Align procurement roles for advisor referrals
Joint selling often slows when shared value is clear but accountability is not.
Buyers want coordinated support while each party needs its responsibilities to remain distinct.
“I’m fine with two specialists, but I need to know who answers when something affects payday.”
Adanna Boateng · Chief Operating Officer
Evaluates payroll and HR support for a 90-person regional services company using an external HR advisor.
What pulls against what
- joint value vs. clear accountability
- partner flexibility vs. repeatability
- procurement speed vs. legal precision
- quarter-end progression vs. durable expectations
What is at stake
Late-stage employer deals are stalling on accountability, not interest. A credible co-selling model could protect both partner trust and quarter-end pipeline quality
Why Gusto
At Gusto, it can matter when employers need payroll and HR support to feel connected without confusing who is accountable for each obligation.
Written for
This is the setup. The work is inside.
Running it puts you in the room: the full situation and its constraints, stakeholders who push back in their own words, and the decisions that are yours to make. What you produce becomes a Day One Plan — work you can show someone instead of describing.