About Accenture
Accenture is a global leader in consulting and technology services, delivering cloud modernization and digital transformation at scale. With deep AWS expertise, Accenture wanted to strengthen its Marketplace presence and create direct AWS-driven pipeline across multiple practices.
The Challenge
- Complex Portfolio: Multiple cloud solutions but no unified Marketplace GTM strategy.
- Procurement Friction: Large enterprise clients demanded AWS billing, but listings weren’t structured for CPPO/Private Offers.
- AWS Seller Engagement: Without co-sell playbooks, AWS sellers had limited ability to pitch Accenture solutions.
Our Approach
1. Marketplace Listing Standardization
- Optimized listings across Accenture’s AWS-focused solutions.
- Aligned copy, SEO, and visuals to enterprise buyer personas.
- Configured Private Offers/CPPO for simplified enterprise procurement.
2. FTR & Compliance Enablement
- Cleared FTR for key workloads (cloud migration, data analytics).
- Built reusable security & compliance documentation to accelerate future approvals.
3. Co-Sell Playbooks for AWS Sellers
- Designed workload-specific one-pagers (e.g., SAP on AWS, Data Modernization).
- Trained AWS field sellers via Lunch & Learns and briefings.
4. Competencies & Programs
- Accelerated competencies (Migration, Data & Analytics).
- Unlocked AWS ISV Accelerate, MDF funding, and partner demand-gen campaigns.
The Impact
- Marketplace listings standardized across solutions.
- FTR clearance accelerated enterprise trust.
- AWS sellers armed with co-sell playbooks.
- Direct AWS seller-routed leads via ACE.
