AWS Marketplace Seller Conference 2024
THURS, SEPTEMBER 12 | BELLEVUE, WA
Harness the power of AWS Marketplace collaboration
Move faster, sell smarter, and grow together
The AWS Marketplace Seller Conference is an invite-only event designed to empower independent software vendors (ISVs), data providers, and channel partners (CPs) to take charge of growth and success in the AWS Marketplace community.
Join us for an immersive day-long experience featuring a keynote session, three specialized breakout tracks tailored to your unique needs and goals, real-time Q&A, and networking opportunities.
Grow your business
Simplify procurement and reach untapped customer segments using AWS Marketplace’s powerful tools and resources to maximize your market potential.
Drive demand
Discover innovative ways to reach new customers and differentiate your solutions in a competitive landscape.
Scale your success
Gain insider tips and tactics to increase operational efficiency using AWS Marketplace features, programs, and best practices.
Who should attend?
Leaders responsible for building their AWS Marketplace strategy and business, and growing their relationship with AWS: Alliances, Operational, and Channel leaders.
Why attend?
- Network with peers from ISVs and channel partners, and AWS experts to share insights and best practices
- Explore real-world use cases and success stories from high-performing partners to inspire your own AWS Marketplace strategy
- Acquire tangible tools and takeaways to help inform your 2025 strategy and accelerate your AWS Marketplace growth
What will you learn?
- How to build effective channel practices as an ISV or CP in AWS Marketplace
- Tactics to automate processes and operate at speed and scale using AWS Marketplace tools
- Best practices for expanding your AWS Marketplace business globally
- How to align your AWS Marketplace strategy with evolving customer needs and use cases
Featured AWS speakers
Chris Grusz
With more than 2,000 ISVs and over 12,000 software product listings in AWS Marketplace, Chris and his team work with all ISVs to adopt various partner programs and co-sell initiatives. In addition, his team also works with customers across Commercial and Public Sector on a global basis, helping them utilize AWS Marketplace to change how they build, market, sell, and manage application portfolios running on AWS. Prior to joining AWS, Chris held various leadership roles including Director of Sales, Managing Director and Business Unit Executive for IBM in Sales & Distribution as well as IBM Software Group. Chris holds a BA in Business Administration and an MBA in Technology Management from the University of Washington.
Mona Chadha
Mona leads business development for categories such as Security, Storage, Networking, Database, Data/Analytics, Machine Learning, IoT and helps these software providers build their business leveraging AWS Marketplace. She has been with AWS for 11 years. Prior to AWS, Mona led business development and product management teams in companies like Microsoft (Dynamics), Novell, Philips Healthcare, and Texas Instruments as well as building technology startups in ecommerce and emerging technologies. She holds a B.S.E in Chemical Engineering and an MBA from Johnson School, Cornell University. She resides in Manhattan on the Upper West Side and is a Boston native.
Marta Whiteaker
In 2012, Ms. Whiteaker joined AWS to launch the first cloud computing service for a software marketplace. During her tenure at AWS, she has led teams to develop the business internationally, driving double digit YoY growth to create a marketplace with hundreds of thousands of customers transacting from a product catalog of more than 15,000 listings. Prior to joining AWS, Ms. Whiteaker held leadership roles in software development (Microsoft) and systems/management consulting (AMS/CGI). Ms. Whiteaker holds an MBA from the University of Chicago - Booth; and a BA in Business Administration from the University of Colorado. Ms. Whiteaker resides in Dubai, UAE.
Matt Yanchyshyn
Matt has worked in the digital media and technology industry for over 25 years, and joined AWS in 2012 when cloud computing was just a glimmer in most CIOs’ eyes. Matt has led multiple AWS service teams and technical sales organizations, including AWS Control Tower, AWS Service Catalog, AWS Well-Architected, and now all engineering for AWS’ partner organization. Before joining AWS, Matt spent a decade at the Associated Press, where he built field offices all over the world and led modernization efforts for the AP’s digital media distribution systems. Matt holds multiple AWS patents, is an Amazon Bar Raiser with >650 interviews, and has had the privilege of leading great teams who have launched dozens of new AWS programs, features, and products.
What's new
Channel Partner Corner
Bringing our ISVs sellers together with our Channel Partners at the AWS Marketplace Seller Conference. Our ISVs sellers will have an opportunity to hear from our channel partners about their AWS Marketplace strategy, what makes them successful, and how they build new partnerships relationships with ISVs. If you are an ISV trying to figure out how to build your marketplace a channel strategy, this will be a great opportunity to hear from top AWS Marketplace channel partners on what works and how they use the AWS Marketplace to scale.
THURS, SEPT. 12 | 8:00 AM - 4:00 PM
LEVEL 1, KING COUNTY
Additional Meeting Space
A meeting space will be available for attendees to take impromptu meetings. No reservation required.
THURS, SEPT. 12 | 8:00 AM - 4:00 PM
LEVEL 1, KIRKLAND
Ask the Experts
Connect with leading AWS Marketplace experts and dive deep into the latest features and best practices. Experts are ready to help you get more out of your experience with personalized tips and tricks for simplifying and streamlining your tasks.
THURS, SEPT. 12 | 8:00 AM - 4:00 PM
LEVEL 1, REDMOND
Schedule
Wednesday, September 11, 2024
Thursday, September 12, 2024
Sessions
Track 1
(Grow) your Business in AWS Marketplace
Presentation
The 6 Characteristics of Successful Sellers
Discover the key traits that drive a successful AWS Marketplace strategy. Learn how to foster organizational alignment and apply a proven framework to scale your AWS Marketplace presence effectively. Don't miss this opportunity to unlock the secrets of successful AWS Marketplace sellers and elevate your organization's approach to this powerful platform.
Presentation
Normalizing AWS Marketplace In Your Sales Culture
Want your account managers to experience the benefits of AWS Marketplace at scale? Looking for ideas to articulate the value to your sales leadership? Join us to learn how you can enable and motivate your sales team by leveraging your existing sales language, frameworks, and processes. We'll use variations of frameworks like MEDDIC to demonstrate how you can integrate AWS Marketplace into your sales culture and take a step closer to consistently increased sales performance. We'll discuss how Independent Software Vendors (ISVs) find important differentiators in areas such as economic buyers, technology decision criteria, and optimizing deal close plans.
Panel
Unlocking Success: Partner Experiences and Innovations in the AWS Marketplace
Join us for a discussion with our panel of AWS Partners as they share their experiences and learnings using AWS Marketplace. Explore how they started their relationship with AWS and the role AWS Marketplace played in driving growth and collaboration. Learn about integrating AWS services, utilizing AWS Professional Services, and co-selling with vendors. Discover how automation has helped streamline operations and accelerate success for these Partners.
Presentation
Demystifying how to work with AWS sellers
Listen to David Cristini, Director of Sales for Independent Software Vendors (ISVs) for Business Applications in North America at Amazon Web Services (AWS), discuss how to effectively work with AWS field sellers. Learn about the structure of the team, what motivates AWS field sellers, and get tips and advice for driving productive engagements while selling via AWS Marketplace.
Track 2
(Market) Go-to-Market & Demand Gen
Panel
How ISVs have used AWSMP and Channel Partners for accelerated growth
Accelerate your AWS Marketplace business with AWS Marketplace Channel Partners. Learn how Independent Software Vendors (ISVs) leverage the more than 2,000 enrolled AWS Marketplace Channel Partners to expand their sales reach and acquire new customers. In this session, AWS and an ISV will discuss strategies for driving growth with AWS Marketplace Channel Partner Private Offers (CPPOs) and including AWS Marketplace Channel Partners in your AWS Marketplace go-to-market strategy.
Presentation
Maximize the potential of your AWS Marketplace listings to drive Product Led Growth
Millions of unique visitors search for products on AWS Marketplace every year, but not all convert. Learn best practices for optimizing your AWS Marketplace product listings to help buyers discover and evaluate your offerings, driving higher conversion rates. This session shares strategies and content recommendations to accelerate customer time-to-value. Discover AWS Marketplace features like standard contracts, vendor insights, free trials, and more that can support your efforts.
Presentation
AWS Marketplace: Best Practices for Shaping your Go-To-Market and Optimizing Demand Generation
You've established your listing in AWS Marketplace and have these components [Free Trial, Product Demo button, seller insights, etc.] set up. We'll walk you through what the AWS Marketplace Marketing team does, the programs available, and how to engage with and learn from other successful AWS Marketplace Partners. You'll discover best practices they follow to drive further demand and subscriptions through AWS Marketplace.
Presentation
Unlocking efficiency and customer reach with AWS Marketplace APIs
Scale your AWS Marketplace engagements and accelerate your sales cycles with AWS Marketplace APIs. In this session, learn how other AWS Marketplace partners have successfully leveraged APIs to improve operational efficiency and deliver better experiences for customers. Walk away with practical strategies to scale your business with automation and improve conversion of leads visiting your web properties by enabling your Marketplace listings to be discovered and transacted from venues beyond AWS.
Track 3
(Scale) your business with Operations
Presentation
Beyond Cloud Commitment Contracts - The Customer Value of AWS Marketplace
Beyond traditional discounts, sourcing third-party software through AWS Marketplace offers a range of benefits. From simplified billing and standardized contracts to vendor insights, this approach enhances efficiency and informs strategic decisions. Real-world examples provide actionable insights to optimize your software procurement within the AWS Marketplace.
Presentation
Accelerating Growth with AWS Marketplace Channel Features
Learn how AWS Marketplace features can help drive customer adoption and support long-term growth on AWS. In this session, we will explore existing and upcoming AWS Marketplace features, and provide examples of how partners are utilizing these capabilities.
Presentation
Accelerating Optimization and International Expansion with AWS Marketplace
Today's rapid cloud migration and modernization pace necessitates AWS Partners scaling their sales motions quickly to reach customers in international markets. Creating localized go-to-market strategies and leveraging established processes complying with unique government requirements allows AWS Marketplace to support Sellers needing to move swiftly. This session will teach you how to accelerate your international business using key AWS Marketplace features that:
- Improve operational excellence and minimize financial overhead
- Increase revenue opportunities by gaining access to AWS's global customer base
- Reduce buyer friction with localized languages and currencies
- Build deep relationships with local channel partners having longstanding customer relationships
Panel
Learn how ISV sales leaders drive AWS Marketplace alignment to expand their partnership
This session features three independent software vendor (ISV) sales leaders who partnered successfully with AWS Marketplace. Attendees learn real-world examples and best practices, including how to:
- Define a meaningful partnership model with AWS Marketplace
- Use strategies that drive sales performance
- Leverage cloud marketplace industry trends for your go-to-market strategy
AWS Marketplace is a digital catalog with thousands of software listings from independent software vendors that make it easy to find, test, buy, and deploy software that runs on AWS.