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Explore The Hard Truth Most Companies Can’t Replicate Wiz with 10,611 views, 589 likes, and 27 comments. Experience the impact of this video content that has captured audience attention.

Why do most AWS partnerships fail — even when companies launch on AWS Marketplace and invest heavily in co-sell? In Episode 9 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 the hard truths behind AWS ecosystem growth, marketplace strategy, and hyperscaler partnerships. Most AWS ISVs believe success comes from simply “doing co-sell” or copying the Wiz playbook. The reality is far more operational, political, and revenue-driven. This episode explains why partnership strategies collapse, why executive expectations are often unrealistic, and what alliance leaders must build to create long-term AWS Marketplace success. 🚨 Topics Covered ✅Why most AWS partnership strategies fail before they even begin ✅The real reason AWS co-sell does not automatically generate pipeline ✅How executive misalignment destroys marketplace motions ✅Why compensation plans drive channel behavior more than strategy decks ✅The operational burden behind successful AWS Marketplace execution ✅How GSIs actually monetize partnerships and cloud ecosystems ✅Why hyperscaler relationships compound slowly over time ✅The shift from channel economics to business economics ✅Why some companies should NOT start scaling partnerships yet 🎯 This Episode Is For: 🔥AWS ISVs 🔥Partner Alliance Leaders 🔥SaaS founders 🔥Cloud GTM teams 🔥Marketplace leaders 🔥Channel & ecosystem professionals 🔥AWS Marketplace operators If you are building an AWS Marketplace motion, scaling co-sell, or leading cloud partnerships, this episode will help you avoid common mistakes and align partnerships with actual revenue outcomes. ⏱️ Timestamps 00:00 — Why Most AWS Partnerships Fail 00:51 — The Accidental AWS Marketplace Journey 01:59 — It’s Still About Revenue 02:53 — Setting Expectations Is The Real Job 06:20 — Without Executive Buy-In, You’re Screwed 07:53 — When Is The Tree Dead? 09:06 — Birthday Cakes, Not Ingredients 12:01 — Show Me The Comp Plan 12:48 — Just Don’t Plant The Tree 13:17 — “Zero Pipeline” — The Hard Truth 14:00 — The Learning Is In The Struggle 🔗 Resources & Links Partner Cloud Alliance Network (PCAN): https://www.pcan.cloud/ When to Start Scaling Your AWS Partnership: https://www.linkedin.com/pulse/when-start-scaling-your-aws-partnership-foundational-michael-9wbqc/ ALIGNED: The Playbook for Accelerating AWS Partnerships #AWS #AWSMarketplace #AWSCosell #CloudPartnerships #AWSPartners #ISV #SaaS #CloudStrategy #MarketplaceStrategy #PartnerAlliance #ChannelSales #GTMStrategy #CloudEcosystem #Hyperscaler #PartnerLeadership

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