Establish
Stand the channel up
$2,500per month
$30,000 over the twelve-month term
Managed Partner Development
A partner channel, recruited, enabled and run for you.
Twelve months, with no cap on the number of partners developed. OBP builds and runs your own partner channel end to end — from the first target list to the revenue your partners source.
- $2,500–$7,500a month, by tier
- 12 monthsterm, billed monthly
- Unlimitedpartners developed at every tier
- 9services in every tier
What it is
Your own channel, built and run end to end.
OBP builds and runs your own partner channel. Partners are targeted and recruited, signed to an agreement, onboarded, and then operated: their deals desked, their pipeline reviewed and the revenue they source reported.
Which kinds of partner are in scope is what separates the tiers. Reseller and systems integrator partners are also carried through their own AWS Marketplace Channel Partner registration and authorized to resell.
This is your channel. OBP recruits, enables and runs the partners, and operates the selling authorizations and private offers they transact on.
The tiers
Three tiers. All nine services in every one.
A twelve-month term, billed monthly, with no cap on the number of partners developed at any tier.
Book a call
Expand
Grow the roster
$5,000per month
$60,000 over the twelve-month term
Accelerate
Run a producing channel
$7,500per month
$90,000 over the twelve-month term
| What’s included | Establish$2,500 per month | Expand$5,000 per month | Accelerate$7,500 per month |
|---|---|---|---|
| Partner types in scope | Referral | Referral + reseller | Referral + reseller + systems integrator and/or white label |
| Partners developed | Unlimited | Unlimited | Unlimited |
| Recruitment | |||
| Partner targeting and pipeline | |||
| Partner agreements and tiering | |||
| Channel Partner registration and selling authorizations | |||
| Enablement | |||
| Partner enablement kit | |||
| Partner training and certification cadence | Twice a year | Quarterly | Monthly |
| Joint marketing motions | 1-pagers | 1-pagers + solution decks | 1-pagers + solution decks + sales email templates |
| Operations | |||
| Partner deal desk | Within 24 hours | Within 8 hours | Within 4 hours |
| Partner business reviews | Quarterly | Monthly | Every two weeks |
| Channel revenue reporting and attribution | |||
| Channel review with you | Quarterly | Monthly | Every two weeks |
Partners are developed to whatever roster you can support, and every tier carries all nine services. What moves up the ladder is the kinds of partner OBP will recruit and run, the cadence of review and training, the collateral partners are given, and the turnaround on the offer desk.
The services
Nine services, in three groups.
Recruitment brings partners in, enablement gets them selling, and operations keeps the channel producing — all delivered by OBP.
Recruitment
- Partner targeting and pipelineAn ideal-partner profile built from where your buyers already buy, turned into a named target list, an outreach motion and a recruitment pipeline reviewed on the governance cycle.
- Partner agreements and tieringA partner agreement, a tier structure and a margin or referral-fee schedule you can defend — then negotiated and executed partner by partner.
- Channel Partner registration and selling authorizationsOBP carries each reselling partner through its own AWS Marketplace Channel Partner registration — paid seller status, the tax interview, USD disbursement and the service-linked role — then creates, shares and confirms your selling authorization. Engages where reselling partners are in scope.
Enablement
- Partner enablement kitThe pitch, the battlecard, the demo path, the qualification criteria and the margin guidance a partner needs to sell without you in the room.
- Partner training and certification cadenceScheduled sales and technical sessions — twice a year at Establish, quarterly at Expand and monthly at Accelerate — with a record of who has been trained and a refresh cycle that keeps the roster current.
- Joint marketing motionsCo-branded campaign material, partner-facing launch content and a calendar of joint motions, run with the partners who will carry them. Collateral scales by tier: 1-pagers at Establish, solution decks added at Expand, sales email templates at Accelerate.
Operations
- Partner deal deskOBP desks every partner-sourced private offer against the selling authorization — wholesale cost, markup, terms, currency and expiry checked before the offer is extended — and tracks it to acceptance. Referral-sourced deals are desked as direct offers.
- Partner business reviewsA standing review per partner against its tier: sourced pipeline, enablement completion, deals desked and what the partner needs next, with under-performing partners named. On the same cadence, a channel review with you rolls up the whole roster — recruitment pipeline, partner performance and what the channel needs next.
- Channel revenue reporting and attributionOne report showing partner-sourced pipeline, offers extended and accepted, and disbursed channel revenue — with AWS Partner Revenue Measurement implemented, so AWS measures the consumption your channel drives.
What you supply
Three things from your side.
- A live AWS Marketplace listing and paid seller status.
- Where reselling partners are in scope, the AWS Marketplace service-linked role, so selling authorizations can be created and shared.
- A named executive sponsor who can approve a partner agreement and a margin or referral-fee schedule.
Good to know
How the commercials work.
- One agreement, with OBP. OBP leads and delivers the engagement end to end, on a twelve-month term billed monthly.
- Each Channel Partner Private Offer is visible only to a single buyer, and runs on a recurring selling authorization that sets the discount the partner resells at for the term.
- The AWS Marketplace listing fee is calculated on the discounted price you offer the partner, and deducted from your disbursement.
- Each reselling partner completes its own AWS registration. OBP shepherds every one — the partner’s paperwork and AWS’s approval set the timeline.
Ready to build your partner channel?
Book a call and we’ll look at your listing, where your buyers already buy, and which partners to recruit first.