Most startups approach AWS co-sell with a wishlist. They want pipeline. Intros. Forecast coverage. But here's the truth: if you don't show up with specifics, AWS sellers won't engage — and they shouldn't. So let's flip the script. This issue breaks down what to say (and not say) if you want an AWS seller to co-own your deal.

❌ What Doesn't Work

• "We're launching on Marketplace." → That's a milestone. Not a value prop.
• "We're cloud native and aligned with AWS." → So is everyone else.
• "We're looking to explore a strategic partnership." → That's a red flag. It means: no deals yet.

✅ What Does Work

1. Customer-first framing → "We're in a live opportunity with a customer spending $X/year on AWS. We help them [reduce cost / improve security / drive workload adoption]."
2. Clear service alignment → "This use case drives EKS usage. We've seen a 20% uptick in container hours when we're deployed."
3. Your ask is simple and immediate → "We're looking for AWS AEs in ANZ working in [vertical]. We've got 2 in-flight opps that could close this quarter."
4. You're giving before asking → "We've got a customer migrating from GCP to AWS. Happy to bring AWS into the conversation to help land the wider deal."

🎯 Tip of the Week

The easiest way to get an AE's attention? Send them a one-pager that shows:

• What you do
• How it helps them sell AWS
• Which customers or verticals you're aligned to

Don't make them Google you.

🔗 One to Read

AWS ISV Co-Sell Checklist — buried in here is gold on what AWS expects from partners (hint: it's not just Marketplace listings).

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Thanks for reading. If this sounds like your reality, reply to this email — I work with startups and ISVs to turn AWS from a logo into a real revenue engine.

Until next time, Harry AWS GTM Strategy | Marketplace & Co-Sell for Startups & ISVs