Title

AWS re:Invent 2023 - Launch and progress your AWS offering: 5 tips from APN Sales (PEX120)

Summary

Jennifer Letourneau discussed the importance of defining and understanding offerings within the AWS Partner Network (APN).
Offerings are what partners sell to customers and can be services, practices, products, or solutions.
The session covered the advantages of offerings, alignment in the partner journey, and the new enhanced offering experience.
Offerings help create targeted marketing campaigns, accelerate sales cycles, and provide AWS sellers with clear partner capabilities.
The talk emphasized the importance of industry focus, use case alignment, and differentiation in offerings.
AWS sellers look for offerings that clearly define the customer problem, target customer profile, delivered outcomes, and differentiation.
Specializations are important for validating offerings and improving visibility.
The new partner journey includes tasks to guide partners through building, marketing, selling, and growing their offerings.
Partners are encouraged to create offerings, get them validated, attach case studies, and consider industry specializations.

The AWS Partner Journey is evolving to be more prescriptive and task-oriented, providing clearer guidance for partners.
AWS is emphasizing the importance of offerings as a way to align partner capabilities with AWS sales strategies and customer needs.
The differentiation of offerings and industry specialization are critical for partners to stand out and be successful in the AWS ecosystem.
AWS is focusing on simplifying programs and requirements by aligning them with the offerings that partners bring to the market.
The session highlighted the need for partners to communicate effectively with AWS sellers by focusing on customer problems, target profiles, and specific outcomes.
The enhanced offering experience and the upcoming tasks in Partner Central are designed to help partners navigate the AWS partnership more effectively and grow their business.