AWS Moves ‘ISV Accelerate’ Co-Selling Program Into Spotlight – CRN

3December 2020

Amazon Web Solutions partners should expect to hear more from the cloud service provider about its ISV Accelerate Program, according to AWS channel chief Doug Yeum.

The program lines up sales groups from AWS and independent software suppliers (ISVs) for co-selling support, so ISVs can access millions of active AWS consumers.

While AWS hasn’t talked publicly about the program, it now plans to provide it a bigger airing, Yeum told CRN Tuesday before AWS CEO Andy Jassy opened the first complete day of the virtual AWS re: Develop 2020 conference.

Partners who participate get access to AWS’ dedicated co-selling support group, whose job is to help with the total co-selling movement connecting AWS sellers with partner sellers.

“We likewise provide unique financial incentives– money incentives– to AWS sellers to support these partners with co-selling,” Yeum stated.

If a partner brings a chance to AWS, and it takes place to be with a consumer handled by an AWS seller, the AWS seller will get a money incentive if it offers support to close that offer.

“Or, if the AWS seller stems or finds an opportunity inside their client for a particular partner who becomes part of this program, then they’ll get an even higher cash reward from us for doing that,” Yeum said. “We want to ensure that our sellers keep these ISV Accelerate Program partners [at the] top of their mind as they engage with their clients.”

AWS also provides opportunities for ISV partners to educate AWS sellers on their value proposals.

“This is incredibly important … due to the fact that we have a lot of AWS native services that our sellers [are] investing a great deal of time attempting to find out about,” Yeum said. “And when you present all of the other options from our partners, this work is pretty heavy for them. They have to spend a lot of time trying to comprehend how to sell these options.”

Having the ability to proactively and straight educate AWS sellers is an excellent opportunity for AWS partners who otherwise would not get a lot of time from AWS’ busy sales groups, according to Yeum.

“Our partners find that really, actually helpful,” he said. “They’re telling us that they’re seeing significant uplift in their general business development. For me, that’s the most important thing that we can do for these ISV partners.”

AWS had waited to publicly speak about the program up until it had the right mechanisms in location to support predicted partner interest. The program’s launching Thursday coincided with AWS’ statement of its brand-new ISV Partner Path Program, whose individuals get access to the ISV Speed up Program.Source:

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