Cloud Marketplace & Co-Sell GTM (Microsoft & AWS)

Service Description

Microsoft and AWS are two of the largest sources of B2B pipeline in the world, but most ISVs (Microsoft now calls them Software Development Companies, or SDCs) never fully unlock them. We help you get co-sell ready, list and transact on the right marketplace, and build a repeatable motion with cloud account teams. We lead with Microsoft, where incentives for migration, modernization, AI and Copilot are strongest today, and we are fluent in AWS for companies committed to that ecosystem. What's Included: Co-Sell Readiness Assessment - Partner Center and AWS Partner Central status, IP co-sell and ISV Accelerate eligibility, and gaps Marketplace Listing & Transactability - Microsoft Marketplace and AWS Marketplace offer strategy, private offers and listing optimization Cloud Field Engagement - Identifying and working with the right Microsoft and AWS account managers, solution architects and partner managers Committed-Spend Positioning - Making your product eligible to count toward customers' Microsoft (MACC) and AWS cloud commitments Channel & Reseller Routes - CSPs, distributors, MSPs and channel partner private offers Joint GTM Plan - Messaging, campaigns and co-marketing with the cloud provider and partners Pipeline Tracking - Referrals, co-sell opportunities and KPIs Proven Results: 10+ years in the Microsoft ecosystem, including Microsoft Direct CSP and Marketplace ISV programs AWS Certified and Microsoft Azure Certified Partnerships negotiated with Microsoft, Ingram Micro, TD Synnex and Intelisys Exceeded a $2.4M quota at 125% through strategic partnership development How It Works: 1. Readiness Review - Partner Center or AWS Partner Central status, offer type and gaps 2. Listing & Co-Sell Setup - Offer, pricing, listing content and co-sell materials 3. Field Engagement - A working cadence with the right cloud account teams 4. Repeatable Motion - Private offers, pipeline tracking and quarterly reviews Ideal For: Early-stage B2B SaaS companies and ISVs, typically 1–3 years in and recently funded, that are ready to build their first cloud marketplace and co-sell motion, plus cloud partners that want Microsoft or AWS to become a real, repeatable source of pipeline.