Client Success · 84codes / CloudAMQP
84codes establishes their marketplace presence, a co-sell motion, and generates $800k in partner-influenced pipeline.
The Starting Point
84codes already had a strong product and customer base through CloudAMQP, its managed RabbitMQ and LavinMQ offering. The company served thousands of customers globally and had an established cloud-native product, but the opportunity was to turn hyperscaler relationships into a more deliberate go-to-market channel.
The challenge
CloudAMQP was already highly relevant to cloud customers, but marketplace availability alone does not create an alliance motion. The next step was to make the offering easier for cloud sellers to understand, identify where joint opportunities existed, and create relationships with the field teams who could bring CloudAMQP into customer conversations.
What We Built
Using a co-sell play called “Modernize RabbitMQ on Google Cloud with CloudAMQP”, we initially built the GCP alliance motion. The engagement focused on creating the foundation for a repeatable hyperscaler motion:
- 01
Collaborated with the marketing team to establish and optimize marketplace presence for CloudAMQP
- 02
Defined the co-sell story and partner-facing value proposition
- 03
Collaborated with sales leaders to identify priority customer segments and target accounts
- 04
Built relationships with cloud partner and field teams
- 05
Created internal processes for opportunity registration and partner follow-up
- 06
Developed seller-facing messaging and enablement
- 07
Established a recurring cadence for account mapping, pipeline review, and partner engagement with GCP and AWS
The Outcome
84codes moved from simply being available in cloud marketplaces to having a more structured alliance motion around CloudAMQP, with defined partner messaging, field relationships, account mapping, co-sell activity, net-new partner-influenced pipeline and a repeatable process for turning hyperscaler relationships into pipeline.
major cloud marketplaces activated
hyperscaler field and partner relationships established
target accounts mapped for co-sell
joint customer opportunities identified in the first six months
partner-influenced pipeline created
active co-sell opportunities registered with cloud partners
seller enablement sessions delivered across partner teams
from initial alliance planning to an operating co-sell cadence