CloudCompete

?? Come join us at the **Clay kickoff event** in Bellevue! Whether you're new to Clay or already using this powerful GTM tool, this is the perfect opportunity to network, watch demos, and learn more. Let’s chat about all things Clay and how it can help grow your business! Clay #cloudcompete #ClayEvent

?? Just had a fantastic conversation with Matt Yanchyshyn, Vice President of AWS Marketplace & Partner Services, at the AWS Marketplace Seller Conference in Bellevue today! It’s always inspiring to be part of this incredible event where attendees dive deep into AWS Marketplace innovations and partner strategies. With over 200 partner and marketplace experts in one place, it's the place to be for marketplace leaders to network, share, and learn. Here are a few key takeaways from our conversation: ?? Improvements to AWS Marketplace: Matt shared how AWS Marketplace has evolved rapidly, with improvements like enhanced discovery, SEO, new product detail pages, and a revamped homepage. The focus on customer experience is at the heart of these updates, making it easier for partners and customers to navigate and transact. ?? Console Integrations and Marketplace-Powered Solutions: One of the exciting developments Matt discussed was the integration of Marketplace within AWS services like EC2 and EKS. These integrations allow customers to discover and deploy third-party partner solutions directly from the AWS console, increasing the value for customers while providing qualified leads to partners. ?? Custom Customer Experiences and APIs: AWS has launched APIs that help partners operate more efficiently and build custom customer experiences. A great example Matt mentioned was Carahsoft creating a custom storefront targeting public sector customers, showcasing how these tools are driving innovation. ?? International Expansion and Reducing Procurement Friction: Looking ahead, AWS is focused on making it easier for buyers and sellers to do business globally by supporting multiple currencies, languages, and local regulations. Reducing procurement friction is a key priority, aiming to streamline the entire purchasing process for customers and partners. ?? WorkSpan’s Role in AWS Marketplace: Matt highlighted WorkSpan’s role as an extension of AWS’s engineering, helping partners with Marketplace listings, integrations, and co-selling. This symbiotic relationship between AWS, partners, and integrators like WorkSpan accelerates partner onboarding and drives success. ?? More to come: We're all looking forward to AWS re:Invent the first week of December for more announcement and innovations come from AWS around marketplace to drive partners' businesses and deliver customer value! Thanks to Matt for sharing such valuable insights! Amazon Web Services (AWS) #AWSMarketplace #CloudPartnerships #Innovation #AWS #B2BTech #PartnerEcosystem Chris Grusz, Ruba Borno, Rachel Skaff, Mona Chadha, Josh Greene, Christopher Sullivan, Christopher Niederman, Carol Potts, Alayna Broderson, Andy Perkins, Ayuma Sangale, MBA, Alan Braun, Elijah Tramble, Andrew Furner, Josh Deese, Eamonn Colman, MaSonya Scott, Abhishek Lahoti, Karthik Balakrishnan, Niraj Nath, Julia Chen, Amit Sinha, Mayank Singh Bawa, Puneet Mittal, Kijoon Lee, Nirav Desai, Mahesh Chaudhari, Sam Gong,

Over a decade ago, #awsmarketplace set out to transform the cloud #b2b software discovery and procurement experience. Thinking back on how AWS democratized secure, scalable, on-demand infrastructure - AWS Marketplace has taken a similar approach with 3rd party software and services. Many partners I've worked with understand that Marketplace can improve high-touch #cosell motions with AWS. However, there is so much additional value when using Marketplace in your end-to-end #GTM. When paired with product-led growth, the result is a low-touch top-of-funnel, rich with high-potential Marketplace customers ripe for cosell engagement. One of the first steps in executing this motion is setting up a fully integrated pay-as-you-go Marketplace listing, and supporting a #freetrial or #freemium tier. AWS Marketplace is hosting a webinar on September 5th, 2024 that covers related integration best practices. The ideal audience for this session are product managers, software developers, and solutions architects: https://lnkd.in/gM7bKNe3 More details will be shared over the coming weeks with additional webinars focused both in the technical and business/GTM areas for executing low-touch product-led-growth #plg via AWS Marketplace. Vinod Nair Noa Rothstein Alex Jones Leno Piperi Eshaan Anand Louise Strandoo Josh Greene Jennifer Valverde

Exciting announcement: Salesforce ISV solutions built on Hyperforce can now list on AWS Marketplace. https://lnkd.in/g_--pAy3

The Department of the Navy has modified its purchase agreement?AWS to provide US Navy and Marine Corps Organizations with access to?partner?solutions in?AWS Marketplace. This is further evidence of AWS Marketplace's commitment to the public sector. I'm also proud that our team is contributing to helping the US government innovate and be agile in the cloud. https://lnkd.in/ghPuE6PE

More Marketplace webinars remaining in May. Explore our complete schedule of live events covering all things related to Azure Marketplace. Whether you're curious about what it is, how to begin, technical implementation, or any other aspect, this series is tailored for you! By the way, if you have questions, we have answers. Attend an open Q&A Office Hours session. Find our complete schedule here. https://aka.ms/MTMwebinars

Helpful advice on how to list and make the most of your SaaS solution on AWS Marketplace https://lnkd.in/e4gFjC7q

?Sharing the 15-part consolidated series on Generative AI partner offerings in AWS Marketplace. ?? My first article in this series was on February 1st 2024 and the last one was on March 27th. ?? In the 15 part series I covered more than 450 offerings from ~300 AWS partners. ?? Since then, the generative offerings in AWS Marketplace have continued to grow and I plan to cover the newly added ones and the ones I missed previously, in an upcoming supplemental series. #awsmarketplace #generativeai

Are you partnering with a Cloud Service Provider and struggling to see revenue impact from the CSP Co-Sell Program? I often get asked by #Startups why it seems nothing substantial happens *after* they partner with Cloud Service Providers (CSPs) and enroll in the #CoSell Program. This challenge is common. Indeed, enrolling in the CSP Co-Sell Program is crucial, but it’s just the beginning. The real task is to #enable your sales team to fully leverage the Co-Sell Program for significant revenue growth. Here are actionable steps to empower your sellers to effectively co-sell with CSPs: ?? Training is Essential: Enable your sales team to co-sell with CSP sellers by providing frequent training sessions to collaborate effectively with CSP sellers and to achieve co-sell success that #scales. ?? Demonstrate Value: Help your sales team understand the benefits of working with CSP sellers. They need to recognize what's in it for both sides and see real examples that simulate potential value. ?? Celebrate Joint Wins: Highlight successful collaborations with CSP sellers. These success stories demonstrate the power of partnerships, inspiring and motivating your entire team. Aim to replicate these successes by sharing what works. ?? Provide Tools: Make your Sellers' Co-Sell experience as easy as you can. Provide them with a comprehensive co-sell playbook, tailored email templates, and marketing collateral, along with repeatable sales plays. ?? Initiate Shared Co-Sell Events: Organize events such as lunch and learn sessions, spotlight sessions, or Shared Quarterly Business Reviews (QBRs) where your sellers and CSP sellers can exchange successes and strategies. During my tenure as VP of #BusinessDevelopment at Epsagon (now Cisco), we were #awspartners and actively involved Amazon Web Services (AWS) sellers in nearly *every* sales #opportunity. This proactive approach not only provided us with deal support for our existing deals but also generated new customer referrals, ultimately contributing to the successful acquisition of Epsagon. ? Train your team - #FREE Course Offer: Inspired by the challenges I’ve witnessed, I created the ? Mastering Cloud Partnerships & Co-Sell ? online course on Udemy, designed to enable #BusinessDevelopment and #Sales teams to excel in co-selling with Cloud Service Providers. This course includes a detailed training module with the #cosell #playbook I’ve refined over the years, along with proven best practices to maximize your co-sell efforts. To give back to the #cloud #community, I’m offering FREE access to this course for 30 days (once you claim it, it’s yours forever). Link is in the first comment below ?? #cosell #partnershipsuccess #cloudgtm #salesenablement

The DNA of a tech services business is almost the opposite of the DNA of a successful software product business. Here are the 3 biggest things tech services entrepreneurs need to understand to create a successful software product business. 1) Services businesses are about saying YES, and scalable product businesses are mostly about saying NO. Custom consulting businesses are about people finding deep problems together, agreeing on complex solutions, and doing the work. Do you have a big problem there? Yes, we can do that. We can also do that and that, if you pay us. YES! Software products don't solve problems with people. They're hard-coded products that solve specific problems in pre-determined ways, over and over. If you code different features for every customer who asks, or customize your pitch every time, you're not going to scale. You're stuck. I know you could code anything, but what specific problem will your product solve that won't change for every customer? Great products are amazingly useful, but they are extremely focused. To achieve this focus, you must say No to most customer types, use cases, and product designs that you COULD build for. Focus requires saying No and narrowing in on the few things you say Yes to, which most service entrepreneurs are almost allergic to doing. 2) Most tech services businesses don't declare much on their websites. They just want to meet with you, find your exact problem, and solve that. If we say too much on the website, we might scare some clients away. Right? Product businesses require a strong public declaration to describe their products and why they are useful. This will not change quickly, and nobody will be there to explain it to prospects in person, at least at first. Services entrepreneurs who launch a product usually underestimate by 10 TIMES the clarity, focus, and craftiness of the words required for someone to become interested in your product on your website. Ten service entrepreneurs in the last week told me how they are focusing on "SMBs." They have made the hard choice to narrow their focus to 98.9% of all businesses in the world. Nice try. Keep going. I don't know any small business owner who is searching Google or asking friends about "digital transformation software for SMBs." They want an "inexpensive invoice management tool for regulated machine shop software businesses like us." You must declare that as your laser focus at the top of your home page for that buyer to consider buying from you. 3) Services businesses are easier to start and easier to make a profit but are more difficult to scale. Product businesses are harder to start and unprofitable at first, but they can sometimes scale much bigger. Sometimes. Each are totally different games that need to be played differently. The first rule of the game is to know which game you are playing. #practicalfounders