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ARMaaS 

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Alliance Relationship Management as a Service

All the major Clouds and enterprise technology companies (ISVs) rely on vast partner ecosystems to grow their businesses. 

 For context, there are over half a million partnerships just between the three major clouds - AWS, Microsoft and Google Cloud.  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 under management.  

 

These complex programs 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:   

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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

Why ARMaaS      ? 

To ensure customer satisfaction, these cloud providers also maintain a high-standard for their service providers partners to have trained staff, and integrated solutions to meet their technical standards.  Again, this is all managed through their respective partner portals.   As a service or technology solution provider, just maintaining one of these alliances requires full time staff and constant awareness of what’s available from the alliance partner, including keeping up with the ongoing and ever-growing requirements.  For each new joint customer and new alliance, the risk increases on potentially missing out on benefits or meeting requirements to ultimately achieve the highest tiers within each alliance partner program. 

​What is ARMaaS     ? 

Alliance Relationship Management as a Service, or ARMaaS     , is a niche outsourced service covering all aspects of alliance partner program management.  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 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.  The first 30 days consist of onboarding single or multiple alliance partnership programs, determining goals and targets, and providing a formal plan to run these programs.  

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Got To Market - ARMaas-Column 1

Go-to-Market

  • Lead & deal registration management

  • Co-selling coordination between sales teams

  • Marketplace listing management

  • Management of all incentives including funding, credits, & award opportunities

  • Management of all joint marketing campaigns & events 

  • Management of partner pages 

Requirement Compliance and Adherence - ARMaas-Column 2
  • Track and report individual employee certifications requirements to meet targets

  • Track all solution compliance requirements and coordinate with the tech teams for delivery

  • Monitor and recommend education sessions and material

  • Advise on company Website listing for alliances to meet requirements and include the latest info

Requirement Compliance &

Adherence

Coordination and Reporting - ARMaas-Column 3
  • Daily partner program task management and review

  • Cross-functional coordination to ensure all teams and leads are updated on deliverables

  • Report on all partner program updates and changes

  • Apply for all new programs and initiatives that become available

  • Detailed monthly reporting and activity log

Coordination & Reporting

Benefits to the Client or Partner-ARMaas Columns 3

  • Exponentially increase the sales funnel by accelerating the ‘Sell through’ and the ‘Sell with’ motions

  • Significantly enhance their end customer experience

  • Ensure that the partner receives the much needed funding/incentives/credits/discounts

  • Multiply their marketing outreach manyfold

Benefits to the Client or Partner

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.

Why Choose Us Section

Why Choose Us?

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