Mastering Microsoft Co-Sell & Cloud Marketplace

The secret to effective 🎯 co-selling with cloud hyperscalers like Microsoft lies in an in-depth understanding of what motivates the cloud giant and its sellers. "You have to show a Microsoft seller where they get paid for selling your solution," highlights Reis Barrie, Managing Director at Carve Partners.

In a recent session of our Cloud GTM Leader course, we were joined by Reis and his colleague, Omar Abu Helal, who leads Cloud Marketplace Co-sell at Carve Partners and brings a wealth of experience from leading Channel Sales and Partner Co-Sell at Microsoft.

In his presentation, Omar eloquently explained how to build traction and excel in Microsoft co-sell:

💎 Be Clear and Compelling

Explain upfront why sellers should engage with you. Microsoft sellers receive numerous referrals weekly. Your pitch needs to be clear, highlighting how they'll directly benefit from the deal. Make helping you irresistibly beneficial for them.

📈 Azure Consumption Revenue (ACR) Matters

If your product drives Microsoft cloud consumption, it's crucial to emphasize this in your pitch. Sellers are incentivized by ACR. Post-deployment, approximately 20% of the solution value typically converts into consumption.

📑 Preparation and Groundwork are Essential

Don’t expect Microsoft sellers to do your job. "You must show that you’ve made an effort, knocked on doors, and done your homework on the account. Don’t expect a free ride with co-selling," advises Omar.

💼 Build Reputation

Consistency in delivering results is key. Hyperscalers like Microsoft prioritize and reward partners with a proven track record of sales. Achieving consistent results earns you Microsoft’s top-tier status, a pivotal achievement.

💡 Trust & Transparency

If a deal isn’t recorded in Microsoft's 'Partner Center,' it's as if it doesn't exist. Be open and transparent with your pipeline, but also strategic - avoid bombarding them with unqualified leads where groundwork is lacking.

Succeeding in cloud marketplaces isn’t merely about marking your presence; it hinges on truly understanding its dynamics and fostering collaborative results with hyperscalers.

Excelling in co-selling distinguishes successful cloud GTM strategies from futile marketplace efforts, don't you think?

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