Teleport’s Alliance and Cloud Partnerships team plays a critical role in accelerating revenue. Leading the team is Phil Simpson, who oversees strategic partnerships and drives ARR growth. Supporting the AWS relationship is Danielle Striker, who manages the operational side of cloud marketplace execution. Together, their team is responsible for navigating one of the company’s most important revenue channels: AWS Marketplace.
With an ambitious go-to-market motion and a growing partner network, the team needed more than just a listings tool; they needed automation, integration, and real-time visibility. That’s where Suger came in.
Replacing Manual Chaos with Scalable Automation
Teleport’s partner team manages strategic relationships, channel partnerships, and cloud co-sell to support sellers and drive ARR. As cloud marketplace sales grew, the volume of manual work grew with it.
The biggest bottleneck? Opportunity registration into AWS ACE.
"One of the hardest parts about working with a $100B partner like AWS is the scale. We're a 200-person company trying to reach thousands of AWS sellers. Before Suger, we’d have to manually input every opportunity into ACE ourselves, hundreds of them."
With Suger integrated into Salesforce, the team now pushes all Stage 2 opportunities automatically into ACE. That automation not only eliminates errors, it saves the team hours of work and ensures every co-sell opportunity is captured.
"If we didn’t have a tool like Suger, I would’ve had to hire a dedicated headcount just to manage co-sell and private offer workflows. Suger saves us real money by freeing up our people to focus on revenue."
Instead of relying on ops to manually log 100+ deals, the system handles the heavy lifting in minutes, unlocking co-sell visibility at scale.
A Faster, More Reliable Way to Manage Private Offers
For Teleport’s sales team, private offers used to be a bottleneck. Submitting through the AWS console was manual, slow, and error-prone, especially under end-of-month pressure.
Now, with Suger integrated into Salesforce, reps can generate private offers directly from the quote object, with all contract terms and details pre-filled. This speeds up execution, reduces errors, and keeps deals moving.
Offer creation takes under 10 minutes, and sales gets real-time visibility into customer activity whether the offer is viewed, accepted, or stalled. Since deals aren’t marked as closed-won until customer acceptance, this visibility ensures accurate forecasting and faster follow-up.
"Before, we had to log into ACE, refresh constantly, and hope for updates. Now, Sugar sends us email notifications the second the customer accepts the offer. That’s huge, especially at end-of-quarter.”
Keeping Sales, Finance, and Ops in Sync with Real-Time Visibility
Renewals and entitlement tracking used to be time-consuming and error-prone. With Suger, the team now uses entitlement search and renewal workflows to instantly surface key data: term lengths, expiration dates, and customer details without digging through ACE or Salesforce.
“With Suger, I can search entitlements and kick off a renewal without needing to dig through ACE or Salesforce. It pulls in all the data I need: contract terms, expiration dates, customer details and gets me started in seconds.”
This centralized visibility extends to finance too, helping them monitor collections, billing, and offer statuses without chasing down updates.
“Finance needs to know where each offer stands, what’s collected, what’s pending, and what’s booked. With Suger, I can answer those questions on the fly. It’s all right there in the console.”
On the sales side, reps no longer need to guess where a deal stands. They’re notified the moment an offer is viewed or accepted, enabling faster, more targeted follow-ups. This proactive insight helps push deals across the line especially during crunch time and eliminates end-of-month chaos across sales, ops, and finance.
Powering a Channel-First Motion Without Slowing Down Sales
As Teleport evolved into a channel-first organization, CPPO (Channel Partner Private Offers) became a cornerstone of their go-to-market. While routing deals through partners once meant added steps and friction, Suger changed that by making CPPO flows as seamless as direct ones.
With just a click, sellers can toggle between direct and CPPO offers (no extra coordination or delays) ensuring partner-attached deals flow smoothly through AWS Marketplace. This flexibility allows sales to move fast while aligning with Teleport’s broader partner strategy.
“We want as many deals as possible to go through partners. With Suger, we can toggle between direct and CPPO flows with ease. That kind of flexibility is critical to scaling our ecosystem.”
The Role of Support: Sugar as an Extension of the Team
For this team, great software is only part of the equation, responsiveness matters just as much. The partnership with Suger includes a shared Slack channel where questions get answered quickly, often within minutes.
When deals are stuck waiting on an accepted offer, fast help isn’t just convenient—it’s critical. With sellers pushing to book revenue before the end of a quarter, having real-time support from the Suger team keeps things moving.
“We have a shared Slack channel with the Sugar team. If I’m stuck, I drop a message, and someone gets back to me sometimes in minutes, even off hours. It feels like Sugar is part of our team.”
The Bottom Line: Scalable Efficiency Across the Deal Lifecycle
Teleport didn’t bring in Suger to “do more with less”. They brought it in to help sellers close smarter, partner teams scale efficiently, and the entire revenue org stay aligned with AWS.
With Suger, opportunity registration, private offers, CPPOs, and renewals are now streamlined across Salesforce. Sales/Partnerships spends less time on admin, Ops gets the data it needs, and Finance has full visibility into offer status and collections.
From co-sell to close, Suger has become the engine behind Teleport’s cloud GTM efficiency.
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