How are you co-selling and co-innovating with your channel partners to drive successful business outcomes?
"I'm really excited about the innovations that we've made with partners, both to serve our customers better as well as to help create better businesses for our partners.
"This is the 10th anniversary year of the AWS Partner Network as well as the AWS Marketplace. These were the world's first cloud-native partner network and first cloud software marketplace.
"We've grown to over 100,000 partners from over 150 countries. By the way, 70 per cent of those partners are outside of the US, so it's not just a US-focused business.
"There are a lot of examples of things we're really excited about in terms of how we're working with partners.
"One example is the ISV Accelerate Program, which really gives our ISVs a clear and obvious path to successfully co-selling with AWS. It's a very clear set of go-to-market steps that we take together.
"In many cases, our own salespeople will be selling our partner services—and not an AWS service—if that's what's best for the customer. That's really all part of taking the long-term view but always doing the right thing for the customer.
"When we have partners who have innovated and created incredible solutions with us and on top of us, then it becomes an easy decision to put that in front of a customer because it drives customer value.
"We've also made significant investments to help create more customer demand, which benefits partners.
"We have a very significant go-to-market capability now across AWS—as you might imagine given the scale of our business—and we have many different ways that we bring partners along with that. You can really see the result in individual partners and the success that they're experiencing."
And what is your long-term commitment to channel partners as CEO in 2023 and beyond?
"Our commitment is that, since the first day that AWS launched, partners have been an intrinsic part of AWS' strategy for providing customer value.
"I expect that exact same commitment to continue for decades to come.
"We will keep on innovating. We will keep on figuring out how to build value for customers with partners.
"And we will keep on ensuring that partners have increasingly strong businesses building alongside and on top of AWS."
