With ACE CRM Integration, OutSystems Collaborates with AWS on 1,200 Opportunities and Achieves a 60% Co-Sell Win Rate Without Adding More Resources
AWS Partner OutSystems has grown its business with the ACE CRM integration and has programmatically shared over 1,200 opportunities this year with Amazon Web Services (AWS), forming the foundation for its GTM efforts and achieving over a 60 percent co-sell win rate. By automating its AWS opportunity management, OutSystems has increased engagement with AWS, helping to initiate new customer conversations and uncover additional business opportunities.
Partner Success Story – OutSystems
The OutSystems modern application platform’s high productivity, connected, and AI-assisted tools help developers rapidly build and deploy a full range of applications anywhere its customers require.
OutSystems has been an AWS Partner for nearly 10 years, which has enabled the company to lead customer transformations. “Our AWS partnership is exciting because we take a platform approach and turn that power toward core IT transformations for our customers,” says Matt Lubrano, Head of AWS Global Go-to-Market (GTM), Strategy, and Co-sell at OutSystems. “We ensure that our platform delivers applications at scale and speed while reducing the uncertainty of transformations.”
“The automation the ACE CRM integration provides has enabled us to scale our opportunities globally without having to put additional physical resources in those places.”
- Robson Grieve, Chief Marketing Officer, OutSystems
Enabling Data Sharing with the ACE CRM Integration
OutSystems relies on the AWS Partner Network (APN) Customer Engagements (ACE) Program, a program that gives AWS partners a platform to collaborate, request technical support, and co-sell with AWS alliance, sales, and marketing teams. OutSystems sales teams can access the ACE Pipeline Manager to receive resources, tools, and support.
As OutSystems’ opportunity sharing grew, the company sought a way to reduce the time spent on opportunity management and use that time to collaborate more with AWS sales. “We believe strongly in automation, and we don’t want to create a lot of administrative tasks for our staff,” says Jörgen Simon, Global Technology Alliances Manager at OutSystems. To drive automation, OutSystems implemented ACE CRM Integration, a solution that enables secure data sharing between the company’s CRM database and the ACE Pipeline Manager using Amazon Simple Storage Service (Amazon S3). “We saw the ACE CRM integration as a way to automate tasks and improve data sharing between our organization and AWS,” Simon adds.
OutSystems worked closely with AWS to deploy the integration, and as a result, the company’s sales teams can enter AWS opportunities to ACE directly from the OutSystems CRM database. “Everything went very smoothly, and we were happy with the fast progress of the integration,” says Simon. The process is completely automated, which eliminated the need for OutSystems to manually collect sales data from its database and enter it into the ACE Pipeline Manager.
With over 1,200 opportunities shared year-to-date via the ACE CRM integration, OutSystems GTM teams can truly focus on co-selling with AWS and not the burden of manual deal registration. “The ACE CRM integration has been a strategic initiative enabling OutSystems to programmatically share over 1,200 opportunities this year with AWS and perform an automatic update on 40% of the opportunities every month, forming the foundation of our GTM efforts and achieving over a 60 percent co-sell win rate,” says Simon.
This automated opportunity management and sharing enabled sales teams to spend time collaborating and co-selling, which helped OutSystems demonstrate the value it brought to AWS customers through shared opportunities. Understanding this value, AWS then began sharing more opportunities. Adds Robson Grieve, Chief Marketing Officer for OutSystems, “By reaching this critical mass, we have gone from a relatively unknown independent software vendor to a trusted technology enablement partner.”
Sanjeev Mittal, Senior Partner Manager for AWS, says, “ACE CRM integration with OutSystems has resulted in rapid co-sell pipeline growth across all regions taking advantage of our global presence. The automation in opportunity sharing has reduced duplication of entering opportunity data, helping OutSystems move away from manual processes and reducing overhead. This has significantly contributed to joint goal attainment and freed up time for Partner Development Managers, Business Development Managers, and OutSystems Alliances, allowing them to focus on strategic initiatives such as building migration practice with global systems integrator partners, fostering brand awareness and industry vertical focus, and bringing OutSystems applications to market on AWS Marketplace.”
Driving Consistency through Templates
OutSystems has used templates within the ACE CRM integration to increase the consistency of its messaging globally. “That means every time someone at AWS looks at the pipeline, they see OutSystems all over the place. That shows we are constantly bringing opportunities to AWS,” says Lubrano. “AWS has thousands of partners registering deals, so we have to find a way to differentiate ourselves. Using templates helps us do that by presenting a unified message that shows we offer many opportunities to work together. The result is that we are now receiving many more opportunities from AWS sellers that help grow our business.”
“The ACE CRM integration has been a strategic initiative enabling OutSystems to programmatically share over 1,200 opportunities this year with AWS, forming the foundation of our GTM efforts and achieving over a 60 percent co-sell win rate.”
- Jörgen Simon, Global Technology Alliances Manager, OutSystems
Guiding New Customer Conversations
While OutSystems has some customers that still use on-premise solutions, the company’s growing relationship with AWS is helping it explore new customer conversations. “Our partnership with AWS is steering our sellers to have larger conversations about cloud benefits,” concludes Simon. “They’re asking questions about cloud strategies and helping customers really understand the advantages of AWS. Being able to widen the discussion points is very exciting for us as we seek to grow our business even more.”
About the Partner
APN Program Participation
Published January 2022