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Most technology companies have the infrastructure — tiers, portals, MDF budgets, co-sell badges. What's missing is the senior operator who knows how to turn that infrastructure into closed ARR.
Your AWS, Azure, or GCP badge is active and your marketplace listings are live — but hyperscaler co-sell isn't generating pipeline and no one internally knows how to fix it.
You've built the tiers, funded the MDF, and launched the incentive structure — but partner attach is low, resellers aren't sourcing deals, and channel ARR is flatlining.
Regional teams operate in silos, global partner strategy never translates into local pipeline, and partner attribution lives in a spreadsheet nobody trusts.
Leadership knows the partner opportunity is real, but no one in the org has the relationships, experience, or bandwidth to operate it at the executive level and move ARR.
Most partner advisors hand you a framework and a deck. Optimus hands you a named operator, embedded in your org, with the hyperscaler field relationships and channel architecture experience to turn your partner program into a quota-contributing revenue motion — fast.
Ready when you are
No pitch deck. No long procurement cycle. Just a direct conversation with a senior Optimus operator about what's blocking your channel revenue — and what we'd do about it.
Book a Strategy Call →Not ready to book a call yet? Start here. This is the same framework Optimus uses to activate co-sell motions and source closed ARR from Hyperscaler, GSI, ISV, and channel ecosystems.
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We had co-sell badges with AWS and Azure for two years and couldn’t tell you a single deal that came from them. Within 90 days of Optimus embedding, we had three active co-sell opportunities and a clear line to $4M in pipeline. That is what ‘operational’ means.
My board asked me to justify our partner program spend. Before Optimus, I couldn’t. After six months, I had a slide showing $6.2M in closed ARR directly attributed to partner co-sell motions. That slide ended the conversation.
I’ve hired three VP-level alliance managers in five years. Each one took 12 months to become effective and left within 24. Optimus gave me a team of 33 on day one. I won’t go back to the old model.
Omer and the Optimus team helped us fundamentally uplevel our engagement with Microsoft and Amazon. They secured an additional $2.1M in Strategic Collaboration Agreements — commitments we simply didn’t have the relationships or playbook to unlock on our own. What also stood out was how seamlessly they transitioned everything back to our team. No knowledge gaps, no drop in momentum.
We see this with companies large and small when they shift partner focus from Amazon or Google to Microsoft. The offer is the same. The results are not.
MCEM is how Microsoft expects partners to plug in across its five sales stages. Think of it as a universal serial bus — connected wrong, nothing interfaces, however good the offer.
The account team retires Azure commitment. Co-sell teams carry partner-led revenue. Those pull in different directions, and shaping a deal that satisfies both is the harder balance.
Every team you touch carries its own scorecard. Knowing what was committed, and by whom, tells you which scorecards are in play and where to aim.
An engineer is called back to fix a machine nobody else can. He taps it once, in the right spot, and it runs. One dollar for the tap — the rest for knowing where.
Read the full piece →If something is not covered here, ask us directly — we would rather answer it properly than have you guess.
Optimus is a partner ecosystem and channel revenue advisory. We embed a named senior operator into your organisation to run the partner function directly — hyperscaler co-sell, channel pull-through, partner program architecture and fractional partner leadership. Engagements are scoped to attributed pipeline, deal registration velocity and closed ARR, not to deliverables.
A fractional CPO is a senior partner executive who works inside your business part-time, carrying the same accountability a full-time hire would. You get board-level partner strategy and hands-on execution without a permanent executive salary. A full-time VP of Alliances typically costs $150,000 to $220,000 plus benefits and takes six to nine months to recruit and ramp; a fractional operator is running inside thirty days.
An operator is typically operational within thirty days. First attributed pipeline generally appears within one quarter, depending on which motions already exist — a company with hyperscaler agreements already signed moves faster than one starting from enrolment. We scope to attributed pipeline rather than activity, so the timeline is measured against registered opportunities, not meetings held.
Amazon Web Services, Microsoft Azure and Google Cloud, across co-sell, marketplace transacting and partner funding programs. We work in all seven channel motions: hyperscaler co-sell, CSP, MSP, cybersecurity, distribution, VAR and resale, and global system integrators.
Partner-sourced revenue is attributed, co-sell registered, or channel-closed — a partner originated it and there is a record. Partner-influenced revenue is a deal a partner touched. Influenced pipeline is a real signal and a poor revenue claim, and finance treats the two very differently. The $185M+ figure we report is partner-sourced. We do not count influenced pipeline as revenue.
Yes. Building a partner program from zero is a different engagement from fixing one that has stalled, and we scope it differently. Starting from nothing is often easier than unwinding a program where the logos, compensation structure and rules of engagement are already pulling against each other.
A consultancy gives you a framework and a deck. An agency runs campaigns on a retainer. Optimus embeds an operator who has built these programs from the inside at Microsoft, AWS, VMware, Cisco and Avaya, and who works as part of your team against your number. The comparison across time to activate, annual cost and channels covered is on the fractional leadership page.
Optimus is headquartered at 3120 139th Ave. SE, Suite 500, Bellevue, Washington 98005, and supports client go-to-market across 38 countries in the Americas, EMEA and APAC. The registered entity is Optimus Consulting, LLC.
Still deciding? Score your partner program in four minutes, or talk it through with an operator.
Twelve questions across attribution, co-sell motion, partner coverage and governance. You get a score and the specific gaps. It runs entirely in your browser — nothing is sent anywhere.