Cloud Sales Ready Primer - Generating Referral Pipeline

This Cloud Sales Ready primer explains why a cloud marketplace listing alone is unlikely to generate significant new demand, and why the marketplace is best understood as built for sellers rather than buyers.

It argues that the most effective way to use a cloud marketplace is to co-sell with your cloud provider, and that getting the attention of the cloud provider's sales team depends on putting referrals on the table.

The primer describes co-sell automation, which codifies the business logic of a partnership so the right opportunities are referred and synced to the cloud provider at the right time, and walks through how that builds referral pipeline.