How to Land AWS Opportunities

Hyperscaler marketplaces, such as AWS, are profoundly transforming enterprise procurement behaviors. They enable marketplace operators and technology advisors to engage audiences with unparalleled efficiency and sophistication. As advisors strive to build and scale their AWS practices, understanding these transformative strategies is crucial.

Expanding cloud infrastructure opportunities

Why data center capacity and AI trends matter

Rapidly growing data center demands, driven by AI storage needs, are doubling storage requirements by 2027. This surge impacts cloud service costs and availability, requiring proactive planning from customers. Advisors can guide clients to anticipate pricing increases, secure resources, and develop scalable, energy-efficient cloud strategies—areas ripe for expanding portfolios and revenue. Understanding these factors allows advisors to facilitate informed customer decisions and align cloud solutions with strategic business goals.

Read more about what’s happening in the cloud infrastructure market, and how it impacts technology advisors in our blog, “Power Your Customers’ Growth With Cloud Infrastructure Solutions.”

Navigating the hyperscaler landscape

In this environment, AWS stands as a significant agent for enterprise transformation, offering expansive cloud services that enhance delivery and unlock substantial growth. John Dinsdale from Synergy Research Group notes AWS's position to capture traditional cloud migration and AI budgets, with a remarkable growth in cloud revenues, highlighting AWS's essential role in providing scalable, efficient cloud solutions crucial for modern businesses.

Want to start or scale your AWS practice? AppDirect makes it easy.

We help advisors transfer existing customers’ AWS accounts so they’re distributed through the AppDirect Marketplace. With a simple billing transfer process, AppDirect advisors can build their hyperscaler practice quickly, and maximize their MRR.

We’ll dive into this more at our Thrive breakout session, “Land and expand with fast-growth hyperscaler technology.”

Sign up to become an AppDirect advisor today, or talk to your Channel Sales Manager (CSM) for more details.

The rise of hyperscaler marketplaces

Hyperscaler platforms like AWS are reshaping business strategies by offering agile, scalable solutions that address diverse enterprise needs. For advisors, there are opportunities to leverage AWS integrations and capture more market share. This becomes especially relevant with projections indicating more than half of hyperscaler transactions are expected to transition through channel partners by 2027. To align with this major shift, advisors need to deepen their AWS engagement and ensure robust client strategies.

With more than 50% of all hyperscaler transactions expected to flow through channel partners by 2027, technology advisors are positioned as leaders to guide businesses in strategically incorporating marketplace spending into their cloud strategies. —Canalys (Omdia)

Building a customer-centric expansion framework

For technology advisors aiming to maximize hyperscaler opportunities, developing a flexible, effective framework centered around customer needs is vital. Here are strategic practices to consider:

• Customer-centric catalog design: Marketplaces that integrate advanced search and filter functionalities into digital marketplaces aids product discovery and navigation, enhancing user experience and satisfaction. Providing tools for personalization and workflow customization can help clients better identify solutions that align with their needs and goals.

• Leveraging hyperscaler scalability: Supported by cloud service experts, advisors can optimize marketplace infrastructure for scalability and elasticity. Diversifying engagements across multiple cloud platforms helps mitigate risks while leveraging innovations keeps marketplaces competitive as demands evolve. This flexibility supports businesses in quickly adapting to changing market conditions.

• Strategic assessments and asking the right questions: Conducting strategic assessments involves asking critical questions such as “What are your infrastructure goals?” and “What challenges have you faced with your current infrastructure?” These queries help sharpen focus on tailoring solutions that drive innovation and ensure alignment with client objectives. Advisors should consider using structured surveys and interviews to gain deeper insights into client needs and constraints.

• Cost optimization: Cost optimization and right-sizing these environments continues to be very important. Customers are often paying for things they don't need and overconsuming resources.

Actionable steps to capture AWS opportunities

Check out AppDirect Academy courses to drive infrastructure customer conversations. Our 101 and 201 infrastructure learning plans will help you close more deals with valuable market insights and specific questions to approach customer pain points and objections. Technology advisors play a vital role in capturing AWS opportunities through:

1. Pinpointing and addressing customer needs: Utilize AWS assessment tools to design solutions addressing infrastructure gaps. Tailored offerings assist clients in navigating complex IT environments efficiently, fostering strong business relationships and long-term loyalty. Understanding specific client requirements enables advisors to deliver precise guidance on effective cloud resource allocation.
2. Innovating through strategic partnerships: Collaborate with AWS and other technology partners to deliver comprehensive solutions, broadening marketplace offerings. Strategic partnerships facilitate access to funding and shared expertise, driving rapid catalog growth and enabling robust market solutions. Advisors should continuously seek new partnerships that can provide additional resources and capabilities to their clients.
3. Creating a growth-oriented roadmap: Develop strategic roadmaps that anticipate market evolution, prioritizing scalability and agility in design. Tackle hurdles related to billing and resource constraints through professional services, ensuring client satisfaction and operational success. Regularly reviewing and updating these roadmaps is essential in maintaining relevance and effectiveness as market dynamics shift.

Want a deeper dive? Check out AWS Cloud Computing resources available in the AppDirect marketplace.

Explore deeper insights at Thrive 2025

Join industry leaders at Thrive 2025 to gain deeper insights into effective catalog expansion strategies. Connect with experts to explore real-world applications and propel your marketplace to new heights. Thrive 2025 is an invaluable opportunity to gain actionable insights and capitalize on the expansive AWS opportunities that await.

Maximize AWS opportunities—register today for Thrive 2025 in Austin, August 25-27: www.appdirect.com/thrive.