1. Leverage co-selling opportunitiesOne of the top ways to scale revenue in the Cloud Marketplace is to leverage co-selling opportunities. Put simply, co-selling is a business association between ISVs and cloud providers, where each one brings their own expertise to the table to facilitate mutual benefit. Here, your cloud provider will help you gain the right visibility amongst potential customers to boost your sales, share leads, and much more. While the onus of the conversion of the sale lies on you, getting the right exposure and visibility on the forefront can open several doors for you.However, to get the opportunity to co-sell with your cloud provider, you need to show and prove your caliber as an ISV. with the potential to help them get greater consumption of their cloud space. Each cloud provider will have a different process and policy for co-selling. To leverage maximum benefit, conduct in-depth research on co-selling opportunities and concentrate your efforts towards the same.To start your co-selling journey, there are certain requirements that you need to take care of:
- Become a co-sell ready partner: There are certain technical and operational aspects that you need to have in place before you start co-selling. There are facets of readiness to ensure your selling quota as an ISV matches the requirements. Also, there are certain agreements that must be complete to ensure co-selling. Check out the requirements that you as an ISV must be compliant with for your cloud provider(s).
- Make your offer co-selling ready: You also need to ensure that your solution or offer that you seek to co-sell is ready and meets the requirements. Your cloud provider will require certain collaterals and marketing materials to enhance your visibility. Therefore, having a pitch deck, an explanation one-pager, a demo guide, etc. is important. Again, check out what your cloud provider requires from your offers.