Achieving Greater Profitability: AWS Partner Alignment and Incentives

This article discusses strategies for AWS Partners to achieve greater profitability by aligning their offerings and incentives to customer needs and challenges. It highlights the importance of bridging departmental gaps, involving sales and marketing teams early in solution design, and optimizing sales incentive models.

Specifically, the article covers:

• Common challenges AWS Partners face in achieving profitability, such as departmental disconnects, lack of sales and marketing involvement, and inadequate sales incentive models.
• The importance of focusing on the customer journey and understanding their needs to tailor the partner's portfolio accordingly.
• How customers are looking for integrated solutions that deliver measurable results, often involving collaboration with other AWS Partners.
• Steps for optimizing the partner's portfolio to address customer challenges, including a Partner Profitability Workshop for aligning teams and offerings.
• Examples of outcomes from the Partner Profitability Workshop, such as adjusting sales incentives and launching marketing campaigns for managed services.
• Conclusion: AWS Partners should identify their most profitable segment, align stakeholders, and conduct a Partner Profitability Workshop to drive greater profitability.