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.
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Book a Strategy Call →Each section 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: 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. Reduces pipeline noise 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 structuring 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 unresponsive field teams.
A quarterly review template covering the four metrics that 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 their whole team can execute, not just their alliances lead.
A practitioner's guide to the co-sell concepts behind this playbook. Covers the AWS field org structure, ACE pipeline standards, relationship-building cadence, and what it takes to make the motion repeatable. 11 min read.
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.