Assume the partner development manager owes you nothing and is measured on their own number. Nearly everyone finds this hard, so the differentiator is giving them exactly what they are paid for: cloud consumption, a named customer with a real date, and opportunities registered properly in their system rather than an email asking for leads. Get listed and transactable first, join the co-sell program, then bring three specific accounts to a business planning session instead of a general request for pipeline. The partners who win are the ones whose deals make a cloud seller's quarter, and the fastest route there is a private offer against a commitment the customer has already made.
4 hand-picked resources, 1 India-specific, 4 link-checked. Pick how you want to dig in.
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 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 Maps the Indian Azure ecosystem by name: distributors like Redington and Ingram Micro, cloud native firms like Minfy and Quantiphi, ISVs like Freshworks, Zoho and Icertis, with the co-sell paths for each.
From DQ Channels by Bharti Trehan 11 min read
Open dqchannels.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 partnerships and alliances reads from a different seat.
The same ground, over in Scale, fund & exit, our D2C track.
