Marketplace Success Driving Sales & AWS Partnership

Описание: In this episode of Inside Partnering, we sit down with Chandos Quill, SVP of Channels and Alliances at Epsilon, live from AWS re:Invent. Chandos shares how she is building a modern, centralized partnership function inside one of the world’s leading data and marketing technology organizations. From cloud alliances to data channels to Martech platform integrations, Epsilon is reshaping its partner ecosystem with a clear focus on quality over quantity.

Chandos also discusses the company’s first major AWS Marketplace win, why sellers need a new mindset for cloud GTM, how infrastructure partners open doors to IT and procurement, and how data privacy, clean rooms, and AI are shaping the future of customer engagement.

Whether you work in alliances, cloud GTM, data products, or enterprise marketing, this conversation offers valuable insights into building partner motions that drive real revenue and long term strategic value. 

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Chapters

00:00 Intro
00:47 Who Epsilon is and what they do
03:31 Building a centralized partnership function
06:00 Partner categories at Epsilon
07:44 Quality over quantity
08:28 AWS Marketplace wins
10:00 Seller mindset shift
11:20 Aligning IT and Marketing motions
12:53 Data privacy and clean rooms
14:08 AI and one to one marketing
17:00 How Epsilon aligns data, tech, and services
18:25 Closing thoughts

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Key Takeaways
1. Epsilon is building a disciplined, centralized partnership function with strong executive support.
2. Cloud alliances - especially AWS - are unlocking new access to IT and procurement.
3. Marketplace deals are accelerating seller enthusiasm and partner alignment.
4. Epsilon prioritizes depth over breadth in its partner ecosystem.
5. AI, clean rooms, and privacy centric data stewardship are shaping future partner strategy.

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Key Quotes
• “We focus on the most important thing that Epsilon can bring to add value on top of the partners’ technology or products.”
• “We closed an extremely large deal through the Marketplace… it’s gotten the attention of our sales people.”
• “Some of our sellers are newer to that idea of how you can use an AWS partner to help us get those relationships with IT.”
• “Less is more - we don’t need more partners. Let’s get traction first.”

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Final Thoughts

This episode is ideal for partner leaders, cloud marketplace professionals, Martech operators, and anyone shaping GTM strategy in data driven organizations. Chandos offers clear, practical lessons for scaling alliances in a complex enterprise environment.

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Hashtags

#InsidePartnering #Epsilon #AWSreinvent #Alliances #Marketplace #CloudGTM #DataMarketing #AIinMarketing