INTRODUCTION TO WORKING WITH HYPERSCALERS - GTM PRACTITIONER

Training fundable through your OPCO (Qualiopi compliant)

Formation créée le 04/08/2025. Dernière mise à jour le 10/12/2025.
Version du programme : 1

Type de formation

Distanciel

Durée de formation

3 heures (0.5 jour)

Accessibilité

Oui

Financement Fundae

Formation finançable Fundae

INTRODUCTION TO WORKING WITH HYPERSCALERS - GTM PRACTITIONER

Training fundable through your OPCO (Qualiopi compliant)


This is a 3-hour e-learning program designed for Go-to-Market (GTM) practitioners at software vendors. It provides a strategic understanding and practical frameworks for successfully partnering with hyperscalers, which include major cloud providers like AWS and Microsoft Azure, as well as powerful software vendors such as Salesforce and Snowflake. The goal is to help participants leverage the hyperscalers' extensive reach and technical capabilities to drive significant scale and adoption of their own software.

Objectifs de la formation

  • The program's main objective is to equip leaders with the strategic understanding and practical frameworks necessary for successful collaboration with a variety of hyperscalers.
  • Key Skills and Concepts Mastered: Core Business Models: Define hyperscalers and understand their consumption-driven business models and their strategic motivations for partnering with Independent Software Vendors (ISVs). Identifying Key Personas: Identify key internal roles at hyperscalers (e.g., PDMs, SAs, AEs) and understand their motivations and how to engage with them effectively. Navigating Coopetition: Learn how to manage competitive situations by identifying a unique niche and positioning your company as a "pure player" that adds specialized value. Crafting a Joint Value Proposition (JVP): Develop a compelling JVP that resonates with a hyperscaler's business objectives (consumption, customer acquisition, retention) and quantifies that value. Building a Collaborative Framework: Understand how to build a resilient, long-term partnership by aligning internal teams and empowering the hyperscaler's sales force through co-sell playbooks and co-marketing assets. Executing and Measuring Success: Learn how to execute joint marketing initiatives and measure success using KPIs like partner-influenced revenue, joint pipeline contribution, and consumption driven.

Profil des bénéficiaires

Pour qui
  • Software companies
  • Industrial companies
  • Pharmaceutical companies
Prérequis
  • The program is specifically designed for GTM Practitioners

Contenu de la formation

Introduction and Pre-learning assessment
Module 1: The Hyperscaler Ecosystem – Understanding the Market Giants (Approx. 1 hour) Lesson 1.1: Who are Hyperscalers and Why Do They Matter to You? Lesson 1.2: Key Personas and Internal Dynamics within Hyperscalers
Lesson 2.1: The Nuances of Hyperscaler Coopetition and "Pure Players" Lesson 2.2: Crafting the Joint Value Proposition (JVP) for Hyperscalers Lesson 2.3: Empowering the Hyperscaler Field and Internal Alignment
Module 3: Co-Marketing, Co-Selling, and Measuring Success (Approx. 1 hour) Lesson 3.1: Co-Marketing & GTM Execution Lesson 3.2: Defining and Tracking Hyperscaler Partnership KPIs
Key takeways, Conclusion and Post-Learning Assessment
Final Exam (20 questions)
Bibliography & Market Statistics

Équipe pédagogique

The training is led by Thomas Dussarrat, a founder and Senior Consultant with two decades of GTM experience in the software industry. The Core Philosophy is that partners are the vital "glue" connecting the organization directly to its Ideal Customer Profiles (ICPs) in the market. This mindset empowers leaders to embrace an "orchestrator" mindset, moving beyond direct sales to strategically build a robust Customer Partner Experience (CPX). The goal is to forge an agile, company-wide "Partners Ecosystem" culture.

Vidéo de présentation

Modalités de certification

Résultats attendus à l'issue de la formation
  • At the end of the training, participants are expected to: Master the ability to: Understand the diverse business models and immense influence of hyperscalers. Navigate the complex internal structures and dynamics within hyperscalers. Develop a strategic approach for collaborating with a hyperscaler, even when there's potential competition. Lead and champion a significant shift towards a hyperscaler-centric go-to-market (GTM) approach within their organization. Identify and track the right KPIs to measure the success of a hyperscaler partnership. Learn how to: Leverage hyperscalers' immense reach and technical capabilities to drive scale and adoption of their software. Articulate a joint value proposition (JVP) that aligns with a hyperscaler's business objectives, such as driving consumption and attracting new customers. Position their company as a "pure player" that adds specialized value to the hyperscaler's ecosystem. Empower the hyperscaler's field teams with clear battle cards and sales playbooks. Execute effective co-marketing and GTM initiatives with hyperscalers to drive awareness and pipeline. Build a co-sell culture within their own organization by aligning internal teams and incentivizing their sales force

Délai d'accès

4 semaines

Accessibilité

Online training (e-learning).