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 19/11/2025.
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)


The "Introduction to working with Hyperscalers" e-learning program is designed for go-to-market practitioners at software vendors. The program 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. The program includes focused learning games and actionable insights to reinforce key concepts and facilitate practical application. The program is estimated to take 3 hours to complete.

Objectifs de la formation

  • The main educational objective of this program is to equip leaders with the strategic understanding and practical frameworks necessary for successful collaboration with a variety of hyperscalers. The training aims to provide a comprehensive framework for mastering the art of hyperscaler collaboration.
  • The pedagogical objectives of the training program are designed to be achieved through a multi-faceted approach, including: Understanding Core Business Models: Defining hyperscalers and understanding their consumption-driven business models, as well as their strategic motivations for partnering with Independent Software Vendors (ISVs). Identifying Key Personas: Identifying the key internal roles at hyperscalers, such as Partner Development Managers (PDMs), Solution Architects (SAs), and Account Executives (AEs), and understanding their motivations and how to engage with them effectively. Navigating Coopetition: Learning how to manage situations where a hyperscaler's native services might compete with a participant's product by identifying a unique niche and positioning their company as a "pure player" that adds specialized value. Crafting a Joint Value Proposition (JVP): Developing a compelling JVP that resonates with a hyperscaler's business objectives (consumption, customer acquisition, and retention) and quantifies that value with specific metrics. Building a Collaborative Framework: Understanding 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: Learning how to execute joint marketing initiatives and measure the success of the partnership using key performance indicators (KPIs) like partner-influenced revenue, joint pipeline contribution, and consumption driven. Reinforcing Concepts: Reinforcing key concepts and facilitating practical application through focused learning games and actionable insights included in each module
  • 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. Learn how to: Identify and track the right KPIs to measure the success of a hyperscaler partnership. 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

Profil des bénéficiaires

Pour qui
  • Software companies
  • Industrial companies
  • Pharmaceutical companies
Prérequis
  • The program is specifically designed for senior leaders at software vendors. This includes, but isn't limited to, roles such as: Heads of Sales VPs of Sales CROs (Chief Revenue Officers) Chief Partner Officers CEOs
  • There are no formal prerequisites mentioned, but the training begins with a pre-training knowledge perception survey to gauge the learner's starting point.

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
Conclusion and Post-Learning Assessment
Final Exam (20 questions)

Équipe pédagogique

Our founder, Thomas Dussarrat is a visionary with two decades of go-to-market experience in the software industry, facilitating the localization of go-to-market motions from North America to Western Europe. Thomas isn't just a Senior Consultant; he's an orchestrator, an artisan of go-to-market motions. Thomas's core belief? Your partners are the vital "glue" connecting you directly to your ICPs in your market. His mindset empowers leaders to embrace an "orchestrator" mindset, moving beyond direct sales to strategically build a robust Customer Partner Experience (CPX). VIVA GTM® delivers actionable training and consulting bundles to forge an agile, company-wide "Partners Ecosystem" culture. This ensures every department truly values and actively collaborates with partners, guaranteeing a seamless, exceptional customer experience.

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

8 semaines

Accessibilité

Online training only (e-learning).