Co-Selling Partner Outreach

Reaching out jointly with a genuine partner — an integration partner, a channel reseller, a complementary technology vendor — can lend real credibility to outreach, since a prospect hearing from two companies with an established, working relationship reads differently than either company's outreach alone. It requires more upfront coordination than either company's normal outreach, and skipping that coordination produces exactly the confused, contradictory messaging the approach is meant to avoid.

Agree on the actual mechanics before any outreach begins

[ ] Who sends the outreach — jointly signed, one partner's rep with
    the other referenced, or alternating by account
[ ] How leads and responses are shared and routed between the
    two companies
[ ] What claims each company can make about the other — this needs
    explicit agreement, not an assumption of what sounds reasonable
[ ] A single, agreed point of contact on each side for resolving
    questions that come up mid-campaign

Assuming both sides have the same understanding of lead ownership and follow-up responsibility, without an explicit written agreement, is the most common source of co-selling friction — a lead that both companies' reps independently follow up on, with different information, is a worse outcome for the prospect than either company reaching out alone.