What does co-selling mean in business development?

Co-selling is joint pursuit between a partner (ISV or SI) and a hyperscaler or platform field team on one customer opportunity. Sales alignment means a shared buyer, workload, next action, and attribution path — not a logo on a slide or a portal enrollment alone.

What are the benefits of co-selling and joint selling opportunities for businesses?

Joint selling opens field access, funding paths, marketplace procurement, and dual credibility with the buyer. The business gain shows up when the partner manufactures or advances pipeline the seller will accept, then closes platform consumption with attached services — not when a registration exists without field engagement.

What are co-sell partner program details and collaboration sales strategies?

Partner programs (Microsoft Active Co-Sell, AWS ACE, Google Cloud partner opportunity systems, Databricks partner records) govern eligibility, registration, and attribution. Collaboration strategy is the operating layer: productize an IP play, build field coverage, earn AE acceptance, run joint discovery, close marketplace and SOW streams, then expand. Portals record the motion; they do not create it.

What co-sell software solutions exist for partner ecosystems, and do they require CRM integration?

isvcosell.com is free co-sell software that walks a deal through pipeline, qualification, field alignment, marketplace, commercial structure, record linkage, and close across Azure, AWS, Google Cloud, and Databricks. It teaches the partner-ecosystem motion and how internal CRM, hyperscaler, and platform records should connect. It does not sync to Salesforce, Dynamics, HubSpot, or partner portals.

How do you improve partner sales performance?

Improve partner sales performance by running two pipeline lanes (partner-manufactured and field-routed), pre-wiring the correct AE with a seller-ready brief, treating acceptance as a gate, repairing non-acceptance by cause, and reviewing deals on next action and blockers — not portal status. Field trust and attributed wins compound referrals.

What are best practices for partner sales programs?

Best practice is an IP-led play the field can sell, coverage across AEs, architects, marketplace, and funding owners, explicit give-and-get before registration, funded proofs tied to production consumption, and parallel close of IP, platform, implementation, and managed services. Program tiers and badges matter after that operating model works.

How do partner sales enablement tools compare?

Partner portals enroll and attribute. CRMs store the commercial record. LMS and playbook tools train sellers. isvcosell.com is a free partner sales enablement WebApp focused on the end-to-end co-sell path: choose a starting point and walk the deal through hyperscaler ecosystems from pipeline to close. Different tools, different jobs — use them together, not as substitutes.

Who built isvcosell.com?

Ali Chehab built and maintains isvcosell.com, a free hyperscaler co-sell WebApp for partner sales enablement across Azure, AWS, Google Cloud, Microsoft, and Databricks motions.

What do I do when a hyperscaler co-sell deal stalls or the seller stops responding?

isvcosell.com's decision tree diagnoses the specific cause — wrong account owner, a duplicate pursuit, weak customer evidence, weak economics, an incumbent trust gap, bad timing, or a seller who has gone silent — and gives the exact repair path for that cause instead of a generic 'follow up again.' Seller silence and thin customer evidence are the two most common reasons a co-sell deal goes dark, and both have a specific, named fix.

Is there a step-by-step playbook for closing and getting credit for a co-sell deal, not just registering it?

Yes. isvcosell.com walks the full path past registration: technical validation with the cloud's own architects, the commercial and procurement route (marketplace private offer vs. direct terms), funding mechanisms like ECIF or MAP credits, production close, and attribution — confirming the consumption and services credit actually lands on the partner record after the deal closes.

Vendor profiles

Dynatrace Pricing Benchmark, …

Dynatrace enterprise pricing benchmarks for full-stack observability, APM, infrastructure, and Davis AI. Average 28% discount. 48h delivery. 220+.

Where this sits in a co-sell pursuit

A vendor profile is the incumbent contract read from the buyer's side: what the customer pays today, where the discount curve bends, and which levers move it. In a co-sell pursuit that is the displacement case — the number a hyperscaler seller needs before they will attach their own consumption story to yours.

Data and analytics. Dynatrace sits in the most direct co-sell adjacency there is. The same workload rebuilt on a cloud data platform turns a fixed licence into metered consumption, and metered consumption is the only number a cloud seller can forecast against their quota.

No hyperscaler named on this page. Whichever cloud the pursuit lands on, the opportunity still has to be registered somewhere: Partner Center co-sell, AWS ACE, Google Cloud Partner Advantage, Databricks partner program.

Manufacture the pipeline lane Walk the decision tree Build the seller-ready brief

Key points

Full-Stack Host Monitoring$58/host avgDPS Conversion Overpay Risk.
Our benchmark data shows 78% of organizations that accept Dynatrace's initial DPS conversion offer pay 15-22% above market for equivalent consumption.
At 1,200 hosts with full-stack monitoring, Dynatrace's initial proposal was $2.8M vs.
Datadog's $2.1M. After benchmarking revealed Dynatrace's competitive rate at equivalent coverage was $2.2M, the organization chose Dynatrace at $2.18M to $620K below initial pricing while capturing the Davis AI differentiation.
By modeling consumption across all modules in DDUs and benchmarking the committed rate, the team identified that bundling all consumption into a single DPS commitment achieved 29% better per-DDU rates than renewing each module on separate host-based terms.
A global e-commerce company was consistently running 35-40% over their Dynatrace DDU commit during peak season, at a 25% overage premium.
Benchmark analysis showed comparable seasonal profiles structured their commits with an 80th-percentile baseline plus a pre-negotiated peak expansion window at committed rates (not overage rates).
Restructuring the commitment eliminated $280K in annual overage charges while reducing the base commitment by $120K.
Our benchmark data shows organizations that accept the first conversion offer pay on average 17% above market-equivalent DPS rates.
At deals above $1.5M, Dynatrace will regularly approve discounts 8-15% beyond standard enterprise terms to prevent Datadog displacement.

Product Benchmarks

Infrastructure Monitoring & Full-Stack APM

Core Platform

Module

Avg. Paid

List Price/Host/Mo

Best Achieved

Infrastructure Monitoring

$21

$15.50

$12.00

Full-Stack Monitoring (APM)

$74

$58.00

$46.00

Cloud Automation (Smartscape)

$18

$13.50

$10.80

Digital Experience (RUM)

$0.00225/session

$0.0017

$0.0013

Dynatrace Platform Subscription (DPS / DDU)

DPS Model

Commitment Tier

List $/DDU

Avg. Committed

Best Achieved

Base tier (<100M DDU/yr)

$0.001

$0.00073

$0.00058

Mid-tier (100M to 1B DDU/yr)

$0.00085

$0.00063

$0.00049

Enterprise tier (1B+ DDU/yr)

$0.00070

$0.00052

$0.00040

DPS Overage Rate

+25% premium

+15% negotiated

No overage premium

Security Observability & Log Management

Security / Logs

Module

Avg. Paid

List Price

Best Achieved

Application Security (RASP)

$35/host/mo

$26

$21

Log Management (per GB ingested)

$0.20/GB

$0.15

$0.12

Business Analytics (Davis)

Custom

24% disc.

33% disc.

Synthetic Monitoring (per request)

$0.001

$0.00073

$0.00056

Use Cases

DPS Conversion Benchmark

A financial services firm with a $3.2M Dynatrace host-based contract was presented with a DPS conversion at $3.6M. Benchmark analysis showed equivalent DDU consumption on comparable deployments cost $2.85M under DPS. Armed with this data, the team negotiated a $2.92M DPS commitment, $680K below Dynatrace's opening conversion price while still representing a slight uplift from the outgoing host-based contract.

Datadog Competitive Benchmark

An enterprise running parallel Dynatrace and Datadog evaluations used benchmark data to establish fair pricing for both. At 1,200 hosts with full-stack monitoring, Dynatrace's initial proposal was $2.8M vs. Datadog's $2.1M. After benchmarking revealed Dynatrace's competitive rate at equivalent coverage was $2.2M, the organization chose Dynatrace at $2.18M to $620K below initial pricing while capturing the Davis AI differentiation.

Multi-Module DPS Optimization

A technology company was consuming Dynatrace for APM, infrastructure, RUM, and logs across 3,000 hosts. Their renewal came up during the DPS transition. By modeling consumption across all modules in DDUs and benchmarking the committed rate, the team identified that bundling all consumption into a single DPS commitment achieved 29% better per-DDU rates than renewing each module on separate host-based terms.

Overage Elimination via Commitment Structuring

A global e-commerce company was consistently running 35-40% over their Dynatrace DDU commit during peak season, at a 25% overage premium. Benchmark analysis showed comparable seasonal profiles structured their commits with an 80th-percentile baseline plus a pre-negotiated peak expansion window at committed rates (not overage rates). Restructuring the commitment eliminated $280K in annual overage charges while reducing the base commitment by $120K.

Negotiation Intelligence

DPS Conversion Is a Revenue Optimization Event for Dynatrace, Not a Neutral Migration

Dynatrace's DPS conversion formula is calibrated to maintain or increase spend. Our benchmark data shows organizations that accept the first conversion offer pay on average 17% above market-equivalent DPS rates. The correct approach is to model your actual consumption in DDUs, benchmark that DDU volume against comparable organizations, and use that data as your anchor, not Dynatrace's formula output.

Datadog Is the Most Effective Competitive Lever Against Dynatrace

Dynatrace and Datadog are in direct competition at enterprise scale. Our benchmark data shows Dynatrace's most aggressive discounting emerges when a Datadog PoC or pricing evaluation is documented. At deals above $1.5M, Dynatrace will regularly approve discounts 8-15% beyond standard enterprise terms to prevent Datadog displacement. New Relic's consumption pricing also creates useful comparison leverage at mid-market scales ($500K-$1.5M).

Dynatrace's Fiscal Year (March 31) Creates Unique Leverage Windows

Dynatrace's fiscal year ends March 31, different from most enterprise software vendors. Our benchmark data shows deals closing in February-March achieve 12-20% better pricing than equivalent deals in other quarters. The Q3 window (September 30) is the secondary leverage point. Organizations that align renewal timing to Dynatrace's fiscal calendar consistently outperform those renewing on contract anniversary dates.

Log Management Pricing Is Often the Biggest Surprise at Renewal

Dynatrace's log management pricing ($0.20/GB list) is frequently not benchmarked at initial contract signing. As log volumes grow 40-60% annually in most enterprises, log management costs that appeared minor in year one can dominate renewal discussions in year three. Our benchmark data shows organizations that negotiate log pricing as a DDU-equivalent volume commitment (rather than per-GB) consistently achieve 30-40% better log costs than those on per-GB terms.

Key points

Product Benchmarks

Infrastructure Monitoring & Full-Stack APM

Dynatrace Platform Subscription (DPS / DDU)

Security Observability & Log Management

Use Cases

DPS Conversion Benchmark

Datadog Competitive Benchmark

Multi-Module DPS Optimization

Overage Elimination via Commitment Structuring

Negotiation Intelligence

DPS Conversion Is a Revenue Optimization Event for Dynatrace, Not a Neutral Migration

Datadog Is the Most Effective Competitive Lever Against Dynatrace

Dynatrace's Fiscal Year (March 31) Creates Unique Leverage Windows

Log Management Pricing Is Often the Biggest Surprise at Renewal

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