Partner Discovery¶

Find complementary AWS ISV partners for joint GTM campaigns using AI-powered matching.

How Matching Works¶

The Co-Sell Matching Algorithm evaluates potential partners across four dimensions:

Dimension	Weight	What It Measures
ICP Overlap	35%	Target customer profile alignment
Product Fit	30%	Complementary offerings (not competitive)
Market Alignment	20%	Geographic and vertical overlap
Engagement History	15%	Past collaboration success

Match Score¶

Partners receive a match score from 0-100:

80-100: Excellent match — High co-sell potential
60-79: Good match — Worth exploring
40-59: Moderate match — Selective opportunities
Below 40: Low match — Limited alignment

Setting Up Your Profile¶

Complete your partner profile to enable discovery:

1. ICP Definition¶

Define your Ideal Customer Profile:

Company Size:
  - SMB (1-100 employees)
  - Mid-Market (100-1000)
  - Enterprise (1000+)

Industries:
  - FinTech
  - HealthTech
  - SaaS
  - E-commerce

Tech Stack:
  - AWS native
  - Kubernetes
  - Microservices
  - Data analytics

2. Product Categories¶

Specify what you offer:

Primary Category: Security, DevOps, Data, etc.
Sub-Categories: Specific product types
Integrations: What you connect with
Deployment: SaaS, self-hosted, hybrid

3. Target Markets¶

Define your geographic and vertical focus:

Regions: North America, EMEA, APAC
Countries: Specific market focus
Verticals: Industry specializations

4. Co-Sell Preferences¶

Specify collaboration preferences:

Campaign Types: Webinars, content, events
Capacity: How many active partnerships
Goals: Pipeline, awareness, thought leadership

Discovery Process¶

Step 1: Browse Matches¶

Navigate to Co-Sell > Partner Discovery to see AI-matched partners.

Each match card shows:

Company name and logo
Match score (0-100)
Key alignment factors
Product category
Quick actions

Step 2: Review Match Details¶

Click a partner to see detailed analysis:

ICP Overlap Analysis:

Company Size: 85% overlap (both target Mid-Market)
Industries: 70% overlap (shared FinTech, SaaS focus)
Tech Stack: 90% overlap (AWS native, Kubernetes)
Overall ICP Score: 82/100

Product Complementarity:

Relationship: Complementary (not competitive)
Integration Potential: High
Customer Use Case Fit: Strong
Combined Value Proposition: Clear
Overall Product Score: 78/100

Market Alignment:

Geographic Overlap: North America (90%)
Vertical Focus: FinTech, SaaS (85%)
Buyer Persona Alignment: CTO, VP Engineering (80%)
Overall Market Score: 85/100

Step 3: Send Invitation¶

If the match looks promising:

Click Send Invitation
Add a personalized message
Specify collaboration interest (webinar, content, etc.)
Submit invitation

Example Invitation Message:

Hi [Partner Name] team,

We noticed strong ICP overlap between our companies —
we both target mid-market FinTech companies using AWS.

Our [Product] complements your [Product] well, and we see
potential for a joint webinar or content series targeting
DevOps leaders.

Would love to explore a co-sell motion together.

Best,
[Your Name]

Step 4: Manage Invitations¶

Track invitation status in Co-Sell > Invitations:

Status	Description
Pending	Awaiting partner response
Accepted	Partnership active
Declined	Partner not interested
Expired	No response (30 days)

Filtering & Search¶

Match Score: Minimum threshold (e.g., 70+)
Product Category: Security, DevOps, Data, etc.
Company Size: SMB, Mid-Market, Enterprise
Region: Geographic focus
Campaign Type: Webinar, content, event interest

Search¶

Search by: - Company name - Product keywords - Industry focus

Best Practices¶

1. Complete Your Profile¶

Partners with complete profiles get 3x more inbound invitations.

Profile Completeness

Aim for 100% profile completion. Missing fields reduce match accuracy.

2. Be Specific About ICP¶

Vague ICP definitions lead to poor matches. Be specific:

Good: "Mid-market FinTech (200-1000 employees) using AWS, Kubernetes"
Poor: "Companies that use cloud"

3. Highlight Integrations¶

Partners look for complementary products. Clearly list: - What you integrate with - APIs and connectors available - Joint deployment scenarios

4. Set Realistic Capacity¶

Don't accept more partnerships than you can actively manage:

1-2 partnerships: Best for focused execution
3-5 partnerships: Manageable with dedicated resources
5+ partnerships: Requires partner program infrastructure

5. Personalize Invitations¶

Generic invitations have 40% lower acceptance rates. Always: - Reference specific alignment factors - Propose concrete collaboration ideas - Show you've researched their product

Privacy & Data¶

What's Shared¶

Company profile (name, industry, size)
Product categories and integrations
Target market information
Co-sell preferences

What's NOT Shared¶

Customer lists (until CleanRooms analysis)
Revenue data
Internal metrics
Proprietary information

Next Steps¶

Once a partnership is active: