One-Slide Template Cloud Sellers Actually Want to See
Hi, it's Roman from Partner Insight newsletter, where I deconstruct winning Cloud GTM strategies and the latest trends in cloud marketplaces.
Today, we're diving into the single-slide template that can unlock $MM in co-sell pipeline, and how one alliance leader generated $1.2M in influenced revenue in 90 days by treating marketplaces as operating systems. Plus, NVIDIA's latest insights on why agentic AI is "game-changing" — and what Jensen Huang's predictions mean for cloud adoption and your marketplace strategy.
But before we dive in, this is your last chance to join Cohort 11 of our Cloud GTM Leader course starting tomorrow, June 3. With cloud commitments at record $439B, our 200+ alumni continue achieving impressive growth results. Final cohort until fall—don't miss it.
One slide to unlock $MM co-sell: template top cloud GTM leaders use
Picture this: A cloud seller with a $100M+ quota gets 100+ partner requests weekly. You have 5-10 minutes to stand out.
The solution? A single slide that speaks their language can unlock $MM in your co-sell pipeline.
After analyzing hundreds of successful co-sell motions, here's what works and how to use it in your marketplace GTM.
The Co-Sell Catalyst Template:
Account Intel
Customer & Opportunity: $Y ARR, closing in Z days
Current traction, who we’re already working with, etc.
It will be sold via cloud marketplace
The Multiplier Effect
"Every $1 of our software drives $X in cloud consumption"
Be specific. Cloud sellers live by consumption metrics—this is their quota language.
It’s key to measure cloud consumption that your product drives on customer instances, your instance, etc.
Use Case & Better Together
Current customer challenge
How we solve it
Why it expands their cloud footprint or opens areas they focus on
Your Better Together story must be crisp—describable in 2-3 sentences. What's the value of using AWS/Azure/GCP and your product together?
The Ask
Additional account insights - who makes decisions, how to close faster
Intro to [specific person/role]
Helping with POC
Join meeting with customer on [date]
Never ask for vague "support"—make it actionable.
Think how this would help them too.
They are not there to sell for you or vice versa. It's about finding the sweet spot for mutual benefit - acceleration and expansion.
Why this works:
Cloud sellers think in terms of consumption and value delivered to their customers.
Your one-pager need to show how you help them:
Retire quota faster
Drive consumption growth
Unlock new workloads and use cases
Get a foothold in the sectors/industries they looking to expand
Implementation tips:
Prep internally. Your field team and alliance team should align on this BEFORE meeting the cloud seller. One unified story.
Lead with economics & value. Skip the tech deep-dive. If they care about architecture, they'll ask.
Track and refine. Measure which templates convert to next stages and win opportunities. Reuse what works.
Common mistakes to avoid:
30-minute capability presentations
Asking "how can you help us?"
Generic partnership pitches
Waiting until deal closing deadline to engage
Instead: Be the ISV who makes their job easier
The most successful marketplace players treat these meetings as precious co-sell currency. Top alliance leaders often personally sit on the first 10 min of co-sell calls to frame them correctly.
Cloud sellers juggle hundreds of partners—clarity wins.
When they help you, be quick and responsive. Show you're in it together.
Your next steps:
Create your 1-pager this week. Test it on 10 opportunities. Refine based on what gets traction.
Marketplace Monitor [New]
Google Cloud new marketplace fees & commit drawdown for channel partners
Google recently announced new variable revenue share pricing fees — 1.5% for deals over $10M, channel shifts, and renewals, with standard deals at 3%. Starting June 9, the company will also simplify commit drawdown for channel partners. This signals intensifying focus among hyperscalers to attract high-value channel partners.
Forrester study showcases compelling customer ROI from AWS Marketplace
New commissioned research highlights the benefits customers achieve through marketplace procurement: 377% ROI with 6-month payback, 70% faster solution discovery, and 60% quicker procurement cycles. This study shows the marketplace value that alliance teams can leverage with prospects and existing customers.
P.S. What marketplace developments are you tracking? Hit reply and let me know what industry shifts I should be monitoring for future editions.
Spotlight: $1.2M in influenced revenue in 90 days
That's what happens when you stop treating Marketplace as a side channel and start turning them into your GTM operating system.
Molly Zito, one of our Cloud GTM Leader course alumni, proved this with her experience at Bell Canada and previously TD Synnex. Her approach: bundle solutions, align with AWS field teams, and measure everything.
As we prepare for Cohort 11 starting on June 3, her playbook shows exactly how to turn marketplace complexity into a growth accelerator:
Role: Senior Manager, Strategic Cloud Partnerships
Focus: Amazon Web Services (AWS) Marketplace, GTM Acceleration, Ecosystem Enablement
Region: Canada
Molly Zito is a cloud partnerships leader known for turning complexity into clarity across Hyperscaler ecosystems. With roots in the reseller and telecom space, she saw early on how procurement bottlenecks and siloed go-to-market motions slowed growth.
This perspective fueled her shift toward cloud alliances, where she now drives scalable growth by embedding AWS Marketplace into GTM strategy, co-sell enablement, and partner alignment.
Marketplace as Operating Systems for Growth
Molly views cloud marketplaces not as transactional tools, but as operating systems for growth. By aligning with AWS field teams and channel partners, she helped launch a multi-partner vertical offer that drove $1.2M in influenced revenue in just 90 days.
The bundle—featuring infrastructure, observability, and managed services—simplified procurement, accelerated EDP burn-down, and opened new doors in public sector accounts.
Her success has been grounded in tactical execution:
co-developing heatmaps with AWS
creating solution-based private offers
enabling sales with repeatable playbooks
tying every campaign to measurable KPIs.
Internally, she reframed Marketplace from a backend function into a frontline sales accelerator by building fast-start templates, simplifying quoting, and celebrating early wins.
If Starting Again
She would lead with outcome-based solution packaging and involve cloud providers at the earliest stage—lessons now embedded in her team’s “Marketplace-as-a-Service” motion.
Her approach is deeply influenced by the Cloud GTM Leader course, where a key insight shifted her thinking:
“Marketplace isn’t just a channel—it’s a system that touches every part of the business.”
Looking Ahead
Molly predicts that marketplaces will become the default GTM path for SaaS, ISVs, and resellers.
She expects a rise in AI-assisted quoting, verticalized bundles, and performance-driven partner incentives.
As a Marketplace-native operator, her focus remains on helping partners package, list, and co-sell in ways that accelerate deal velocity and unlock new revenue streams.
Agentic AI is game-changing, much more than generative AI. Lessons from NVIDIA for cloud GTM leaders
NVIDIA's CEO last week signaled AI's next phase of adoption. While headlines focused on another revenue beat, the real story for alliance leaders lies in what Jensen Huang called "positive surprises" accelerating AI adoption since GTC.
Enterprise AI agents have crossed the effectiveness threshold
"Agents work... Much more than generative AI, agentic AI is game changing," Huang emphasized. "Agents can understand ambiguous instructions and problem solve using tools and memory."
This validation from the company powering most AI infrastructure signals enterprise deployment is moving to production at scale.
Inference demand has exploded beyond projections
Microsoft alone processed 100 trillion tokens in Q1 – a 5X increase year-over-year.
"We are witnessing a sharp jump in inference demand. OpenAI, Microsoft, and Google are seeing a step function leap in token generation," CFO noted in last week’s call.
Reasoning AI "requires hundreds to thousands of times more tokens per task than previous one-shot inference” fundamentally changing AI deployment economics. Where chatbots used minimal compute, reasoning agents think step-by-step and solve complex problems – driving what NVIDIA calls "a step function surge in inference demand."
NVIDIA's partnerships offer a masterclass in strategic alliance building
While partnering deeply with hyperscalers on AI infrastructure, NVIDIA simultaneously competes with them, becoming an infrastructure company itself. "AI is also an infrastructure," the CEO noted, comparing it to electricity or internet.
The company's ability to balance these relationships demonstrates creating mutual and customer value even amid competition. In the end, it's the customer who decides where to buy and developers pick where to build and deploy.
This AI acceleration is set to boost cloud & marketplace adoption
I think, the inference explosion will create massive pull toward hyperscalers, where enterprises already store data and run core systems. Since reasoning AI agents need seamless access to proprietary datasets and enterprise frameworks, companies will naturally build where their infrastructure already is.
When enterprises need to deploy and build reasoning agents at scale, they'll turn to cloud marketplace solutions that scale instantly. The technical complexity of building reasoning multi-agent AI future makes hyperscaler platforms the logical foundation.
NVIDIA hedges both directions (cloud and on-prem), recognizing data sovereignty realities
Huang emphasized "so much data is still on-prem. It's really hard to move all of every company's data into the cloud." NVIDIA's new RTX Pro enterprise servers target the $500B on-premise IT infrastructure that can't easily migrate sensitive data to public clouds.
Last Call: Join Cohort 11 of Cloud GTM Leader (June 3) and Unlock Marketplace Growth
While many companies struggle with growing on cloud marketplaces, our alumni results are truly inspiring: many grew from $0→$M, others scaled $M→$MM in marketplace revenue, some achieving 4X+ YoY growth.
I'm thrilled to invite you to join Cohort 11 starting on June 3 (this Tuesday)!
We recently celebrated our milestone tenth cohort, but with so much momentum and innovation happening in cloud marketplaces, we're just getting started.
Our Cloud GTM Leader course has grown into the industry's leading program for mastering cloud marketplaces, with 200+ alumni accelerating their growth on Amazon Web Services (AWS), Microsoft Azure, and Google Cloud.
Why is it more relevant today than ever before?
The playbook to grow on cloud marketplaces isn't obvious and constantly evolving.
Cloud commitments hit a record high $439B and are on track to reach $500B this year.
PLG, free trials, and co-marketing with hyperscalers are becoming more critical than ever.
The AI agent explosion is rapidly accelerating cloud adoption and turning marketplaces into "everything stores" for SaaS, data, and agents - right before our eyes.
That's why we've been partnering with 50+ exceptional speakers and mentors who share their actual battle-tested strategies in our courses.
Why join Cohort 11?
Learn directly from VPs of Partner of the Year winners, hyperscaler experts and our incredible mentors
Master co-sell tactics that drive real pipeline ($0 to $200K+ in sales and $7M pipeline in 8 weeks for one alumni)
Get practical frameworks to get your entire org on-board and accelerate cloud GTM together
Join a growing community of 200+ cloud alliance leaders
But don't just take my word for it.
Here's what our recent alums highlighted:
"I came in knowing almost nothing and now I feel equipped to have in-depth conversations with leadership and stakeholders."
"The highlight was learning a clear, actionable GTM framework and how to align teams around cloud buyer needs through ecosystem partnerships."
Our alums loved the "open discussion with peers from different business functions and companies covering SaaS, Cybersecurity and Hyperscalers" and the "tactical elements and measurement tools to measure progress."
"People with real experience sharing the how - how did they win, how did they fail, how did they tackle challenge X or Y."
"Finding Partner Insight's Cloud GTM Leader course was exactly what I needed. Roman is so well connected, bringing key players across AWS, GCP and Microsoft. I really appreciated hearing from both large and small companies on their selling journeys in the marketplaces."
Ready to transform your growth on cloud marketplaces? Cohort 11 kicks off on Tuesday, June 3 (tomorrow) - last cohort until fall
Don't miss your chance to join this program recognized by Jay McBain of Canalys as a Top Education Program for Channel & Partnership professionals.