Templates and frameworks for building a repeatable co-sell motion with AWS field reps. Written for alliances managers and AEs who need a program they can run independently, not just understand in theory.
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Book a Strategy CallEach section of the playbook is built around a specific operational gap that stalls co-sell programs. You get working templates, not just frameworks.
Structured templates for submitting opportunities in ACE that meet the field-level quality bar AWS uses to evaluate co-sell partners. Includes field-by-field guidance and common mistakes that get submissions deprioritized.
A structured cadence for PDM check-ins, including what to bring to each conversation, how to position your program for maximum visibility, and a QBR prep template that demonstrates program maturity.
A decision rubric your AEs can apply independently to determine which deals belong in ACE and which do not. Reduces noise in your pipeline and builds credibility with the field teams reviewing your submissions.
Step-by-step guidance for engaging an AWS field rep after an introduction is made, including a pre-meeting prep checklist, a one-page product brief template, and guidance on how to structure the first conversation.
Communication cadence, information-sharing norms, and escalation paths for managing an active co-sell deal. Covers what to share with AWS proactively and how to handle situations where the AWS team is not responsive.
A quarterly review template covering the four metrics that actually indicate whether a co-sell program is building momentum: AWS-sourced pipeline, co-sell win rate, deal velocity, and PDM relationship quality.
The partners generating consistent co-sell pipeline are not necessarily the ones with the best products. They are the ones who have invested in building a program that their whole team can execute, not just their alliances lead.
Grnmrk Group builds and runs co-sell programs for AWS partners. We manage the ACE pipeline, the field relationships, and the ongoing cadence. Book a free 30-minute strategy call and we will tell you where we would start with your program.