Zero to Hero: Mastering Cloud Partnerships & Co-Sell

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.

Learn how cloud service providers partner with companies to drive co-sell and joint marketing via a three-pillar flywheel, with KPIs focused on cloud adoption and software and service partner growth.

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.

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.

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.

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.

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.

Sell and grow with CSPs by leveraging the CSP marketplace and co-sell program, building a joint pipeline, training sales teams, and scaling with a co-sell playbook and measurable impact.

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.

Plan a three-year CSP partnership timeline, onboarding with a dedicated owner, building a joint value proposition, enrolling in co-sell and marketplace programs, then scaling marketing, deals, and tracking KPIs.

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.

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.

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.

Become a partner, onboard to the CSP partner portal, and learn the co-sell program requirements before enrolling in the program to enable joint customers and opportunities with CSP co-selling.

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.

Engage with CSP sellers after submitting an opportunity to secure deal support and build trust with the seller, alliance manager, and partner sales manager through scalable email outreach.

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.

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 five steps of the cheer co selling flow, create a field-ready co-sell kit, and drive customer referrals with CSPs.

Learn how CSP sellers support your sales with deal support and referrals. Build credibility, accelerate the sales cycle, and uncover larger opportunities through a proven co-selling flow.

Explore how cloud service provider marketplaces let customers buy third-party solutions from partners, accelerating partnerships and making CCP marketplaces the platform of choice for software purchases.

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.

Register as a seller on CCP marketplaces, prepare your product, create a listing via marketplace management portal, submit for review, and launch with promotion, following onboarding practices for Silsbee's marketplaces.

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.

Highlight marketplace listings as a critical element of the cloud partnership strategy, enabling faster sales and broader reach through CSP marketplaces.

Encourage learners to share their experiences partnering with cloud service providers (CSPs), including successes, challenges, and advice, to strengthen the cloud partnerships ecosystem and enrich the course playbook.