From Zero to 32 Partners: Building a Channel That Actually Works
DataSense had a 'partner program' that was really just a logo on their website. We built them a real channel that generated $2.4M in new revenue and helped them leverage AWS Marketplace opportunities.
The Challenge
DataSense had tried partnerships before, but it was a mess. Their 'partner portal' was a shared Google Drive nobody used. Partners weren't selling because they didn't understand the product, and the one-page partner agreement was gathering digital dust. The founder was skeptical about investing more in partnerships after previous disappointments.
Our Solution
We threw out the corporate partnership playbook and focused on what actually works. We identified partners who already had the right customers, created simple training that didn't waste their time, and helped DataSense apply for AWS Marketplace and funding programs to make their solution more attractive to partners.
Found partners who actually cared
Instead of cold outreach, we identified 50 partners already working with their ideal customers and created personalized value propositions for each.
Created 'No Fluff' enablement
We built 20-minute training modules partners could digest quickly, focusing on how to identify opportunities and position the product against competitors.
Built a simple co-selling process
We created clear rules of engagement and a straightforward deal registration process that partners could understand without a law degree.
Leveraged AWS Marketplace & funding
We helped DataSense list on AWS Marketplace and apply for the AWS ISV Accelerate program, making it easier for partners to sell their solution and access funding for joint opportunities.
AWS Funding Support
Funding Secured
Received: $50,000 in co-selling funds + AWS Marketplace listing
We helped DataSense navigate the AWS Marketplace listing process and apply for AWS's co-selling program. This funding helped cover joint marketing activities with partners and made their solution more attractive through simplified procurement on AWS Marketplace.
Note: AWS funding and credits are provided at AWS's sole discretion. While we help clients navigate the application process, final approval and funding amounts are determined by AWS.
The Results
- 32 active partners onboarded in 12 months
- $2.4M in partner-sourced revenue
- Listed on AWS Marketplace, generating 22 new deals
- Secured $50,000 in AWS co-selling funds for partner activities
- Expanded into healthcare and finance verticals through specialized partners
"After our previous failed attempts at partnerships, I was skeptical. But these guys took a completely different approach. No fluff, no corporate BS, just practical steps that partners actually responded to. The AWS Marketplace listing was a game-changer for our channel sales, and the co-selling funds helped us run events we couldn't have afforded otherwise."
Sarah Winters
Founder, DataSense
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