(4:41 Video) “Collaboration in Sales: The Key to Success”


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In this 4:41 video, Ryan Thomas discusses the importance of teamwork and collaboration in driving business success. He highlights the significance of being a partner rather than just a customer vendor. He emphasizes the need for leaders to embrace the power of teamwork to provide the best solutions for customers.

Ryan Thomas discusses the importance of teamwork and collaboration in driving business success and highlights the significance of being a partner rather than just a vendor for customers. 

With sales pursuits becoming increasingly complex, it is crucial to involve the right resources early on and ensure a customer-first mindset. Ryan also emphasizes the need for leaders to embrace the power of teamwork to provide the best solutions for customers.

Key Takeaways:

  1. Embrace the power of teamwork and collaboration to drive the business forward.
  2. The complexity of their technology and go-to-market strategy requires a team approach to meet customer demands.
  3. Focus on a customer-first mindset and prioritize customer success in the sales cycle.
  4. Engage with the services team early in the deal cycle to ensure efficient technology deployment.
  5. Involve the customer success team in the sales cycle to provide implementation support and guidance.

Summary Video Article:

Title: Embracing the Power of Teamwork: Leading Through Transformation

Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen with their guest speaker Ryan Thomas, sales VP of Elastic, Americas.


In today’s rapidly evolving business landscape, company leaders face the challenge of navigating transformational changes. To address this, sales leader Ryan Thomas emphasizes the importance of embracing the power of teamwork and not “losing alone.” By fostering collaboration and leveraging the network of leaders within the organization, leaders can drive the business forward more effectively.

Embracing the Power of Teamwork

Regular calls among all the company’s leaders serve as a platform to address market opportunities and, more importantly, to focus on the “why” behind these opportunities. Understanding underlying motivations allows leaders to align efforts and make informed decisions. 

The overarching goal is to ensure that leaders don’t face challenges alone but rather embrace the power of the team, fostering unity and shared purpose within the organization.

The Complexity of Technology and Customer Demands

Elastic operates in a complex technological landscape as a cloud solution provider. The company competes in three areas: search, observability, and security. With customers’ demands increasing, sales teams must rely more on individual account executives (AEs) to close deals.

A team-based approach is emphasized, bringing together experts to provide comprehensive solutions tailored to each customer’s unique needs. This requires bringing together a team of experts from various supporting organizations within Elastic to ensure that every opportunity is approached from the proper perspective.

Furthermore, customers are not just looking for vendors; they want partners who can guide them through implementing and utilizing Elastic’s solutions. The customer-first mindset involves the customer success team early in the sales cycle, providing necessary support for business growth.

The Importance of Collaboration for Success

While collaboration may seem straightforward, bridging the gap between knowing and doing can be challenging. Some parts of the business may need help with effectively utilizing available resources. Elastic addresses this by implementing strategies to ensure appropriate resource leverage, including the inclusion of services in the sales cycle.

By selling services alongside technology, Elastic reduces the time it takes for customers to get active in their solutions. This not only benefits the customer but also efficiently streamlines the implementation process. Engaging the services team early and involving the customer success team in the sales cycle builds trust, provides ongoing support, and showcases Elastic’s commitment to being a reliable partner.


Leading through transformation involves embracing teamwork, recognizing the complexity of technology and customer demands, and prioritizing collaboration for success. Fostering a culture of collaboration and leveraging collective expertise enables leaders to drive the business forward more effectively.

Focusing on customer needs allows Elastic to provide comprehensive solutions through a team-based approach. In the face of increasing complexity, leaders must transform themselves and their approach to leadership. It’s no longer just about closing deals; it’s about running a healthy business and building solid customer partnerships. By embracing the power of teamwork and collaboration, leaders can navigate through transformative changes and drive the success of their organizations.

Republished with author's permission from original post.

Colleen Stanley
Colleen Stanley is president of SalesLeadership, Inc. a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, emotional intelligence and hiring/selection. She is the author of two books, Emotional Intelligence For Sales Success, now published in six languages, and author of Growing Great Sales Teams.


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