AWS Marketplace 中的基于解决方案的销售策略.pdf

1、 2025,Amazon Web Services,Inc.or its affiliates.All rights reserved.2025,Amazon Web Services,Inc.or its affiliates.All rights reserved.P E X 1 1 0Solution-based selling strategies in AWS MarketplaceAsha ThoyakatVincent PetitBusiness Development,AWS MarketplaceProduct Management,AWS Marketplace 2025,

2、Amazon Web Services,Inc.or its affiliates.All rights reserved.How would you build this kitchen?2025,Amazon Web Services,Inc.or its affiliates.All rights reserved.What is AWS Marketplace?Scale and reachProcurement benefits30,000+listings 70+categories 6k+sellers Global reachNegotiate custom terms and

3、 pricingStreamline vendor managementMaintain procurement controlStandardize procurement experience 2025,Amazon Web Services,Inc.or its affiliates.All rights reserved.Product vs solution procurementLine of BusinessComprehensive solutions Business stakeholdersOutcome focus Ready to deploySolution use-

4、casesZero Trust Security Contact Center Modernization Observability&Monitoring GenAI TransformationBuildersIndividual product selectionTechnical buyers Product features focusComponent integration 2025,Amazon Web Services,Inc.or its affiliates.All rights reserved.Combine all the products and services

5、 your customer needs into a single,ready-to-buy solution.Simplify their buying journey and your sales motionIntroducing multi-product solutions in AWS Marketplace 2025,Amazon Web Services,Inc.or its affiliates.All rights reserved.How multi-product solutions help you succeedScale solution selling tai

6、lor,expand,and replicate your offers across customer engagements.Streamline procurement combine benefits of Marketplace and a streamlined,singular purchase motionTransform your go-to-market deliver complete solutions that speak to customer outcomes and industr