关键字: [Amazon Web Services re:Invent 2023, Amazon Web Services Global Startup Program, Go To Market With 亚马逊云科技, Amazon Web Services Global Startup Program, Build Effective Go To Market Plan, Convert Leads Into Customers, Complement Amazon Web Services Products And Services]
Number of words: 1000, reading time: 5 minutes
video
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Introduction
With a better understanding of how to build an intentional sales strategy across the entire sales funnel, partners in the Amazon Cloud Ventures Global Entrepreneurship Program can identify areas of growth and success through the Joint Partner Program. This lightning talk provides a blueprint for how to work with Amazon Cloud Technologies to plan and execute a joint go-to-market campaign with the Amazon Cloud Technologies Global Entrepreneurship Program, an early to mid-stage program for those who have raised capital, achieved product-market fit, and are ready to scale. Go-to-market plan for software startups. This Lightning Talk is for Amazon Cloud Technology Partners.
Highlights of speech
The following is the essence of this speech compiled by the editor for you. It has a total of 700 words and takes about 4 minutes to read. If you want to know more about the content of the speech or watch the full text of the speech, please watch the full video of the speech or the original text of the speech below.
In his speech, Sergey Shevchenko, partner development manager for Amazon Cloud Technologies’ Global Startup Program, welcomed the audience and briefly introduced himself. As a start-up, how to effectively enter the market with a large enterprise like Amazon Cloud Technology can be a challenging problem. Sergey and his team have been supporting mid- to late-stage startups for the past 5.5 years, and they have developed a framework designed to help startups be fully prepared to successfully enter the market with Amazon Cloud Technologies.
Sergey highlighted his team’s work with startups at all stages and the various technology areas involved, such as artificial intelligence, devops, data analytics, storage and networking, etc. He said he will lay out how to use Amazon cloud technology to form the basis of a go-to-market plan and provide startups with a tactical template for developing their own plans.
Sergey described the Amazon Cloud Technology Global Entrepreneurship Program as an invitation-only program that provides resources to mid- to late-stage startups. The program provides startups with a dedicated partner development manager, financial support through the Amazon Cloud Activation Program, and accelerated access to other Amazon Cloud programs. Sergey emphasized that the combination of these resources creates the possibility of establishing an efficient partnership strategy with Amazon Cloud Technology.
Before delving into building a go-to-market plan, Sergey reminded startups to complete the Amazon Cloud partner program within 90 days. This includes registering as a member of the Amazon Cloud Technology Partner Network, completing a basic technical review, listing on the Amazon Cloud Technology Marketplace and applying to join the Global Entrepreneurship Program. Completing these steps lays the foundation for developing a successful go-to-market strategy with Amazon Cloud Technologies.
Next, Sergey advises startups to start identifying their core strengths and key differentiators. Many startups claim they do many things well, but the key is to identify the core features that make them unique. Surveying customers is one way to identify the features and functionality that drive value. Startups should also determine how their solution can enhance Amazon Cloud Technologies’ products and services. It’s critical to clearly articulate how startups can increase adoption, optimization, or efficiency of Amazon’s cloud technology products. This focused messaging allows Amazon Cloud Technology salespeople to understand the value proposition within 30 seconds.
Startups should develop a field-ready sales and solution overview document to help salespeople understand how their solution will work with Amazon Cloud and help customers build relationships. When formulating a marketing strategy, first determine the expected annual revenue and then divide it by the average transaction size to calculate the required transaction volume. Multiply your transaction volume by your conversion rate to get the number of marketing-qualified and sales-qualified leads you need to acquire. This model allows startups to work backwards and build channel campaigns to hit revenue targets.
To generate marketing-qualified leads, Serge offers to co-create content such as webinars, blogs, case studies, and white papers. Amazon Cloud Technologies will provide financial support and agency to assist in the production of these materials. Events like re:Invent can also attract potential customers. Targeted, hands-on workshops are more effective than online seminars because participants can experience the value proposition directly.
To convert sales qualified leads into actual revenue, startups should actively participate in builder communities, such as through Amazon Cloud Technologies’ Engineer and Developer events. According to Plume, allowing them to participate in open source projects and seminars can help convert them more quickly. Targeting senior executives, promote specific industry areas through online seminars and customer testimonials.
To turn sales qualified leads into actual revenue, Amazon Cloud’s customer engagement tools, I-Accelerate, and Amazon Cloud Marketplace empower sellers to promote their startup’s solutions. This will significantly shorten the sales cycle.
Overall, Serge provides a framework for startups to implement effective marketing strategies with Amazon Cloud Technology. Startups can achieve significant revenue growth on Amazon Cloud by uncovering core strengths, building field-ready packages, executing targeted campaigns, and leveraging Amazon Cloud's sales resources. The Global Entrepreneurship Program provides start-ups with resources and support to accelerate success on Amazon cloud technologies.
Here are some highlights from the speech:
As a professional who serves as the PDM manager of Amazon Cloud Technology's Global Entrepreneurship Program, my job is to provide support to startups and help them achieve their business goals on Amazon Cloud Technology.
When assisting startups with their annual marketing and sales calendars, I find that they often struggle to clear their focus because they are trying to juggle too many things.
To address this issue, we recommend targeting specific industries in the form of webinars and panels, and inviting customers in related fields to share their success stories.
For example, we once invited an Amazon Cloud Technology partner customer from the oil and gas industry to take the stage and demonstrate how Amazon Cloud Technology's solutions have brought business benefits to them.
Amazon Cloud Technology's global entrepreneurial partner team is committed to supporting and promoting innovative opportunities to better bring these solutions to the market.
To get more information about Amazon Cloud Technology’s Global Entrepreneurship Program, the speaker encouraged the audience to get in touch with him by sending an email or scanning the QR code.
Summarize
This video explores how startups can leverage Amazon Cloud Technologies' global startup program to enter market efficiently. It provides a framework to help startups develop plans to co-market with Amazon Cloud Technologies to drive revenue growth.
The speaker first outlined some basic items that startups need to complete, such as joining the Amazon Cloud Partner Network, registering on the Amazon Cloud Marketplace, and applying to participate in the Amazon Cloud Global Entrepreneurship Program.
Next, the speaker recommended that startups clarify their core product advantages and how to cooperate with Amazon Cloud Technology, and prepare a toolkit on standby to adjust information with Amazon Cloud Technology’s sales team.
This framework also includes building a joint go-to-market plan that focuses on revenue goals, calculating the number of leads needed, and integrating content, campaigns, and planning with strategies for directing leads into the sales funnel. These strategies include developing content such as webinars, workshops, and case studies to appeal to developer and executive audiences.
Finally, it emphasized that Amazon Cloud Technology's resources, such as customer interaction tools, Amazon Cloud Technology Marketplace and joint marketing funds, can help convert potential customers. Many startups have shared success stories of significantly increasing lead numbers and revenue through strategic partnerships with Amazon Cloud Technologies.
Original speech
https://blog.csdn.net/just2gooo/article/details/134868246
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