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

GitHub Enterprise Pricing Benchmark, …

GitHub Enterprise pricing benchmarks for GitHub Enterprise Cloud, Copilot Business, and Advanced Security. Average 27% off list. 195+ enterprise.

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.

AI and ML. GitHub Enterprise is the least anchored line in most estates: newest contracts, shortest terms, weakest switching costs. That makes it the easiest spend to redirect into cloud-native services, which is why it opens pursuits that an ERP conversation cannot.

Microsoft Azure
Microsoft pricing on this page becomes MACC headroom in an Azure pursuit: the commitment the customer already signed is the budget a co-sold workload draws against, and the co-sell record that claims it lives in Partner Center.
Azure co-sell Partner Center co-sell

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

Key points

Our data shows that 71% of enterprise Microsoft customers negotiate GitHub and Microsoft separately, forfeiting bundling discounts of 20-35% that are available to EA customers.
Yet 71% of organizations negotiate their GitHub Enterprise agreement completely separately from their Microsoft EA, forfeiting bundling options that can reduce total GitHub costs by 20-35%.

GitHub Enterprise Product Benchmarks

GitHub Enterprise Cloud (GHEC)

Enterprise Plan

Tier / Volume

List (user/mo)

Avg. Negotiated

Best Achieved

GHEC (100 to 499 seats)

$21/user/mo

$16/user/mo

$14/user/mo

GHEC (500 to 999 seats)

$21/user/mo

$15/user/mo

$12/user/mo

GHEC (1,000 to 2,499 seats)

$21/user/mo

$14/user/mo

$11/user/mo

GHEC (2,500+ seats)

$21/user/mo

$12/user/mo

$9/user/mo

GitHub Copilot

AI Coding Assistant

Tier

List (user/mo)

Avg. Negotiated

Best Achieved

Copilot Business

$19/user/mo

$15/user/mo

$13/user/mo

Copilot Enterprise

$39/user/mo

$31/user/mo

$26/user/mo

Copilot (GHEC bundle)

Add-on

~$12/user/mo

~$9/user/mo

GitHub Advanced Security (GHAS)

Security Add-on

Product

List (committer/mo)

Avg. Negotiated

Best Achieved

GHAS (active committers)

$49/committer/mo

$36/committer/mo

$29/committer/mo

GHAS (GHEC bundle)

Bundled option

$32/committer/mo

$24/committer/mo

The GitHub + Microsoft EA Blind Spot

GitHub is owned by Microsoft. Yet 71% of organizations negotiate their GitHub Enterprise agreement completely separately from their Microsoft EA, forfeiting bundling options that can reduce total GitHub costs by 20-35%. Procurement teams that align GitHub negotiations with their Microsoft EA renewal consistently achieve substantially better outcomes than those handling them independently.

Are You Overpaying for GitHub Enterprise?

Our GitHub benchmark report compares your Enterprise Cloud, Copilot, and Advanced Security rates against enterprise deals, and assesses whether your Microsoft EA creates bundling leverage you're not using. 48-hour delivery, Confidential.

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Use Cases

Common GitHub Benchmarking Scenarios

Where engineering leaders and IT procurement engage ISVCOSELL on GitHub deals.

01 · Renewal

GitHub Enterprise Annual Renewal

GitHub Enterprise renewals increasingly involve Copilot upsell and Advanced Security expansion proposals that significantly increase total cost. Our benchmark reports give procurement teams the data to evaluate which elements are priced competitively and which are inflated.

Learn more →

02 · Copilot Deployment

GitHub Copilot Enterprise Rollout

Organizations rolling out Copilot to 500+ developers face significant per-seat cost decisions. Our benchmark data on Copilot Business vs. Enterprise negotiated rates, and bundling economics with GHEC, enables accurate financial planning and negotiation positioning.

Learn more →

03 · Microsoft EA Alignment

GitHub + Microsoft EA Review

For organizations with Microsoft Enterprise Agreements, aligning GitHub negotiations with EA reviews creates significant leverage. We identify the optimal timing, bundling structure, and negotiation approach for combining GitHub and Microsoft EA renewals.

View Microsoft benchmark →

04 · M&A Due Diligence

GitHub Contract Review for Acquisitions

Engineering-heavy acquisitions often include substantial GitHub Enterprise commitments. Our benchmark reports validate whether target company GitHub pricing is at market rates, and identify post-acquisition consolidation opportunities if the acquiring company already has a GitHub EA.

Learn more →

Benchmark Your Deal

Submit Your GitHub Proposal

Upload your GitHub Enterprise renewal or new proposal and receive a benchmark report comparing your pricing against enterprise GitHub deals, with specific guidance on Copilot bundling, GHAS negotiation, and Microsoft EA leverage, in 24 hours.

Submit Your GitHub Proposal

Related Resources

Key points

GitHub Enterprise Product Benchmarks

GitHub Enterprise Cloud (GHEC)

GitHub Copilot

GitHub Advanced Security (GHAS)

Are You Overpaying for GitHub Enterprise?

Common GitHub Benchmarking Scenarios

GitHub Enterprise Annual Renewal

GitHub Copilot Enterprise Rollout

GitHub + Microsoft EA Review

GitHub Contract Review for Acquisitions

Submit Your GitHub Proposal

Submit Your GitHub Proposal

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