Partner Co-Selling OAIO

Partner Co-Sell Overview

Orion AI Outcomes is designed for partner-subsidized delivery. AWS and Microsoft both offer funding and incentive programs that can reduce client costs for engagements, making OAIO an attractive entry point for enterprise AI conversations.

AWS Partner Programs

AWS offers several programs relevant to OAIO engagements:

Verified AWS Programs

How AWS Funding Typically Works

1. Register the Opportunity - Log in AWS Partner Central, create opportunity with appropriate tags
2. Engage Your PDM - Partner Development Manager advises on applicable programs
3. Document AWS Workload Path - Show how OAIO leads to Bedrock, SageMaker, or other AWS consumption
4. Submit Through Proper Channel - Via Partner Central or through PDM guidance

Microsoft Partner Programs

Microsoft offers parallel programs through the Microsoft AI Cloud Partner Program:

Verified Microsoft Programs

How Microsoft Funding Typically Works

1. Register in Partner Center - Create opportunity with AI/Copilot solution focus
2. Engage Your PAM - Partner Account Manager guides available options
3. Document Azure/M365 Path - Show how OAIO leads to Azure OpenAI, Copilot, or related consumption
4. Request Co-Sell Support - Via Partner Center based on opportunity qualification

Joint Value Proposition

When positioning OAIO with cloud partners, emphasize the mutual value:

Value to Cloud Partner

Value to Client

Value to Orion

Co-Marketing Positioning

Joint Messaging Framework

When marketing OAIO with cloud partners, use aligned messaging:

With AWS:

"Orion AI Outcomes, powered by AWS, transforms AI anxiety into adopted outcomes. Our methodology ensures every AI agent you deploy on AWS Bedrock is governed, economically controlled, and actually used."

With Microsoft:

"Orion AI Outcomes, in partnership with Microsoft, accelerates your Copilot and Azure AI journey. We ensure AI adoption that's governed, measurable, and aligned with your Microsoft investment."

Co-Branded Materials

Develop partner-specific versions of:

• One-Pager - Include partner logo and platform-specific language
• Pitch Deck - Add partner-branded slides showing integration
• Case Studies - Joint branding on customer success stories
• Webinar Content - Co-presented with cloud partner representatives

Co-Sell Process

General Co-Sell Motion

Week 1: Opportunity Identification
├── Identify AI-ready prospect
├── Register opportunity in partner portal
└── Apply appropriate solution/industry tags

Week 2: Partner Engagement
├── PDM/PAM reviews opportunity
├── Discuss applicable programs and funding
└── Determine if cloud SA participation warranted

Week 3-4: Joint Qualification
├── Discovery call (partner participation optional)
├── Document cloud workload commitment
└── Initiate any funding or incentive requests

Week 5-6: Proposal & Close
├── Present OAIO with partner positioning
├── Reflect any funding in commercial terms
└── Partner validates technical approach

Week 7+: Delivery
├── Kick off with platform integration points
├── Partner SA participates as agreed
└── Document for potential joint case study

Partner Differentiation

When to Lead with AWS

Choose AWS positioning when the prospect:

• Has existing AWS footprint or commitment
• Is interested in Bedrock, SageMaker, or custom models
• Values open model selection (Anthropic, Meta, Mistral on Bedrock)
• Has data already in AWS (S3, Redshift, etc.)
• Prefers infrastructure-level control

AWS-Specific OAIO Talking Points:

• "Bedrock gives you access to multiple foundation models without lock-in"
• "Your data stays in your AWS environment under your security controls"
• "AWS Guardrails provide enterprise-grade content filtering"

When to Lead with Microsoft

Choose Microsoft positioning when the prospect:

• Has M365 enterprise agreement
• Is interested in Copilot (M365, GitHub, Security, etc.)
• Values integration with existing Microsoft stack
• Has data in SharePoint, Teams, or Dynamics
• Prefers turnkey solutions over infrastructure

Microsoft-Specific OAIO Talking Points:

• "Copilot integrates directly into the tools your people already use"
• "Your Microsoft Graph data becomes the foundation for AI assistance"
• "Azure OpenAI provides enterprise security and compliance"

Dual-Track Opportunities

Some enterprises want to evaluate both platforms. In these cases:

1. Run Pillar 1 Cloud-Agnostic - Focus on use cases and governance, not platform
2. Include Platform Comparison in Pillar 2 - Assess data readiness for both
3. Let Economics Drive Decision - Pillar 5 models can compare both platforms
4. Recommend Based on Fit - Different agents may suit different platforms

Partner Engagement Checklist

Before engaging cloud partners on an OAIO opportunity:

Qualification:

• Prospect has clear AI interest or pain
• Decision-maker access confirmed
• Timeline aligns with partner program cycles
• Existing cloud relationship identified (or greenfield)

Registration:

• Opportunity registered in partner portal
• Correct solution tags applied
• Expected close date realistic
• Deal size documented

Funding/Incentives:

• Applicable programs identified with PDM/PAM
• Requirements understood (workload commitment, etc.)
• Approval timeline factored into sales cycle
• Backup plan if funding not available

Delivery Planning:

• Partner SA availability confirmed (if participating)
• Architecture patterns aligned with partner best practices
• Case study consent discussed with prospect
• Follow-on opportunity path identified

Related Resources

• OAIO as AWS EBA - Intensive week-long partner engagement format
• GTM Pilot Framework - Testing with friendly customers
• AI Architectures - AWS, Microsoft, Google technical comparison
• AWS AI Competencies - Partner program requirements
• Microsoft AI Partners - Solutions Partner designations

Sources

• AWS Partner Programs
• AWS ISV Accelerate Program
• AWS Partner Network Blog - Co-Sell Opportunities