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⏱️ Timestamps 00:00 Introduction – AWS Summit London & Kong's AI Competency 01:20 What “279 out of 130,000 partners” really means 02:00 Certifications as a sales strategy 03:33 Inside the 47 AWS competency controls 04:35 AWS Partner Program: meritocracy or funnel? 05:22 The shift from PDMs to AI 06:45 The “apple tree” decision framework 07:02 Rethinking ROI in AWS partnerships 07:41 Investment vs neglect in partnerships 08:55 Metrics your C-suite actually cares about 10:05 What AI still can’t replace 🚀 How to Succeed in the AWS Partner Program (Top 0.2% Playbook) In this episode of Beyond Co-Sell, Andrew Morris (AWS Marketplace expert & author of ALIGNED) and Michael Musselman (Co-Founder of PCAN – Partner Cloud Alliance Network) break down what it really takes to succeed in the Amazon Web Services (AWS) Partner Program—and why 99.8% of partners struggle to generate results. If your AWS partnership feels stalled, this episode will help you diagnose whether you’re scaling, stuck, or wasting investment—and how to fix it. 🔍 What You’ll Learn ✅achieving the AWS AI Competency can be used as a sales weapon (not just a badge) ✅What the 47 AWS competency controls actually require behind the scenes ✅Whether the AWS Partner Program is a true meritocracy or a funnel ✅How AWS is shifting from Partner Development Managers (PDMs) to AI-driven models ✅The “apple tree framework”: when to invest, wait, or walk away ✅The key SaaS metrics that matter: win rates, pipeline velocity, and renewals ✅Why in-person relationships still outperform AI in cloud partnerships 🎯 Who This Is For This episode is essential for: 👉AWS ISV leaders 👉GTM, partnerships, and alliances teams 👉SaaS founders scaling through AWS Marketplace 👉Anyone trying to drive revenue through AWS co-sell 📊 Key Takeaways 📌Certifications and competencies can directly impact pipeline and revenue growth 📌Most AWS partners fail due to misaligned expectations and lack of execution 📌Your AWS strategy must connect to CFO-level metrics (revenue, churn, ROI) 📌Not all partnerships are worth scaling—knowing when to stop is critical 🔗 Resources & Links Partner Cloud Alliance Network (PCAN): https://www.pcan.cloud/ AWS Partnership Scaling Milestones: https://www.linkedin.com/pulse/when-start-scaling-your-aws-partnership-foundational-michael-9wbqc/ ALIGNED: The Playbook for Accelerating AWS Partnerships: https://www.amazon.com/dp/B0F7Y5JSGN Connect on LinkedIn: Andrew: https://www.linkedin.com/in/andrewmorris Michael: https://www.linkedin.com/in/michaelmusselman #AWS #AWSMarketplace #AWSSaaS #CloudPartnerships #PartnerEcosystem #GTMStrategy #ISV #Alliances #SaaSGrowth #B2BMarketing

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