top of page

Best practices for building successful Cloud Provider relationships

Writer's picture: Jonathan KingseppJonathan Kingsepp

Here are some best practices for building successful Cloud Provider relationships as part of a Cloud GTM approach:


1. Co-Selling Strategies

  • Collaborative Selling: Engage in co-selling with Cloud Providers. This involves working together on sales efforts to leverage each other's strengths and customer bases. Joint opportunity sharing through the Cloud Providers registration portal.

  • Shared Goals: Align your goals with those of the Cloud Provider to ensure mutual benefits and a unified approach to the market.

  • Communication: Maintain open and frequent communication to stay aligned on strategy and execution. [1]


2. Continuous Customer Relationships

  • Customer-Centric Approach: Focus on building long-term relationships with customers by delivering continuous value through cloud solutions.

  • Feedback Loops: Implement mechanisms to gather customer feedback and use it to improve your offerings and strengthen your relationship with the Cloud Provider.

  • Customer Success Programs: Develop customer success programs that involve the Cloud Provider to ensure customers are getting the most out of your joint solutions. [2]


3. Building Momentum with Best-Fit Accounts

  • Identify Key Accounts: Work with Cloud Providers to identify and focus on best-fit accounts that are most likely to benefit from your combined offerings.

  • Joint Marketing Efforts: Engage in joint marketing campaigns to build awareness and generate leads for your cloud solutions.

  • Performance Metrics: Use performance metrics to track the success of your joint initiatives and make data-driven decisions. [3]


4. Local Expertise and Cultural Understanding

  • Leverage Local Expertise: Understand the local market dynamics and cultural nuances by leveraging the expertise of local Cloud Provider teams.

  • Tailored Solutions: Customize your cloud solutions to meet the specific needs of different regions, ensuring relevance and effectiveness.

  • Building Trust: Establish trust with local Cloud Provider teams by demonstrating commitment and delivering consistent results. [4]


Sources:

2 views0 comments

Recent Posts

See All

This is now

There is clear momentum behind the shift to selling enterprise software through car market places like AWS marketplace, Azure...

Comments


bottom of page