Title

AWS re:Invent 2022 - Co-selling integrator solutions with AWS (PEX213)

Summary

Chris Sullivan, responsible for the worldwide systems integrator business at AWS, discusses co-selling with AWS.
Vittorio San Vito, who runs the EMEA partner business, and Chris Cagnazzi from Presidio, a longtime AWS partner, join the discussion.
The talk covers AWS's commitment to partner business, the evolution of AWS's business model, and the growth of the AWS Partner Network.
Key points include customer obsession, understanding AWS's organizational structure, the importance of brand and specialization, and sharing success stories.
Chris Cagnazzi shares Presidio's journey from a transactional business model to a cloud-focused, outcome-based model.
The importance of aligning with AWS's organizational structure, engaging with ProServe, and understanding the ecosystem is emphasized.
The session concludes with a Q&A, discussing the importance of continuous improvement, experimentation, and measuring success in co-selling efforts.

AWS is heavily invested in its partner network and is continuously evolving to support a larger role for partners in its business model.
The AWS Partner Network has experienced significant growth, with over 100,000 partners, highlighting the vast opportunities for collaboration and co-selling.
Customer obsession is a core principle at AWS, guiding decision-making and partnership evaluations.
Understanding AWS's complex organizational structure is crucial for partners to effectively navigate and leverage the ecosystem for co-selling opportunities.
Specialization and identifying "superpowers" are key for partners to differentiate themselves and align with AWS's value proposition.
Presidio's transformation journey illustrates the challenges and strategies for traditional businesses transitioning to cloud and outcome-based models.
Aligning partner sales organizations with AWS's structure can facilitate better communication and collaboration.
Global expansion for partners is supported by AWS through introductions to country leaders and leveraging global programs.
Continuous improvement and a willingness to experiment and pivot are essential for success in the dynamic cloud market.