When your customers or prospects ask your software company for a solution, it doesn’t usually involve a sales or marketing ask. It usually involves a product ask. Can your product integrate with software applications and/or SaaS platforms the customer has already chosen? Does your software make the other tools the customer have invested in better?…
How should partners work with AWS sales teams to help cloud customers together? I remember sitting at my desk at the AWS Seattle SLU campus in Day 1 South (now Invictus) 10 years ago asking that very question. It was my own Day One at Amazon. I had just started as the first sales leader…
I joined Amazon Web Services (AWS) in 2010. AWS in those days was a much smaller business compared to the $20B+ run rate business that it is now. One common objection my sales team would receive was that many corporate IT teams didn’t want to buy their IT services “from a bookseller.” These potential clients…
