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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

46 articles

AWS Selling Authorizations: How CPPO Deals Run
AWS

AWS Selling Authorizations: How CPPO Deals Run

Once you publish an AWS selling authorization, you can't edit it or extend it. Here is what to set first, what each status means, what deactivating does to offers already sent, and who owns the CPPO.

Sabrina Xie
Partner Program KPIs: What to Measure Each Week
PRM

Partner Program KPIs: What to Measure Each Week

A 0% win rate for a partner that hasn't closed a deal, a pipeline total that adds euros to dollars, a mix that counts one deal twice. Here are the partner program KPIs worth a weekly review, and how each one misleads.

Sabrina Xie
AWS Marketplace Engagement Score vs Quality Score
AWS

AWS Marketplace Engagement Score vs Quality Score

ACE shows a High engagement score beside a quality score of 35, and Partner Analytics now adds Solution Matching Engine numbers. What each AWS number predicts, and which one feeds the co-sell motion.

Sabrina Xie
Microsoft Publisher Agreement: AI and MPO Rules
Azure

Microsoft Publisher Agreement: AI and MPO Rules

Keeping a Microsoft Marketplace listing after July 1, 2026 meant accepting the Publisher Agreement's July 2026 update. It names agents and MCP servers as AI Systems and changes what MPO partners need; here is who should own each change.

Sabrina Xie
AWS Multi-Partner Opportunities: Invite a Partner
Co-Sell

AWS Multi-Partner Opportunities: Invite a Partner

Your reseller or SI is on the AWS deal too. Here's what must be in place before you invite them into the ACE opportunity, how many partners can join, how long each has to answer, and what their copy of the opportunity looks like.

Sabrina Xie
AWS Co-Sell Opportunity Team: Who's on Your Deal
Co-Sell

AWS Co-Sell Opportunity Team: Who's on Your Deal

Once AWS staffs your co-sell deal, it edits its own record of it without asking. How to read the AWS opportunity team, which AWS-side changes Fours flags and which it doesn't, and when to email the rep.

Sabrina Xie
FY27 Microsoft Co-Sell: Solution Play Is Now Conversation
Co-Sell

FY27 Microsoft Co-Sell: Solution Play Is Now Conversation

For FY27, Microsoft's Referrals API swapped Solution Play for Conversation, but its co-sell guides still show last year's values. Here are the 11 valid pairs, where Microsoft's pages disagree, and what happens to older values.

Sabrina Xie
How to Update an AWS Co-Sell Referral
Co-Sell

How to Update an AWS Co-Sell Referral

A PATCH with merge=true on Fours' referral API patches only the fields you send, so you can change one value on an AWS ACE referral without wiping the rest.

Sabrina Xie
Who Can Register Partner Deals in Fours PRM
PRM

Who Can Register Partner Deals in Fours PRM

How Fours controls who can register partner deals through your public link, and what accepting a held registration commits you to as the partner owner.

Sabrina Xie
AWS vs Microsoft Inbound Co-Sell Referrals: Acceptance Clocks and Triage Policy
Co-Sell

AWS vs Microsoft Inbound Co-Sell Referrals: Acceptance Clocks and Triage Policy

AWS gives you five business days to answer a co-sell referral and Microsoft gives you 14. What each lapse costs, what Microsoft says about accepting everything, and three triage policies with a named owner for every queue.

Sabrina Xie
AWS Partner Revenue Measurement for SaaS: Choose Tagging or User Agent
AWS

AWS Partner Revenue Measurement for SaaS: Choose Tagging or User Agent

AWS won't take your FTR report until the product is Partner Revenue Measurement enabled. For SaaS, that means a resource tag or a User Agent string, and the right one depends on whose AWS account your resources sit in.

Sabrina Xie
AWS Fund Request Status, Stages and Claim Deadline
AWS

AWS Fund Request Status, Stages and Claim Deadline

Status and stage are two separate fields on an AWS fund request. Here's what each value means, what you can still change at each point, and the December 15 date that decides whether a cash claim gets paid.

Sabrina Xie
Frontier Accelerate for Marketplace: Migration Guide
Azure

Frontier Accelerate for Marketplace: Migration Guide

Microsoft is folding ISV Success, Marketplace Rewards, Azure IP co-sell and certified software designations into one offering. Where you land, the one renewal not to miss, and when Premium fits.

Sabrina Xie
AWS Partner Central Leads from Salesforce Accounts
Co-Sell

AWS Partner Central Leads from Salesforce Accounts

Creating an AWS Partner Central lead and enriching it are two steps with different rules. What each needs, what AWS returns, and how Salesforce feeds both.

Sabrina Xie
AWS Marketplace Request Private Offer: Who Answers?
AWS

AWS Marketplace Request Private Offer: Who Answers?

An AWS Marketplace request reaches Partner Central as an opportunity or a lead, with five business days to answer. Where each one lands, and who answers.

Sabrina Xie
Microsoft Resale Enabled Offers vs MPO: Who Pays You
Azure

Microsoft Resale Enabled Offers vs MPO: Who Pays You

A resale enabled offer lets one Microsoft partner price and sell your product without you in each deal. Microsoft pays the partner; the partner pays you.

Sabrina Xie
Finding the Partners You Already Have Data About
PRM

Finding the Partners You Already Have Data About

Most partner discovery starts with a directory of companies you have no relationship with. The better starting point is the relationship data already sitting in your own account.

Sabrina Xie
Partner Certifications That Expire, and Why They Should
PRM

Partner Certifications That Expire, and Why They Should

A certificate with no expiry is a claim about who someone was two years ago. Validity and renewal rules are what make partner certification mean something to a customer.

Sabrina Xie
The Four Ways to Pay a Partner, and When Each Fits
PRM

The Four Ways to Pay a Partner, and When Each Fits

Referral fee, reseller margin, co-sell revenue split, finder's fee. Most partner programs need more than one, and picking the wrong one is how a partner stops sending deals.

Sabrina Xie
Your Partners Are Already in Salesforce. Use Them.
PRM

Your Partners Are Already in Salesforce. Use Them.

Most partner programs start by re-typing companies that already exist in the CRM. A filter on the object you already store partners in does the same job and stays current.

Sabrina Xie
The Updated Microsoft Partner Agreement, Explained
Azure

The Updated Microsoft Partner Agreement, Explained

Microsoft's updated Partner Agreement takes effect December 1, 2026. Most partners do not have to sign anything — here is who actually has to act, and by when.

Sabrina Xie
Turning re:Invent Conversations Into ACE Referrals
AWS

Turning re:Invent Conversations Into ACE Referrals

Badge scans are not pipeline. The discipline that turns a hallway conversation at an AWS event into a co-sell referral an AWS seller will actually work.

Sabrina Xie
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 Fours 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

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

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

Fours 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 Fours — 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 Fours Simplifies AWS Marketplace Listing and Co-Selling Management
AWS

How Fours Simplifies AWS Marketplace Listing and Co-Selling Management

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

Sabrina Xie
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