Title

AWS re:Invent 2022 - AWS ISV Accelerate Co-Sell Checklist: Your Guide for Selling with AWS (PEX208)

Summary

Megan Lau, Senior Product Manager, introduced the session alongside Guy Farber, Security and Networking Partner Leader, and Michael Musselman from Lacework.
The session aimed to help partners effectively write their first AWS partner plan or improve existing ones and understand how to leverage AWS partner programs.
Co-selling was defined as a joint selling motion between AWS and its partners, facilitated by the AWS Customer Engagements (ACE) system.
Michael Musselman shared Lacework's success story in co-selling with AWS, emphasizing the importance of understanding AWS's perspective on partnerships.
The five Cs of partnership with AWS were discussed: Co-build, Co-market, Co-sell, Consumption, and Champions.
Michael outlined Lacework's three-phase journey with AWS, highlighting key strategies and metrics at each stage.
Megan Lau presented the AWS ISV Accelerate Co-Sell Checklist, a step-by-step guide for partners to activate co-selling with AWS effectively.
The checklist includes building a joint business plan, operationalizing opportunity engagement, listing on AWS Marketplace, developing marketing plans, publishing sales plays, training sales teams, engaging AWS sellers, and establishing performance review mechanisms.

The AWS ISV Accelerate Co-Sell Checklist is a comprehensive guide designed to streamline the co-selling process for AWS partners.
Understanding the five Cs of partnership with AWS is crucial for aligning with AWS's expectations and leveraging the partnership effectively.
Lacework's success story illustrates the importance of strategic planning, understanding AWS's ecosystem, and building strong relationships with AWS personnel.
The ACE system is a pivotal tool for managing joint opportunities and should be fully utilized by partners for successful co-selling.
AWS Marketplace is a significant channel for transaction acceleration and should be utilized by partners for private offers and flexible payment schedules.
Training and enabling both AWS and partner sales teams are essential for effective co-selling, with a focus on qualified opportunities and alignment with AWS's primary selling motions.
Regular business reviews, such as QBRs, are important for assessing the health of the partnership, discussing future opportunities, and addressing challenges.