A marketplace listing is not a channel. A motion your sellers run every week is.

A 90-day build that takes one platform relationship with AWS, Microsoft, or Google Cloud from accepted to producing, with a partner line in the forecast.

Length: 90 days
Format: Embedded with sales, RevOps, and the partner team
You get: One motion live, listing transacting, partner line in the forecast
Best for: A listing or co-sell program that is not producing

The situation

Getting listed on a cloud marketplace or accepted into a co-sell program is the easy part. The revenue comes from the motion behind it: which accounts to work with the platform’s field teams, how opportunities are shared and accepted, how a private offer gets built and approved, and how the deal shows up in your own forecast. For AI and data companies the stakes are higher: enterprise buyers increasingly purchase through their cloud marketplace.

Most companies stall between acceptance and the first platform-influenced close: the listing exists, a few opportunities get registered, and nothing reaches commit.

The 90 days

Days 1 to 30

Focus

Account overlap with the platform’s field, by segment and region
Audit of current co-sell and marketplace pipeline
One platform and one motion chosen

Milestone
Target account list agreed with the platform team

Days 31 to 60

Build

Opportunity-sharing process, defined end to end
Private offer playbook and approval path with finance and legal
Attribution rules the CFO signs off
Seller enablement and comp alignment

Milestone
First opportunities shared and accepted

Days 61 to 90

Run

Weekly partner pipeline review in the sales cadence
First marketplace transactions and platform-influenced deals in commit
Role specification for the permanent partner leader

Milestone
Partner line in the forecast

By day 90

Sellers know which accounts to work with the platform, and how.
Shared opportunities are tracked from registration to close, every week.
Private offers move from request to signature on a path finance and legal agreed.
The partner contribution is its own forecast line, counted under rules the CFO approved.

What it takes

Sponsor: The CRO, who owns the forecast the partner line will sit in.
Seller pod: Three to six account executives on the target accounts.
Operations: A RevOps owner for attribution and reporting; finance and legal for private offers.
Starting point: A listing or co-sell eligibility in place or in progress; one platform first, a second once the first runs without outside help. If the baseline is unclear, start with the Partner Revenue Diagnostic.

Proof

$1B

Built a managed AWS business from one customer to $1B ARR, as AWS’s #1 global MSP partner.

$500M

Negotiated a $500M AWS Strategic Collaboration Agreement.

<1 yr

Took a Microsoft partnership from launch to Globally Managed Enterprise SI designation in under a year.

Ends with

Every engagement includes the role specification for the permanent partner leader and hands-on help hiring that person.

Next step

Start with a working session.

A working session on your listing and co-sell pipeline, and what it would take to put a partner line in the forecast.

Book a working session Email Jason