Partners
Executive Woes
Why Not?
Objection handling
100

This is the Partner's First EDP

What is?

  1. Engage PDM
  2. Connect with Partner Leadership (VP+)
  3. Loop in AWS Leadership
  4. Loop in Deal Desk
100

M&A Activity!

  1. Who is Tara Jones?
  2. Who is the Executive Signing Party for the customer?
  3. Is there already an EDP in play?
  4. Check if they qualify for the PE Activate Program
100

This is Not a Discount Program

What is an EDP/PPA?
100

Customer has Marketplace Misconceptions

  1. Who is Marketplace Advisory Team?
  2. Is it Growth or Hedge?
200

Net New Partner EDP with Large Revenue Impact: 0% -> 20%

What is:

  1. Verify growth numbers, does the deal make sense?
  2. Get Champion commitments across customer leadership on growth projection
200

Missed Signature Deadline

  1. Why? Who's at fault? What were Expectations? 
  2. What is find Remedy paths: Credits/Partner Credits?
200

Previous EDP Shortfall - Yikes!

What is:

  1. File a ticket for EDP Tracking - https://t.corp.amazon.com/create/templates/165ed793-28ef-46e7-b250-10160eeffb10
  2. Engage the custom Billing Analyst Team - request waiving the shortfall if possible
200

First Time Enterprise Support

What is:

  1. Engage ES BD 
  2. Check current support spend and Delta to ES
  3. Check current support risks (tickets, limit increases, Cost optimization)
300

Partner Changes Agreed Upon Discount Percentage at Point of Signature

What is: 

  1. Escalate to leadership and loop-in Solution Provider (SP) Deal Desk
  2. Escalate to Partner Leadership
  3. Understand the why
300

Executive Leadership Turnover

  1. What is align with Champions/New Leadership quickly?
  2. What is mitigate impact to EDP?
300

Negative Growth/Low Growth

  1. What is the benefit to the business (AWS & Customer)?
  2. Is there a Business Justification?
300

Competitive Threat: GCP/Azure/Other

What is:

  1. Engage Compete Team (Don't rely that they will have the silver bullet)
  2. Escalate to Leadership
  3. What AWS Unique value prop and differentiator
400

Four things do when kicking off a Partner Led EDP

What is:

  1. Engage the Solution Provider (SP) Deal Desk
  2. Check Wisdom Link Partner/SP Deals
  3. Check SP specific Discounts ^
  4. Align with Partner on Deal and Open Escalation Path (VP+)
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