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If you’re an AWS ISV, Partner Alliance Lead (PAL), or cloud partnerships professional trying to understand the new AWS Opportunity Quality Score, this episode of Beyond Co-Sell provides one of the first real-world analyses based on actual AWS Marketplace opportunities. Andrew Morris (AWS Marketplace Expert and author of ALIGNED) and Michael Musselman (Co-Founder of Partner Cloud Alliance Network) break down how the scoring system works, what affects your ACE registrations, and why many AWS co-sell opportunities are not progressing as expected. Drawing from six weeks of live experience, they separate AWS announcements from real-world results, explaining how the Opportunity Quality Score influences account manager assignment, why ACE registration quality matters more than ever, and what AWS partners can do to improve their co-sell success. In this episode, you’ll learn: 📊 Why Michael’s AWS opportunities never scored higher than 40 out of 100—and why that’s actually a strong result. 🤖 The unpublished scoring threshold where AWS assigns an Account Manager instead of an agent. 📧 Why AWS notification emails don’t always match what actually happens behind the scenes. ✍️ How to write stronger ACE registrations that perform better with both AI scoring and human reviewers. 🏆 Why reputation still influences AWS co-sell outcomes and how experienced Partner Alliance Leaders gain an advantage. ⚙️ What changed in AWS’s new Opportunity Quality Score system, how it disrupted existing automation, and how Michael quickly adapted. 📄 The six-page business case that successfully captured executive attention during an H2 resource discussion. TIMESTAMPS 00:00 — AWS Opportunity Quality Score: Press Release vs Reality 00:47 — Why AWS Doesn’t Always Reach Out 04:02 — How Better ACE Registrations Improve Results 05:47 — The Advantage of Established AWS Partner Reputation 09:23 — Fixing Broken AWS Automation 09:51 — The Six-Pager That Got Executive Attention 15:46 — AWS Metrics vs Business Metrics This episode is ideal for: • AWS ISVs • Partner Alliance Leaders (PALs) • AWS Marketplace sellers • Cloud GTM teams • SaaS partnership leaders • Channel sales professionals • Alliance managers • AWS Partner Program members You’ll discover how to: • Understand what the AWS Opportunity Quality Score actually measures. • Improve your ACE registrations for stronger co-sell performance. • Set realistic expectations around AWS’s three-motion co-sell model. • Build a stronger internal business case for AWS partnership investment. • Avoid common mistakes when AWS introduces new partner systems. Resources Mentioned 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 with the Hosts Andrew Morris: https://www.linkedin.com/in/andrewmorris Michael Musselman: https://www.linkedin.com/in/musselmanm If you’re building an AWS Marketplace strategy, improving AWS co-sell performance, or looking to maximize the value of the AWS Partner Program, subscribe to Beyond Co-Sell for practical insights, real experiences, and proven strategies from professionals working inside the AWS ecosystem. #AWS #AWSMarketplace #AWSSaaS #BeyondCoSell #ISV #ChannelPartners #GTM #CloudPartnerships #PartnerAlliance #AWSCosell #PartnerCentral #AWSPartnerProgram #Alliances #CoSell #MarketplaceStrategy

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