Tag: Co-Selling

Learn about new initiatives launched at re:Invent 2024 and how these innovations will streamline co-selling with AWS, enhance collaboration opportunities, accelerate selling Partner solutions in AWS Marketplace and beyond, and leverage cutting-edge AI technologies to drive unprecedented growth.

We’re excited to announce self-service enhancements to AWS Partner Central to help you drive efficiencies, use data insights, and reach new customers with AWS Marketplace integration. Key enhancements include a self-guided partner journey with automated tasks, account and product linking across AWS Marketplace and Partner Central, a new co-sell experience with APN Customer Engagements (ACE), and more.

Developing a sustainable and effective co-sell program with AWS demands a comprehensive understanding of your AWS collaboration objectives, and a keen focus on empowering your sales team to effectively work with AWS stakeholders. Sales teams that are well-informed about AWS’s culture, sales and GTM stakeholders, and sales processes can co-sell more efficiently, especially when equipped with resources such as pitch decks, call scripts, and case studies. Learn more about the “Co-Sell Development Framework.”

Developing a co-sell program that supports your organization’s collaboration objectives with AWS involves identifying necessary activities and managing them to deliver results. The best practices outlined in this post are considered evergreen and have positively impacted AWS Partners who have prioritized their go-to-market strategy with AWS. To follow this guide, you must be a member of the AWS Partner Network (APN) and participate in the AWS ISV Accelerate Program.

ISVs are increasingly seeking access to AWS customers to grow their cloud business, and they want a simple way to engage AWS field sellers on joint customer opportunities. That’s why we designed the AWS ISV Accelerate Program to enable partners to co-sell with Amazon Web Services. This program helps AWS Partners drive new business and accelerate sales cycles by connecting participating ISVs with the AWS Sales organization.

AWS has empowered entrepreneurs across the world with the tools they need to build and scale their companies faster and cost effectively. Since launching in 2019, the APN Global Startup Program has continued to experience significant momentum. This year, we increased the number of startups supported by the program by more than 50 percent. Startups have received dedicated support from co-sell specialists to drive engagement with AWS Sales and field teams.

We see customers increasingly turn to AWS Marketplace to modernize the software they use, and to transform their software supply chain. AWS Marketplace helps you reach more customers, establish contracts faster, and automate renewals. It also enables data sharing with AWS and a co-sell motion with the AWS Sales team. Learn how partners can leverage AWS Marketplace to delight customers through innovations that help them modernize, transform, and govern.