Alliance Aces

The backbone of a successful cloud ecosystem lies in seamless collaboration, yet not all partnerships achieve their full potential. What distinguishes the thriving alliances from the rest?In this episode, Carla Franklin Richards, a seasoned executive and former AWS leader, offers her expert perspective on building effective co-selling strategies tailored for the cloud ecosystem industry. Drawing on her leadership experience with AWS’ ISV Accelerate Program, Carla provides actionable insights into achieving strategic alignment, mitigating escalations, and driving sustainable growth in dynamic and competitive environments.We also discuss:How a structured interlock process ensures seamless collaboration and accountability.The critical role of QBRs and operational documents in preventing misalignments.Strategies for ISVs to navigate complex cloud partnerships and maximize co-selling potential.Best practices for aligning tri-party partnerships (Cloud Providers, SIs, and ISVs).Why deliberate planning and clear role