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Zero to Hero: Mastering Cloud Partnerships & Co-Sell

Name: Zero to Hero: Mastering Cloud Partnerships & Co-Sell
Rating: 4.7 (160 reviews)

Accelerate Your Go-to-Market Strategy with AWS, Azure, and Beyond - The Ultimate CSP Partnerships & Co-Sell Playbook

Created byNofar Asselman

Last updated 2/2025

English

English [Auto],

What you'll learn

Grow with Top CSPs: Learn partnering with AWS, Azure, Google Cloud for business expansion.
Strategic Insights: Understand cloud strategies for effective partnerships.
Partnership Design: Master designing and leveraging CSP partner programs for growth.
Long-term Alliances: Develop sustainable partnerships with AWS, Azure, GCP, and more.
Co-Sell Roles: Identify key CSP roles crucial for successful co-selling motions.
CSP Engagement: Prepare to engage effectively with CSP sales teams for mutual success.
Master Cloud Co-Selling: Learn best practices and steps for efficient co-selling with CSPs.
Leverage Cloud Marketplace: Use AWS, Azure Marketplaces to close deals faster, grow deals.
Enhance CSP Relations: Boost your partnership value with CSPs for long-term benefits.

Course content

8 sections • 48 lectures • 1h 53m total length

About the course3:06
Master cloud alliances with the ultimate CSP partner playbook, unlocking partner benefits, new markets, credibility, and faster sales through co-marketing and co-sell strategies.
Introduction to Cloud Alliances2:49
An introduction to partnerships with Cloud Service Providers and to why I created this course.
The Cloud Partnership Playbook - modules overview1:20
An introduction to the course modules.
Who's this course for?0:49

Introduction0:40
Explore how cloud service providers form partnerships, uncover their motivations, identify qualified partners, and learn the partnership flywheel of co-develop, co-market, and co-sell.
What are partnerships with Cloud Service Providers?2:48
The CSP Partnership Flywheel: Co-Develop, Co-Market, Co-Sell8:03
What are the benefits of CSP partnerships you can leverage to grow your business?
The Foundation of Partnerships with Cloud Service Providers

Module Agenda1:09
Define your partnership strategy with cloud service providers using a five-step guide to avoid common challenges, and learn timelines, KPIs, and methods to measure CSPs' impact and team roles.
Common Partner Challenges0:51
5 Steps to Build your Partnership Strategy0:58
Identify partnership opportunities and potential; onboard with the right partner programs; differentiate your offering with a unique value; create a joint go-to-market plan; co-sell to scale across the CSP marketplace.
STEP 1: Assess the Partnership Potential4:52
Assess partnership potential by evaluating which CSP your customers use and your product's impact on cloud adoption, then target the CSP with strong co-sell and economic buyer alignment.
STEP 2: Onboard as a Partner1:33
STEP 3: Differentiate your Offering1:52
STEP 4: Create GTM (go-to-market) Partnership Plan1:49
Develop a 12–18 month joint go-to-market plan with CSP partnerships, aligning CEO, sales, marketing, and product leaders, and defining goals, timelines, and required resources for marketplace listings and programs.
Example of GTM Partnership Plan2:38
Explore a CSP partnership plan with product and business alignment, co-sell initiatives, and three key elements—partner adoption, co-sell programs, and EDP burn down—to drive marketplace success.
STEP 5: Sell & Grow with CSPs1:15
RECAP: 5 Steps to Build your Partnership Strategy0:44
Follow five steps to build a partnership strategy with cloud service providers like AWS or Azure, covering access onboarding, differentiation, go-to-market plan, sell-and-grow, timelines, and KPIs.
CSP Partnerships Timelines3:05
Common Partner Pitfalls4:03
How to Measure a CSP Partnership Impact3:49
Navigate the Different CSP Teams3:24
Module RECAP0:47
Strategize

Introduction to Co-Selling with CSPs0:57
Discover what co-selling means with cloud service providers and how co-sell programs and the cheer flow enable your sellers to collaborate and impact the sales pipeline.
What is Co-Selling?1:06
CSP Co-Sell Programs2:18
Explore how co-sell programs reward CSP sellers with cash incentives for partnering to win end customer opportunities, based on partner enrollment, opportunity win, and seller involvement.
What's in it for the CSP Sellers1:16
Identify CSP sellers' four motivations to co-sell: program compensation, marketplace quota retirement, solving customer challenges, and growing cloud footprint. Then learn how to start co-selling with CSPs.
How CSP Sellers Can Help Partners Sell?2:17
How to Apply to CSP Co-Sell Programs?0:52
The Co-Sell Playbook: the CHEER Co-Sell Flow2:22
1ST STEP: Create Co-Sell Field-Ready Kit4:34
2ND STEP: Highlight & share customers' opportunities1:39
Highlight and share customer opportunities on CSP partner portal to attract sellers and gain deal support. Upload details: description, contact, CSP services, impact, stage, size; assign an owner.
3RD STEP: Engage with CSP Sellers6:56
4TH STEP: Earn Trust & Win Together2:29
Earn trust and win together through co-sell with CSP sellers, mutual customer wins, marketplace deals, and customer success stories that convey your differentiated value in cloud partnerships.
5TH STEP: Referrals - Get New Customer Referrals6:24
Learn to obtain new customer referrals by leveraging CSP sellers and their portfolios. Use tactics like replicating success, creating joint sales plays, and packaging briefs and templates to ease referrals.
RECAP: the CHEER Co-Sell Flow1:00
How to Help your Sellers Co-Sell?2:08
How to Train your Sellers to Co-Sell with CSPs?2:19
Co-Sell

Introduction0:57
What are CSP Marketplaces?1:26
Top Reasons Customers Buy on CSPs Marketplaces5:47
Learn how cloud marketplaces simplify procurement and vendor management, provide a one-stop shop for faster tool access, help burn down cloud commitments, and offer consolidated billing for easier cost management.
Top Motivations for Partners to Sell on CSPs Marketplaces3:37
Marketplace Onboarding Checklist2:13
Best Practices for CSPs Marketplace Onboarding3:04
CSPs Marketplace Fees1:57
Understand CCP marketplace fees, paid as a percentage of deal size (roughly 3–20%), varying by product type, pricing model, partnership status, and programs like co-sell.
CSP Marketplaces - Key Takeaways0:56
Cloud Marketplaces

Requirements

Interest in partner development and strategy with Cloud Service Providers: AWS, Azure, GCP and others
For entrepreneurs, business leaders, and channel professionals who want to co-sell with Cloud Service Providers

Description

Unlock the Power of Strategic Cloud Partnerships with AWS, Azure, GCP, and More

Dive into the dynamic world of cloud computing and discover how partnering with top Cloud Service Providers (CSPs) like AWS, Azure, and Google Cloud Platform (GCP) can catapult your go-to-market strategy and scale your business. This comprehensive course offers a deep dive into the art of forging strategic alliances and executing co-sell initiatives that drive revenue growth.

Why This Course?

In an era where cloud ecosystems are rapidly expanding, understanding how to leverage partnerships with leading CSPs is crucial for anyone looking to sell software or services. Whether you're aiming to enhance your company's market presence or boost sales through collaborative efforts, this course lays out a step-by-step playbook for success.

This course will help you understand how to partner with CSPs (like AWS, Microsoft, GCP), and how to access partner programs that provide business support that help you to scale your revenue.

What You'll Gain:

In-depth Insights: Learn to navigate the CSP landscape, from AWS and Microsoft to GCP, and how to engage with partner programs that offer unparalleled business support.
Actionable Strategies: Master the co-selling sales process with a clear guide on planning and implementing successful cloud partnership strategies.
Immediate Impact: Adopt best practices and practical tips for immediate application, ensuring you can start making a difference right away.
Enhanced Co-Sell: Discover how to work effectively with CSP sellers, gaining insights, meeting quotas, and unlocking new customer opportunities through collaboration.

Enrollment Benefits:

Comprehensive Learning: From defining your cloud alliance strategy to mastering co-sell motions, this course covers it all.
Exclusive Insights: Gain access to CSP partner programs, learn the nuances of co-sell programs, and how to stand out as a preferred CSP partner.
Practical Support: Receive guidance on avoiding common pitfalls, enhancing your partnership, and leveraging cloud marketplaces for increased deal sizes.
Network Expansion: Obtain customer referrals and deal support from CSP sellers, enriching your network and sales opportunities.

Your Strategic Mentor: Nofar Asselman

Be guided by Nofar Asselman, a renowned strategic mentor and AWS Community Hero, known for her expertise in developing successful strategies for a diverse range of organizations and startups in collaboration with AWS and Microsoft.

Ready to Elevate Your Cloud Partnership Strategy?

Enroll to transform your approach to cloud partnerships and co-selling, unlocking new growth avenues and accelerating your business success with AWS, Azure, GCP, and beyond.

Who this course is for:

Alliance & Business Development leaders that what to build & grow powerful Cloud Partnerships
Channel & Sales leaders that want to leverage cloud leaders to scale their customer base and close deals faster
Entrepreneurs or CEOs that want to kickstart a strategic partnership with the leading cloud vendors
Individuals who are considering business development as a career and want to learn more about the profession in the cloud ecosystem
Individuals who want to understand partner strategies and motions of cloud-focused companies

Zero to Hero: Mastering Cloud Partnerships & Co-Sell

What you'll learn

Explore related topics

Course content

Introduction4 lectures • 8min

1st Module: Study - understanding partnerships with Cloud Service Providers3 lectures • 12min

2nd Module: Strategize - Build your Partnership Strategy with CSPs15 lectures • 33min

3rd Module: SELL - How to Co-Sell with CSPs15 lectures • 39min

4th Module: SCALE - How to Leverage CSP Marketplace to Scale your Business?8 lectures • 20min

Let's Practice!0

Course Recap + a template of a 30/60/90 Cloud Partnership Plan2 lectures • 3min

Bonus: Cloud Partnership Predictor1 lecture • 1min

Requirements

Description

Who this course is for: