2022 AWS Marketplace Seller Conference recap
The 2022 AWS Marketplace Seller Conference took place on September 20, 2022 in Bellevue, Washington. The Conference was a day-long, interactive learning conference for our Independent Software Vendors (ISVs), Data Providers, and Consulting Partners with listings in AWS Marketplace.
The conference had three goals: (1) Provide a forum for sellers to learn from AWS subject matter experts on how to build, market, and sell their AWS Marketplace offerings by leveraging valuable business, technical, and the capabilities AWS Marketplace provides. (2) Give an opportunity for attendees to hear from partners and peers about their own experiences and lessons learned. (3) Solicit feedback from our partners and further learn about their needs to enhance the Marketplace experience. This was the first AWS Marketplace Seller Conference since 2019, and we were happy to be back!
This year’s event included a keynote, 19 breakout sessions, seller question and answer (Q&A) panels, and a cocktail networking opportunity. In this blog post, I’ll provide a summary of the conference events. I also included links to where you can find more information on the AWS Marketplace Seller Conference and some of the topics covered this year.
Keynote: AWS Marketplace roadmap
Keynote speakers were Chris Grusz, Director of Worldwide World Wide Marketplace Service Catalog and Business Development, and Mona Chadha, Director of Infrastructure, Category Management and Partner Development. In the keynote, Mona and Chris reviewed some of the new capabilities and outlined plans for what partners can expect in the next 12 months. Chris also answered candid questions and addressed common feedback we’ve heard from partners.
Four tracks of breakout sessions
After the keynote and throughout the day, attendees joined breakout sessions that followed four specific learning tracks:
- The Technical Integration track included sessions on speeding your sales cycles with security and compliance information and creating and listing data products. There were also more specialized sessions for expediting launch of SaaS listings selling to the US intelligence community (IC) and public sector (PubSec) customers and integrating with AWS services.
- The Grow Your Business track featured sessions on getting started with AWS Marketplace, best practices for co-selling, building an effective channel, and growing a self-service business.
- The Go to Market (GTM) track included sessions on best practices throughout the AWS Marketplace buyer journey and growing your business through AWS-led marketing and demand generation programs. Additional sessions covered achieving scale though joint partnerships with Consulting Partners, building your GTM foundation using self-service, and building an account-based marketing strategy to acquire and grow customers.
- In the Scale Your Business track, sessions offered guidance on developing healthy financial reporting best practices, efficiently growing operations, and maximizing upsell opportunities for renewals to drive repeat business. Presenters also showed how to use AWS Marketplace notifications and supercharge reseller pipelines.
At the end of the conference, Mona Chadha hosted a real-time seller Q&A panel discussion that included speakers Megan Buntain, VP of Cloud Transformation for Seeq; Trish Cagliostro Director, Global Channels and Alliances for Wiz; and Lea Purcell, Vice President of Business Development for Foursquare.
To wrap up this year’s conference, attendees had the opportunity to network during the cocktail event with fellow sellers outside of the structured agenda.
If you attended the 2022 AWS Marketplace Seller Conference, but missed a session—or if you didn’t attend this year—here are some resources where you can find more information.
- Start selling in AWS Marketplace
- Create a free trial offer for your SaaS contract products
- Find advertising and technology solutions to improve your customer journeys
John Furrier, host of siliconANGLE theCUBE, sat down with keynote speaker Chris Grusz, Director of World Wide Marketplace Service Catalog and Business Development, to summarize the biggest news from the event and what it means for sellers and their customers.
John also interviewed a number of AWS Partners during the conference to get their take on various topics and trends in the industry. Check out their interviews below:
- Databricks: Jack Andersen, Global VP, and Joel Minnick, VP of Marketing
- DataRobot: Srisha Kadamalakalva, Chief Strategy Officer
- Foursquare: Lea Purcell, VP of Business Development
- Kong: Kristian Gyorkos, VP of Alliances
- Seeq: Megan Buntain, VP of Cloud Transformation
- Wiz: Trish Cagliostro, Head of Worldwide Alliances
- Zscaler: Stelio D’Alo, Senior Director of Cloud Business Development, and Raveesh Chugh, VP of Public Cloud Partnerships
About the author
Leigh Ann Haney is the Events Marketing Manager for AWS Marketplace. When she isn’t overseeing events, she enjoys time at the beach and in the waters of San Diego.