---
name: "cloud-commit-and-marketplace-selling"
description: "Use when a deal involves a cloud consumption commit, a marketplace private offer, or a multi-year enterprise agreement."
triggers: ["cloud commit", "marketplace private offer", "MACC", "EDP", "consumption drawdown", "co-sell", "burn-down"]
version: "1"
---
# Cloud commit and marketplace selling
Use this when a deal involves a cloud consumption commit, a marketplace
private offer, or a multi-year enterprise agreement. Start from the account,
the commit size and term on the table, the vehicle in play, the current
consumption or burn rate, and the procurement and legal owners.
## Pick the vehicle with the buyer
MACC is the Microsoft Azure Consumption Commitment and only draws Azure
spend; EDP is the AWS Enterprise Discount Program and is AWS-only; Google
Cloud commits cover Google Cloud spend. A marketplace private offer is not
a fourth peer: it is the contract that can draw down the buyer's existing
EDP, MACC, or Google Cloud commit when the offer qualifies, usually via their
cloud relationship so onboarding takes weeks not months. Never promise the
drawdown before checking it. Each cloud sets its own eligibility, offer-type
and purchase-path rules, and an offer that does not qualify bills on top of
the commit rather than against it. Compare on three axes:
how it counts against their existing commit, who approves it, and how fast
it can sign. State the trade plainly and let them choose.
## Azure flags and channel shape
Name the two Azure flags separately before you pitch co-sell:
MACC-eligible means the buyer can spend their Azure commit on you; Co-Sell
Ready makes you discoverable to Microsoft sellers. Co-Sell Ready does not by
itself retire a seller's quota — that needs the applicable incentive
eligibility, such as Azure IP co-sell — so never pitch the one as the other.
Neither flag implies the other. For channel deals, name whether the offer runs as a
Channel Partner Private Offer (CPPO) with the partner transacting, or
direct.
## Burn-down math and plays
Build the burn-down math from FACT numbers only: commit total, consumed to
date, months left, required run rate, current run rate. Label the
drawdown_state on pace, behind, or at risk, and name the gap in dollars,
never as a vibe.
For a behind or at-risk commit, write the burn-down play: which workloads
or teams absorb the gap, who owns each, and by when. One play per gap,
dated, with an owner on each side. Then validate the buyer-side owner as a
champion: a named individual with evidence of advocacy, not just a friendly
title. Name the competition for the commit too, including which workloads
or vendors absorb spend if you lose; no named competition is a red flag,
not a comfort.
## Multi-year terms and fees
Tie the multi-year negotiation to the commit: term length, annual floors,
true-up or true-down mechanics, and what happens to unused commit. Model the
marketplace fee in the economics: each marketplace charges a listing fee that
varies by contract type and changes with the program year, so pull the
current fee schedule for the cloud in play and cite it rather than carrying a
remembered percentage. Draft the ask as a dated proposal, never a promise.
## Private-offer checklist and back office
When the private-offer vehicle is chosen: listing terms match the negotiated
terms, the offer duration covers procurement's cycle, and the acceptance
step has a named owner and date. Check the current seller guide for the
cloud in play on the mechanics that bite: which buyer accounts an offer must
be linked to, whether acceptance itself forms the agreement, what happens to
an expired offer, and whether accepting an upgrade or renewal replaces the
prior terms immediately — these differ by marketplace and change.
Register the co-sell motion in the cloud provider's own partner portal
before the offer goes out: listings without co-sell are visibility, not
pipeline. Stand up the back-office ops with the offer: fee payout,
disbursement reconciliation, revenue recognition, and CRM sync.
## Qualify and run the paper track
Score the deal on MEDDPICC before any proposal goes out: Metrics, Economic
Buyer, Decision Criteria, Decision Process, Paper Process, Pain, Champion,
Competition. Map the path to the Economic Buyer and the full Paper Process
(procurement, legal redlines, security review) before you propose: a verbal
yes is not signed, and redlines kill enterprise deals as surely as feature
gaps. A blank field stays blank until verified.
Keep procurement, legal, and security on one dated track: owner, step, and
date each. A step with no date is blocked until it has one.
## What you hand back
The vehicle pick with trade-offs, the burn-down read with the gap in
dollars, burn-down plays with validated champions and named competition,
the MEDDPICC score, co-sell registration, and a dated paper-process track.
## Fallbacks
No consumption data means you show the math with the missing inputs blank
and ask for the usage report or the cloud finance contact. No vehicle decided
means you present the comparison and wait for their pick. Nothing goes to
the buyer and no pricing or commit terms are promised without your explicit
yes.