Win wires, once a powerful tool for showcasing cloud marketplace success to hyperscalers, have become crowded.

But in our course, Daniel Roppert, Channel & Alliances Leader - Central Europe at Wiz, who previously scaled Okta's Cloud GTM in EMEA, shared a fresh approach to reignite their impact.

First, why are win wires your strategic leverage in Cloud GTM:

✔️ Visibility at scale - your win could reach far beyond your immediate contacts.

✔️ Differentiation in a crowded field - they help you rise above the noise in cloud marketplaces.

✔️ Strategic alignment showcase - they're your chance to demonstrate how you're advancing your cloud partner's key initiatives.

However, Roppert notes, "Win wires became a bit of a crowded space. At first, every big win with AWS or your hyperscaler, they just go, 'hey, send that out.'" As volume grows, hyperscaler teams start cascading that a bit more.

The key? Quality over quantity. Roppert advises considering a shift to a monthly cadence as you scale, focusing only on truly standout wins.

But what makes a win wire stand out?

1️⃣ Uniqueness trumps size

While large deals help, they're not always the most compelling. Roppert emphasizes, "There's always a big ISV out there that has done bigger deals." Instead, focus on what makes your win unique – perhaps it's a Greenfield account for a hyperscaler or involves cutting-edge GenAI applications.

2️⃣ Align with hyperscaler priorities

Pay attention to what your cloud partners are focusing on. For Roppert's team, their first CPPO (Channel Partner Private Offer) deal was a big win because it addressed a key topic identified in hyperscaler QBRs.

"Make that really memorable and relevant," Daniel advises.

3️⃣ Verticalize your messaging

Roppert points out that "the hyperscalers are heavily verticalized," while many ISVs are not verticalized early on. Tailoring your win wires to specific industry verticals can significantly increase their impact, especially when shared with the right leaders.

4️⃣ Internal amplification

Don't overlook the power of these stories within your own organization. Sharing select, impactful win wires internally can boost morale and align your teams around cloud partnership success.

5️⃣ Think beyond the deal

Sometimes, it's not just about the sale.

Daniel suggests highlighting wins that demonstrate your strategic alignment with the hyperscaler's goals or showcase innovative uses of their technology.

By reimagining your approach to win wires, you can cut through the noise and truly capture the attention of your cloud partners.