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:

Amazon

New Relic

Alert Logic

Martech

Salestech

Salesforce

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