Fine-tune the use casePick the one closest to you
A sales program forteams facing
Do your partner reps sell the new service, or still just the product?
Usually the product, because that's what they know how to defend. This program aligns how your team sells the value, prices it and walks away, in four one-hour team sessions.
Make it for your team
Execution readinessExample scores for a sample company. Add your website to estimate your own. Measured once your team plays. Ready at 80.
Where it usually breaks38Today82/ 100After the 4 team sessions
Ready to executeShared knowledgeHigh riskDifferent stories about what Acme Endpoint is worth
Shared convictionHigh riskPartner reps doubt end customers will pay for it
Shared practiceMedium riskNo agreed walk-away point
4 sessions~50 min each8–12 people per teamNo facilitatorThe gap
What you'd typically hear if five of your reps answered alone.
SESSION 1 · FILL THE GAPSAnswered alone
Finish the sentence: the main reason a end customer should pay for Acme Endpoint is…MMira…it saves them time and money.
JJonas…it's cheaper than doing it themselves.
AAylin…it comes bundled, so it's basically free.
TTomas…it protects what they already bought from us.
RRosa…honestly, I lead with the product and mention it at the end.
What it costs you if nobody notices
Shared knowledgeEnd customers hear five different value casesInconsistent stories become the reason to wait.
Shared convictionThe service gets given awayIf your partner reps don't believe in it, they bundle it in at zero to close the product deal.
Shared practiceDeals get discounted to deathWithout an agreed walk-away point, every final round ends in a concession.
The program that closes the gap
Four one-hour sessions. Every one of your partner reps, the same value case, from the next customer call.
Session
Shared knowledgeShared convictionShared practice
S1Know the value caseAgrees what Acme Endpoint is worth, to whom, and how we prove it.
Shared knowledge1Agree the facts behind Acme Endpoint's value case2Apply the value, proof, termsShared conviction3Decide the final-round price play as the channel chiefShared practice4Agree one shared value case for Acme Endpoint5Rehearse the final round price pushback and agree the right moves
DemoS2Believe in the serviceShows you whether your partner reps think end customers will pay, and why not.
Shared knowledge1Align on why Acme Endpoint is worth paying forShared conviction2Decide together whether your resellers believe end…3Decide for yourself whether the channel chief should hold the line on priceShared practice4Agree as a team how your partner reps should answer5Rehearse the procurement price pushback call
DemoS3Decide when to discountAgrees the walk-away point and what gets traded instead of price.
Shared knowledge1Agree the walk-away point and the correct order of movesShared conviction2Agree the walk-away point in a live price negotiationShared practice3Agree the order of moves in a final-round discount…4Sort real negotiation moments into the correct response…
DemoS4Handle the objectionsPractises procurement and finance objections, including "Initech is cheaper".
Shared knowledge1Quiz each other on how to handle procurement and finance objectionsShared conviction2Practice handling procurementShared practice3Agree the right next move for each procurement and finance objection4Rehearse the final round price pushback and align on the calm
DemoPlay it yourself · a short demo · one exercise from session 3 · Get the Order Right
Alone first. Then the team agrees on one answer.
This is a taste, not the whole session. “Decide when to discount” runs 4 exercises with your own team, on a call or in a room. Here is one of them, on the real screens, played with four AI teammates, so you can feel how a session works.
Decide when to discount · Get the Order Right00:00MJLSYouAgree the order of moves in a final-round discount negotiationOn screen: Rank from first to last the five moves you would make when procurement pushes hard on price for Acme Endpoint, alone
You are playing with 4 AI teammates. Every screen opens on its briefing: read it, then tap I’m ready.
Readiness intelligence · what you'll see as teams play
Know which of your partner reps can defend the value, and where you should step in, before the next big deal.
Acme Security › Readiness intelligence › Launch of Acme EndpointEvery one of your partner reps sells the value of Acme Endpoint the same way
Readiness index82%Ready+44 pts25% participation + 25% progress + 50% alignment · Ready at 80
Shared knowledge48 → 88Shared conviction37 → 71Shared practice44 → 80
Participation94%282 of 300 people played at least once
Progress75%3 of 4 planned sessions completed
Alignment41% →78%936 of 1200 points aligned
Failed alignment pointsWhere you should step in
Including the service at no costNot aligned in 2 of 6 playsShared knowledgeYour largest team · 11 partner reps
Would we back Acme Endpoint with our biggest end customers?"Not yet, we still have concerns" in 2 playsShared convictionYour enterprise team · 14 partner reps
Your partner reps could play this next week. Add your website to make it yours.
- 01 · 5 minConfirm the assumptionsCheck what we inferred about you and edit any text in place. Your edits are locked.
- 02 · 1 link per teamInvite your teamAny browser, any device. No account, nothing to install.
- 03 · after each playWatch readiness fill inYou see who played, what they agreed, and where to follow up.
Used by teams at
Free until you play live · ISO 27001 · EU data
Free until you play live · ISO 27001 · EU data