Study Guide
What the Customer Already Pays
Every co-sell pursuit runs into a price the customer is already paying somebody else. This is 1302 pages of that number: per-vendor discount ranges, category benchmarks, renewal dates, and the contract mechanics behind them — read for the seller side of the table.
Why a co-sell site carries buyer-side pricing
A seller-ready pursuit brief needs a consumption number the cloud seller believes. That number is never invented: it comes out of what the customer spends today, what their incumbent agreement costs to renew, and how much of their cloud commitment is still unspent. The knowledge graph covers the motion — origin, seller acceptance, joint pursuit, attribution. This covers the commercial evidence the motion runs on.
Three of these pages are worth reading together before a first meeting: the customer’s incumbent vendor profile, the category benchmark it sits inside, and the renewal or price-change event that makes the conversation timely. That combination is the partner-manufactured pipeline lane — pipeline you build rather than wait for.
Where the money lands, by program
Microsoft Azure
A co-sell record in Partner Center, and a MACC the customer is already carrying. Eligible marketplace purchases draw the commitment down, which is why the incumbent vendor's price matters to a Microsoft seller.
Azure co-sellPartner Center co-sellMACC enrollmentPrivate offers
AWS
The pursuit is shared through ACE in Partner Central; the money sits in an EDP or private pricing agreement. Marketplace procurement is how a third-party purchase lands against that commitment instead of a new budget line.
Google Cloud
Partner Advantage registration, a committed-spend position, and Marketplace as the procurement route. What actually counts toward the commitment is offer-specific — verify it before promising the customer drawdown.
Google Cloud co-sellGoogle Cloud partnersCommitted use discountsGoogle Cloud Marketplace
Databricks
A second meter on top of the cloud, with its own field organisation and its own partner record. One workload, two consumption lines, and the services layer underneath both is where an SI earns.
Databricks partner motionDatabricks partnersCloud partnersDatabricks pricing
The library
- Vendor profiles510Per-vendor pricing posture, discount ranges, and negotiation levers across 500+ enterprise software vendors.
- Benchmark analysis247Long-form analysis of what enterprises actually pay, by vendor, category, and contract structure.
- Benchmark briefs236Shorter reads on specific pricing moves, renewal events, and vendor behaviour.
- Glossary60Procurement, licensing, and contract terms defined in buyer-side language.
- Buyer-side guides52How to run a category evaluation, a renewal, or a negotiation end to end.
- Vendor comparisons38Head-to-head pricing and packaging comparisons between competing vendors.
- Category benchmarks35Price benchmarks for a whole software category rather than a single vendor.
- Pricing events29Price increases, packaging changes, and licensing shifts worth timing a renewal around.
- Alternatives12Credible replacements for a vendor, and what switching does to the price.
- Platform10How the benchmark platform itself works.
- Research10Method notes and data behind the benchmark library.
- Case studies8Negotiations run against benchmark data.
- Industries8Category spend patterns by industry.
- Partners8The advisory and partner programme.
- Use cases8Where buyer-side benchmark data gets applied.
- Authors2Who writes the benchmark library.
- Overview1The library's own front page.
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