I know how AWS selects the partners they prefer to work with.

• AWS sellers bring in the partners they already know. A clear story, public proof and a clean deal record are how you get known.
• Most partners at Select have nobody at AWS doing their marketing. They do it themselves, or it doesn't happen.
• Funding goes unspent more often than partners admit. A plan written before the year starts is what gets it spent and executed.
• Badges get you on the shortlist. Customers then pick on delivery, on people, and on who they trust the most to deliver the work.

Funding: MDF and SCA

I turn funding into campaigns that bring opportunities, file the requests on time and build the proof for the claim. If needed, I can track your MDF requests and submit them on your behalf.

• What you hold or qualify for, and what it should buy.
• Each activity planned so it can be funded under the current APN rules.
• Your PDM sees it before it's filed, if you have one.
• Then the activities run and the claim goes in on time, with its proof of costs.

You'll know it worked when the claim is in and the activity brought opportunities.

AWS seller session or roundtable

Teach an AWS account team when to bring you in, or gather a small room of buyers with an AWS leader.

• The AWS team that should know you and the deals you want from them.
• The session, the one-pager sellers keep, the referral path.
• A rehearsal with your team, and the agenda to your AWS contact first.
• Then the session, follow-up within 48 hours, referrals tracked in ACE.

You'll know it worked when seller referrals turn into Account Originated opportunities.

AWS Summit or re:Invent program

Meetings booked before the doors open, leads followed up after.

• The accounts and AWS people worth the trip.
• Sessions, receptions, meeting requests through your PDM, a booth only if it pays.
• The meeting list and budget signed off before you book travel.
• Then I follow up within 48 hours to understand what came out of it.

You'll know it worked when the meetings and events become opportunities in ACE.

Case study, written or video

From interviews to customer approval, written for AWS review.

• The customer story that proves what you want AWS sellers to sell.
• Interviews, angle, format and who is requested to speak on each side.
• Your customer approves first through a Marketing Authorization Form as per AWS guidelines.
• My first goal is to get it published on aws.com, so I make sure we follow AWS requirements on the topic, the format and the agencies we use before we start planning.

You'll know it worked when your sellers and AWS sellers both use it.

AWS Marketplace listing and profile

A listing and a Partner Solutions Finder profile that say the same thing as your deal records.

• The words AWS sellers and buyers should find you with.
• The listing, the profile and your deal record fields rewritten to one story.
• Your sales and alliance leads check every claim against your APN status.
• Published and reviewed every quarter.

You'll know it worked when every place AWS reads about you tells the same story.

Co-sell records

ACE records that give AWS a reason to work the deal with you.

• Your five biggest open deals, and what you need from AWS on each.
• The six checks from my Opportunity Quality Score guide on every record.
• Your sales team confirms each customer problem in the customer's own words.
• Then the records are updated and watched for 30 days.

You'll know it worked when AWS sellers start working those deals with you.

Also for AWS partners: Quebec French adaptation, executive ghostwriting, single events, SWAG and paid ads. Quoted per item.