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AWS Partner Program Incentives

In an interview we published last week with a Former Go-to-Market Strategy Director at AWS, the executive noted that the 'third wave' of cloud adoption will be driven by the ability of hyperscalers to effectively partner with SaaS companies to build customised, vertical cloud solutions for enterprise customers. Microsoft's history of enterprise sales has given its Partner Network a slight edge over AWS today.

from my observations. Azure, a different organizational philosophy, but equally tenacious and equally structured. They don’t have exactly the same lexicon for their innovation engine, but they’re very focused on it and they’re very focused on partners. A lot of those examples of innovation really happen with partners. Yes, AWS does that, but look between the lines when you see the announcements for Microsoft Envision and other conferences they have, versus re:Invent and I think you’ll see more of these credible industry solutions that we’re talking about that are endemic of this third wave of growth and market maturation. You’ll see more of this from Azure. - Former GTM Director at AWS

Over the last few years, AMZN has revamped its Partner Program to drive more co-selling between AWS and companies like Snowflake.

This has led to a new incentive structure for sales reps:

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