From Co-Sell to Cash Flow: How AWS Empowers Small Partners
In today’s cloud economy, the biggest growth opportunities aren’t just about deploying workloads—they’re about partnering strategically. And when it comes to enabling partner success, AWS is setting the gold standard.
Through its Think Big for Small Business (TBSB): Global Partner Community Series, AWS is sending a clear message:
👉 Small partners can drive big impact—when they collaborate the right way.
Whether you’re a consulting startup, an emerging ISV, or a regional systems integrator, this initiative is packed with real, revenue-driving insights.
💼 What AWS Is Offering – And Why It Matters
🔹 1. Get Co-Sell Ready with ACE
The AWS Customer Engagement (ACE) platform isn’t just for logging deals—it’s your ticket to being discovered by AWS sales teams worldwide.
✔️ Higher visibility
✔️ Better alignment
✔️ Faster sales cycles
✔️ Co-selling support from AWS
Pro Tip: Deals registered through ACE get more traction—and often more funding.
🔹 2. Monetize Faster with AWS Marketplace
Think the Marketplace is just for products? Think again.
AWS has made it easier than ever to list service-based solutions, complete with pricing packages and outcome descriptions.
The result?
📈 Global reach
💰 Faster procurement
🔒 Customer trust
Partners with Marketplace listings are closing deals quicker—sometimes even without direct sales outreach.
🔹 3. Use Generative AI as a Revenue Engine
One of the most exciting sessions from the series was on Generative AI for SMBs.
Instead of focusing on hype, AWS is helping partners build and market real-world AI solutions—think chatbots, intelligent customer support, or smart analytics.
The key?
👉 Frame AI around simple, business-friendly outcomes. That’s what SMB customers want.
🔹 4. Funded Growth, If You’re Aligned
From Marketing Development Funds (MDF) to co-branded campaigns, AWS is willing to invest in partners who are aligned to its go-to-market strategy.
You just need:
- Co-sell readiness (ACE + PDM engagement)
- Marketplace presence
- A repeatable solution or use case
The Think Big for Small Business program ensures that even underrepresented and smaller partners get access to these benefits.
🚀 Why This Series Stands Out
This isn’t a one-size-fits-all event. AWS has carefully tailored sessions across APAC, EMEA, and the Americas, so partners from all regions can engage on their own terms.
Whether it’s:
- Generating quality leads
- Building co-sell motions
- Packaging offers for Marketplace
- Understanding how to pitch to AWS sellers
…it’s all here—and it’s free.
🔍 What Should Partners Do Next?
✅ Audit your ACE usage – Are you logging all deals? Are they co-sell eligible?
✅ List at least one offer on Marketplace – Start with a “solution brief” format.
✅ Build a simple AI use case – Even a small one helps signal innovation.
✅ Engage your PDM – Your Partner Development Manager can unlock doors if you’re aligned.
💬 Final Thoughts
Cloud collaboration is no longer optional—it’s your growth strategy.
With AWS offering the platforms, visibility, funding, and frameworks, the opportunity is there. It’s up to us as partners to show up, be visible, and Think Big.
At Adiantara, we specialize in helping AWS partners go from idea to impact—fast. Whether it’s marketplace strategy, AI go-to-market, or co-sell readiness, we’re here to turn your cloud partnership into real revenue.
