Co-selling
summary
Clear, actionable steps: use the ACE pipeline (you must submit 10 validated ACE opportunities, keep Partner Solutions Finder current and sign T&Cs) — validated ACE entries email the AWS account manager and speed engagement; request partner funding and credits for training or pilots (innovation sandbox and MDF reimburses up to 50% of joint marketing); pursue Service Delivery/Competency/MSP/SaaS Factory designations to get referrals; run co‑prepared joint meetings and APN immersion days (nominated, certified lead), or risk failed meetings from poor prep.
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chapters (35)
- 0:00Introduction
- 0:40Agenda
- 1:59Meet the Team
- 3:35Questions
- 4:21What is a typical AWS sales cycle
- 6:15Julians background
- 11:36Melissa background
- 13:51Working with technology partners
- 14:49Earning trust with partners
- 16:48Customer obsessed partners
- 18:26What specific information is helpful to you
- 20:59How to learn about AWS partners
- 22:54What has worked for William
- 24:09What worked really well
- 25:49Joint meetings with partners
- 27:29Any meetings that went terribly wrong
- 28:24How do you interact with people from the part in the team
- 30:44How does the ACE program help you qualify opportunities
- 34:24What does qualify mean
- 35:16Do you need a phone call
- 36:04Partner funding
- 37:52POC funding
- 39:46Panel advice
- 41:07One more thing
- 41:37Where do you raise the bar
- 42:24Round of applause
- 43:01AWS Competencies
- 45:14Navigating the AWS Partner Network
- 46:19Funding
- 49:10Workload Migration
- 50:30AWS Immersion Days
- 52:07Opportunity Management Program
- 54:44Why AWS Partner Opportunities
- 56:20Training Certification
- 58:05Call to Action
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