Hey there, AWS Partner! Feeling stuck and missing out on sales opportunities? You’re not alone. But what if I told you there’s a secret weapon to skyrocket your sales alongside the AWS cloud giant? That weapon is co-selling, and this guide is your roadmap to mastering it.
Co-Selling 101: Why it’s a Match Made in Sales Heaven
Imagine this: you’ve got a fantastic solution, but reaching new customers can be a hard time. Enter AWS, with its massive customer base and sales force. Co-selling is where you join forces with AWS to offer a combined package that solves customer problems like a dream team. You bring your expertise, AWS brings their reach, and everyone wins – especially your bottom line.
The Benefits Bonanza: Why Co-Selling with AWS Rocks
Here’s why co-selling with AWS is like finding a winning lottery ticket:
- Sales Opportunities Galore: Get access to a whole new universe of potential customers through AWS’s vast network. It’s like having a sales army at your back!
- Credibility Booster Shot: Partnering with the AWS name adds instant trust and recognition to your solution. You’ll be the cool kid at the customer party.
- Resources at Your Fingertips: AWS has a treasure trove of resources to support you, from marketing materials to training programs. Consider it your co-selling cheat sheet.
Your Co-Selling Toolkit: Partner Portal, ACE, and ISV Accelerate
AWS doesn’t leave you hanging. They’ve got a whole arsenal of programs to help you co-sell like a pro. Here are the two big guns:
- The Partner Portal: Your Co-Selling Command Center: This is your one-stop shop for everything co-selling. Submit customer opportunities, access marketing materials, and learn the ropes with training resources. Think of it as your co-selling mission control.
- ISV Accelerate Program: For Software Superstars: Are you an ISV (Independent Software Vendor)? This program is designed just for you. Get amplified co-selling support, increased visibility with AWS sales teams, and even financial incentives to sweeten the deal.
Getting Started: Your Co-Selling Launch Sequence
Ready to unleash the co-selling beast? Here’s your launch sequence:
- Join the AWS Partner Network (APN): If you’re not already an AWS Partner, get on board! It’s like getting your co-selling passport.
- Pick Your Program: ACE or ISV Accelerate? Choose the program that best suits your needs.
- Craft Your Co-Selling Masterplan: Define your target audience, value proposition, and how you’ll conquer the market together.
- Spot Those Co-Selling Opportunities: Keep your eyes peeled for customer needs your solution can solve alongside AWS. Consider cloud partnership management services – a perfect area where The TDIT Group, a trusted AWS Partner specializing in ARMaaS (Alliance relationship Management as a Service), can provide expertise. Many companies are looking to migrate and manage the cloud for scalability and cost-efficiency, and The TDIT Group can help them navigate the process seamlessly.
- Submit Through the Partner Portal: Use the portal’s Opportunity Submission Tool to connect with AWS sales teams and get those deals rolling.
- Build Relationships with AWS Sales Teams: These folks are your co-selling partners, so get to know them and build a strong rapport.
Co-Selling Success Secrets: Your Guide to Co-Selling Mastery
Here are some golden nuggets to ensure your co-selling journey is paved with success:
- Customer Value First: Always focus on how your co-sell offering solves customer problems. Put their needs at the center of everything you do.
- Be BFFs with AWS Sales Teams: Develop strong relationships with AWS sales reps.
- Sharp Sales Tools: Create top-notch sales collateral like case studies and product briefs to showcase your value proposition.
- Track Your Wins: Monitor your co-selling results to see what’s working and what needs tweaking. Remember, data is your friend!
Co-Selling with AWS: The Takeaway
Co-selling with AWS is a game-changer for Partners looking to expand their reach and boost sales. By leveraging the Partner Portal, ACE, and ISV Accelerate programs.
