AWS Partner Network Onboarding Series [Software Path]: Co-Selling Made Simple

Accelerate your growth with AWS by mastering co-selling the smart way.

As an AWS Software Partner, you’ve already taken a big step toward scaling your solution’s reach and credibility. But to truly unlock the full potential of your AWS partnership, one key activity can make all the difference — co-selling with AWS.

In this edition of the AWS Partner Network Onboarding Series (Software Path), we break down how to make co-selling simple, effective, and rewarding.

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💡 What is AWS Co-Selling?

AWS co-selling is a joint go-to-market engagement between AWS and partners that helps you reach customers faster, close deals efficiently, and drive mutual growth. Through co-selling, AWS helps amplify your solution visibility across AWS Sales, providing access to new opportunities and customer segments you might not reach on your own.

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🚀 Why Co-Sell with AWS?

• Increase deal velocity — Leverage AWS account teams who already have trusted relationships with customers.
• Boost credibility — Position your solution alongside AWS as part of a trusted ecosystem.
• Access shared opportunities — Gain visibility into AWS-initiated deals through tools like ACE (APN Customer Engagements).
• Unlock funding and incentives — Eligible co-sell opportunities can open doors to AWS programs, marketing support, and MDF.

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🧭 Simplifying the Co-Sell Process

Co-selling doesn’t have to be complex. Here’s how to make it seamless:

1. Register your opportunities early in ACE Pipeline Manager.
2. Collaborate with your AWS Partner Development Manager (PDM) to align on the customer’s needs.
3. Engage jointly with AWS Sales and Solution Architects to deliver customer value.
4. Track progress and share updates through the ACE Portal for better visibility and faster support.

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💬 Pro Tip from AWS

“Successful co-selling starts with clear communication. The more you share about your customer story and technical differentiators, the easier it is for AWS teams to champion your solution.”

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🌍 Real Results, Real Growth

Partners who actively co-sell with AWS often see:
✅ Shorter sales cycles
✅ Higher deal conversion rates
✅ Increased brand visibility across AWS Marketplace and events

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🎯 Ready to Start Co-Selling?

If you’re in the Software Path, co-selling is your bridge to accelerating customer reach and maximizing the value of your AWS partnership.

At Adiantara, we specialize in helping leadership teams navigate the cloud vendor maze with clarity. From strategic alignment to implementation and long-term value realization, we bring the experience, certifications, and business-first thinking you need to thrive in the Google Cloud ecosystem.