Supercharge your selling potential with AWS Marketplace (PEX114)
Key Takeaways from the AWS Marketplace Seller Success Video
Introduction
The speaker, Jen Valy, leads the Marketplace Development team for the Americas region at AWS.
She shares insights on how to be successful on the AWS Marketplace platform and amplify your business.
Digital Transformation Requires Organization-Wide Commitment
Digital transformation is a continuous process of innovation that requires commitment from the entire organization.
Many sellers focus only on marketing and selling through Marketplace, but they need to ensure that the rest of the organization, such as product, sales, finance, and operations, are also on board.
Characteristics of a Successful Seller on AWS Marketplace
AWS Marketplace Selection: Ensure that your product is easy to use, deploy, and resonates with the buyer.
Commitment and Alignment: Secure executive commitment and alignment across your organization, including sales, finance, and operations.
Operational Excellence: Establish processes for revenue recognition, metering, partnerships, sales operations, and finance.
Enablement: Continuously enable and train your entire organization, including sales, channel account managers, and finance, to effectively sell and support your offerings on the Marketplace.
Measuring Success
Successful sellers on the AWS Marketplace achieve higher ROI, win rates, deal sizes, and faster sales cycles compared to non-Marketplace sellers.
Continuously measure and track your performance against these benchmarks to identify areas for improvement.
Continuous Improvement
Implement a framework for continuous improvement, such as the "Cost Scorecard" workshop, to evaluate your progress across the key pillars of success and identify next steps.
Embrace a culture that celebrates experimentation and learning from mistakes as part of the journey.
Call to Action
Reach out to your AWS Marketplace Partner Development Manager (PDM) to conduct a "Cost Scorecard" workshop and review your progress across the key success pillars.
Use the information and resources provided to improve your organization's commitment, alignment, and operational excellence on the AWS Marketplace platform.
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