Selling in AWS Marketplace Without Guessing: Analytics, Private Offers, and Co-Sell with Trés Vance

Описание: What happens when you treat AWS Marketplace like real commerce, not a static listing page?

In this episode of Behind the Shield, Gary Daemer and Jason Shropshire sit down in North Wilkesboro with Trés Vance, Executive Chairman of CloudSmart, to talk about the business mechanics behind modern cloud go-to-market: marketplace analytics, private offers, channel partner private offers, and why co-sell is the difference between “we built something” and “we built a business.”

Trey shares the origin story behind CloudSmart (starting with AMIs and “steak dinner money”), why marketplace reporting has historically been harder than it should be, and how CloudSmart Insights helps sellers understand who’s buying, why they’re buying, and what’s actually working. The conversation also dives into newer marketplace realities, including multi-product solutions and bundles, marketplace APIs, CRM integrations (Salesforce and HubSpot), and the coming wave of AI listings that may force everyone to rely on smarter search and better data.

You’ll also hear how InfusionPoints and Trey first connected through the early ATO on AWS days, why focus versus “we do every cloud” matters, and how rural North Carolina tech teams can absolutely compete with the biggest hubs without inheriting the traffic.

Topics covered:

Marketplace intelligence: payouts, customers, intent, trends

Public offers vs. private offers and why 95%+ of transactions are private offers

Co-sell vs. go-to-market and why it changes customer acquisition cost

Marketplace APIs and CRM connectors to eliminate swivel chair operations

Multi-product solutions: bundling software, services, and security tools

Usage-based pricing and making buying frictionless

Building tech talent pipelines in rural communities

🎧 Watch and listen to the full episode and drop your questions in the comments.