Hyperscaler Ecosystem
Cloud infrastructure, marketplace distribution, committed-spend drawdown, regional sovereignty options. The buyer's workloads live here, the procurement contract lives here, and the budget is partly pre-committed via enterprise agreements.
"Meet us where the workloads already live." Attaching to a hyperscaler ecosystem turns the marketplace into your procurement venue and the platform vendor into your distribution leverage.
Marketplace takes a single-digit percent cut (varies by program; private offers preserve margin on large deals). Co-sell co-pays partner-side AEs through ISV programs. Cloud commit drawdown speeds procurement to weeks. Margin to the cloud, velocity to you.
ISV-program tiering + marketplace listing + co-sell pipeline reviews. The serious version requires alliance staff, joint solution briefs, and partner-vendor field comp; the casual version is a press release that produces logos but no pipeline.
The hyperscaler's native security tooling improves on every release. Categories that overlap with the platform's roadmap (basic posture, basic logging) compress fastest. Build wedge differentiation (runtime, attack-path, identity context) the platform can't credibly absorb.
Multi-cloud-everywhere parity. Pick one hyperscaler to lead with; deep partnership beats shallow presence in three. Buyers who run multi-cloud still buy security from vendors who've picked a primary platform.