Comment by its_down_again
6 days ago
Curious how you landed on the idea to partner with local GCP/Azure reps. That’s a smart move, I didn’t realize they’d be open to helping. Did you pitch it as a way to help them close deals by offering custom solutions?
Saw some other products partners with a Cloud vendor for marketing exposure, so we look into it.
It turns out that the most effective and easy way for their sales rep to pitch your products to their client is if you have something complementary. For us, this is because they have similar products, so they can propose it to the client if they don't like the native one.
cloud reps get commission for services sold via their marketplace. Often they even have a bigger financial incentive to sell third party products over native GCP/Azure stuff.
Yeah, but a few years down the road, I learnt that the incentives are often misaligned. For example, the Account Manager wants all their client's consumption in their client's account, so they push the client for a dedicated Cloud deployment, while the other sales rep wants it on the other reseller account, etc.
It also sometimes conflicts with the incentives of us.