Episode 3: Why AWS Won’t Send You Leads (And What ISVs Must Do Instead) with AJ | The Jen GTM Show скачать в хорошем качестве

Episode 3: Why AWS Won’t Send You Leads (And What ISVs Must Do Instead) with AJ | The Jen GTM Show

Most SaaS ISVs expect AWS to generate leads for them. That assumption breaks early Marketplace motions. In this episode, Avadhoot Jawali explains why—and what actually drives hyperscaler co-sell traction. AJ manages hyperscaler co-sell partnerships for Kore.ai across Asia Pacific and previously led the same function at Glean. He brings 12 years in channel sales, including 8 years focused specifically on hyperscaler GTM. In this episode of The Jen GTM Show, AJ breaks down: → The most common GTM failure in hyperscaler partnerships (a sequencing error, not a product issue) → The 6–9 month foundation required before co-sell traction appears → Why giving leads to AWS precedes receiving any → The fastest way to get AWS field engagement, including in-person interaction → How the first win becomes internal momentum inside AWS If you’re a SaaS founder or revenue leader building an AWS Marketplace motion, this discussion clarifies what actually moves deals forward. TIMESTAMPS 00:00 — Intro 00:53 — AJ’s background (Kore.ai, hyperscaler partnerships) 01:37 — The biggest GTM pain point ISVs face with hyperscalers 02:01 — “AWS is not a vending machine” — expectation mismatch 02:14 — The 6–9 month foundation framework 02:55 — One piece of advice for SaaS founders 03:19 — Where to start: registrations, portals, relationships 04:30 — Fastest way to build AWS field relationships 04:42 — First win → case study → field momentum 05:16 — Wrap and key takeaways LINKS Website: https://saasnova.ai Book a GTM Strategy Call with Jen Dawson:https://calendly.com/jen-saasnova/ LinkedIn:   / saasnova   Jen’s LinkedIn: linkedin.com/in/jenepherdawson Email: operations@saasnova.ai ABOUT THE JEN GTM SHOW The Jen GTM Show features operator-level conversations with SaaS founders, CROs, and cloud partnership leaders who have scaled real revenue through AWS Marketplace. No theory. No strategy decks. Just execution playbooks from the people who've done it. Hosted by Jen Dawson — founder of SaaSNova. ✨ New episodes Every Week. SUBSCRIBE for operator-level insights on AWS Marketplace GTM and hyperscaler co-sell execution. #SaaSNova #techinnovation #saas #b2bmarketing #techpartnership #b2b #buildrelationships #cosell #techecosystem #salesstrategy #cloudcomputing #isv #innovationpipeline #aws #pipelinedevelopment