Post by Labra

Something has shifted in how the best ISVs talk about their product on AWS Marketplace. They've stopped leading with what the product does. Now, they lead with what changes for the customer when they use it. It sounds like a small thing. But it isn't. ⚡AWS field teams aren't looking for another tool to add to a customer's stack. They're looking for something that moves a number their customer cares about, i.e. Revenue. Cost. Time. Risk. If your product story doesn't connect to one of those, it's hard for a field rep to champion it internally. The ISVs getting the most co-sell traction right now have figured this out. Their better together story isn't about features or integrations. It's about what a customer's business looks like six months after they deploy. That shift in positioning changes everything. The PDM conversation. The referral quality. The deal size. Same product. Different story. Very different results. #AWS #CloudGTM #CoSell #CloudMarketplace #ISV #Labra