Customer buying paths, cloud budgets, private offer timing, and internal approvals can decide whether strong Zscaler opportunities move or stall.
AWS-ready Zscaler partner motion
Close more Zscaler deals with partner-safe AWS Marketplace execution behind you
SecureDynamics helps Zscaler VARs and field teams choose the right commercial path: traditional partner-led resale, AWS Marketplace through a DSOR/CPPO route when the partner is an AWS Marketplace Channel Partner with the required resale/selling authorization, or the applicable AWS Marketplace private-offer path when the partner is not CPPO-ready, while backing the opportunity with authorized delivery, managed services, education, HealthChecks, ZBoost lifecycle support, and practical AI-enabled execution.
You keep the customer relationship. We help remove the blockers between opportunity, purchase, deployment, adoption, and renewal confidence.
Credit exposure, DSO pressure, collections timing, and payment architecture matter when partners are asked to say yes to larger deals.
AWS Marketplace only helps when the motion protects the partner relationship, commercial expectations, and services-led outcome.
Deal Registration
The partner-safe motion starts when the opportunity is registered
Deal Registration is where ownership, trust, route strategy, services attach, and customer outcome expectations begin to take shape. SecureDynamics helps partners and Zscaler teams clarify the commercial path early, before quote mechanics or AWS Marketplace questions create confusion.
What gets aligned early
Partner ownership and Zscaler account context.
Whether AWS Marketplace improves the registered opportunity and which DSOR or CPPO route applies.
Services attach, deployment capacity, and lifecycle support.
The right route before procurement pressure fragments the deal.
Why this matters
Good Zscaler opportunities often stall for reasons that are not purely technical
VARs and Zscaler field teams may have customer demand, a clear security need, and strong platform fit, but still lose momentum because the commercial path is messy. SecureDynamics helps turn that mess into a structured route from opportunity to quote, from quote to deployment, and from deployment to adoption.
Quote and procurement friction
Evaluate whether traditional paper, partner-assisted AWS, or partner-mapped AWS support creates the cleanest path for the customer and channel team.
Services attach uncertainty
Keep deployment, education, managed services, HealthChecks, and ZBoost visible as part of the value path, not an afterthought.
Adoption risk after purchase
Connect the transaction to launch work, go-live support, adoption checkpoints, and renewal confidence before the deal closes.
AWS Marketplace is a route, not the strategy
The question is not whether a deal can go through AWS. It is whether AWS makes the deal better.
SecureDynamics helps partners evaluate whether AWS improves procurement fit, cloud-budget use, credit exposure, collections timing, services attach, close velocity, or lifecycle value, and whether the right route is a DSOR/CPPO path with an authorized Marketplace Channel Partner or an applicable private-offer path for a partner that is not CPPO-ready.
Does AWS improve procurement fit?
Does it reduce credit, DSO, or collections strain?
Is the partner an AWS Marketplace Channel Partner with the required resale/selling authorization?
Does it preserve or improve partner behavior?
Does it protect or expand services attach?
Does it improve total contribution, not just software spread?
Does it create a cleaner path to renewal, upsell, or adoption?
Three commercial lanes, two AWS execution paths
One partner-safe operating model for Zscaler growth
SecureDynamics does not force AWS Marketplace into every opportunity. The right lane depends on customer buying behavior, partner preference, procurement friction, services economics, and the relationship that needs to be protected.
Partner-led traditional
For deals where normal partner-led resale is the cleanest path.
- Customer has weak or no meaningful AWS buying behavior.
- Partner strongly prefers traditional paper ownership.
- AWS adds complexity without enough payoff.
- Services economics are cleaner outside AWS.
Partner-assisted AWS
For deals where AWS Marketplace can reduce friction while preserving the partner's role, economics, and customer relationship.
- Route 1: if the partner is an AWS Marketplace Channel Partner with the required resale/selling authorization, SecureDynamics supports the DSOR/CPPO path and the partner extends the private offer to the end customer.
- Route 2: if the partner is not CPPO-ready, SecureDynamics issues the customer offer through the applicable AWS Marketplace private-offer path with agreed partner economics where appropriate.
- Routing support that keeps services attach and adoption outcomes in view.
Partner-mapped AWS
For AWS-fit opportunities that reach SecureDynamics before the right partner path is clear.
- The opportunity may come from a customer, Zscaler, AWS, distribution, or SecureDynamics field activity.
- SecureDynamics identifies the need early and works to find a good partner to run the business through wherever possible.
- AWS is evaluated only when it improves procurement fit, payment architecture, close velocity, or services packaging.
Partner-safe by design
Support behind the partner, not around the partner
If the partner owns the relationship, SecureDynamics structures support around preserving that trust. If an AWS-fit opportunity reaches SecureDynamics before a partner is attached, the first move is to identify the right partner path, not to work around the channel.
Preserve customer relationship ownership.
Protect partner economics where appropriate.
Confirm Marketplace Channel Partner authorization before offer mechanics are set.
Avoid surprise route changes.
Map early-identified opportunities into the right partner path.
Match AWS usage to procurement and commercial reality.
Keep services attach visible and outcome-driven.
Partner economics
Partner margin can stay part of the AWS Marketplace motion
Because SecureDynamics supports DSOR and CPPO-aligned Marketplace paths, the offer path can be matched to the partner's AWS Marketplace status. The goal is not to erase the partner's economics; it is to choose the route that keeps the partner role clear and the transaction moving.
Route 1: partner has required Marketplace authorization
SecureDynamics supports the DSOR/CPPO path, the authorized partner extends the private offer to the end customer, the customer accepts through AWS Marketplace, and AWS Marketplace handles billing, collection, and disbursement through the transaction path.
Route 2: partner is not CPPO-ready
SecureDynamics issues the customer offer through the applicable AWS Marketplace private-offer path. The partner tells SecureDynamics its agreed economics, SecureDynamics can include an agreed partner margin where appropriate, the customer accepts through AWS Marketplace, Marketplace proceeds are disbursed to SecureDynamics, and SecureDynamics returns the agreed partner portion after payment is received.
Protect the economics before issuing the offer
SecureDynamics, the partner, and the selling motion align route, margin, services, timing, and payment terms before the private offer is finalized. When delivery services go through SecureDynamics, SecureDynamics absorbs the AWS Marketplace transaction cost charged to SecureDynamics, so that cost does not reduce the partner margin.
Capabilities behind the close
Real Zscaler capacity, not just transaction language
SecureDynamics combines marketplace-aware routing support with the delivery and lifecycle services needed to move customers from purchase to deployed value.
AWS Marketplace routing support
Evaluate AWS fit, confirm whether the partner has the required Marketplace Channel Partner authorization, support DSOR/CPPO-aligned or applicable private-offer paths where appropriate, and coordinate around procurement friction, cloud budget use, payment architecture, credit exposure, services attach, and partner-safe deal routing.
Authorized Zscaler delivery
Deploy and launch Zscaler through authorized delivery services so partners can pursue bigger opportunities without owning every implementation burden themselves.
Managed services
Provide ongoing Zscaler operations support in a channel-safe model for partners who do not want to build a full operations team before saying yes.
Education and enablement
Equip partner and customer teams with Zscaler education that reduces confusion, improves readiness, and helps adoption start before go-live.
HealthChecks and ZBoost
Support customers after go-live with health checks, adoption checkpoints, policy reviews, escalation support, optimization guidance, and renewal or expansion planning.
AI-assisted field execution
Use practical AI support such as Deployment Advisor GPT, Design Workshop GPT, Learn Zscaler GPT, and License Expert GPT to reduce friction between meetings while keeping human judgment central.
When AWS Marketplace helps
Use AWS when it improves the commercial path and the customer outcome
AWS Marketplace is strongest when it solves a real constraint in the deal instead of becoming a default detour.
Customer prefers or requires AWS Marketplace procurement.
Customer has committed AWS spend or cloud-budget pressure.
Normal procurement is slow or blocked.
Partner wants less paper, less credit usage, or faster close.
The opportunity needs services bundled or attached more cleanly.
The route improves close velocity without harming partner trust.
From purchase to production to adoption
AWS can help the purchase happen. SecureDynamics helps the value happen.
Deal Registration anchors the opportunity. ZAdopt supports the new-customer launch motion. ZBoost supports renewal, expansion, and lifecycle adoption. AWS Marketplace is an optional route inside those motions when it improves the deal and protects the partner path.
- 01Deal registrationAnchor ownership, account context, and partner-safe next steps.
- 02Partner mappingConfirm the existing partner or identify the right one.
- 03Route selectionChoose traditional, DSOR/CPPO with an authorized Marketplace Channel Partner, or the applicable private-offer path for a partner that is not CPPO-ready.
- 04Quote and offerAlign offer path, services attach, and expectations.
- 05ZAdopt launchMove from purchase into deployment and go-live.
- 06HealthCheck and ZBoostReview, optimize, escalate, and drive adoption.
- 07Renewal confidenceReduce value leakage and create expansion paths.
Zscaler partner credentials
SecureDynamics is positioned as Zscaler's only North America partner with Delivery Services, Managed Services, and Education certifications in one operating model.
That combination matters because AWS Marketplace routing alone does not deploy the customer, operate the platform, train the team, or protect adoption after go-live. SecureDynamics brings those pieces together in a partner-safe Zscaler motion.
Partner intake
Have a Zscaler deal where AWS Marketplace might change the outcome?
If AWS Marketplace, procurement friction, Marketplace authorization status, partner economics, or services attach could determine whether the deal closes, bring SecureDynamics in early. We can help evaluate the route, protect the partner motion, attach the right services, and keep the customer moving from purchase to production to measurable value.