Making Marketplace and Co-sell Part of How Your Team Sells

Your alliance team knows Marketplace and co-sell. They know which solutions are MACC-eligible, where the propensity data lives, and what funding is available. Your sales team owns the customer conversations, and that's where all of it needs to show up. Without a bridge between the two, they only connect when a deal hits a snag.

For most alliance teams, the question isn't whether sales should be part of Marketplace and co-sell. It's how to get them there without turning sellers into experts. Carve has built that bridge for Microsoft partners, including a client whose sellers had no exposure to Marketplace and whose co-sell motion ran entirely inside the alliance team.

In this session, we walk through that engagement and the four pillars we built it on, answering the big questions alliance teams are sitting with.

What you'll leave with:

• The four pillars (Fluency, Telemetry, Qualification and Funding) that move Marketplace and co-sell out of the alliance team and into the sales process
• What sellers need to know to keep a Marketplace or co-sell deal moving, without turning them into experts
• How to bring Marketplace and co-sell into deals early, using data sellers already have and questions that fit naturally into discovery

Who it's for: Software companies already transactable on Marketplace and co-selling with Microsoft. Ideal for alliance leads, partnership managers, and channel teams responsible for getting their sales team to use it.

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