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00:00 — Tokens Aren't Free 01:17 — No One Reads the Docs 02:29 — I Am a Single Point of Failure 03:16 — CEO and Janitor 04:12 — What Survives an Acquisition? 06:39 — Four Centres of Power and the Bat Phone 09:22 — The One Question: What's Your Primary Cloud? 12:31 — Marketplace Is a Credit Card — Be Selfish In this episode of Beyond Co-Sell, hosts Andrew Morris (AWS Marketplace Expert & Author of ALIGNED) and Michael Musselman (Co-Founder, PCAN – Partner Cloud Alliance Network) go deep on a question most alliance leaders never ask out loud: if you disappeared tomorrow, who at AWS would your CRO actually call? Why should a Partner Alliance Leader or C-level at an AWS ISV care? Because most AWS relationships live entirely inside one person's head, and this episode gives you two frameworks to fix that before it becomes a problem. They unpack: 📞 The "bat phone" test — Michael's sharp diagnostic for whether your C-suite has real AWS relationships or is entirely dependent on you 🏛️ The four centres of power inside any hyperscaler — executive, services, partner, and sales — and why you need champions in all four, not just one 🧍 Michael's honest admission that he's a single point of failure at his own company, and why he actively sees that as a problem to solve, not a badge of honour 🔌 Why agent-to-agent AI workflows get expensive fast — tokens aren't free, and governance at scale is still a real engineering problem 🧭 The one question that reveals a customer's true primary cloud — and why "where would you build a brand-new agentic application" beats asking who their model provider is 💳 The clearest version yet of "marketplace as a credit card" — why running revenue through it is valuable even with zero co-sell relationship 🔄 What actually survives when a PPA, SCA, and years of champion-building meet an acquisition — and what doesn't If you lead alliances, partnerships, or GTM for an AWS ISV, this episode will help you: Map your own AWS relationships against the four centres of power before assuming you're covered Give your CRO and CEO their own direct AWS contacts instead of routing everything through you Train your sales team to identify a prospect's true primary cloud before chasing the wrong hyperscaler relationship Use marketplace as a revenue channel independent of how strong your co-sell relationship actually is Links mentioned in the pod: Partner Cloud Alliance Network & Master CAD – https://www.pcan.cloud/ When to Start Scaling Your AWS Partnership: The Foundational 6 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 #BeyondCoSell #ISV #ChannelPartners #GTM #CloudPartnerships #PartnerAlliance #AWSCosell #AWSPartnerPlan #Alliances #MarketplaceStrategy

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