AWS
Marketplace readiness, APN pathways, ACE opportunity discipline, and seller alignment.
Is the better-together case strong enough—and the opportunity data useful enough—for AWS teams to engage?
Hyperscaler & cloud partner GTM
Turn cloud partnerships into a working GTM motion
Lab Nero embeds with specialist B2B operators to design and install the system behind ecosystem growth—from a platform-relevant offer to field activation, opportunity flow, measurement, and control.
AWS · Microsoft Azure · Google Cloud · Snowflake · ClickHouse · Anthropic · OpenAI · Supabase
THE EXECUTION GAP
Partner access is not a route to market.
A listing, badge, certification, or partner-manager introduction can create access. It does not decide which customer problem to lead with, why a field seller should care, how an opportunity moves, or who owns the next action.
AWS, Microsoft, Google Cloud, and Snowflake connect marketplace, seller, commercial, and opportunity mechanics in different ways. ClickHouse distinguishes cloud, consulting, technology, and resale routes. Anthropic and OpenAI emphasise certified or proven AI delivery, enablement, and joint market development. Supabase organises its ecosystem around maintained integrations and consulting expertise.
The advantage comes from connecting those mechanics into one operating system your team can run every week.
ECOSYSTEM MAP
Eight ecosystems. Eight different commercial systems.
Microsoft Azure
A transactable Marketplace offer, Azure IP co-sell readiness, seller materials, and alignment to customer commitments.
Can Microsoft sellers discover, understand, and progress the offer inside the way they already sell?
Google Cloud
Partner Network and Marketplace readiness, a defined sales motion, private offers, reporting, and—where relevant—reseller activation.
Which Google Cloud customer need and partner path gives the offer a credible right to win?
Snowflake
The right SPN path, Marketplace or application readiness, deal registration, co-sell alignment, and GTM validation.
Is this a data, application, services, or resale play—and does the commercial motion match it?
ClickHouse
A clear route across cloud, consulting, technology integration, or resale—with enablement and joint GTM matched to the partner type.
Are you selling, implementing, integrating, or reselling ClickHouse—and is the motion designed around that role?
Anthropic
Claude implementation capability, technical certification, deployment support, sales enablement, and joint market development.
Can the team demonstrate the certified expertise and delivery capacity required to move Claude into enterprise production?
OpenAI
Build, co-sell, deploy, and deliver AI solutions through enablement, technical support, partner tiers, and field collaboration.
What measurable customer outcome makes the solution—and your delivery capability—relevant to OpenAI's partner motion?
Supabase
Technology integrations, consulting expertise, marketplace visibility, technical support, and customer-project delivery.
Is the growth route an integration, an expert service, or both—and is it maintained well enough to earn marketplace trust?
OPERATING MODEL
We install the operating system behind the partnership.
Where the motion needs additional specialist depth, we can draw on Project MatterhornX—a curated ecosystem of proven operators.
Diagnose the leverage point
Map the offer, customer problem, platform value, partner mechanics, current pipeline, and internal constraints. Find where ecosystem access can become commercial leverage.
Design the motion
Define the better-together proposition, target accounts, partner path, commercial route, seller story, qualification logic, and required handoffs.
Activate the field
Build the offer narrative, account mapping, seller enablement, campaign plays, opportunity registration, and a clear owner for every next action.
Instrument and govern
Create the measures, review rhythm, decision rights, and feedback loops that show what is moving, what is stuck, and what changes next.
WHAT GETS BUILT
A motion your team can operate.
Not another partner strategy deck.
- 01A platform-specific better-together proposition
- 02Ecosystem and account prioritisation
- 03Marketplace and commercial-route readiness plan
- 04Seller, partner, and reseller activation materials
- 05Opportunity registration and progression workflow
- 06Joint campaign and field-activation plays
- 07Pipeline, influence, and execution measures
- 08Governance cadence, ownership, and decision rights
From partner activity to an enterprise control point.
Lab Nero works from diagnosis through delivery: embedding with the team, making hard choices explicit, connecting the mechanics, and leaving behind a motion the business can operate and improve.
WHO IT IS FOR
Built for specialist operators with something real to take to market.
This work fits B2B software, data, and services businesses that already have credible technology, expertise, or customer value—but need the ecosystem motion to become more deliberate, legible, and executable.
- Partner activity exists but pipeline is inconsistent.
- The same generic story is being used across every platform.
- Marketplace work is disconnected from sales and marketing.
- Opportunities depend on individual relationships rather than a system.
- Leadership cannot see where ecosystem execution is helping or stalling growth.
The right conversation starts with the right problem.
If you recognise a painful constraint that is limiting your margin or blocking your goals, it is worth a conversation. No pitch. No deck. Just a direct discussion about where you are and whether Lab Nero can help you move faster.
Prefer to book directly? Meet with Paul