One of the greatest benefits for partners on AWS Marketplace is the platform’s deliberate aim to help boost sales. Because why shouldn’t they? Having engineered an obvious symbiosis between ISVs, AWS representatives, and partners, the platform thrives because everyone wins together, key players helping and being helped by each other.
This design is especially apparent in co-selling, a system in which partners and customers benefit from bundling AWS with complementary cloud solutions. By co-selling with AWS and NetApp, for example, you optimize growth because the program accelerates customer acquisition and sales in the customer’s native cloud environment.
The bounty flows freely because the partnership makes sense. In fact, AWS, the leading expert in public cloud, and NetApp, the industry leader in cloud data services, have a 12-year history of making sense together.
AWS further advances sales by providing built-in systems, like ACE, that make co-selling easier. Whether you’re familiar with ACE or haven’t yet recognized its potential for customer management greatness, we’re about to fill you in. Because friends don’t let friends co-sell without it.
Have you ever tried putting furniture together without a screwdriver? Of course not. It makes zero sense to start a project without the right tools.
For selling, you need a high-quality customer relationship management (CRM) system. For co-selling on AWS, you need Amazon Partner Network Customer Engagement (ACE). When you register as a co-seller, ACE becomes the joint CRM between AWS and NetApp, providing a platform for managing your lead pipeline and facilitating engagement. ACE helps you track your AWS pipeline and offers by giving you structure for building repeatable, expedited sales.
ACE does this by helping you:
It also comes with a couple of added bonuses:
ACE makes it effortless to turn leads into new accounts through a consistent process:
Pro Tip #1: Want to earn more customer success stories? Engage early with your NetApp sales contact (before deal registration).
Why it works: Early alignment is one of the top factors that impact co-selling success. Take advantage of NetApp’s robust co-selling resources and transactional expertise to drive your deal, and we’ll work with you on the best approach to deliver a seamless transaction to your customer to help you earn that sales win.
Pro Tip #2: To maximize your partnership with NetApp and AWS using ACE, you should educate and train your sales reps on the ACE platform and its critical processes.
Why it works: As everyone gains familiarity, the steps progress seamlessly and sales happen faster.
Like any customer management software, ACE has features that you need to learn and understand if you want the platform to organize and simplify optimally. Consider these techniques:
Co-selling with NetApp and AWS can turbocharge your business as a partner because:
✔ You can offer customers clear value.
✔ You get a partnership that makes sense.
✔ You receive support from two tech titans.
And the deal gets even sweeter with ACE. As you continue to submit and launch opportunities through the ACE platform, your sales take off, and you gain increased understanding of your customers’ challenges and needs. Plus, you get long-term, strategic allies.
Ready to leverage ACE to start connecting with AWS and NetApp opportunities? Start with a one-on-one with a NetApp AWS specialist. We’ll share our best practices and show you how to get set up as a NetApp cloud partner or as part of the AWS Partner Network (if you aren’t already). Connect with us to get started.
Sara Chatt is an AWS Partner Ecosystem Business Development Manager at NetApp. She is responsible for driving global recruitment, development and AWS co-selling strategy within an ecosystem of strategic CSP, MSP, VAR/SI, and GSI partners. Sara has over six years of experience in cloud marketplace, centered around Channel Partner and ISV enablement, business development, and leading process optimization efforts to scale revenue and market share.
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