Why $80B AWS Is ‘Partner Obsessed’: Selipsky, Borno Leading The Charge
Summary
Justin Copie couldn’t believe it: Amazon Web Services worldwide channel chief Ruba Borno was taking him, the head of an SMB-focused AWS partner, out to dinner to get a clear message across. “Under Ruba and [CEO] Adam [Selipsky’s] watch, AWS’ ... program is now designed to be much more influenced by the voice of the partner.” Because of the positive partner changes made over the past year under Selipsky and Borno—from driving co-selling deals through the channel to upskilling thousands of partners via new training programs—Innovative Solutions’ AWS sales have skyrocketed north of 300 percent in 2022 compared with 2021. “I joined AWS because of the incredible opportunity we have to innovate with our partners in service of our customers,” said Borno, who came to the company in November 2021 after a six-year stint at Cisco Systems. Not only did the two companies strategize and attack the deal as a team as part of the co-selling motion, but AWS also pushed the customer to leverage 2nd Watch for additional opportunities ahead. “You can really see the result in individual partners and the success that they’re experiencing.” Selipsky and Borno are pushing for the formation of new partnerships with ISVs, distributors and other technology vendors to help drive simplicity, co-selling and new customer opportunities.