MaSonya Scott: Accelerating Co-Sell at Scale Through AWS Marketplace

Chip Rodgers  0:01  
Hey everyone, Chip Rodgers, Chief partner officer at work, span and we are here in New York. This has been a fantastic event. What do you think? Oh, my God.

MaSonya Scott  0:09  
It's been amazing. This has been

MaSonya Scott  0:21  
really amazing. Good start off to this week at New York, the partners day,

Chip Rodgers  0:29  
and then tomorrow, it's

MaSonya Scott  0:30  
crazy, partners together. Yes, lots of people. That's why we're here at the job at Center, one of the few people. So I'm excited about it. But yeah, I

Chip Rodgers  0:43  
mean, all these different

MaSonya Scott  0:43  
content partners, diving in, leaning in, having this conversation. I'm enjoying it. It's really, really fun, and it's good

Chip Rodgers  0:55  
to be here with you. Likewise, yes, so masonia, I'm here with masonia, Scott and Sonia. Is general manager of Partner Integration engineering. Yes, I say that, right? Yes, yes, yes. And you're we've been working together a lot.

MaSonya Scott  1:08  
Yes, yes. I'm one of your champions. To our partners about what your offerings are, how they can help scale you're one of our Pioneer type scalers, right for CO sale, and you're moving into the sales motions. We really, really love this. Thank you. And, you know, I get notices almost weekly. We onboarded this part, we onboarded that part. We on boarded this part, and I'm just like, and we have that it's amazing, but you know what?

Chip Rodgers  1:49  
Yeah, it is amazing, and so much going on with with AWS and its marketplace. Your session today was incredible. Amazing statistics. You said four partners have already transacted over a million dollars into TV on the marketplace. Can you

MaSonya Scott  2:06  
imagine it? You have that problem, you know? And, yeah, we said four right now, but I wanted to be better. It better grow. And I think people who in the room can make that possible, you know, because of their offerings and their services. You know, we have many partners that have done over 100 million in transaction contract value, also on the

Chip Rodgers  2:34  
marketplace, you know, 300,000 plus customers

MaSonya Scott  2:38  
who are active. And then we also mentioned today about 100% of the top 1000 customers at AWS transactional marketplace. We really believe it's going to be the driving

Chip Rodgers  2:52  
force. That is so true, and it's and I think the you know, the data, you had some statistics up there that are incredible, 27% higher win rates, 80% higher deal values, 40% faster flows. And

MaSonya Scott  3:14  
it's incredible because we've built a vehicle that's fundamental. What I say about that is as new innovation as technology, such as Gen AI, we're ready. We set the place the next disruptor in technology. We're ready for it too. And I love that how the Marketplace is connecting all types of market channels, resellers, ISV, consultants, all those different things and creating that breadth and that

Chip Rodgers  3:47  
depth well in the new, yeah, you talk about channels, the new capability that's exploding. Yes, it's

MaSonya Scott  3:58  
exploding because we're making all this automation capability so allowing tech partners to do products, they also allow them to do it through automation, wherever they do their deal, transact and if they use

Chip Rodgers  4:15  
different CRM Tools, yeah, yeah. So you announced some things? Yes,

MaSonya Scott  4:21  
yes, yes. I announced a new center program that customer works man partners can take advantage of. So looking for NET News, you know whether they're net new scenario up to $10,000 in AWS infrastructure credits, or whether they've had one use case for such a case, they wanted to resume enough or and now they want to go to doing marketplace to private offers. You know, we'll, we'll give certain types of offerings, and let you guys go hyper scalers. Do that because you won't possibly get employed. To coming up with the same line pipeline, interacting with their familiar CRM teams, empowering being use cases through central as well as AWS Marketplace. So I think it's really, really important. And so I asked all of you guys out there with your partners and customers and work span. You ready to give them a call and say, Tell me about that incentive. Tell me about that incentive. It's going to go fast. And hey, if it goes so fast, I'm the executive sponsor of it, I'm gonna ask for more, because we need to make sure that our partners that that CO sell and sales motion transaction stable, so that they will do what they do

Chip Rodgers  5:46  
best sales. And you guys have some really aggressive goals and making sure that partners are connected Yes, directly from their CRM, directly into

MaSonya Scott  5:56  
Yes, we think it's crucial, because when you have that integration, then you're the quality of your data, right? It improves ice that comes out the output. You get to really see opportunities coming fruition in sales. And then you also, because of this data, instead of you focusing on getting it done, now you can focus on what the results of wholesale sales. We have better sales to give feedback on what's working well, what's not working, what features we need? What features do the partners need their own offerings to move that faster

Chip Rodgers  6:40  
you're connecting the sales teams together, and everything that's happening on the deal gets updated on this beautiful, yeah, beautiful thing. It's great. I'm with Sonia. This has been fantastic. Thank you for taking a few minutes and sharing your thoughts. Great, Bob, and I think we need to close this out with

MaSonya Scott  7:02  
Go work span y'all better do it Okay.

Chip Rodgers  7:05  
Thank you. Thank you. Miss Sonia, and thank you all for joining and we'll see you next time. Thanks everybody. You.

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