Turn AWS buying signals into qualified play plans
Prospectory turns account signals into the evidence AWS sellers, alliance teams, and revenue operators need to decide whether an opportunity is ready for a play plan, co-sell support, POC scoping, or private offer motion.
Qualification view
Play plan admission
A qualification flow for marketplace revenue
The goal is not more accounts in motion. The goal is better evidence before the team spends AWS, partner, seller, and technical resources.
Signal
Identify AWS-heavy accounts with cloud spend, migration urgency, compliance drivers, partner relationships, and marketplace procurement fit.
Qualify
Validate the economic buyer, approval path, technical fit, pain, champion, competition, data readiness, and POC success criteria.
Plan
Build the account play, AWS field narrative, CRM handoff, POC scope, partner responsibilities, and private offer path.
Scale
Track qualified plays by conversion, co-sell engagement, private offer progress, implementation friction, and repeatable signal patterns.
What must be true before an account enters the play plan
Deal qualification
Commercial evidence that the account is worth AWS seller attention.
- Named economic buyer with budget ownership
- Decision criteria such as accuracy, cost, risk, timeline, and compliance
- Known decision path, approval chain, paper process, and procurement owner
- Clear pain, current cost, internal champion, and competitive alternatives
Technical validation
Delivery evidence that the offer can work in the buyer environment.
- Known blockers across infrastructure, security, data, or integrations
- Architecture fit and any deviations from the standard delivery pattern
- Split of seller deliverables, Prospectory support, AWS support, and partner work
- ProServe or specialist support required before the opportunity advances
POC scoping
Execution evidence that the buyer and seller share the same test plan.
- Specific workflow in scope rather than a broad transformation theme
- Data readiness, labeled examples, access constraints, and quality baseline
- Cloud, edge, hybrid, or on-prem requirements
- Success metrics with threshold, owner, deadline, and next step
Match each signal to the evidence and play it deserves
A signal becomes useful when it points to a specific qualification question. The matrix gives teams a common way to move from account discovery to play-plan execution.
Give every team the same qualification record
AWS field teams
- Why this account matters
- What buyer pain exists
- What support is needed
Alliance leaders
- Which accounts deserve co-sell
- Which plays are repeatable
- Where partner work fits
Sales teams
- Who owns budget
- What to ask next
- How to move toward private offer
RevOps
- Qualification fields
- Stage gates
- Play performance reporting
Build the gate between signal and scale
Use Prospectory to define which AWS-ready accounts are qualified, which play they should enter, and what evidence should travel with the opportunity.