Investments in GTM Technologies Accelerates Adoption of AWS

Client - Amazon Web Services (AWS)

Industry - Cloud Computing

Built numerous GTM systems to support a more targeted GTM strategy that was industry-specific, allowing sales to pursue the right opportunities at the right time and drive more sustainable and predictable revenue growth

32% increase in year-over-year (YoY) annualized revenue

17 day reduction in deal desk's time-to-close

27% increase in forecasting accuracy

250% increase in return on investment (ROI)

The sheer number of AWS services and diversity of customers lulled AWS into pursuing a generic, one-size-fits-all GTM approach, causing the company to lose market share to competitors offering industry-specific solutions. To reverse course, AWS needed to develop more specialized GTM motions and the tech stack to support a more data-driven approach to selling.

Reorganized the business unit into industries, with assigned industry specialists

Built an application to identify each customer's total addressable IT spend and categorize workloads

Built an investment management system to support GTM programs

Refined funnel workflow and gap-to-goal processes to improve forecasting accuracy

Moved away from horizontal, generic GTM motions and created targeted, industry-specific collateral and programs supported by data-driven insights

Aligned teams around industries and common use cases to improve the customer experience and outcomes and enhance the performance of the sales organization

More predictable growth allowed AWS to confidently reinvest in its customers and business

Created a more scalable and transparent process for customer investment programs, accelerating $880 million in annualized spend within one year of implementation