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Co-Sell 101: Set the Stage 🎭
Tackle Community, hello! Last time, you heard from us about the value of registering deals in ACE. Let’s now walk through steps to make the most out of each co-sell interaction you have with AWS sellers. 💪 The Intro Once your opportunity has been accepted in ACE, you can now introduce yourself/your sellers to the aligned…
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AWS Co-Sell 101: Meet the Team!
👋 Hi, Tackle Community! We’re V and Karen, and we handle Tackle’s co-sell relationship with AWS. On a daily basis, this means supporting deal acceleration conversations between our reps and AWS account teams, conducting Account Mapping sessions to uncover new pipeline, and leading presentations to AWS sales teams on how…
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MPOPP Success Stories
Good evening, all! 👋 An Alliance lead at one of our customers is looking to connect with a fellow Alliance or Sales leader whose organization has successfully run the AWS incentive program, MPOPP, as they are about to launch their promotion in just a couple of weeks. If you think you may have some guidance to offer or best…
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AWS CPPO Adoption - What worked well? Areas of friction? What would you change?
In 2022, 55% of enterprise survey respondents said they viewed channel partners as complementary to Marketplace. For sellers in the enterprise segment, 80% of their Marketplace deals had some level of channel partner involvement and expect that to increase this year. Sellers essentially want both choices, Channel Partners…
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How do you manage ACE opportunities?
In our last Marketplace Meetups session about co-sell with AWS, the following question was asked: What tools are you using (if any) to manage ACE opportunities? We ended up having a discussion about it but I'd love to hear from other ISVs who work with ACE to see if you have any tips or insight to add here. Comment below!
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APN Central 2.0 - Have you made the switch?
After many years of partnering with AWS, I've seen a few iterations of what the partner hub experience looks like and candidly I think we, and our friends at AWS, would all agree it was time for a refresh. Enter APN Central 2.0! Have you had a chance to check it out yet? I manually forced the switch for the Tackle account…
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Reflections on re:invent
I must say, as my 6th AWS re:Invent experience, this was by far my favourite. As I reflect on my time at re:invent I think it tallied up to something like this... 50% meetings with AWS executive leadership discussing how we can help AWS partners in 2023 to scale their co-sell and marketplace success - better together! 25%…
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ATTN Multi-Cloud Sellers - Let’s talk best practices
We’ve received some questions from ISVs recently about how to get started on the multi-cloud selling journey all the way through to how to optimize and scale multi-cloud selling efforts. I thought I’d tap into this community’s knowledge and see if we can crowdsource some best practices and tips on this topic. Share your…
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Free Trials - lean in or leave them alone?
We'd love to hear everyone's perspective on marketplace Free Trial offerings . Have they benefitted your organizations GTM motion? Did you try it and it flopped? Your stories on lessons learned would really benefit this community. Please share!
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User Based Pricing : Public Offers Vs Private Offers
Public Offers are required for all Marketplaces - however it seems that relying on Public Offers for services that are not metered and tied directly to Cloud resources is not particularly popular. Assuming that there are no custom discounts or negotiated pricing (which may not apply to many sellers - but let's make that…
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New!! AWS Marketplace Channel Seller Renewal Playbook
Hi folks, channel sales in AWS Marketplace has been a really hot topic and AWS just released this *new* playbook for sellers who are looking for renewal best practices. I like this quite a bit, they've made the workflow really straightforward and I agree with the best practices they've added here. I 100% agree with…
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Is anyone thinking about using AWS Marketplace SaaS Free Trials?
First time poster, long time Tackler! 👋 I'm Lauren, Sr. Director of Partnerships, I manage Tackle's relationship with AWS. I’ve been having this conversation with a few Saas ISVs about how they intend to leverage free trials in their overall marketplace motion and was curious if anyone here has given it some thought, or…
