Use when a cloud marketplace motion needs partner-side operations: listing and private-offer checks, field-team motion, fund capture, and attribution.
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Use this when a cloud marketplace motion needs partner-side operations. Start from the hyperscaler in play (AWS, Azure, or Google Cloud), the listing and transactability status, the private-offer pipeline, the field-team contacts, and the fund targets.
This is the partner side only. Deal execution stays with sales.
Walk it in order: a transactable offer is live; the terms match the negotiated terms; the offer duration covers procurement's cycle; and acceptance has a named owner and a date.
A listing with no co-sell registration behind it is visibility, not pipeline. Register the motion in the hyperscaler's co-sell system before the offer goes out. Each program sets its own clocks — how long after signature a registration still counts, how fast a closed deal must be marked won, and the minimum annual value a pay-as-you-go deal needs to qualify — and they change yearly, so read the current program guide for the hyperscaler in play and cite the rule you are applying rather than carrying last year's numbers.
Track the validation states — Pending, Approved, Review Pending, Action required — and capture total contract value (TCV) against solution value against annual contract value (ACV), plus contract signed, start, and end dates, tenant type, and pricing model.
Keep the one-exception-per-referral appeal path ready with its justification written.
Joint account picks, one owner per side per account, and the dated asks of their sellers. No named field contact means the introduction ask comes first.
Each fund line — marketplace promotion programs, go-to-market and proof-of-concept funds, commitment-linked co-sell benefits, and market development fund (MDF) lines — gets an amount, an owner, a claim window with a claim date inside the program cycle (no roll-forward), and the proof the claim needs.
Funds expiring inside 90 days get a dated rescue line, not silence.
Every marketplace-sourced deal names its proof: the offer identifier, the registration identifier, or the co-sell record. Deals without proof go to the unproven list and never pad the headline number.
The checklist state, the field motion with its owners, the fund-capture table, and the attributed pipeline lines.
No listing means the listing brief comes before any co-sell motion. No field contact means working the partner-development representative first, and you say so.
No offer terms go out and no fund is claimed without your explicit yes.
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