Introduction¶
In a move to improve collaboration and streamline the sales process, AWS has introduced an enhanced co-sell experience for its partners. This new feature, available through the ACE Pipeline Manager, allows partners to choose between different opportunity management workflows based on their specific needs. By differentiating between co-sell support and opportunity visibility, partners have the flexibility to ask for support when necessary, while also allowing the AWS Sales team to prioritize partner assistance accordingly. This launch not only provides equality between partner and AWS originated referrals but also unifies the partner sales motion overall.
Table of Contents¶
- Understanding the ACE Pipeline Manager
- The Importance of Co-Sell Support
- Differentiated Opportunity Management Workflows
- Classifying Deals as Net New Engagements or Expansions
- Parity Across Partner and AWS Originated Referrals
- Unifying the Partner Sales Motion
- Leveraging SEO for Enhanced Co-Sell
- Incorporating Relevant Keywords
- Optimizing Metadata and Descriptions
- Building High-Quality Backlinks
- Tracking and Measuring Co-Sell Success
- Monitoring Opportunity Progress
- Analyzing Conversion Rates
- Establishing Key Performance Indicators (KPIs)
- Benefits of the Enhanced Co-Sell Experience
- Increased Collaboration
- Streamlined Sales Process
- Higher Conversion Rates
- Improved Partner Support
- Tips for Maximizing Co-Sell Opportunities
- Establishing Strong Relationships with AWS Sales Team
- Identifying and Targeting Ideal Customers
- Customizing and Personalizing Sales Pitches
- Proactively Nurturing Leads
- Continuously Learning and Adapting
- Case Studies: Success Stories of Enhanced Co-Sell
- Conclusion
1. Understanding the ACE Pipeline Manager¶
The ACE Pipeline Manager is a powerful tool that allows AWS partners to manage their sales opportunities effectively. With its intuitive interface and robust features, partners can track and monitor the progress of their deals from start to finish. The enhanced co-sell experience now available within the ACE Pipeline Manager further enhances its capabilities, providing partners with more control over their co-selling initiatives.
2. The Importance of Co-Sell Support¶
Co-selling is a collaborative approach where partners and AWS work together to identify, develop, and close business opportunities. By leveraging the collective strengths of both parties, co-selling enables partners to expand their reach, access new markets, and ultimately drive revenue growth. The enhanced co-sell experience for AWS partners aims to amplify the effectiveness of co-selling by offering differentiated opportunity management workflows.
3. Differentiated Opportunity Management Workflows¶
Partners using the ACE Pipeline Manager now have the option to choose between two distinct workflows: co-sell support and opportunity visibility. The co-sell support workflow is designed for partners who actively seek assistance from AWS Sales team to close deals. On the other hand, the opportunity visibility workflow is more suitable for partners who primarily want to submit their opportunities for AWS Sales team’s consideration. This differentiation ensures that partners receive the right level of support based on their specific requirements.
4. Classifying Deals as Net New Engagements or Expansions¶
To further enhance the support provided to partners, the AWS Sales team can now classify deals as either net new engagements or expansions. Net new engagements refer to opportunities where partners are targeting customers who have not previously used AWS services. Expansions, on the other hand, are opportunities where partners are seeking to generate more business from existing AWS customers. This classification allows the AWS Sales team to prioritize partner support and allocate resources accordingly.
5. Parity Across Partner and AWS Originated Referrals¶
The introduction of the enhanced co-sell experience also ensures parity across both partner originated and AWS originated referrals. In the past, partner referrals may have been treated differently than those initiated by AWS. However, with this launch, both types of referrals receive equal attention and support, fostering a more balanced and collaborative environment for all parties involved.
6. Unifying the Partner Sales Motion¶
The enhanced co-sell experience aims to unify the partner sales motion by providing a consistent and streamlined approach to opportunity management. With partners now using the same tool as the AWS Sales team, communication and collaboration become seamless, eliminating unnecessary friction in the sales process. This unification not only saves time and effort but also improves overall efficiency and effectiveness in closing deals.
7. Leveraging SEO for Enhanced Co-Sell¶
As partners utilize the enhanced co-sell experience, incorporating SEO (Search Engine Optimization) strategies can further boost their visibility and success. By optimizing their online presence, partners can attract more targeted leads and improve their co-selling opportunities. Here are some valuable SEO techniques to consider:
Incorporating Relevant Keywords¶
Research and identify keywords relevant to the products or services being co-sold. Incorporate these keywords naturally and strategically throughout website content, blog posts, and other marketing materials. This helps improve search engine rankings and increases the likelihood of attracting potential customers.
Optimizing Metadata and Descriptions¶
Optimize metadata, including titles, descriptions, and tags, to accurately represent the co-selling opportunities being offered. Craft compelling and informative descriptions that encourage click-throughs and engagement. Meaningful metadata can significantly impact organic search rankings.
Building High-Quality Backlinks¶
Establishing high-quality backlinks to partner websites from reputable sources can greatly improve their SEO performance. Seek opportunities to collaborate with industry influencers, publications, and other relevant entities to obtain backlinks. These backlinks not only drive traffic but also contribute to better search engine rankings.
8. Tracking and Measuring Co-Sell Success¶
To ensure the effectiveness of the enhanced co-sell experience, partners must track and measure their co-selling efforts. By implementing robust tracking and measurement systems, partners can gain valuable insights into their performance and make data-driven decisions. Here are some key metrics and strategies to consider:
Monitoring Opportunity Progress¶
Regularly monitor the progress of co-sell opportunities throughout the sales cycle. Analyze key milestones, conversion rates, and potential areas for improvement. This allows partners to identify bottlenecks and take proactive steps to overcome challenges.
Analyzing Conversion Rates¶
Track and analyze conversion rates for co-sell opportunities. Determine what factors contribute to successful conversions and replicate those strategies for future endeavors. Identify potential areas for optimization and implement appropriate tactics to boost overall conversion rates.
Establishing Key Performance Indicators (KPIs)¶
Define KPIs that align with co-selling objectives. Examples of relevant KPIs include revenue generated from co-sell opportunities, number of new customer acquisitions, or average deal size. Regularly measure and assess progress against these KPIs to ensure partners remain on track.
9. Benefits of the Enhanced Co-Sell Experience¶
The enhanced co-sell experience offers numerous benefits for AWS partners. These benefits include:
Increased Collaboration¶
By utilizing the ACE Pipeline Manager and its enhanced co-sell capabilities, partners can collaborate more effectively with AWS Sales team. Clear communication channels and a unified platform facilitate seamless collaboration, leading to improved co-selling outcomes.
Streamlined Sales Process¶
The differentiated opportunity management workflows provided by the enhanced co-sell experience streamline the sales process for partners. The ability to choose between co-sell support and opportunity visibility ensures that partners can focus on the most appropriate course of action for each opportunity, eliminating unnecessary steps and potential roadblocks.
Higher Conversion Rates¶
With the flexible support options available through the enhanced co-sell experience, partners can tap into valuable resources and expertise when needed. This leads to higher conversion rates as partners receive the necessary assistance to close deals effectively.
Improved Partner Support¶
The launch of the enhanced co-sell experience demonstrates AWS’s commitment to its partners’ success. By unifying partner and AWS originated referrals, providing differentiated workflows, and prioritizing support, AWS ensures that partners receive the support they need to drive revenue growth and expand their business.
10. Tips for Maximizing Co-Sell Opportunities¶
To make the most of the enhanced co-sell experience, partners can follow these tips:
Establishing Strong Relationships with AWS Sales Team¶
Nurture strong relationships with the AWS Sales team, ensuring open lines of communication and mutual understanding. Regularly engage with the team to share insights, seek guidance, and align strategies for optimal co-selling.
Identifying and Targeting Ideal Customers¶
Develop a clear understanding of the ideal customer profile for co-sell opportunities. Identify specific industries, verticals, or customer segments that align with the partner’s offerings. By targeting the right customers, partners can increase their chances of success and maximize their co-selling efforts.
Customizing and Personalizing Sales Pitches¶
Tailor sales pitches and presentations to address the unique needs and pain points of potential customers. Demonstrating a deep understanding of their challenges and offering customized solutions increases the likelihood of successful co-selling.
Proactively Nurturing Leads¶
Continuously nurture leads throughout the co-selling journey. Maintain regular communication, offer valuable resources, and provide relevant updates. By proactive lead nurturing, partners can build trust and increase the likelihood of converting opportunities into successful deals.
Continuously Learning and Adapting¶
Co-selling is an ever-evolving practice. Stay up-to-date with industry trends, competitor strategies, and evolving customer preferences. By continuously learning and adapting, partners can refine their co-selling approach and stay ahead of the competition.
11. Case Studies: Success Stories of Enhanced Co-Sell¶
To inspire and provide real-world examples, the following section will feature case studies of partners who have successfully leveraged the enhanced co-sell experience. These case studies highlight different strategies, challenges, and outcomes, demonstrating the potential and impact of the enhanced co-sell experience for AWS partners.
12. Conclusion¶
The enhanced co-sell experience for AWS partners offers an array of benefits, from streamlined sales processes and increased collaboration to higher conversion rates and improved partner support. By leveraging SEO techniques, tracking and measuring co-sell success, and following best practices for maximizing co-sell opportunities, partners can unlock the full potential of the enhanced co-sell experience. With the ACE Pipeline Manager as their guide, partners can navigate the co-selling landscape with confidence, driving revenue growth and achieving business success.