Ep. 106 - Rick Buijserd, Senior Partner Development Manager at AWS

Unlock the power of cloud marketplaces with Rick Buijserd , Senior Partner Development Manager EMEA at Amazon Web Services (AWS) . Dive into how Independent Software Vendors (ISVs) can elevate their go-to-market strategies, resulting in higher win rates, faster sales cycles, and larger deal sizes. Rick reveals how AWS is transforming the marketplace landscape by prioritizing a customer-centric approach that mirrors Amazon’s success in both B2B and B2C sectors.

Discover the six characteristis of successful marketplace sellers—from strategic product selection to leadership commitment. Rick explains how training, collaboration, and operational excellence can align marketplace efforts with existing sales processes, turning abstract partnership ideas into concrete actions.

Ready to learn more? Listen to the full episode now and take your marketplace strategy to the next level!

6 characteristics of successful marketplace sellers:

1) Product Selection: List top, high-demand products to capture customer interest. Avoid listing less relevant items that won’t drive substantial revenue.

2) Leadership Commitment: C-level executives must prioritize the marketplace as a core strategy, ensuring alignment across the organization and driving larger, faster deals.

3) Sales Alignment: Train sales teams to integrate the marketplace into their processes, leveraging it to enhance sales efficiency and customer experience.

4) Enablement and Training: Educate both internal teams and external partners on marketplace use, reducing friction and empowering effective selling.

5) Participation in Partner Programs: Engage with AWS partner programs to access resources and build strong collaborative relationships that benefit end customers.

6) Operational Excellence: Ensure all operational functions, like finance and deal desk, can handle marketplace transactions seamlessly, enhancing overall customer satisfaction.