Pulse GTM helps venture-backed companies build real co-sell and Marketplace relationships with AWS, Azure, and Google Cloud — the relationships and know-how that get you in front of hyperscaler sales teams long before you'd formally qualify.
What AWS ISV Accelerate actually asks for, before its sellers bring you a deal.
The relationship path — it runs in parallel, and usually gets there first.
Microsoft's IP co-sell program wants $100K in trailing Azure revenue before its sellers are incentivized to bring you deals. Every hyperscaler program is built the same way. The companies that get in early do it by knowing the actual people — not by filling out the form more carefully. Same story one layer out, with GSIs, GPOs, and VARs.
You're building on AWS, Azure, or Google Cloud, and investors or customers keep asking about Marketplace and co-sell. No one internally has done this before.
You have early customers and real traction, and channel is next — but partnerships is still a side project for your Head of Sales.
You already have a motion, but it's stuck — a listing nobody drives, a GSI relationship that never sourced a deal.
Retainer-based and embedded — priced monthly, because the relationships this depends on take quarters to build, not sprints.
Embedded 1–2 days a week. I own the hyperscaler and GSI/VAR relationship end to end, build your partner-sourced pipeline process, and represent you in ACE, co-sell, and Marketplace conversations.
A focused first engagement: Marketplace listing live, ACE process set up in your CRM, first warm introductions made — visible progress before you commit to more.
Once your hyperscaler motion is working, the same relationship-first approach applied to systems integrators, GPOs, and resellers.
Partner-sourced pipeline only works if your CRM can track it. 10+ years building Salesforce instances specifically for partnerships teams.
Beyond the hyperscaler and channel motion: identifying and building direct partnerships with the other software companies your customers already run — a technical integration, a referral relationship, or co-marketing, depending on the fit.
Built the partnerships function from the ground up — team, process, and the Salesforce instance behind it.
Landed HCA by multithreading a shared Google Cloud relationship into one coordinated motion — which also brought Meditech along.
Sourced and helped close the Living Health deal — roughly $120M TCV — through a Google-originated relationship, including rebuilding their member-facing insurance portal.
Enterprise partnerships and sales across healthcare AI, cloud, and B2B SaaS — including time at Google Cloud, seeing the hyperscaler side of the table too.
Where you actually stand with each hyperscaler and channel partner today, and who the right people are.
Marketplace listing, ACE/co-sell setup, and the first warm introductions made.
Partner-sourced pipeline live in your CRM, first real partner conversations underway.
It's AWS's co-sell program for independent software vendors. Current requirements include a live AWS Marketplace listing, Validated or Differentiated partner status, at least 5 launched and 15 qualified ACE opportunities in the trailing 12 months, and $2,000 in recognized AWS revenue. Most seed and Series A companies haven't produced that history yet — that's the gap Pulse GTM works in.
Beyond basic co-sell-ready status, Microsoft requires $100,000 in trailing 12-month Azure Consumed Revenue or Marketplace billed sales, a technically validated and actively-deployed Azure solution, and an approved reference architecture. Like AWS, it's built for companies that have already scaled on the platform.
Yes. Google Cloud Partner Advantage gates its best co-sell incentives and Marketplace visibility behind partner tier and specialization status — the same production-history requirement as AWS and Azure, just under a different name.
Generally yes — a live AWS Marketplace, Azure Marketplace, or Google Cloud Marketplace listing is typically the baseline before a hyperscaler will formally support co-sell. A listing by itself isn't a strategy, though; most sit untouched without the relationships and process to drive activity to them.
Partner-sourced pipeline is an opportunity a partner originates on your behalf; partner-influenced pipeline is one your own team originated where a partner meaningfully helped move it forward. Hyperscalers, GSIs, and your own board all care about this distinction, and most CRMs aren't set up to track it correctly by default.
A GSI — a Global Systems Integrator, like Accenture, Deloitte, or TCS — delivers and implements technology for enterprise customers, often with real influence over what gets bought. The same relationship-first dynamic that governs hyperscaler co-sell applies to GSIs, GPOs, and VARs: the org chart that actually moves a deal is rarely the one on a partner portal.
Yes. Many clients also need direct partnerships with other ISVs — the software companies their customers already run alongside them. That can mean a technical integration, a referral relationship, or something else, depending on the fit. Same principle as everywhere else: the right relationship matters more than a listing in a directory.
Pulse GTM works on a monthly retainer scoped to your stage, from a lighter advisory retainer to a fully embedded 1–2 days/week engagement. Exact pricing is set on a call once we understand where you stand — book one below.
Read longer breakdowns of each of these in the Resources hub →
A 30-minute call is enough to know if this is a fit.
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