AWS sellers don’t need more slides. They need stories they can tell in 2 minutes.
Introduction
When most partners get Co-Sell eligible, their first instinct is: “Let’s build a deck for AWS sellers.”
They spend weeks polishing a 40-slide presentation, loaded with product screenshots, market trends, and technical diagrams. Then, they hand it off, hoping AWS sellers will run with it.
Here’s the truth: AWS sellers don’t use decks. They use stories.
If you want traction inside AWS, stop pouring time into slides and start crafting simple, repeatable value stories that sellers can deliver on their own calls.
Why Stories Win (and Decks Fail)
- Decks get buried → AWS sellers don’t have time to skim 40 slides.
- Stories get repeated → If they can tell it in 2 minutes, they’ll reuse it in multiple accounts.
- Decks explain → They focus on features, architecture, and corporate history.
- Stories sell → They connect pain points, AWS services, and customer outcomes.
In AWS Co-Sell, the best “asset” you can provide isn’t a deck. It’s a narrative sellers can adopt instantly.
The 3 Parts of a Strong Value Story
1. Who It’s For
Be specific. Sellers need to know the exact industry, persona, or use case.
Example: “This is for healthcare providers struggling with manual claims processing.”
2. What Problem It Solves (and How on AWS)
Frame the customer pain point and show how your product + AWS fix it.
Example: “We automate claims processing using Amazon Textract and DynamoDB, cutting manual work by 60%.”
3. The Outcome (Proof of Value)
End with metrics, not adjectives.
Example: “One hospital group saved $2M annually by reducing processing errors and accelerating reimbursement cycles.”
Example: Deck vs. Story
Deck Mode:
Slide 1: About us
Slide 2: Market trends
Slide 3: Product features
Slide 4: Architecture diagram
Slide 5: Why AWS + us
Value Story Mode:
“We help fintech companies reduce cloud costs by 28% with automated container scheduling on ECS Fargate + Spot Instances. A global bank cut monthly AWS spend by $500K. Deploys in one day, fully CPPO-enabled.”
Guess which one AWS sellers will remember?
Common Mistakes Partners Make
- Overloading sellers with decks, PDFs, and jargon
- Leading with “About Us” instead of customer problems
- Leaving out AWS service attach value
- Forgetting measurable outcomes
- Assuming AWS sellers will “translate” the story themselves
Conclusion
AWS sellers aren’t looking for partners with the biggest decks. They’re looking for partners with the clearest stories.
If you can give them:
- A sharp, industry-specific value story
- A direct AWS service tie-in
- A proof point with metrics
- A clear path to procurement
…they’ll champion you in customer accounts—without ever opening a slide deck.
So stop building decks. Start building stories. That’s how you win Co-Sell.
Want help crafting ready-to-use value stories AWS sellers will actually repeat?
Contact us for details.
