raidernation39 profile picture
raidernation39 profile picture

raidernation39

Account Executive

Catalyst
Valued Contributor
Fire Starter
+2

Selling through AWS marketplace

I'm in the dev software space and the marketplace seems like a nice value add + cross selling opportunities with AWS reps.

now don't get me wrong, I know AWS reps will push their own agenda. but wondering who's done it well and what worked for you.


Sold through Marketplace before?

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๐Ÿ‘‘ Sales Strategy
โ˜๏ธ Software Tech
11

9 comments

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jefe
Arsonist
4
๐Ÿ
Very limited in terms of what country you have to be from. Currently Canadian companies without a US tax entity/address cannot join.
ADudeBeingAGuy
Politicker
3
Account Executive
Same space.
I'm skeptical of the cross sell opps.
I haven't had great follow through with the AWS reps.

Also, we have a ton of prerequisite's that need to be met for a marketplace deal... which is kind of annoying. Can be a turn off for some prospects. Just depends on the situation. Haven't had a W yet there personally.
Kosta_Konfucius
Politicker
3
Sales Rep
Never used it, curious what peoples success on it is
CuriousFox
WR Officer
2
๐ŸฆŠ
I haven't either. ๐Ÿค”
Fenderbaum
Politicker
2
Retired Choirboy๐Ÿช•
I have never used it.
Sunbunny31
Politicker
3
Sr Sales Executive ๐Ÿฐ
Cross sell opps with any company are problematic. Of course every rep will pursue their own agenda and what's best for them. If that agenda isn't the same as yours, then it's going to be a struggle.
DevSomeBiz
Valued Contributor
2
Senior B2B Sales Guy.
I did it in the past. Huge waste of time.
NotCreativeEnough
Big Shot
2
Professional Day Ruiner
my company uses it. It's good for super small logo deals that an AE probably would never find on his own because why would we prospect that small of an account when generally it isn't a good fit. But hey if they see if on marketplace and pick it up on their own then good for them ๐Ÿคทโ€โ™‚๏ธ

they're talking about adding it into our comp plan so if we've engaged with the person in the past and they buy we still get credit. Hasn't happened yet though.
nomdeguerre
Executive
1
Account executive
If you sell software then partnering with another company that sells software is challenging. They will always push their own stuff. At the bare minimum you have to have an agreement where the other companyโ€™s reps get full quota retirement and commissions, otherwise itโ€™ll never work. And even then you still have to have or develop relationships within your partner company otherwise theyโ€™ll never put you in front of their accounts. If you donโ€™t have those relationships already, be prepared to spend a long time to build them - 12+ months.

It might be more fruitful to look into building partnerships with companies that deliver services around your product. They get a cut, some recurring revenue and become more sticky without competing with their own product.

Channel/partner sales is complicated and takes a long time to build, but if done right can be highly beneficial.

Unfortunately, a lot of sales leadership thinks that you just have to sign up to be a SFDC or AWS partner and the deals starts flowing, nothing could be further from the truth.

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