Alliance Relationship Management as a Service
All the major build (SIs, GSIs, ISVs) and service companies, be it large enterprises, SMBs or startups need to partner with the Hyperscaler Cloud providers.
In todays’ day and age, these partnerships are commonly referred to as ‘Cloud Alliances’.
For some context on the scale of these Cloud Alliances, there are over a million partnerships just between the three major clouds - AWS, Microsoft Azure and Google Cloud - GCP. When looking at the major Clouds combined with the largest ISVs including Salesforce.com, Oracle, SAP, Cisco and IBM, there are literally millions of partnerships/alliances.
Per a recent study, Top U.S. Cloud Companies: Amazon Web Services (AWS), VMWare, Zymr, IT Svit, CodeBright, AWSQuality, Microsoft, Google, Verizon, and Deloitte are highlighted as exceptional employers in the U.S. cloud computing sector and are building a strong roadmap for cloud partnerships.
But these programs are complex and rely on sophisticated partner portals to govern these partnerships and their programs. Because of the competition for these partners, these programs continue to add benefits, including the following:
Sales management tools
Co-selling programs
Go-to-market funding
Educational material
Badges
Lead distribution process
Marketplace listings & features
Joint-marketing campaigns
Certifications
Training sessions & collateral
What is ARMaaS™?
Alliance Relationship Management as a Service, or ARMaaS, is an end-to-end managed service covering all aspects of every/any cloud alliance partner program. This service has been developed and is led by experts that, since 2010, have built the foundations of the partner programs at AWS, GCP and Azure. Our leadership team has also spent years as cloud alliances/partnership leaders on the other side of the aisle, managing Cloud and ISV partnerships for over billion dollar global system integrators (GSIs), regional SIs, pre-IPO start-ups, and small seed stage companies.
Why ARMaaS™?
To ensure end customer satisfaction, these cloud To ensure end customer satisfaction, these cloud providers also maintain a high-standard for their service providers; alliance partners to have trained staff, and integrated or IP solutions to meet their technical standards. Again, this is all managed through their respective partner portals. As a service or technology solution provider, just managing and maintaining one of these Cloud Alliances requires full time staff and constant awareness of what’s available from the cloud providers (i.e. Azure, AWS, GCP) including keeping up with the ongoing and ever-growing requirements. For each new customer and new cloud alliance, the risk increases on potentially missing out on benefits or meeting requirements to ultimately achieve the highest tiers within each cloud provider alliance partner program.
How the TDIT Groups ARMaaS™ managed service can help:
Go-to-Market
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Lead & deal registration management
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Co-selling coordination between sales teams
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Marketplace listing management
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Management of all incentives, including funding, credits, and award opportunities
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Management of all joint marketing campaigns & events
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Management of partner pages
Requirement Compliance & Adherence
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Track and report individual employee certifications requirements to meet targets
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Track all solution compliance requirements and coordinate with the tech teams for delivery
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Monitor and recommend education sessions and material
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Advise on company Website listing for alliances to meet requirements and include the latest info
Coordination & Reporting
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Daily partner program task management and review
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Cross-functional coordination to ensure all teams and leads are updated on deliverables
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Report on all partner program updates and changes
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Apply for all new programs and initiatives that become available
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Detailed monthly reporting and activity log
Benefits to the Client or Partner
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Exponentially increase the sales funnel by accelerating the ‘Sell through’ and the ‘Sell with’ motions
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Significantly enhance their end customer experience
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Ensure that the partner receives the much needed funding/incentives/credits/discounts
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Multiply their marketing outreach manyfold
Frequently Asked Questions
WHY CHOOSE US?
Our team of experts, since 2010, have built the foundations of the partner programs at AWS, GCP and Azure. Our leadership team has also spent years as alliance leaders on the other side of the aisle, managing Cloud and ISV partnerships for billion dollar global system integrators (GSIs), regional SIs, pre-IPO start-ups, and small seed stage companies.
Our team of leaders and partner associates run all aspects of partner program participation and portal management.