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AWS Co-Sell Strategy, AI Agents & AWS Marketplace | Paulina Budzon, Mysterious Code How can AWS partners build a successful co-sell strategy, automate opportunity submissions, and stand out in a competitive cloud marketplace? In this episode of Beyond Co-Sell, Andrew Morris sits down with Paulina Budzon, founder of Mysterious Code, to explore AWS Marketplace, AI agents, partner sales strategies, and the realities of growing a boutique AWS consultancy. Paulina shares her journey from discovering AWS almost by accident to building a specialized consultancy that competes confidently in the cloud ecosystem. Together, they discuss why co-selling should be a natural outcome of delivering value rather than the primary goal, how AI can simplify AWS partner workflows, and why strong relationships, trust, and a clear go-to-market strategy remain essential for long-term success. Whether you're an AWS partner, independent software vendor (ISV), cloud consultant, technology entrepreneur, or alliance professional, this conversation offers practical insights into improving your AWS co-sell process and building a sustainable business. 🚀 WHAT YOU'LL LEARN IN THIS EPISODE ✅ AWS Co-Sell Strategy: Discover why co-selling works best when it grows naturally from strong customer relationships, valuable solutions, and effective partnerships. ✅ AWS Marketplace Opportunities: Understand how AWS Marketplace can improve visibility, establish credibility, and help technology companies connect with potential customers. ✅ AI Agents for AWS Partners: Explore how AI-powered tools can streamline repetitive partner tasks, support opportunity management, and improve operational efficiency without replacing human judgment. ✅ Automating ACE Opportunity Submissions: Learn how a Claude skill can assist with AWS ACE opportunity submissions, improve the quality of information, and help teams refine their records through multiple iterations. ✅ Improving Opportunity Scores: Paulina discusses achieving initial scores around 80–85 and improving submissions to 90 or higher after two or three iterations. She also explains why chasing a score above 95 may not always be worth the additional effort. ✅ AWS Lead Enrichment and Fuzzy Matching: Discover how better data matching and lead enrichment can help organizations work with imperfect information and make their partner processes more effective. ✅ Boutique Consultancy vs. Big Four: Find out why a specialized AWS consultancy can compete successfully without trying to imitate large consulting firms, and why the right positioning matters more than company size. ✅ Building Trust in the AI Era: Understand why AI agents can support business development but cannot fully replace human relationships, judgment, accountability, and trust. 📈 ABOUT BEYOND CO-SELL Beyond Co-Sell explores the people, strategies, and relationships behind successful cloud partnerships. Through conversations with industry professionals, the show examines AWS Marketplace, partner ecosystems, go-to-market strategy, business development, and the evolving role of technology in building stronger commercial relationships. Hosted by Andrew Morris, the podcast helps AWS partners, ISVs, and technology leaders gain practical perspectives on navigating the cloud ecosystem and developing more effective partnerships. 🔗 CONNECT WITH THE GUEST AND EXPLORE MORE 🌐 Mysterious Code: https://mysteriouscode.com 📘 Andrew Morris's book, ALIGNED: https://www.amazon.com/dp/B0F7Y5JSGN 🔗 Andrew Morris on LinkedIn: https://www.linkedin.com/in/andrewmorris 🔗 Paulina Budzon on LinkedIn: https://www.linkedin.com/in/paulinabudzon/ 🌐 PCAN: https://www.pcan.cloud/ ⏱️ EPISODE TIMESTAMPS 00:00 — Cold Open / Episode Intro 00:39 — From Accidental AWS to Boutique Consultancy 04:59 — Co-Sell as a Side Effect, Not the Goal 05:44 — Automating ACE Records: Getting to 95, When to Stop 09:40 — What Agents Can and Can't Replace 10:22 — Agents Won't Replace Human Trust 11:56 — Best Advice: Ignore the Playbook 13:40 — Boutique vs. Big Four: Why Competition Doesn't Matter 📣 JOIN THE CONVERSATION Are you using AI to improve your AWS partner workflows? Do you believe AI agents will transform co-selling, or will human relationships remain the most important factor in building successful partnerships? Share your thoughts in the comments, and subscribe to Beyond Co-Sell for more conversations about AWS Marketplace, cloud partnerships, AI automation, and go-to-market strategy. 👍 Like this episode if you found the discussion useful, share it with your network, and subscribe for more insights from the people shaping the cloud ecosystem. #AWS #AWSMarketplace #AWSSaaS #BeyondCoSell #ISV #ChannelPartners #GTM #CloudPartnerships #PartnerAlliance #AWSCosell #MarketplaceStrategy #Alliances #AWSPartnerPlan

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