FinTech SaaS Platform

The situation

A $28M ARR fintech SaaS platform had been an AWS partner for two years with almost nothing to show for it. They had a Marketplace listing, had attended re:Invent, and had a partner badge on their website. But co-sell pipeline was essentially zero.

What we found

The AWS partnership was being managed as a marketing activity, not a sales motion. No one owned the relationship with specific AWS field reps. Their Marketplace listing read like a product spec sheet. And they had no co-sell-ready assets that AWS sellers could actually use.

What we did

We built a 90-day AWS activation plan. First, we identified four target AWS field teams in regions where the company had existing customers — warm territory where AWS sellers would see an easy co-sell win.

We created co-sell assets specifically designed for AWS sellers: a tight one-pager answering "what does this partner do, who is the right customer, and what does a referral look like." Then we facilitated the first joint meetings and helped the team close their first co-sell opportunity.

We also rewrote their Marketplace listing to lead with customer outcomes and made the private offer process frictionless.

The results

Within 90 days they had closed their first AWS co-sell deal and built $2M+ in active co-sell pipeline. Four AWS field teams are now actively referring them. The Marketplace listing conversion rate increased by 60%.