Targeted Transformation Module (TTM) on Profitability
Summary
An Advanced Tier Services Partner based in the UK, focused on managed AWS services, completed the Profitability TTM in 2025.
They described the experience as:
“The most practical and immediately useful engagement we’ve had through an AWS program.No vague guidance or promises — just real problems solved on the spot. We left with actual work done, not just ideas or frameworks.”
Partner Challenge
Despite years of experience with AWS, the partner’s growth had plateaued. Their core concern:
“We hear about many AWS programs and benefits — but choosing the right one, at the right time, to meet our strategic goals and customer needs is a challenge. How can we simplify our journey and maximize the ROI of our AWS partnership?”
They described:
- Inconsistent lead flow
- Limited visibility within AWS and time-consuming navigation of the ecosystem
- Uncertainty about which AWS programs to use, when, and how
- A need to sharpen how they sell and communicate their value — to both AWS and customers
Our Approach
The engagement began with a focused diagnostic to understand the partner’s current profitability model and constraints. This was followed by a series of targeted working sessions, where we worked directly with the partner’s CEO and COO to clarify the commercial positioning of their AWS offerings and strengthen differentiation and value articulation.
Through targeted working sessions, we uncovered hidden blockers in their go-to-market approach — revealing that several perceived constraints were symptoms rather than root causes.
We then simplified and aligned the partner’s use of AWS programs, funding mechanisms, and benefits with their long-term profitability goals, ensuring that enablement activity supported a clear commercial strategy rather than driving disconnected effort.
The engagement resulted in a tailored Partner Profitability Maximiser Plan, designed not only to improve recurring revenue and conversion, but to serve as a lasting strategic lens for leadership to guide all AWS-related decisions.
The Outcome
As a result of the engagement, the partner made a fundamental shift in how they position, sell and deliver AWS value — creating the foundation for repeatable profitability and stronger AWS multipliers:
- Redesigned its go-to-market approach by introducing a structured, assessment-led entry point for customers, enabling clearer value articulation, higher-quality opportunities, and more consistent deal outcomes.
- Adopted a commercial framework for structuring AWS deals, helping teams focus on services and engagement models that maximise customer value and AWS multipliers.
- Aligned sales, delivery, and leadership around a shared profitability lens, improving decision-making across pricing, scope, and customer prioritisation.
- Secured Amazon RDS Service Delivery and AWS Well-Architected Partner designations
- Established a repeatable framework for evaluating future AWS programs and investments based on commercial impact rather than activity alone.
- Successfully unlocked approximately $7,000 in AWS Marketing Development Funds (MDF) through targeted, strategic use of AWS benefits