Joint discovery and action plan

One plan, not two parallel sales cycles

Once a seller accepts, the partner and the hyperscaler run one joint qualification pass together: buyer and champion, technical and procurement owners, decision criteria, a cloud usage hypothesis, and a services-attach plan. This is deliberately not a partner-side discovery followed by a separate hyperscaler-side discovery — running it once, jointly, is what keeps both sides aligned on the same next action instead of negotiating two different stories with the customer.

The output is a single mutual action plan the customer, the partner, and the hyperscaler seller all sign onto, covering outcome, architecture, usage, scope, roles, and an expansion path — not a slide deck each side privately reworks afterward.

Where a weak plan gets caught

A joint qualification that fails on buyer evidence, cloud commit, or procurement path routes to repair or nurture rather than silently carrying a bad plan into technical validation, where the cost of rework is higher.