Co-Sell Guides
Hyperscaler Co-Sell Guides
Field guides on ISV co-sell, Azure Partner Center, AWS ACE, Google Cloud Partner Advantage, marketplace transact, and co-sell operating models. By Ali Chehab.
- ISV Co-SellHow ISVs run co-sell with hyperscaler sellers: marketplace listings, partner-sourced pipeline, ACE and Partner Center registration, and services attach.
- Azure Co-SellAzure co-sell mechanics: Microsoft Partner Center opportunity registration, co-sell status, PAL attribution, and field handoffs with Microsoft AEs and specialists.
- AWS Co-SellAWS co-sell pursuit flow through ACE opportunity submissions, APN program tiers, MAP funding, and alignment with AWS account teams.
- Google Cloud Co-SellGoogle Cloud co-sell through Partner Advantage opportunity sharing, specialization alignment, and Google Cloud seller engagement.
- Co-Sell Operating ModelBuild a co-sell operating model: defined owners, stage gates, required artifacts, exception handling, and repair routes when pursuits stall.
- Hyperscaler Co-SellCross-hyperscaler co-sell comparison: Partner Center vs ACE vs Partner Advantage, registration fields, seller culture, and marketplace transact patterns.
- Partner Center OpportunityMicrosoft Partner Center opportunity lifecycle: create, co-sell ready, seller acceptance, referral management, and closing with marketplace or enterprise agreement.
- ACE Co-SellAWS ACE co-sell: partner-sourced submissions, AWS-sourced invitations, required fields, acceptance SLAs, and keeping opportunities active.
- Marketplace Co-SellCo-sell through cloud marketplaces: Azure, AWS, and Google Cloud private offers, channel partner private offers, and linking marketplace transact to partner opportunities.
- Co-Sell Pursuit FlowEnd-to-end co-sell pursuit flow from account selection through registration, seller engagement, technical validation, funding, and close.
- Alliance Manager Co-SellAlliance manager responsibilities in hyperscaler co-sell: partner pipeline creation, seller relationships, ops hygiene, and revenue attribution.
- Ali Chehab: Partnerships & AlliancesAli Chehab on partnerships and alliances: building ISV and SI co-sell motions with Azure, AWS, and Google Cloud sellers, partner managers, and field teams.
- Ali Chehab: Hyperscaler GTM & Co-SellAli Chehab advises ISV and SI teams on hyperscaler GTM: co-sell registration, AE coverage, marketplace paths, and operating models across Azure, AWS, and Google Cloud.
- Ali Chehab: Azure Co-SellAli Chehab on Azure co-sell: Microsoft Partner Center registration, co-sell ready status, PAL, marketplace private offers, and working with Microsoft AEs.
- Ali Chehab: AWS ACE & Partner Co-SellAli Chehab on AWS partner co-sell: ACE opportunity submissions, APN fit, MAP funding alignment, marketplace offers, and working with AWS account teams.
- Ali Chehab: Google Cloud Partner MotionsAli Chehab on Google Cloud partner motions: Partner Advantage opportunities, specialization tags, seller engagement, and marketplace paths for ISV and SI teams.
- Field Coverage and the AE GateHow ISV and SI teams earn hyperscaler AE coverage: gate criteria, coverage requests, account timing, and what Ali Chehab requires before seller outreach.
- Exception Repair in Co-SellRepair paths for stalled co-sell: rejected ACE submissions, stale Partner Center status, lost seller engagement, and how Ali Chehab documents recovery steps.
- Cloud Routing: Azure, AWS, Google CloudHow to route ISV and SI pursuits to Azure, AWS, or Google Cloud: customer cloud preference, program fit, seller coverage, and Ali Chehab’s routing rules.
- Expansion Flywheel & Consumption-Led GrowthBuild a co-sell expansion flywheel: land production workloads, attribute consumption, plan the next use case, and re-engage hyperscaler sellers with Ali Chehab’s growth loop.
- SI + ISV Co-Sell MotionHow systems integrators and ISVs co-sell together with hyperscalers: role split, opportunity linkage, marketplace and SOW paths, and Ali Chehab’s joint pursuit rules.
- Alliance Sales Career & MentorshipCareer paths in alliance sales and partner ecosystems: skills Ali Chehab coaches for co-sell, seller engagement, portal discipline, and mentorship for GTM operators.
- Partner-Sourced PipelineBuild partner-sourced co-sell pipeline: account selection, portal registration, seller acceptance, and hygiene rhythms Ali Chehab uses across Azure, AWS, and Google Cloud.
- Seller-Sourced ReferralsHow to accept and execute seller-sourced co-sell referrals from Microsoft, AWS, and Google Cloud: SLAs, role clarity, and Ali Chehab’s response playbook.
- Co-Sell Funding and IncentivesAlign co-sell pursuits with hyperscaler funding and incentives: MAP, Azure programs, Google incentives, and how Ali Chehab keeps funding tied to registered opportunities.
- Joint Pursuit PlanningRun joint pursuit planning for co-sell: account plans, triad roles, meeting cadence, and artifacts Ali Chehab uses before hyperscaler AE coverage.
- Co-Sell AttributionProtect co-sell attribution across Azure, AWS, and Google Cloud: PAL, opportunity close hygiene, marketplace linkage, and practices Ali Chehab requires at win.