Decoding how AWS sellers and partners collaborate to scale Marketplace growth and win enterprise deals Imagine you’re selling bottled water inside a massive stadium.You could try yelling from the stands, hoping someone walks up.Or, you could get the stadium announcer to say, “This is the water to drink.”That’s what it feels like when AWS sales […]
How AWS Sales Teams Work with Partners to Push Marketplace Solutions Read More »
How AWS partners can leverage FTR readiness, certified competencies, and co-sell programs to drive qualified pipeline and sustainable growth The line is long. The rules are strict. Not everyone gets in.Imagine you’re trying to get into an exclusive club.But once you’re inside, you gain access to the best opportunities, the best rooms, and the right
FTR, Competencies & Co-Sell; The Keys to Unlocking AWS Demand Gen Read More »
Stop celebrating the listing, start measuring the momentum. Introduction Your AWS Marketplace listing is live. You’ve crossed the technical hurdles, completed the Foundational Technical Review (FTR), submitted content, and gone through procurement setup. Congratulations!Now what?For too many AWS Partners, the post-listing phase is a blind spot. They assume that visibility = pipeline, or that being
What Metrics Really Matter Post-Listing on AWS Marketplace Read More »
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 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 »
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 »
Your listing is a tool, not the plan. Introduction Too many vendors treat their AWS Marketplace listing like a go-to-market (GTM) strategy in itself.The thinking goes: “We’re listed now. AWS has millions of customers. Pipeline will flow.” But here’s the truth: AWS Marketplace is not your GTM strategy.It’s a distribution channel, one that works only
AWS Marketplace ≠ GTM Strategy. Here’s Why. Read More »
From setup to scale, what separates listings that sit idle from those that generate pipeline. Introduction Listing your product on AWS Marketplace is just the start.The real challenge isn’t “getting listed”; it’s keeping your listing relevant, discoverable, and conversion-ready as both AWS and your customers evolve.A high-performing AWS Marketplace listing doesn’t just appear; it matures
The Lifecycle of a High-Performing AWS Marketplace Listing Read More »
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