Don’t go to AWS sellers empty-handed.
Introduction
Becoming Co-Sell eligible is exciting. But here’s the catch: just because you can Co-Sell doesn’t mean AWS sellers will engage with you.
The difference between partners who get introductions and partners who get ignored comes down to readiness.
If you don’t show up prepared with clear assets, customer proof, and a frictionless path to procurement, AWS sellers won’t take the risk of pitching you to their accounts.
That’s why we built this Co-Sell Readiness Checklist with real examples to help you know exactly what to have in place before you knock on AWS’s door.
The Co-Sell Readiness Checklist
1. A Crisp One-Pager (Battle Card)
- Problem → Solution → Outcome
- AWS services highlighted (attach value)
- Industry/vertical focus
- 1 strong customer proof point
Example: “[Product] helps healthcare providers cut claims processing times by 60% using Amazon Textract and DynamoDB. SOC2 + HIPAA ready. Launch pilot in 1 day.”
2. 2–3 Industry Case Studies
- Industry context
- Outcome metrics
- AWS services leveraged
- Short (1 page max)
Example: “Global bank reduced fraud detection time by 55% using SageMaker + Redshift.”
3. An ACE Pipeline Entry
If your opportunities aren’t in ACE, AWS sellers won’t see you.
- Log your top opportunities
- Tie them to AWS services used
- Keep statuses current
Tip: Even small entries matter. They show momentum.
4. Private Offer + Procurement Path
- CPPO enabled (Channel Partner Private Offers)
- EDP eligible (Enterprise Discount Program)
- Clear pilot or trial option
Example: “30-day Marketplace pilot with 1-click CloudFormation deploy. CPPO + EDP aligned.”
5. A 2-Minute Value Story
AWS sellers need a talk track they can repeat without you:
- Who is it for?
- What problem does it solve?
- Which AWS services does it drive usage of?
- What outcome does it deliver?
Example: “We help fintechs reduce cloud costs by 28% with automated container scheduling on ECS Fargate + Spot Instances.”
6. Alignment with AWS Priorities
AWS sellers think in terms of:
- Service attach goals (SageMaker, Redshift, Security, etc.)
- Industry initiatives (Healthcare, FinTech, Sustainability, AI/ML)
Show them how your product helps hit those targets.
What NOT to Bring to a Co-Sell Conversation
- A 40-slide product deck
- Fluffy marketing collateral with no metrics
- “We can work with any industry” messaging
- No logged ACE opportunities
- No clear procurement story
If you show up with these, you’re making AWS do your homework and they won’t.
Conclusion
Co-Sell isn’t about eligibility, it’s about readiness.
When you walk into an AWS Co-Sell conversation, you need to bring:
- A crisp one-pager
- Real customer proof
- ACE pipeline entries
- A clear procurement path
- A 2-minute value story
Show up prepared, and AWS sellers will see you as a partner worth betting on.
Show up empty-handed, and you’ll stay on the sidelines.
Want a Co-Sell readiness audit + toolkit built for you?
Contact us for more details.
