Conill and Manks: How to Win on the AWS Marketplace

Channel Journeys Podcast

There’s no doubt that customers are increasingly making their technology purchases on B2B marketplaces. I wrote about the impact of this shift recently in my blog on Channel Predictions: 2023 and Beyond. To learn why marketplaces are gaining so much steam and how ISVs and partners can take advantage of this shift, I turned to Felipe Conill, WW Leader, AWS Emerging Security and David Manks, VP of Alliances at BeyondTrust. Felipe and David share how to get listed and then win on the AWS Marketplace.

KEY TAKEAWAYS

Here are 10 things I learned from Felipe and David about the AWS Marketplace:

1. The AWS Marketplace is 10 years old and now selling billions of technology with tens of thousands of ISVs already listing on the marketplace
2. Once customers learn they could buy their infrastructure services on the marketplace, they wanted to buy software solutions the same way, on the same invoice and the same budget
3. A Forester study on the partner opportunity for AWS Marketplace found that sellers realized 80% larger deal sizes, 27% higher win rates, and 40% faster sales cycles when transacting on AWS Marketplace
4. The Forrester study also found that sellers experienced as much as 20% of their pipeline generated through AWS as their relationship with AWS and AWS Marketplace matured
5. Getting on the AWS Marketplace itself is as simple as registering as a seller and deciding what sort of listing and pricing you want to have, working with the AWS Marketplace team
6. Aligning your sales team, systems, and processes takes a bit more work. Like any new partner initiative, commitment from your ELT and your cross functional organization is a key to success
7. Enablement is also key. Train and educate your sellers on how to transact on the marketplace and how to talk with customers about using their EDP (Enterprise Discount Program).
8. Communicate your marketplace plans to your partners and educate them on how they can participate via private offers
9. Private offers allows an ISVs and partners to negotiate terms and pricing with the customer, and then issue a private offer through the marketplace to fulfill the software
10. Educate the AWS sellers on the value proposition of AWS plus your solution to drive greater co-selling

LINKS & RESOURCES

• Connect with Felipe on LinkedIn
• Connect with David on LinkedIn
• Read more about the AWS Enterprise Discount Program (EDP)
• Learn more about Allbound

The post Conill and Manks: How to Win on the AWS Marketplace first appeared on Channel Journeys.