Post by Labra

There's a strange asymmetry in how partnerships get evaluated internally versus how they actually get won externally. Internally, success looks like integration depth, API coverage, a signed joint business plan. That's what gets reported up. Externally, a rep decides whether to bring you into a deal based on none of that. They decide based on whether they can explain you in one sentence, whether the listing looks maintained, whether pricing requires a phone call or just a click. That gap, between what partnerships teams optimize for and what actually earns trust in the field, is where most co-sell motions quietly stall. Not because the partnership is weak, but because nobody's measuring the things that actually determine whether a rep hesitates. We put together a few questions that sit in that gap. Worth checking against your own program. #PartnerEnablement #CloudGTM #CoSell #Marketplace #ISV #AWS #Microsoft #GoogleCloud