Continued enhancements to the AWS Partner experience (PEX210)

Here is a detailed summary of the video transcription in markdown format:

Key Takeaways

  • Julia Chen and Matt Yanish from AWS discussed ways for partners to reach more customers and grow their business more profitably.
  • AWS is committed to helping partners reach new heights of customer value delivery and profitability.
  • Partners are a crucial part of the value delivery to AWS customers, and AWS is dedicated to supporting partners in their growth.

What to Sell

  1. Business Outcome Solutions: These solutions that directly affect the way customers make money are the "Holy Grail" and deliver the most value.
  2. Managed Services: Managed service providers (MSPs) are a highly trusted member of the customers' extended team and can see significant benefits in terms of retention and account growth.
  3. Technology Solutions and Value-Added Services: There are many opportunities in areas like Generative AI and Security.
  4. Migration and Modernization: AWS is focused on helping partners with large enterprise workload migrations and modernization.

Who to Sell To

  1. Small and Medium Businesses (SMBs): SMB spend on Cloud is forecasted to grow by 87% in the next 3 years, representing a $87 billion opportunity.
  2. Partners with the SMB Competency are generating 33% more business with SMBs than those without it.
  3. AWS is launching the Small Business Acceleration Initiative, a partner-led Channel sales motion, to support partners in this segment.

How to Sell

  1. AWS Marketplace:
    • Marketplace is the preferred way to buy and sell third-party software, data, and services in the cloud.
    • AWS is making various improvements to Marketplace to make it easier for partners to sell and grow their businesses.
    • New features like "Buy with AWS" allow partners to create custom buying experiences for customers.
  2. Co-Selling with AWS:
    • AWS is focused on making co-selling with partners easier and more efficient.
    • Initiatives like the SaaS Co-Sell Benefit, Partner Connections, and Account Linking are designed to facilitate co-selling.
    • AWS is also providing more data and analytics to help partners better understand and manage their businesses.

Conclusion

  • AWS is committed to helping partners grow their businesses profitably by providing the necessary programs, funding, and product features.
  • Partners are encouraged to provide feedback and work closely with AWS to align on go-to-market strategies and leverage the full capabilities of the AWS ecosystem.

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