A co-selling plan we brought to the UPS CCO and CFO that tackled cannibalization head on.
The situation.
After UPS acquired Happy Returns from PayPal, the open question was cannibalization between the two sales teams. I led go-to-market diligence and integration through both acquisitions.
What we proposed.
A co-selling motion with four parts: account mapping, joint value propositions, SPIFFs and quota retirement.
The result.
The motion addressed cannibalization and raised combined revenue and margin.
The takeaway
Selling with the parent company works best when both teams win together. That starts with how everyone gets paid.