31
Figure 1.4: Two-Tiered Co-Promotion Management..............33
Figure 1.5: Co-Promotion 4’s Comprehensive Management Involvement..............37

Communication and Cooperation in the Leadership Group
Figure 1.6: Communicating with the Sales Force..............44

Co-Promotion Investment
Figure 1.7: Percentage of Co-Promotion Revenue Generated by Surveyed Companies..............45
Figure 1.8: Surveyed Companies’ Contributions to Co-Promotion Budgets..............45
Figure 1.9: Annual Co-Promotion Investment..............46
Figure 1.10: Co-Managing Budgets..............47
Figure 1.11: Number of Reps in the Co-Promotion..............48
Figure 1.12: Cost per Rep in a Co-Promotion..............49
Figure 1.13: Annual Investment in Co-Promotions per Sales Rep..............49
 

SALES FORCE STRUCTURING, COMMUNICATION AND TRAINING

Sales Team Co-Promotion Structure
Figure 2.1 – Company I’s Sales Team Oversight..............55
Figure 2.2: Company A’s Sales Team Oversight..............55

Sales Team Communication & Coordination
Figure 2.3: District Managers: Communication & Coordination..............60
Figure 2.4: Sales Reps: Communication & Coordination..............62

Co-Promotion Training Programs
Figure 2.5: Co-Developing Training..............69
Figure 2.6: Co-Promotion Sales Rep Training Hours..............72
Figure 2.7: New Product Training for Co-Promotions..............73
Figure 2.8: Special Co-Promotion Training for Sales Reps..............75
Figure 2.9: Training Partner Reps Together..............76
Figure 2.10: Companies that Share Training Budget Costs..............78
Figure 2.11: Training Budgets..............79
Figure 2.12: Per Rep Training Expense..............79

IDENTIFYING AND CONVERTING CO-PROMOTION OPPORTUNITIES

Reasons for Seeking Co-Promotions
Figure 3.1: Strategy behind Seeking Co-Promotion Opportunities..............83

Teams Identifying Co-Promotion Opportunities
Figure 3.2: Deal Identification..............85
Figure 3.3: Headcounts of Teams Identifying Potential Co-Promotion Opportunities..............86
Figure 3.4: Annual Investment for Identifying Co-Promotion Opportunities..............88

Deal Seeking Investment and Review
Figure 3.5: Number of Co-Promotion Opportunities Reviewed per Year..............93

Attracting and Winning New Deals
Figure 3.6: Marketing Co-Promotion Capabilities..............96

Success Factors for Co-Promotions
Figure 3.7: Timing of Co-Promotion Deals..............102