They treat marketplace as a channel with an owner and a number, not as a listing someone did once. Tackle's 2025 data shows the leading tenth push around half their revenue through marketplaces and have most of their revenue influenced by co-selling, while the median company sits far behind. Concretely, they are live on all three clouds, they use private offers as the default paper for enterprise deals, they register opportunities properly so cloud field sellers get quota credit, and they compensate their own AEs fully on marketplace transactions. The bottleneck nearly everyone reports is getting attention from cloud partner managers, and top performers solve it by reliably bringing deals that retire a cloud seller's quota.
4 hand-picked resources, 4 link-checked. Pick how you want to dig in.
Why we picked it The benchmark dataset for marketplace and co-sell: multi cloud sellers at 29% of revenue through marketplaces versus 3% for single cloud, and 92% of companies saying cloud partner attention is the hard part.
From Tackle 25 min read
Open state-of-cloud-gtm-report-2025.tackle.io →Why we picked it AWS explaining its own co-sell machinery: business planning in Partner Central, partner matching, multi partner deals that average six times larger, and APIs to pull it into your CRM.
From AWS Partner Network Blog by Priya Bains 9 min read
Open aws.amazon.com →Why we picked it The third cloud's own partner documentation, covering SaaS, VM and now AI agent listings, plus the billing integration work that decides how long a listing really takes.
From Google Cloud Documentation 10 min read
Open docs.cloud.google.com →Why we picked it The actual eligibility bar for co-selling with AWS, in AWS's own words: marketplace listing, ACE eligibility, 5 launched and 15 qualified opportunities in 12 months. Read it before you promise your board a co-sell motion.
From Amazon Web Services 10 min read
Open aws.amazon.com →How channel, resellers and marketplaces reads from a different seat.
The same ground, over in Scale, fund & exit, our D2C track.
