Title

AWS re:Invent 2023 - Accelerate wins with co-sell in AWS Partner Central (PEX211)

Summary

AWS partners play a crucial role in AWS growth, with IT technology and services delivered through partners accounting for 70% of the market.
AWS believes partners are at an inflection point to unlock scale and agility to meet future challenges.
The session focused on leveraging technology to accelerate growth and improve co-selling with AWS.
Prewit Panwar, a product lead in AWS Partner Engineering, introduced new capabilities in AWS Partner Central to enhance the co-selling experience.
Bhargav from Snowflake shared how they scaled their sales operations using AWS Partner Central's CRM integration.
Adelaide from AWS Marketplace discussed how Marketplace can be used to leverage opportunities and simplify the procurement process.
New features include differentiated deal flow, solution tagging, CRM integration, and Partner Analytics.
AWS Marketplace now allows linking private offers with ACE opportunities for better tracking and incentives.
The session emphasized the importance of an end-to-end partner journey, leveraging AWS Marketplace, tracking performance, and driving scale through integrations.

The co-selling program and AWS Partner Central are critical for partners to manage sales pipelines and collaborate effectively with AWS sales teams.
Automation and integration with CRM systems are essential for scaling sales operations and reducing manual work, as demonstrated by Snowflake's experience.
AWS is focusing on enhancing the partner journey through technology, with new features aimed at improving discovery, management, collaboration, and measurement of sales activities.
AWS Marketplace is becoming a strategic sales channel for partners, offering demand generation tools, simplified procurement, and transaction management.
The integration of AWS Marketplace with the ACE (AWS Co-sell Engagement) program is a significant development, aiming to reduce sales cycles and provide real-time tracking and incentives.
Partners are encouraged to engage with AWS to customize their co-selling experience, leverage Marketplace for transactions, track performance metrics, and utilize programmatic integrations for scalability.