---
name: "run-hyperscaler-marketplace-co-sell"
description: "Use when a cloud marketplace motion needs partner-side operations: listing and private-offer checks, field-team motion, fund capture, and attribution."
triggers: ["marketplace listing check", "private offer terms", "co-sell registration", "marketplace fund capture", "cloud marketplace motion", "transactable offer", "hyperscaler field team"]
version: "1"
---
# Run hyperscaler marketplace co-sell
Use this when a cloud marketplace motion needs partner-side operations.
Start from the hyperscaler in play (AWS, Azure, or Google Cloud), the
listing and transactability status, the private-offer pipeline, the
field-team contacts, and the fund targets.
This is the partner side only. Deal execution stays with sales.
## Listing and private-offer checklist
Walk it in order: a transactable offer is live; the terms match the
negotiated terms; the offer duration covers procurement's cycle; and
acceptance has a named owner and a date.
A listing with no co-sell registration behind it is visibility, not
pipeline. Register the motion in the hyperscaler's co-sell system before
the offer goes out. Each program sets its own clocks — how long after
signature a registration still counts, how fast a closed deal must be
marked won, and the minimum annual value a pay-as-you-go deal needs to
qualify — and they change yearly, so read the current program guide for
the hyperscaler in play and cite the rule you are applying rather than
carrying last year's numbers.
Track the validation states — Pending, Approved, Review Pending, Action
required — and capture total contract value (TCV) against solution value
against annual contract value (ACV), plus contract signed, start, and end
dates, tenant type, and pricing model.
Keep the one-exception-per-referral appeal path ready with its
justification written.
## Run the field-team motion
Joint account picks, one owner per side per account, and the dated asks
of their sellers. No named field contact means the introduction ask comes
first.
## Capture the funds
Each fund line — marketplace promotion programs, go-to-market and
proof-of-concept funds, commitment-linked co-sell benefits, and market
development fund (MDF) lines — gets an amount, an owner, a claim window
with a claim date inside the program cycle (no roll-forward), and the
proof the claim needs.
Funds expiring inside 90 days get a dated rescue line, not silence.
## Attribute the pipeline
Every marketplace-sourced deal names its proof: the offer identifier, the
registration identifier, or the co-sell record. Deals without proof go to
the unproven list and never pad the headline number.
## What you hand back
The checklist state, the field motion with its owners, the fund-capture
table, and the attributed pipeline lines.
## Fallbacks
No listing means the listing brief comes before any co-sell motion. No
field contact means working the partner-development representative first,
and you say so.
No offer terms go out and no fund is claimed without your explicit yes.