Best practices for building successful Cloud Provider relationships

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]

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]

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]

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]