The Three Clouds · Cloud Alliance Consulting

Turn Cloud
Partnerships
Into Revenue

Specialized GTM and alliance strategy for startup ISVs ready to build, scale, and monetize their relationships with Microsoft, AWS, and Google Cloud.

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Microsoft Azure
Co-sell motions, MACC strategy, Marketplace listings & field engagement models.
Amazon Web Services
ISV Accelerate, Partner Co-sell, APN tiers, and partner-led deal mechanics.
Google Cloud
ISV partnerships, Marketplace GTM, MSP agreements & revenue expansion models.
25+Years in Cloud Alliances
$14BAnnual Partner Revenue Driven
3Hyperscalers. Insider-Level Access
16Consecutive Quarters Outperforming Market
What I Do

Alliance Strategy Built for Builders

Startup ISVs rarely have the bandwidth or insider knowledge to navigate the hyperscaler alliance machine. I bring a 25-year insider perspective across all three clouds to accelerate your path to co-sell, Marketplace, and partner-led growth.

01
🗺️
GTM Strategy & Roadmap
Design your end-to-end go-to-market playbook across one or all three hyperscalers. From partner tiers and enrollment to co-sell motions and field engagement—built to drive pipeline, not just checkbox compliance.
02
🤝
Co-Sell Activation
Get your ISV into active co-sell with AWS ISV Accelerate, Microsoft IP Co-sell, and Google Cloud's partner sales programs. I build the mechanics, the pitch, and the internal engagement model to win deals with cloud sellers.
03
🏪
Marketplace Listings & MACC
Structure your cloud Marketplace presence to capture MACC/EDP/CUD spend. I help you design the commercial offer, guide the listing, and position your solution to drive transact-through-Marketplace revenue.
04
📐
Alliance Operating Model
Build the internal infrastructure your alliances team needs: governance, KPIs, partner business plans, QBR frameworks, and pipeline reporting that connect cloud relationships to revenue outcomes.
05
⚡
Executive Relationship Strategy
Leverage hyperscaler executive networks strategically. I coach your leadership on how to build and sustain CXO-level relationships at Microsoft, AWS, and Google Cloud that translate into preferential access and deal flow.
06
📈
Alliance Fractional Leadership
Not ready to hire a VP of Alliances? Engage me as your fractional Alliance Lead. I own the relationships, build the strategy, and execute the programs while your team focuses on building product.
About
Wismar
Medina
Global Cloud Alliance Strategist

I've spent 25+ years building billion-dollar partner ecosystems from inside all three major cloud providers. I've led global teams, negotiated first-of-their-kind deals, and designed the GTM models that moved billions in cloud revenue — as an insider, not a consultant on the outside looking in.

Now I bring that operational depth exclusively to startup ISVs who want to compete and win in the cloud marketplace. Based in Alicante, Spain. Working globally.

Google Cloud Digital Leader AWS Cloud Practitioner Azure Essentials Six Sigma Green Belt Kellogg Marketing
Deep-Tech AI ISV · Cloud Alliance Strategy
  • Built a startup's first hyperscaler alliance strategy from scratch, positioning the company as a cloud-native AI platform provider across two hyperscalers simultaneously.
  • Structured commercial models, co-sell motions, and field engagement frameworks for dual-track partnerships as both customer and ISV.
Global Hyperscaler · Worldwide Partner Sales Strategy
  • Designed a first-of-its-kind global operating model for partner-led sales — defining the end-to-end mechanics for how deals enter, partners engage, and the field executes at scale.
  • Built cross-functional governance and established global standards for pipeline governance and field execution.
Global Hyperscaler · Strategic Partner Development
  • Structured and negotiated strategic growth agreements with global Managed Service Providers.
  • Built economic business cases linking partner investment to cloud revenue expansion and market entry acceleration.
Global Hyperscaler · Global Partner Development Director
  • Owned global C-suite relationships with the hyperscaler's largest partners worldwide, leading a team of 45 Partner Development Managers.
  • Delivered 16 consecutive quarters of market outperformance, growing partner share-of-wallet from 55% to 70% and driving $14B in annual revenue.
Global Hyperscaler · Partner Marketing & Licensing
  • Led a global reseller transformation across 400 resellers in 40 markets, closing 1,000+ contracts in just 100 days.
  • Created and launched a new cloud licensing motion that generated $50M in partner revenue through 80+ resellers.
 Selected Impact

Numbers That Move Markets

A track record built inside the most competitive partner ecosystems on the planet.

$14B
Annual partner revenue driven across 16 consecutive quarters of market outperformance
55→70%
Partner share-of-wallet growth achieved through strategic ecosystem management
$1B+
Incremental cloud consumption generated through negotiated GTM partnership engines
3,000
Net-new customers acquired through structured cloud partnership programs
$50M
Partner revenue from a new global cloud licensing motion across 400 resellers
1,000
Contracts closed in 100 days through a ground-up partner sales transformation
Contact

Let's Build Your Alliance

Whether you're just starting your cloud partner journey or looking to accelerate an existing program, reach out for a no-pressure conversation about where you are and where you want to go.

✉
[email protected]
📍
Alicante, Spain · Available globally
in
linkedin.com/in/wismarmedina
I typically respond within 24 hours.