- are product teams excited to partner?
- do they have plans on what they’d like to do together?
- who are the product/engg folks involved? They senior enough w/ roadmap authority? Long-timers vs new folks who want to dip toe?
- e.g. move 75% of your cloud to XXX by yr2, 100% by yr3”?
- Most-favored-nation clauses or exclusivity?
- product roadmap governance thereof via quarterly exec meetings, etc
On Marketing:
- co-branding (e.g. healthcare portal by XXX “powered by <your startup>”)
- logo exchanges, blogs (2-3 /yr) hosted by XXX, booth rights (1-2/yr), PR, exec quotes on major announcements
- featured access to their marketplace real-estate vs you being one of 1000s listed out there
- quota retirement of their sales by selling <your startup> products
- What are their capabilities vs others, and limitations?
- How can they help you enter new markets?
- Are they compliant with all regulations everywhere as your current cloud is?