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Sabrina Xie

Covers Co-sell, partnerships and the channel

Sabrina Xie

Sabrina Xie covers co-sell and the channel — cloud provider co-sell programs, partner funding, resale offers across AWS, Microsoft, and Google Cloud, deal registration, and the partner relationship management underneath it.

  • cloud provider co-sell
  • partner funding
  • resale offers (CPPO, MPO)
  • deal registration
  • PRM

24 articles

Migrating to the New AWS Partner Central (ACE)
AWS

Migrating to the New AWS Partner Central (ACE)

AWS moved Partner Central into the AWS Console and is retiring the S3 co-sell integration. What migrating actually changes for your ACE data and CRM.

Sabrina Xie
Co-Selling with Google Cloud: How It Works
Co-Sell

Co-Selling with Google Cloud: How It Works

Google Cloud co-sell isn't a form you submit to a portal. It's a membership, a Marketplace transaction path, and a field-sales motion that only works when all three line up. Here's the mechanic.

Sabrina Xie
Measuring Partner Influence Without Bad Data
PRM

Measuring Partner Influence Without Bad Data

Partner influenced revenue tracking fails on bad data before it fails on the model. Here are the common attribution models, how each breaks, and the instrumentation that keeps the number clean.

Sabrina Xie
Microsoft IP Co-Sell: How It Actually Works
Co-Sell

Microsoft IP Co-Sell: How It Actually Works

How Microsoft IP co-sell qualification and incentive flow work for ISVs, and what changes in FY27 as Marketplace becomes the primary co-sell path.

Sabrina Xie
Your AWS SCA Is Signed. Now Operationalize It
Co-Sell

Your AWS SCA Is Signed. Now Operationalize It

The signing is the easy part. An SCA is a multi-year plan with numbers in it, and the numbers only mean something if somebody can see them before the quarterly review.

Sabrina Xie
Channel Partner Relationship Management, Explained
PRM

Channel Partner Relationship Management, Explained

Most channel programs are a tier chart nobody can qualify against and a commission rate nobody can compute. Here is what channel PRM has to hold, and how to design tiers that survive an audit.

Sabrina Xie
Attribution Rules That Stop Channel Conflict
PRM

Attribution Rules That Stop Channel Conflict

Channel conflict is not a relationship problem. It is an unwritten rule discovered at the worst possible moment — when two parties have already claimed the same deal.

Sabrina Xie
How Co-Sell Works on AWS, Azure, and Google Cloud
Co-Sell

How Co-Sell Works on AWS, Azure, and Google Cloud

Every co-sell article tells you to build relationships. None tell you what actually happens to the record after you submit it. This is the mechanics — the statuses, the gates, and the fields that get you rejected.

Sabrina Xie
The AWS ISV Partner Path Is Now the Software Path
AWS

The AWS ISV Partner Path Is Now the Software Path

AWS renamed the ISV Path to the Software Path, and the rename is the least interesting part. What matters is which stage you are at, and what each one actually unlocks.

Sabrina Xie
Partner-Sourced vs Partner-Influenced Revenue
PRM

Partner-Sourced vs Partner-Influenced Revenue

Every partnerships leader has been asked to prove partner revenue is real. The answer depends on a distinction most teams have never written down — and cannot defend when a CFO pushes.

Sabrina Xie
AWS Partner Funding: POC, MDF, ISV Workload, PIF
AWS

AWS Partner Funding: POC, MDF, ISV Workload, PIF

Four AWS partner funding programs, four different jobs. Here's which one fits which deal stage — and why the funding request usually fails on the opportunity, not the form.

Sabrina Xie
CPPO vs MPO: Reselling on the Cloud Marketplaces
Cloud GTM

CPPO vs MPO: Reselling on the Cloud Marketplaces

AWS calls it CPPO, Microsoft calls it a multiparty private offer, Google calls it a reseller plan — and CSP isn't any of them. The cross-cloud resell map, side by side.

Sabrina Xie
Bringing Resellers Into Google Cloud Marketplace
GCP

Bringing Resellers Into Google Cloud Marketplace

Google doesn't do CPPO. It does reseller private offer plans — templates you publish, a reseller accepts, and then sells from. Here's what transfers from AWS and what doesn't.

Sabrina Xie
AWS ACE: A Practical Co-Sell Guide for ISVs
AWS

AWS ACE: A Practical Co-Sell Guide for ISVs

AWS ACE is how ISVs co-sell with AWS. Here's how APN Customer Engagements work, and how to run them without living in Partner Central.

Sabrina Xie
Deal Registration Software: A Guide for ISVs
Cloud GTM

Deal Registration Software: A Guide for ISVs

How deal registration software works for channel partners: the lifecycle from submission to transaction, and the four points where registrations get lost.

Sabrina Xie
Partner Relationship Management Software for ISVs
Cloud GTM

Partner Relationship Management Software for ISVs

What PRM software does, when ISVs actually need it, and why marketplace sellers need PRM that resolves deals against AWS, Azure and GCP.

Sabrina Xie
AWS Now Decides Whether You Get a Rep. Here's How That Decision Gets Made.
AWS

AWS Now Decides Whether You Get a Rep. Here's How That Decision Gets Made.

AWS Partner Central agents now score every co-sell opportunity and route it to a motion. Here's what actually moves the score — and the three things we shipped so your referrals clear the bar before you submit.

Sabrina Xie
Partnerships 101: Build a Winning Co-Sell Motion with AWS, Azure & GCP
Alliances

Partnerships 101: Build a Winning Co-Sell Motion with AWS, Azure & GCP

Partnerships & Alliance Leaders guide to scale co-sell: proven strategies for driving marketplace revenue and winning with AWS, Azure & GCP account teams.

Sabrina Xie
Getting Started Co-sell Journey in Cloud Marketplace
AWS

Getting Started Co-sell Journey in Cloud Marketplace

Getting started with co-sell in cloud marketplaces — how Suger helps you simplify the journey and optimize your sales process for growth.

Sabrina Xie
The Growing Role of Channel Partners in Cloud Marketplaces
Cloud GTM

The Growing Role of Channel Partners in Cloud Marketplaces

Suger's reseller private offer capabilities empower channel partners to drive growth across AWS, Azure, and GCP CPPO models.

Sabrina Xie
Suger Step-by-Step Guide for Managing CPPO Across AWS, Azure, and GCP Marketplaces
AWS

Suger Step-by-Step Guide for Managing CPPO Across AWS, Azure, and GCP Marketplaces

Step-by-step guide to managing CPPO across AWS, Azure, and GCP with Suger — one integrated platform for multi-cloud reseller offers.

Sabrina Xie
Accelerating Resell Growth with CPPO in the Cloud Marketplace
Cloud GTM

Accelerating Resell Growth with CPPO in the Cloud Marketplace

How CPPO accelerates procurement, customizes pricing, and unlocks new revenue for ISVs and partners on AWS, Azure, and GCP marketplaces.

Sabrina Xie
Unlock Up to $70K: ISVs roadmap to Earning Big in FY25
Announcement

Unlock Up to $70K: ISVs roadmap to Earning Big in FY25

ISV roadmap to Azure Marketplace growth in FY25 — including the Incentive Campaign offering up to $70,000 in rewards.

Sabrina Xie
How Suger Simplifies AWS Marketplace Listing and Co-Selling Management
AWS

How Suger Simplifies AWS Marketplace Listing and Co-Selling Management

Suger streamlines AWS Marketplace listings from technical validation to co-sell — reducing complexity and accelerating time-to-market for ISVs.

Sabrina Xie
All Suger blog articles

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