Empower and elevate: Best practices for empowering seller communities (PEX111)
Empowering Seller Community: Best Practices and Tools
Current Opportunity
Over the past decade, customers have shifted to the cloud, seeking to:
Increase efficiency
Accelerate time-to-market
Reduce costs
Improve data usage for better decision-making
However, 80% of workloads are still not in the cloud, presenting a significant opportunity.
Partners are a crucial part of the procurement lifecycle, serving as trusted advisors for IT infrastructure management and billing.
Line-of-business budgets are increasing 35% faster than IT budgets, and 85% of C-suite executives are planning to use technology to solve business problems.
This opportunity cannot be addressed alone; AWS needs to work with partners and their sellers to solve customer problems.
Co-Sell (COEL) Motion
COEL is a collaboration between AWS sellers and partner sellers to address customer opportunities.
This requires understanding the sales process, standardizing language, and maintaining data hygiene in the pipeline.
Sellers need skills to sell solutions that address business problems, not just services.
Empowering Seller Community
Education:
Ensure COEL is part of new-hire training.
Train sellers on IRAP (Identify, Qualify, Propose, Close) selling and the necessary tools and access.
Enablement:
Provide opportunities for sellers to shadow senior AWS and partner sellers.
Offer hands-on training on submitting opportunities, understanding qualification stages, and navigating the process.
Engagement:
Ensure COEL is a part of the organizational mindset.
Align sales, training, and HR teams on the importance of COEL.
Establish KPIs to track pipeline progress and understand areas for improvement.
Tools and Training
AWS Skill Builder:
Free training platform with role-based learning plans and gamified experiences.
Offers AWS Partner Certification Readiness training and on-demand AWS Partner Cast webinars.
New Offerings:
Foundational AWS Certified AI Practitioner certification.
Essentials-level courses for business and sales roles.
Micro-learning modules (5-20 minutes) for busy learners.
Partner Success Stories:
A national system integrator in India trained 23 graduates in a 12-week program, generating 126 new opportunities with $2.6M in ARR.
The partner highlighted the benefits of self-paced, just-in-time learning from AWS Skill Builder.
Call to Action
Create a free AWS Skill Builder account and explore the available resources.
Reach out to AWS for support, access to learning plans, and assistance in implementing sales and business training programs.
Leverage AWS Partner Cast, Spotlight Days, and certification readiness training to empower your seller community.
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