Cloud and software marketplaces
Purchases from budgets already committed
Buyers spend what they have already committed to the platform.
Solutions / Marketplace & platform partnerships
Be bought where the budget already is
Cloud marketplaces, procurement platforms and industry marketplaces hold the buyer, the budget and the purchasing process. Partnex helps you get in, get placed, and keep the terms workable.
Covers cloud and software marketplaces, procurement and industry platforms, app stores and partner directories.
A marketplace listing is easy to get and hard to make count.
Most platforms list anyone. What sells is placement, co-marketing and a buying process the customer already uses. The platform’s standard terms are largely fixed, so the negotiation is about visibility, buyer data and what happens when the platform changes its rules.
What marketplace partnerships take
The platform’s partner team has hundreds of listings to choose from
Featuring and co-marketing go to the vendors that fill a gap in the catalogue and bring buyers with them.
With Partnex
Partnex researches each platform’s categories and gaps and writes a proposal around what the platform gains and the demand you bring.
Terms that change without a signature
Fees and policies are updated from time to time, and a listing that made sense last year can stop making sense.
With Partnex
Term sheets record the policy version and ask for notice of changes, and each change the platform proposes is explained.
Price parity across channels
Platforms ask that the listing is never undercut elsewhere, which can collide with direct enterprise deals.
With Partnex
Partnex drafts parity narrowly, around the configuration actually sold on the platform.
Buyer data you need to serve the customer
A platform that keeps the buyer’s details leaves you supporting a customer you cannot contact.
With Partnex
The proposal and the terms state what buyer data you need and why, within the platform’s own rules.
Technical and security requirements before the first sale
Listing can require integrations, reviews and certifications that take longer than the commercial conversation.
With Partnex
Research lists each platform’s requirements up front, so the timeline is realistic before the workstream starts.
What a marketplace partnership can deliver
Procurement platforms
A buying process procurement accepts
One supplier record, one invoice, one approval route.
Industry and vertical marketplaces
Many customers through one agreement
Reach the buyers in a sector where they already shop.
App stores and partner directories
Discovery inside the product your customers use
Be found at the moment a user looks for your capability.
From objective to partnership strategy
Partnex maps the platforms where your buyers purchase, prepares the case for each partner team, and keeps the listing terms workable.
- Shortlists of platforms your buyers transact on, with their requirements
- Partner managers and category leads at each platform
- A co-sell case per platform
- Listing terms with parity, data and notice provisions
Objective
Half of new mid-market deals through two marketplaces within 18 months
Partnership strategy
- Cloud marketplacesMarketplace
Buyers want to spend committed cloud budgets.
- Procurement platforms of large customersPlatform
Procurement approves what is already in the system.
- The app store of your customers’ core systemPartner directory
Users search there first.
Built for how marketplace partnerships work
Requirements known before you commit
Research sets out each platform’s listing, integration and review requirements, with sources.
Narrow parity, clear data
Terms are drafted around the configuration sold on the platform and the buyer data you need.
Changes explained
When a platform’s terms move, Partnex explains what the change means for your listing.
See where your partnerships stand
A free assessment of your partnerships against your competitors’, with the first new one already started for you.