The go-to-market mechanics: how AWS co-sell works, what a real engagement produces, and the numbers behind them. No gate, no email wall. If it helps you run the motion yourself, good.
How to run an AWS co-sell motion, in plain English — the two numbers the AWS field gets paid on, the machinery translated (ACE, ISV Accelerate, Private Offers, EDP), and the six moves your team runs on every deal.
"Co-sell doesn't run on how much AWS likes you. It runs on two numbers the AWS field gets paid on."
A product-led web-data platform had enterprise demand hitting an inbox and dying there. Crucible defined the enterprise ICP from in-product behavior, built the sales-assist layer and packaged offer, and stood up the first repeatable enterprise conversation, a motion the team now runs without us.
"We had enterprise demand hitting an inbox and dying there. Crucible turned it into a pipeline with real deals — at eight times our self-serve price point."Ben Dehghan · Co-founder, Data Miner
Name the accounts worth winning, then point marketing and sales at them as one team. Crucible installs this operating model for B2B software companies whose best deals run five and six figures and whose real buyers are a short, knowable list.
"Stop generating leads and hoping. Pick the accounts you want, then go win them."
Two worked examples of how Crucible reads a situation and sequences the motion. Illustrative, client details anonymized.
How Crucible diagnoses a go-to-market situation and sequences the motion: a developer-first data-infrastructure platform moving from bottoms-up adoption into enterprise standardization on AWS Marketplace. Segment selection, the AWS-sellable offer, lighthouse accounts, and the handoff.
Open the blueprint →How Crucible installs a revenue system inside a product-led B2B software company, turning scattered enterprise interest into a buyer path the team can run and a reseller/SI channel can sell. Team adoption to enterprise land-and-expand.
Open the story →A few engagements a year. Let's see if yours should be one.