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

Medius AP Pricing 2026: What Enterprises Actually Pay

What do enterprises actually pay for Medius accounts payable automation? 2026 pricing, invoice-volume tiers, discount benchmarks and renewal tactics from.

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. Medius AP 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.

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

Commercial vehicles named on this page

ELA / ETLA.: An enterprise agreement with its own renewal clock. The clock is the trigger: a pursuit timed to it meets a budget that is already open. Renewal timing in the pipeline lane

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

Key points

Every tier step adds 35 to 60% to the subscription baseline.
List user pricing ranges from $240 to $720 per user per year depending on role.
Full-access AP processor licenses are roughly 2 to 3x the cost of approver-only licenses.
Medius Pay (the payment execution module added via the Wax Digital and subsequent fintech integrations) carries per-payment transaction fees of $0.40 to $1.20 depending on payment rail (ACH, check, virtual card, wire).
Supplier onboarding through Medius Supplier Management is billed per supplier at $2 to $6 per onboarded supplier, with ongoing network participation fees for premium suppliers.
Based on our benchmarking database of $2.1B+ in enterprise software contracts, here are the actual annual spend ranges for Medius deployments:.
At 50K invoices, expect 10 to 15% off list.
At 150K invoices, 20 to 25% is achievable.
At 500K invoices, 28 to 35% is realistic for a 3-year commitment.
A 3-year commitment yields 10 to 15% better pricing than 1-year. 5-year commitments are rare and typically not worth the flexibility trade-off, the incremental discount (3 to 5 points) does not compensate for the reduced ability to renegotiate if your AP volume or ERP landscape changes materially.

Medius Pricing Model Explained

Medius uses a three-layer pricing model that combines a platform subscription, named user licenses, and per-transaction fees on selected modules. Each layer has its own leverage points.

Layer 1: Platform Subscription (Invoice Volume Tier)

The platform subscription is tiered by forecast annual invoice volume. This tier drives the majority of the base fee and is the largest single pricing lever. Medius sales teams are incentivized to size aggressively at the top of each tier, if your forecast is 45,000 invoices, they will steer you into the 50K to 150K tier rather than the up-to-50K tier, citing growth headroom. Every tier step adds 35 to 60% to the subscription baseline.

Annual Invoice Tier	Platform Subscription	Per-Invoice Processing (est.)	Typical Fit
Up to 50K invoices	$45K to $85K / year	$1.20 to $1.80	Mid-market, single entity
50K to 150K invoices	$85K to $180K / year	$0.95 to $1.40	Upper mid-market, multi-entity
150K to 500K invoices	$180K to $420K / year	$0.65 to $1.05	Large enterprise, multi-geo
500K+ invoices	Custom (est. $400K to $1.2M+)	$0.35 to $0.75	Global enterprise

Layer 2: Named User Licenses

Medius charges per named user for approvers, AP staff, and administrators. List user pricing ranges from $240 to $720 per user per year depending on role. Full-access AP processor licenses are roughly 2 to 3x the cost of approver-only licenses. Large enterprises frequently underestimate user count during sizing, which creates upward renewal pressure as approver counts expand with the rollout.

Layer 3: Transaction Fees on Payment and Supplier Modules

Medius Pay (the payment execution module added via the Wax Digital and subsequent fintech integrations) carries per-payment transaction fees of $0.40 to $1.20 depending on payment rail (ACH, check, virtual card, wire). Supplier onboarding through Medius Supplier Management is billed per supplier at $2 to $6 per onboarded supplier, with ongoing network participation fees for premium suppliers. For large AP organizations processing hundreds of thousands of payments annually, these transaction fees can exceed the platform subscription itself.

What Enterprises Actually Pay for Medius

Based on our benchmarking database of $2.1B+ in enterprise software contracts, here are the actual annual spend ranges for Medius deployments:

Deployment Size	Annual Spend (Base)	Annual Spend (Fully Loaded)	Typical Discount
Single entity, up to 50K invoices	$60K to $120K	$90K to $180K	10 to 20%
Multi-entity, 50K to 150K invoices	$130K to $280K	$200K to $450K	15 to 25%
Enterprise, 150K to 500K invoices	$280K to $650K	$450K to $1.1M	20 to 30%
Global enterprise, 500K+ invoices	$650K+	$1.1M to $2.5M+	22 to 35%

"Fully loaded" assumes invoice capture + approval workflow + ERP connectors + Medius Pay payments + basic Supplier Management. Organizations deploying only invoice capture and approval workflow (without payments or supplier management) typically land at the lower end of the range; those with full source-to-pay ambition through Medius land well above.

Medius Discount Benchmarks, What's Achievable?

Medius discounts are driven by four primary levers: invoice volume, contract term, module bundling, and competitive context. Each has meaningful but bounded impact.

Invoice Volume Thresholds

Discounts track non-linearly with invoice volume. At 50K invoices, expect 10 to 15% off list. At 150K invoices, 20 to 25% is achievable. At 500K invoices, 28 to 35% is realistic for a 3-year commitment. The biggest single jump in discount tier occurs at the 150K invoice threshold, crossing that line typically unlocks 8 to 10 points of additional discount as you move from "mid-market" to "enterprise" pricing treatment.

Multi-Year Commitments

Medius strongly prefers 3-year contracts and the discount curve reflects that preference. A 3-year commitment yields 10 to 15% better pricing than 1-year. 5-year commitments are rare and typically not worth the flexibility trade-off, the incremental discount (3 to 5 points) does not compensate for the reduced ability to renegotiate if your AP volume or ERP landscape changes materially.

Module Bundling

Medius Pay and Supplier Management are the highest-margin modules in the current portfolio. Purchasing them separately from the core Medius AP platform typically costs 20 to 30% more than bundling them into a single master subscription agreement. If your roadmap includes payment execution and supplier network participation within 12 to 18 months, negotiate all modules into the original contract with usage-based activation clauses rather than signing add-on contracts at renewal.

Competitive Evaluation Leverage

Medius is most sensitive to three competitive threats: Coupa (for deals where source-to-pay scope is a consideration), Basware (in European and multi-entity deployments), and Tipalti or Stampli (in mid-market AP-only deals). Running a documented RFP involving any of these typically yields an additional 8 to 15% off Medius pricing. For large global deals, including SAP Ariba as a competitive reference, even if you have no intention of selecting Ariba, applies meaningful pressure on Medius discounts.

Medius Pricing by Product Module

Medius AP (Core Platform)

The core platform includes invoice capture, coding, workflow routing, approval management, and ERP posting. This is the foundation of every Medius deal. Platform subscription pricing follows the invoice volume tiers above. For organizations evaluating only the core platform, Medius tends to be 20 to 30% cheaper than Coupa's comparable AP-only deployments.

Medius Capture (OCR and Data Extraction)

Capture is the AI-powered invoice ingestion engine. For organizations with high volumes of unstructured or paper-based invoices, this module is critical. Pricing is embedded in the core platform subscription for most deployments, but enterprise deals with very high capture volume or specialized document types (freight invoices, multi-language, highly variable formats) may carry an additional $20K to $80K annual module fee.

Medius Pay (Payment Execution)

Medius Pay adds payment file generation, virtual card execution, and treasury integration. Pricing is a blend of per-payment transaction fees ($0.40 to $1.20 per payment) plus rebate share on virtual card interchange. For organizations with high card-eligible spend, the rebate share can offset transaction fees, but the math only works if you negotiate a transparent rebate split (target: 70 to 80% of interchange to the customer, not the default 50 to 60%).

Medius Supplier Management

Supplier Management handles onboarding, W-9/W-8 collection, banking detail verification, and supplier self-service portals. Pricing is typically $2 to $6 per onboarded supplier plus a platform fee of $25K to $90K annually depending on supplier count. For organizations with fewer than 2,500 suppliers, the ROI on this module is questionable versus standalone tools like HighRadius or Routable.

Medius Analytics

The analytics and reporting layer is typically positioned as a premium add-on at $15K to $40K annually. Most of the core reporting needed for AP operations is already available in the base platform, Medius Analytics primarily adds cross-entity consolidation and advanced spend analytics. Evaluate whether your existing BI stack (Power BI, Tableau, Looker) already fills this gap before adding this module.

See Your Number

What Should You Actually Pay for Medius?

Common Medius Contract Traps to Watch For

The Invoice Volume True-Up

Medius contracts define annual invoice volume as a forecast. If actual volume exceeds the forecast, overage charges apply at $1.50 to $3.00 per overage invoice, 2 to 3x the per-invoice rate within your subscribed tier. The economics punish you for growth. Negotiate a volume flex band of +/- 20% from forecast with no true-up within the band, and overage pricing at the subscribed per-invoice rate rather than a penalty rate beyond the band.

Annual Escalators (5 to 7%)

Standard Medius contracts include 5 to 7% annual increases on platform subscription and user fees. On a $500K annual deal, that adds $25K to $35K in Year 2 and $50K to $75K in Year 3. Push for a CPI cap mechanism (the lower of CPI or 3%) for multi-year deals above $250K annually. This is negotiable but not offered unless you ask.

ERP Connector Licensing

Connectors for SAP, Oracle EBS, Microsoft Dynamics 365, NetSuite, Workday Financials, and Sage are licensed separately at $15K to $60K per ERP per year. If your deployment spans multiple ERPs (common in acquisitive enterprises), each connector is a separate line item. Negotiate a "connector pool" allowing up to 3 ERP integrations under a single fee structure, particularly if you have announced or planned ERP consolidation.

Multi-Entity Platform Fees

Medius charges a per-entity platform fee for multi-entity deployments, typically $5K to $20K per entity per year beyond the first. For organizations with 50+ legal entities, this can quietly add $250K to $1M to the annual cost. Negotiate entity-count bands (e.g., up to 25 entities included, then tiered pricing) rather than per-entity linear pricing.

The Implementation Services Scope Gap

Medius implementation statements of work frequently exclude ERP connector development, custom workflow configuration beyond a defined complexity threshold, and data migration from legacy AP systems. Change orders during implementation commonly add 40 to 80% to the original SOW. Insist on a fixed-fee implementation with a detailed scope matrix covering every integration and workflow you will need, and negotiate change-order governance terms that cap variance.

Medius Renewal Pricing: What Changes and What Doesn't

Medius renewals have become progressively more aggressive under PE ownership. The vendor now has retention and expansion metrics built into account executive compensation, which translates directly into pressure at renewal.

The Medius Pay Attach Push

Customers using only the core AP platform face consistent pressure to adopt Medius Pay at renewal, typically positioned as a "modernization" of the payment process and framed against the alternative cost of maintaining ACH/check execution through legacy treasury channels. Evaluate Medius Pay on its own economics, not bundled into the renewal, the transaction fees and rebate splits are frequently worse than what standalone payment providers (Tipalti, Bill.com, AvidXchange) offer.

Volume Tier Re-Pricing

If your invoice volume has grown, Medius will push you into a higher volume tier at renewal, which increases the platform subscription even if your per-invoice unit cost decreases. The net effect is frequently a 20 to 35% renewal increase despite "lower per-unit cost" framing. Evaluate the total platform subscription year-over-year, not the per-invoice rate, when assessing renewal proposals.

Escalator Compounding

Medius annual escalators compound at renewal, your renewal baseline is the Year 3 escalated price, not the original contracted rate. Over a 6-year relationship with two 3-year terms, compounding alone can inflate baseline costs by 35 to 45%. Negotiate baseline reset to original contracted rates (or a fixed blended rate) as a standard term in your initial agreement.

Your Best Leverage: Documented Competitive Options

Medius responds most aggressively to credible competitive alternatives. Initiate a documented evaluation involving Coupa, Basware, or Tipalti at day 120 before expiration. Present the competing proposal formally. Medius retention discounts for at-risk enterprise accounts typically run 12 to 22% beyond what they offer without competitive pressure, representing meaningful savings on multi-million dollar AP spend.