Productize the offer

Start from the outcome, not the feature list

A co-sell motion only compounds when the offer is already packaged before a hyperscaler seller ever hears about it. That means a named vertical trigger, an economic buyer, a reference architecture, and an owned IP or accelerator that maps to a concrete Azure, AWS, or Google Cloud workload hypothesis — not a services capability statement.

The commercial ladder (marketplace private offer or annual license, discovery or measured proof, implementation SOW, managed-services agreement) has to exist on paper before field mapping starts. Sellers pre-wire pursuits they can explain in one sentence; a packaged offer is what makes that sentence possible.

Where this hands off

Once the offer is packaged, field ownership gets mapped and pursuits split into two lanes: partner-sourced signal (CRM, executive network, campaign, account mapping, cloud-commit position) and field-routed signal (AE whitespace, a stalled workload, a post-delivery referral). Both lanes converge on the same qualification gate before a pursuit gets a name.