Many tech companies build their solutions on top of cloud services from Amazon, Google and Microsoft and encounter resistance when selling into banks and other regulated financial services organisations.
We were fortunate to bring in specialists from Amazon Web Services team to advise our portfolio on development, operational and commercial best practice when encountering these objections.
1. Sell to customers already using AWS
- Verify if they are case studies on AWS site
- Check the job boards to see the cloud specialists they are recruiting for
- Start with and sell to the line of business contact but ask to be connected with the cloud team and engage the cloud specialists across the organisation.
2. Understand the AWS operating standards and obtain a copy of the SOC2
- The security of the infrastructure, plus security of the cloud is AWS’s responsibility.
- While the security of the application is your responsibility.
- They take care of security OF the cloud (from data center to hypervisor). You take care of security IN the cloud (basically the application).
3. Explain how you have architected for security
- Perform a “well-architected” review with AWS. This is hands on with Amazon looking at everything from ‘do we have the skills to build out on AWS through to resilience of an instance.
- Be explicit about your standards and how you manage data. Clients will want to understand your governance, for example where data resides, who has access.
4. Get on the AWS radar
- Get added to their list of start-ups on AWS partner list.
- AWS has list of best practices and can show clients what that entails. You can explain how you’ve met that advice.
5. Engage AWS resources for pre-sales
- If you are encountering problems selling AWS into major organisations engage their biz dev team. They want to help.
6. Get on the Activate Programme for cloud services / discounts
Posted by Stephen Millard, Chief Platform Officer, Notion.