The Ultimate Cloud Alliances Playbook for Maximizing Partner Success
What you'll learn
Understand partner strategies and motions of cloud-focused companies.
How to improve your ability to design effective partnerships with CSPs & understand partner programs.
How to develop long-term strategic partnerships with Cloud Service Providers (CSPs).
To identify the roles within the CSPs that support a co-selling motion.
How to be prepared to engage with the CSPs' sales organization.
Steps and best practices in the co-selling process with CSPs.
How to close deals more effectively by leveraging Cloud Marketplace.
How to enhance your partnership with CSPs and make the most of it.
Requirements
Interest in partner development and strategy with Cloud Service Providers
For entrepreneurs, business leaders, and channel professionals who want to co-sell with Cloud Service Providers
Description
Are you interested in learning how to create a strategic partnership with Cloud Service Providers?The growing ecosystem of the cloud introduces new opportunities for sellers provided by the largest Cloud Service Providers (CSPs) in the market. If you are working at a company and seek to sell software or services to customers, partnering with one of the leading CSPs can boost their go-to-market efforts tremendously.This course will help you understand how to partner with CSPs (like AWS, Microsoft, GCP), and how to access partner programs that provide business support that help you to scale your revenue.Step-by-step guideThe complete Cloud Alliances playbook to understand how to leverage joint go-to-market strategies with Cloud Service Providers to sell MORE.After taking this course, you can plan a successful Cloud Partnership strategy and Co-sell motion. You will learn the steps in the co-selling sales process and understand to be successful. In this course, you will learn best practices and get practical tips and tactics that will help you to take action right away.Achieve more by Co-Selling with CSPsIf you are selling a solution in the cloud market, at least one of the largest CSPs already has a relationship with your customers or prospects. Let's say you are working on an opportunity with a potential customer - wouldn't it be helpful to talk with the CSP seller about it and get her or his insights? Wouldn't it be great that if you end up closing a deal with this customer, it will help such a CSP seller to meet her or his quota? And wouldn't it be awesome if this CSP seller saw the value of collaborating with you and introduced you to another customer from his or her portfolio?Sounds ideal? This course will help you to achieve this kind of relationship and partnership with Cloud Services Providers, and by the end of the course, you will be able to implement strategies and tactics that will help you to close more deals faster.Strategic MentorNofar Asselman is an enthusiastic and well-respected strategic mentor. Nofar has worked closely with and for leading Cloud Service Providers like AWS and Microsoft. Nofar was selected as an AWS Community Hero, that contributes to the partner community and helped develop successful strategies for a wide range of organizations and startups.Enroll now to learn how to:Navigate Cloud Service Providers and define Cloud Alliance strategyPartner with the largest CSPs and execute Co-Sell motionsLeverage CSPs Partners programs to unlock benefits and enhance your partnershipAvoid common mistakes and access partner benefits fasterUnderstand Partnership journeyUnderstand CSPs Co-Sell Programs and how CSP Sellers are compensatedImplement Co-Sell best practices to get better resultsGet deal support from CSPs sellers that will help you to sell moreObtain customers referrals from CSP sellersLeverage Cloud Marketplaces to reduce procurement cycles and increase deal sizeTo stand out as a CSP partner and get more Co-Sell support from CSP sellers
Overview
Section 1: Introduction
Lecture 1 About the course
Lecture 2 Introduction to Cloud Alliances
Lecture 3 The Cloud Partnership Playbook - modules overview
Lecture 4 Who's this course for?
Section 2: 1st Module: Study - understanding partnerships with Cloud Service Providers
Lecture 5 Introduction
Lecture 6 What are partnerships with Cloud Service Providers?
Lecture 7 The CSP Partnership Flywheel: Co-Develop, Co-Market, Co-Sell
Section 3: 2nd Module: Strategize - Build your Partnership Strategy with CSPs
Lecture 8 Module Agenda
Lecture 9 Common Partner Challenges
Lecture 10 STEP 1: Assess the Partnership Potential
Lecture 11 5 Steps to Build your Partnership Strategy
Lecture 12 STEP 2: Onboard as a Partner
Lecture 13 STEP 3: Differentiate you Offering
Lecture 14 STEP 4: Create GTM (go-to-market) Partnership Plan
Lecture 15 Example of GTM Partnership Plan
Lecture 16 STEP 5: Sell & Grow with CSPs
Lecture 17 RECAP: 5 Steps to Build your Partnership Strategy
Lecture 18 CSP Partnerships Timelines
Lecture 19 Common Partner Pitfalls
Lecture 20 How to Measure a CSP Partnership Impact
Lecture 21 Navigate the Different CSP Teams
Lecture 22 Module RECAP
Section 4: 3rd Module: SELL - How to Co-Sell with CSPs
Lecture 23 Introduction to Co-Selling with CSPs
Lecture 24 What is Co-Selling?
Lecture 25 CSP Co-Sell Programs
Lecture 26 What's in it for the CSP Sellers
Lecture 27 How CSP Sellers Can Help Partners Sell?
Lecture 28 How to Apply to CSP Co-Sell Programs?
Lecture 29 The Co-Sell Playbook: the CHEER Co-Sell Flow
Lecture 30 1ST STEP: Create Co-Sell Field-Ready Kit
Lecture 31 2ND STEP: Highlight & share customers' opportunities
Lecture 32 3RD STEP: Engage with CSP Sellers
Lecture 33 4TH STEP: Earn Trust & Win Together
Lecture 34 5TH STEP: Referrals - Get New Customer Referrals
Lecture 35 RECAP: the CHEER Co-Sell Flow
Lecture 36 How to Help your Sellers Co-Sell?
Lecture 37 How to Train your Sellers to Co-Sell with CSPs?
Section 5: 4th Module: SCALE - How to Leverage CSP Marketplace to Scale your Business?
Lecture 38 Introdcution
Lecture 39 What are CSP Marketplaces?
Lecture 40 Top Reasons Customers Buy on CSPs Marketplaces
Lecture 41 Top Motivations for Partners to Sell on CSPs Marketplaces
Lecture 42 Marketplace Onboarding Checklist
Lecture 43 Best Practices for CSPs Marketplace Onboarding
Lecture 44 CSPs Marketplace Fees
Lecture 45 CSP Marketplaces - Key Takeaways
Section 6: Course Recap
Lecture 46 Modules Recap
Lecture 47 Share your Experience
Alliance & Business Development leaders that what to build & grow powerful Cloud Partnerships,Channel & Sales leaders that want to leverage cloud leaders to scale their customer base and close deals faster,Entrepreneurs or CEOs that want to kickstart a strategic partnership with the leading cloud vendors,Individuals who are considering business development as a career and want to learn more about the profession in the cloud ecosystem,Individuals who want to understand partner strategies and motions of cloud-focused companies
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