Cloud commit and marketplace selling

Use this when a deal involves a cloud consumption commit, a marketplace private offer, or a multi-year enterprise agreement. Start from the account, the commit size and term on the table, the vehicle in play, the current consumption or burn rate, and the procurement and legal owners.

Pick the vehicle with the buyer

MACC is the Microsoft Azure Consumption Commitment and only draws Azure spend; EDP is the AWS Enterprise Discount Program and is AWS-only; Google Cloud commits cover Google Cloud spend. A marketplace private offer is not a fourth peer: it is the contract that can draw down the buyer's existing EDP, MACC, or Google Cloud commit when the offer qualifies, usually via their cloud relationship so onboarding takes weeks not months. Never promise the drawdown before checking it. Each cloud sets its own eligibility, offer-type and purchase-path rules, and an offer that does not qualify bills on top of the commit rather than against it. Compare on three axes: how it counts against their existing commit, who approves it, and how fast it can sign. State the trade plainly and let them choose.

Azure flags and channel shape

Name the two Azure flags separately before you pitch co-sell: MACC-eligible means the buyer can spend their Azure commit on you; Co-Sell Ready makes you discoverable to Microsoft sellers. Co-Sell Ready does not by itself retire a seller's quota — that needs the applicable incentive eligibility, such as Azure IP co-sell — so never pitch the one as the other. Neither flag implies the other. For channel deals, name whether the offer runs as a Channel Partner Private Offer (CPPO) with the partner transacting, or direct.

Burn-down math and plays

Build the burn-down math from FACT numbers only: commit total, consumed to date, months left, required run rate, current run rate. Label the drawdown_state on pace, behind, or at risk, and name the gap in dollars, never as a vibe.

For a behind or at-risk commit, write the burn-down play: which workloads or teams absorb the gap, who owns each, and by when. One play per gap, dated, with an owner on each side. Then validate the buyer-side owner as a champion: a named individual with evidence of advocacy, not just a friendly title. Name the competition for the commit too, including which workloads or vendors absorb spend if you lose; no named competition is a red flag, not a comfort.

Multi-year terms and fees

Tie the multi-year negotiation to the commit: term length, annual floors, true-up or true-down mechanics, and what happens to unused commit. Model the marketplace fee in the economics: each marketplace charges a listing fee that varies by contract type and changes with the program year, so pull the current fee schedule for the cloud in play and cite it rather than carrying a remembered percentage. Draft the ask as a dated proposal, never a promise.

Private-offer checklist and back office

When the private-offer vehicle is chosen: listing terms match the negotiated terms, the offer duration covers procurement's cycle, and the acceptance step has a named owner and date. Check the current seller guide for the cloud in play on the mechanics that bite: which buyer accounts an offer must be linked to, whether acceptance itself forms the agreement, what happens to an expired offer, and whether accepting an upgrade or renewal replaces the prior terms immediately — these differ by marketplace and change. Register the co-sell motion in the cloud provider's own partner portal before the offer goes out: listings without co-sell are visibility, not pipeline. Stand up the back-office ops with the offer: fee payout, disbursement reconciliation, revenue recognition, and CRM sync.

Qualify and run the paper track

Score the deal on MEDDPICC before any proposal goes out: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Pain, Champion, Competition. Map the path to the Economic Buyer and the full Paper Process (procurement, legal redlines, security review) before you propose: a verbal yes is not signed, and redlines kill enterprise deals as surely as feature gaps. A blank field stays blank until verified.

Keep procurement, legal, and security on one dated track: owner, step, and date each. A step with no date is blocked until it has one.

What you hand back

The vehicle pick with trade-offs, the burn-down read with the gap in dollars, burn-down plays with validated champions and named competition, the MEDDPICC score, co-sell registration, and a dated paper-process track.

Fallbacks

No consumption data means you show the math with the missing inputs blank and ask for the usage report or the cloud finance contact. No vehicle decided means you present the comparison and wait for their pick. Nothing goes to the buyer and no pricing or commit terms are promised without your explicit yes.