The New Channel Economics
Your Margins Are Compressing. Your Value Is Shifting. Your Platform Should Too.
You're managing partners who don't fit the old categories anymore.
Resellers adding services. MSPs adding marketplace transactions. Hybrids doing both—deal to deal, partner to partner. The categories your program was built around are collapsing into each other.
The economics made this inevitable. Services are now 6X the value of the transaction. Your partners figured that out. Your systems haven't caught up.
WorkSpan was built for the convergence. One view of the full motion—transactions, services, and the multiplier your partners are actually capturing.
Both Motions. One Platform.
Your partners aren't choosing between resale and services anymore. They're doing both:
WorkSpan AI automatically shares need-to-know details incrementally as partnerships progress. You set policies once—WorkSpan enforces them everywhere, in dashboards, reports, workflows, and screen shares.
WorkSpan AI automatically shares need-to-know details incrementally as partnerships progress. You set policies once—WorkSpan enforces them everywhere, in dashboards, reports, workflows, and screen shares.
Share confidently. Because you've got a partnership to build.
The VAR who just signed their first managed services contract
The MSP who asked about CPPO authorization last week
The hybrid who delivers implementation, manages the customer's environment, and transacts through marketplace—all on the same deal
The old systems forced you to pick a lane. Reseller program or MSP program. Transaction tracking or services tracking. Marketplace portal or PRM.
Your partners don't work that way anymore. Your platform shouldn't either.
Your partners don't work that way anymore. Your platform shouldn't either.
DIY Partner CRM Connector
WorkSpan AI
Marketplace transactions
CPPO, MPO, MCPO authorizations—created, accepted, used—across AWS, Azure, and Google Cloud
Services delivery
Implementation, consulting, managed services attached to each partner
The multiplier
Total partner value: transaction + services. The full picture, not just the margin.
Referral reciprocity
3 weeks to go live
Strategic deals are complex. Prove impact from close through adoption.
Capture partner influence across $10M deals that take years to close—and the customer adoption they drive after. When CFO questions your GSI partnership budget, you show the timeline: 18 months of touchpoints that closed the deal, plus the $2M annual consumption the GSI's implementation is driving. That's attribution with receipts.
Marketplace Transactions, Simplified
Cloud marketplaces aren't optional anymore. Your customers have commits to burn. Your partners need to transact where the budgets flow.
But CPPO authorization today means:
Days of email coordination
No visibility into whether partners used the authorization
Deals that close through marketplace—and you find out from finance
Three portals for three clouds, none talking to each other
WorkSpan Orchestrates the Flow
You create the authorization:
From Salesforce, in minutes
With pricing, terms, and usage limits set per partner
Visible across your team without portal-hopping
Partners transact in their native environment:
They accept in AWS Marketplace, Azure Partner Center, or Google Cloud
No new login. No training. No friction.
You see it happen in real time.
One dashboard for all three clouds:
AWS CPPO, Microsoft MPO, Google MCPO—unified view
Which authorizations are live, which are used, which are expiring
Compliance checks before any offer goes live
Prove the Multiplier
Your CFO doesn't care about partner "engagement." They care about value.
The old metrics—deal registrations, portal logins, certifications—don't capture what partners contribute when services are 6X the transaction. You're proving a fraction of the value. You're defending a fraction of the budget.
What Changes
From: "Partners transacted $400K through marketplace last quarter."
To: "Partners transacted $400K and delivered $1.8M in attached services. Total partner value: $2.2M. Multiplier: 5.5X."
Layer
Visibility
Transactions
Marketplace purchases, private offers created, revenue by partner
Services
Implementation, consulting, managed services—tied to each partner, each deal
Attribution
Partner-sourced vs. partner-influenced, with evidence trail
The multiplier
Total value per partner. The metric that survives CFO scrutiny.
The goal isn't to manage two programs. It's to orchestrate one motion that happens to have two parts.
Also Included
CRM Integration
See all AWS, Azure, and Google Cloud partnership metrics in one dashboard—marketplace transactions, co-sell referrals, private offers, and campaign performance.
Deal Registration
Capture, manage conflict, track status. Handled.
Partner Onboarding
Streamline credentialing—whether they're resellers, MSPs, or becoming both.
Incentive Automation
Rebates, claims, MDF—calculated automatically, audit-ready.
Multi-Cloud Dashboard
AWS, Azure, Google Cloud. One view.
Compliance Workflows
Every offer meets legal and pricing requirements before it goes live.
The Destination
Monday morning:
You open one dashboard. You see which partners transacted through marketplace, which delivered services, and which captured the full multiplier.
Your QBR deck shows total partner value—not just transactions, not just services, but the combined motion that's actually driving revenue.
A partner asks about CPPO. You authorize in Salesforce, they accept in AWS, you both move on. No email chain. No spreadsheet.
Sales asks "which partner for this deal?" You answer in 30 seconds with context: their cloud certifications, their services capabilities, their track record.
That's not efficiency. That's running the new channel.
You open one dashboard. You see which partners transacted through marketplace, which delivered services, and which captured the full multiplier.
Your QBR deck shows total partner value—not just transactions, not just services, but the combined motion that's actually driving revenue.
A partner asks about CPPO. You authorize in Salesforce, they accept in AWS, you both move on. No email chain. No spreadsheet.
Sales asks "which partner for this deal?" You answer in 30 seconds with context: their cloud certifications, their services capabilities, their track record.
That's not efficiency. That's running the new channel.
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