Cloud GTM & Co-Sell Execution

Succeeding in the automated co-sell era.

Cloud marketplace sales is no longer a relationship-driven queue. It is a highly measurable, scored process. We help you build the right technical integrations and execute your GTM strategy to win in AWS's automated matching systems.

Accelerate GTM See the playbook

0–100: Opportunity Quality Score every referral is graded on
AI-first: discovery via matching engines & procurement agents
Fractional: Partner Solutions Architect (PSA) & Partner Development Manager (PDM) embedded in your team

The New Co-Sell Rules

Three systems now control your pipeline visibility.

Opportunity Quality Score

Every co-sell referral is evaluated in real time from 0 to 100. This score measures completeness (a clear customer problem, concrete asks), which directly dictates whether AWS field teams engage with your deal.

The Composed Shelf

Internal partner tiers carry zero weight in buyer-facing search rankings. AWS now uses a matching engine to recommend partners based on specific listing data and verified capabilities.

AI Procurement

AI agents are increasingly responsible for software discovery and evaluation. You must structure your technical positioning so that AI co-sell agents and procurement tools can easily read and recommend your solutions.

The Acceleration Engine

Co-Build as a definitive GTM lever.

Technical architecture directly impacts your sales visibility. We use co-build motions to stack the verified technical signals that AWS search engines prioritize.

Reference Architectures & Competencies

The AWS matching algorithm heavily weights confirmed case studies and AWS Specializations. We align your product integrations with official AWS reference architectures to help you secure the AWS Competencies needed to outrank legacy competitors.

Partner Solutions Architect (PSA) as a Service

We act as your fractional Partner Solutions Architect (PSA), the technical partner role AWS expects. We ensure your integrations are built correctly and structured with the correct metadata so they are instantly visible to AWS systems and buyer-side procurement tools.

The Playbook

Operationalizing the modern co-sell pipeline.

Partner Development Manager (PDM) as a Service

We operate as your fractional Partner Development Manager (PDM), the relationship role that drives co-sell. We manage your CRM submissions so every referral passes a strict quality check, ensuring your opportunities score high enough to secure active field support.

Listing Decomposition

Broad catalog listings fail in modern marketplace search. We break your offerings down into multiple precise, use-case-specific listings so they surface exactly when buyers search for your exact solution.

Transaction Readiness

We prepare your sales infrastructure for automated commerce. We set up rate cards, discount tiers, and qualification criteria for Express Private Offers (custom, pre-negotiated pricing and terms a buyer can accept directly in AWS Marketplace), so procurement moves fast without a drawn-out negotiation.

How We Work

Embedded operators, not a slide deck.

We plug into your partner org as fractional operators and run the motions end to end, from reference architecture to closed co-sell revenue. Engagements are scoped to a clear GTM outcome, not billable hours.

01
Diagnose
We audit your marketplace listings, your ACE pipeline (AWS's co-sell system, APN Customer Engagements, for registering deals with AWS), and Opportunity Quality Scores to find exactly where visibility and velocity are leaking.
02
Co-Build
As your fractional Partner Solutions Architect (PSA), we align integrations to AWS reference architectures and secure the Competencies that move you up the matching engine.
03
Execute
As your fractional Partner Development Manager (PDM), we run ACE submissions, decompose listings, and stand up Express Private Offers so deals score high and close fast.
04
Compound
Verified signals stack. Each closed co-sell strengthens your rankings and referral quality, turning the marketplace into a durable pipeline source.

Proven Impact

Case studies.

Data & Analytics ISV

3.4×

co-sell referrals in two quarters

From invisible listing to top-ranked match

Decomposed a single broad listing into eight use-case pages and secured the Data & Analytics Competency, lifting matching-engine placement for target search terms.

Security ISV

median Opportunity Quality Score, up from 41

Raising Opportunity Quality Score to unlock field support

Rebuilt ACE submission hygiene as fractional PDM so referrals consistently cleared the quality bar and pulled active AWS field engagement.

DevTools Scale-up

11 days

average marketplace close, down from ~60

Express Private Offers cutting procurement time

Stood up rate cards, discount tiers, and qualification criteria for Express Private Offers, enabling automated procurement straight through the marketplace.

Figures are illustrative of typical engagement outcomes. Named, referenceable case studies are shared under NDA on request.

Start a Conversation

Ready to win in the automated co-sell era?

Tell us where you are in your AWS marketplace motion. We'll come back with a concrete read on your biggest visibility and velocity levers.

Prefer email? assessment@vidasa.ai