Latest AI and tech news
The Suger app puts offers, entitlements, co-sell and AWS funding on the HubSpot deal — but not everything belongs on a deal, and two of the boundaries surprise people.
Most partner discovery starts with a directory of companies you have no relationship with. The better starting point is the relationship data already sitting in your own account.
Most partner programs start by re-typing companies that already exist in the CRM. A filter on the object you already store partners in does the same job and stays current.
Suger has been selected as a launch 3rd Party Integrator (3PI) for a new AWS pilot program that scales early-stage partner onboarding and co-sell enablement across the AWS Partner Network.
Microsoft's updated Partner Agreement takes effect December 1, 2026. Most partners do not have to sign anything — here is who actually has to act, and by when.
re:Invent rewards the sellers who did the work beforehand. The marketplace, co-sell and offer prep worth finishing before you land in Las Vegas.
Every marketplace target eventually meets the question nobody prepared for: where does that number come from? Instrument the answer before January.
A foundation model bought once by the payer account is useless to the twelve teams that need it. Managed entitlements are how the purchase reaches them.
A conference sends the highest-intent traffic you get all year to a page you have not read since launch. The audit worth doing before it arrives.
Most cloud GTM plans are last year's plan with bigger numbers on it. A framework for writing one that survives contact with January.
Badge scans are not pipeline. The discipline that turns a hallway conversation at an AWS event into a co-sell referral an AWS seller will actually work.
On Alibaba Cloud Marketplace, a private offer and a Promotion Center discount solve different deals. How to tell which one a given deal actually needs.
AWS now gives sellers four ways to surface Marketplace commerce: Buy with AWS, a branded Storefront, the Discovery API, and the Agreements API. Which fits your buyer.
Security review adds weeks to marketplace deals, and it's the same questions every time. How a reusable evidence pack lets you answer once instead of per deal.
Year-end is a marketplace seller's best window: committed-spend clocks and budget flush align. How to use them, and the fastest compliant path to close.
Microsoft now supports private-offer terms from 1 to 120 months. How nonstandard durations like 18 months work — how they bill, and how they renew.
Microsoft's Request Private Offer turns an Azure Marketplace listing into an inbound demand channel. How to enable it, route the lead, and qualify the deal.
AWS moved Partner Central into the AWS Console and is retiring the S3 co-sell integration. What migrating actually changes for your ACE data and CRM.
When a buyer's IT team reviews the tools you run their transaction data through, the questions are predictable. The checklist to be ready for, grouped by theme.
Asked for a marketplace number for next year? A benchmark won't survive the first review. How to build a target from inputs you can actually show your work on.
Alibaba Cloud Marketplace is the way software reaches buyers across APAC and China — but the vendor gate, the paid-product agreement, and the settlement clock work nothing like AWS or Azure. Here is what an ISV should know before publishing.
AWS Marketplace Vendor Insights lets buyers monitor your security posture in near real time. Here is what it shows, what a seller sets up, and how it shortens a buyer's security review.
FedRAMP decides whether a US agency may run your software; your marketplace listing decides how they buy it. Here is how the authorization and the listing actually connect.
Google Cloud co-sell isn't a form you submit to a portal. It's a membership, a Marketplace transaction path, and a field-sales motion that only works when all three line up. Here's the mechanic.
A buyer's Google Cloud spend commitment can count against what they buy from you on the Marketplace. For a seller, that turns your invoice into money the buyer already promised to spend — which is why it de-risks the deal.
Google Cloud Partner Advantage is not one ladder. It is a set of engagement models you choose by what you do, each with tiers that unlock progressively more marketplace and co-sell support. Here is the structure.
Moving billing platforms is where usage-based sellers get scared, because metering is the one thing that feeds a real buyer invoice. Here is the cutover plan that drops no records and double-bills no one.
Selling a data product on a marketplace is not a SaaS listing pointed at data buyers. Delivery, entitlement and pricing all work differently — here is how, on AWS Data Exchange and Snowflake.
Selling to a public-sector buyer on a cloud marketplace is your commercial motion plus three things you have to get right: the right cloud, the right procurement vehicle, and the right contract paper. Here is the seller's playbook.
Selling across borders through a cloud marketplace changes five things at once — currency, tax, the entity that pays you, where a listing is buyable, and how a contract localizes. Here is what each marketplace decides and what you still own.
Google Cloud replaced Partner Advantage with the Google Cloud Partner Network: three tiers — Select, Premier, and Diamond — and a competency framework in place of specializations. Here is how the structure works for an ISV.
AWS now lets sellers set Net 30, 45, 60, or 90 payment terms on a private offer. Here's what each term does, what the buyer sees, and how the CPPO ceiling works.
Your AE says the marketplace path is too slow for a Q4 deal. Here is the real cloud marketplace deal timeline, step by step, and which step is actually the bottleneck.
AI models, agents and data products each list through a different marketplace path. Here are the current mechanics on AWS and Google Cloud, and which one your product fits.
You don't set an arbitrary price per country on Azure Marketplace. You set one USD price, or upload local ones, and Microsoft's fixed currency-per-market map does the rest. Here is the mechanic.
A commercial marketplace deal and a public sector one start the same and diverge fast. Here is the government buying path, mapped for the team you are selling to.
An AWS Competency is a real credential with a real cost. Here is a decision framework for weighing the effort of an application against the differentiation AWS says it unlocks — before you commit the headcount.
The recurring work of running a marketplace business, sorted by how often it comes due — daily, weekly, monthly, quarterly — with a link to the deep dive for each.
The monthly marketplace close is the same five moves every cycle. Here they are in dependency order, so each step has the data the next one needs.
Switching marketplace platforms feels like moving your revenue. It is not. Here is what actually moves, and what stays put with the cloud provider.
Not every marketplace event deserves a page at 2am. Here is which ones do, how urgent each is, and where each should route — email, Slack, or Teams.
AWS cut the professional services listing fee from 2.5% to 0.5% in June 2026. Here's the exact before/after and the new margin math on a services attach.