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 […]
Stop Building Decks. Build Value Stories. Read More »
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
The Co-Sell Readiness Checklist (Real Examples) Read More »
If it’s not in their workflow, it doesn’t exist. Introduction Most partners build mountains of content, sales decks, long case studies, technical deep dives and then wonder why AWS sellers never use them.Here’s the truth: AWS account teams don’t use everything you send. They use the tools that fit their workflow, help them move faster,
The GTM Toolkit AWS Account Teams Actually Use Read More »
Hint: It’s not your 40-slide deck. Introduction When partners talk about Co-Sell, they often think of what they want from AWS: introductions, pipeline, joint campaigns, and field support.But here’s the reality: Co-Sell only works if AWS sellers see value in bringing you into deals.And that means shifting the question from:“What can AWS do for us?”“What
What AWS Sellers Really Want from Marketplace Vendors Read More »
If you treat Co-Sell like a checkbox, you’ll miss the revenue. Introduction A lot of AWS Partners celebrate the moment they become “Co-Sell Eligible.” They update LinkedIn, add the badge to their slides, and move on.But here’s the reality: Co-Sell is not a badge; it’s a pipeline strategy.If you don’t know how to leverage Co-Sell
AWS Co-Sell Isn’t a Badge, It’s a Pipeline Strategy Read More »
One gets you approved. The other gets you pipeline. Introduction When AWS asks for your product description, most partners treat it like documentation: And yes, those details matter. They help reviewers validate your submission.But here’s the catch: a description that only explains gets you listed. A description that sells gets you pipeline.Your AWS Marketplace listing
Is Your Product Description Selling or Just Explaining? Read More »
If no one can find your listing, no one can buy it. Introduction You’ve passed the Foundational Technical Review (FTR). You’ve built a polished AWS Marketplace listing.But here’s the hard truth: a great product with poor discoverability is invisible.AWS Marketplace has thousands of listings across SaaS, DevOps, Security, AI/ML, and Data. The difference between a
Using Tags, Keywords, and Categories to Win Placement Read More »
Passing FTR isn’t the finish line. It’s the starting gun. Introduction Congratulations, you’ve passed the Foundational Technical Review (FTR).That’s no small feat. You’ve validated your architecture, tightened your security, and documented your operational practices.But here’s the trap many AWS Partners fall into: they treat FTR approval as the end of the journey. In reality, it’s
You’re Approved for FTR, Now What? Read More »
AWS buyers don’t need more options; they need fewer excuses to delay. Introduction Getting listed on AWS Marketplace is only the beginning. What determines whether you close deals is the structure of your offer.And too often, listings are technically sound but strategically weak, because the offer feels like an afterthought.In this post, we’ll break down
The Offer Structure That Encourages Faster Decisions Read More »
Before AWS reviewers say anything, your conversion rate already has. Introduction You’ve built your product. You’ve deployed it on AWS. You’ve even gone through the Foundational Technical Review (FTR) and got listed on AWS Marketplace.So why aren’t the leads flowing?Why do Partner Managers go cold after asking for your listing link?And why are enterprise buyers
How to Know If Your Listing Messaging Is Weak Read More »
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