The best pitches win by showing “customer value” and “why we win”. Here is a clean example from JFrog’s investor deck.

What to copy:

Start with Outcome-Oriented Customer Stories:

Look at how they position customer wins. Notice what's missing? No jargon. No feature lists. Just quantified business impact that anyone can understand.

"Challenge -> Solution -> Result" Formula

This is a classic and highly effective storytelling structure. It’s simple, logical, and focuses on what the customer actually cares about.

Quantifiable, Headline-Worthy Results

They don't just say "faster." They say "90x increase in release speed."

They don't just say "more efficient." They say "52 days to 6 minutes."

These are staggering, memorable metrics that a partner's sales team can easily recall and use in a customer conversation.

Logo Power

Using massive, respected brands like Box and Cisco provides instant credibility.

It answers the unspoken question: "Have you proven this at enterprise scale?"

Clear Competitive Differentiation

Make competitive positioning equally precise

Know Your Rivals

They don't just list competitors; they categorize them (Home-grown, DevOps vendors, Cloud Providers, etc.) and explain differentiation against each segment. This shows deep market understanding.

Simple "Why Us" for Each Category:

For each competitor type, they provide a concise, compelling reason why customers choose them instead.

Comparing with Cloud Providers (like Amazon Web Services (AWS), Microsoft Azure), they highlight "Hybrid," "Multi-cloud," and "Breadth and depth of functionality."

They turn potential weakness (competing with hyperscalers) into a strength (we offer what they don't: true neutrality and greater depth).

NB: this example is a “neutral” deck. Adjust your pitch to your audience.

Differentiated Value

The green box isn't just a list of "best-in-class features".

It's a list of advantages: “Unique focus on packages”, “Multiple patents” and "Deep developer mindshare."

Partners want to work with winners, and this underscores their leadership and differentiation.

3 principles for partner communication:

• Start with customer transformation, not product capabilities

• Quantify the "why you, why now"

• Make differentiation scannable

Add the hyperscaler “better together”

If you’re building slides for co-selling with clouds, highlight their service attach to their field sellers (quantify this if you can):

“Runs on X services + integrates with Y services → drives consumption, migrations and accelerates security/compliance, etc. outcomes.”

You’re telling the cloud AE that helping you helps them.

Companies winning the biggest co-sell marketplace deals aren't those with the most features – they're the ones whose value cloud sellers can easily repeat.

What's your co-sell value framework?