Lab Nero embeds with specialist B2B software, data, and services teams to design and install a cloud co-sell and marketplace GTM system—connecting the offer, platform path, seller activation, opportunity progression, measurement, and ownership. We stay through activation and governance, leaving your team with a motion it can operate and improve.
AWS · Microsoft Azure · Google Cloud · Snowflake · ClickHouse · Anthropic · OpenAI · Supabase
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.
Six direct answers to the operating questions that decide whether partner access becomes a repeatable commercial motion.
Marketplace readiness means the offer can be discovered, evaluated, purchased, and fulfilled through the chosen platform route. It connects listing eligibility, commercial terms, buyer access, internal operations, and a clear sales handoff.
Compare platform routesAWS ACE is the co-sell workflow for sharing and managing opportunities with AWS through the sales lifecycle. AWS Marketplace private offers are negotiated terms for a named buyer, including custom pricing, legal terms, or a custom solution.
Discuss an AWS motionSeller activation gives partner and field sellers a customer problem, a platform-specific better-together proposition, target accounts, qualification logic, and a clear next action. Enablement is useful when sellers can apply it to live opportunities.
See the activation modelOpportunity progression defines how an ecosystem deal moves from an identified need through qualification, technical validation, business validation, commitment, launch, or closed loss. Each stage needs evidence, an owner, and a next action.
Review the workflowMeasure customer outcomes, qualified opportunities, stage progression, seller participation, marketplace transactions, and consumption where relevant. Badges, meetings, and introductions show access. They do not prove commercial value.
Review the measuresGovernance sets the review rhythm, decision rights, escalation path, and next-action ownership for the motion. It shows leaders what is moving, what is stuck, and what the team changes next.
See the governance modelMatterhornX.ai takes its name from Project Matterhorn, which Jake Carey-Rand describes as a Snowflake and AWS programme built around shared customer outcomes, field alignment, and executive accountability.
Jake and MatterhornX.ai report that the programme helped move Snowflake from AWS competitor to its number-one ISV partner in EMEA within 18 months. AWS records independently show Snowflake receiving regional ISV Partner of the Year recognition in 2021 and Global Data and Analytics ISV Partner of the Year in 2023.
The transferable proof is the operating model. Connect the joint value proposition, technical readiness, seller activation, opportunity governance, measures, and executive ownership around one customer outcome.
Understand what the work covers, how an engagement operates, what gets built, and whether your problem belongs with Ecosystem GTM or Lab Nero's wider transformation work.
18 questions
Cloud co-sell is a joint commercial motion built around target customers and a credible better-together proposition. The teams agree how customers will buy, how opportunities will progress, what field action is required, and how results will be measured. A marketplace listing can support the motion. It does not create it.
No. Listings, certifications, and partner introductions can create access. Co-sell readiness also needs a shared customer problem, a platform-specific proposition, a workable transaction route, activated sellers, qualified opportunities, clear handoffs, useful measures, and an owner for every next action.
The service is for specialist B2B software, data, and services businesses with credible technology, expertise, or customer value. It fits teams that have partner activity, or a clear reason to begin it, but need a more deliberate and executable commercial motion.
The service covers AWS, Microsoft Azure, Google Cloud, Snowflake, ClickHouse, Anthropic, OpenAI, and Supabase. Each motion is adapted to the platform's technical, commercial, marketplace, and field mechanics. Lab Nero does not apply one generic playbook across every ecosystem.
An engagement can produce a platform-specific proposition, ecosystem and account priorities, a marketplace and commercial-route readiness plan, seller activation materials, opportunity workflows, joint campaigns, performance measures, governance, decision rights, and clear ownership.
The work begins with diagnosis of the offer, customer problem, platform value, partner mechanics, current pipeline, readiness, and internal constraints. This identifies the leverage point before the team commits to more partner activity.
Look at where the motion stops. An unclear customer or platform case points to strategy. A credible offer that customers cannot buy points to readiness. An available route with little seller or opportunity movement points to activation, workflow, measurement, or ownership.
Start with Lab Nero when the constraint crosses technology, commercial execution, margin, delivery, operating design, or organisational ownership. Lab Nero diagnoses the wider system and identifies the leverage point. Ecosystem GTM becomes the route when a defined cloud, data, or AI partner motion is the problem to solve.
No. An engagement can begin before a listing exists, while the team is choosing its partner path, or after marketplace and programme access are in place. The current position informs the diagnosis. It is not a condition for starting the conversation.
Both. Lab Nero diagnoses the constraint, designs the motion, builds the required assets and workflows, supports field activation, and installs the measures and governance needed to operate it. The work does not end with a partner strategy deck.
Measure the commercial and operating motion, not partner activity alone. Useful measures include customer outcomes, qualified opportunities, progression, seller participation, marketplace transactions, consumption where relevant, decision speed, and clear next-action ownership. Badges, meetings, and introductions show access. They do not prove commercial value.
The scope follows the leverage point, platform path, readiness gaps, and activation work. Lab Nero does not publish a fixed duration because proposition, marketplace-readiness, and multi-platform problems require different work. The diagnosis defines the milestones, dependencies, decision gates, and completion criteria.
The distinction is ownership. Lab Nero connects the proposition, commercial route, account priorities, seller activation, opportunity flow, measures, and governance as one operating system. The engagement leaves the client with a motion its team can run and improve, not recommendations that still need an owner.
Attributed operator account. Jake Carey-Rand describes Project Matterhorn as a Snowflake and AWS programme that aligned both teams around shared customer outcomes, field action, executive governance, and clearer accountability. The relevant principle is that customer value, technical readiness, seller action, opportunity governance, measurement, and ownership must move together.
No. Jake Carey-Rand and MatterhornX.ai report that Project Matterhorn helped Snowflake move from AWS competitor to its number-one ISV partner in EMEA within 18 months, before the model extended globally. This is an attributed MatterhornX.ai operator account, not a Lab Nero client result.
MatterhornX.ai brings specialist ecosystem growth strategy, fractional GTM leadership, and operating experience across cloud, data, and AI partnerships. Lab Nero can draw on that depth where needed. MatterhornX.ai services are contracted through Lab Nero for clients in the UK, across EMEA, and globally.
Choose Ecosystem GTM when the problem is defined around a cloud, data, or AI ecosystem. Examples include a listing without pipeline, weak field engagement, an unclear better-together proposition, disconnected partner plans, or stalled co-sell opportunities. Choose Lab Nero when the material constraint is unclear or crosses technology, commercial execution, delivery, margin, and organisational ownership.
Bring the problem as you currently understand it. Be ready to discuss its commercial or operating effect, the platforms involved, what has been attempted, who owns the outcome, and what happens if nothing changes. You do not need a completed scope or chosen solution.
Marketplace readiness, APN pathways, ACE opportunity discipline, and ISV Accelerate seller alignment.
Is the better-together case strong enough—and the opportunity data useful enough—for AWS teams to engage?
A transactable Marketplace offer, seller readiness, Azure IP co-sell eligibility, and alignment to customer commitments such as MACC.
Can Microsoft sellers discover, understand, and progress the offer inside the way they already sell?
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?
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?
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?
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?
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?
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?
Where the motion needs ecosystem growth or GTM specialist depth, we work with MatterhornX.ai. Its services are contracted through Lab Nero, with UK, EMEA, and global reach.
Map the offer, customer problem, platform value, partner mechanics, current pipeline, and internal constraints. Find where ecosystem access can become commercial leverage.
Define the better-together proposition, target accounts, partner path, commercial route, seller story, qualification logic, and required handoffs.
Build the offer narrative, account mapping, seller enablement, campaign plays, opportunity registration, and a clear owner for every next action.
Create the measures, review rhythm, decision rights, and feedback loops that show what is moving, what is stuck, and what changes next.
Not another partner strategy deck.
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.
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.
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.
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