In this episode of SaaS Connect your host Sunir Shah, President of Cloud Software Association, speaks to Rohit Gupta, Partner Strategic Initiatives Leader at Amazon Web Services (AWS)—otherwise known as a partner hyperscaler—to get answers to the most pressing questions of prospective partners.


The discussion centers around:

  • The ISVs that are more successful than others.
  • The roles of partners—for example, solution consultants, tech consultants, ISVs, and distributors.
  • ISV partner paths and how they help new partners to get started, and how to get started with AWS with what really matters.
  • How to create your unique value proposition to get attention.
  • The process and criteria of becoming an AWS partner.
  • How to stand out on AWS.
  • Getting a response from AWS.
  • How many partners they manage, and the role of relationship building.
  • The AWS marketplace model and how to structure deals.
  • What the best partners do that make them the best partners.
  • What marketing AWS does with partners.


Resources mentioned:


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