deal size growth
new opportunities through five campaigns
generated in pipeline revenue in under 2 weeks
Wipro & AWS Partnership Summary
Wipro, a global IT powerhouse, partnered with AWS to transform their enterprise cloud consumption and market approach. Recognizing the shifting landscape of cloud commitments, Wipro evolved from a passive marketplace strategy to an active, high-return partner model. Their collaborative approach to cloud marketplace solutions is redefining how enterprises consume cloud services and how technology partners go to market together.
AWS Marketplace: Design for Customer Need
Wipro's initial rollout on the AWS Marketplace lacked a complete plan to meet customer needs with specific solutions- having marketplace listings on their own wasn’t driving the desired impact, so they brought in dedicated partner leaders to create a strategy. The new plan built solutions up from customer needs and leveraged their strong relationships with AWS and ecosystem of tech partners.
The Partner Strategy
Wipro and AWS built a transformative partnership around the AWS Marketplace. Recognizing the increasing demand to drive cloud consumption, Wipro took a customer-centric approach focused on industry-specific solutions with their partners to drive larger deals and accelerated sales cycles. Their partnership strategy included four key focuses:
Offer Vertical Solutions - Wipro leveraged deep domain expertise to create targeted solutions, addressing unique challenges in sectors like healthcare and finance. It's about speaking the customer's language, not just tech-speak.
Leverage Existing Relationships - A bedrock of trust accelerates cloud adoption. Wipro used their long-standing partnerships as springboards for innovative solutions, building around their customer’s trusted partners.
Value Creation for All Parties - Wipro worked hard to create a win-win-win strategy that included AWS as a cloud partner. "We engage a lot with our ISVs on doing those tri-party solutions," says AWS's Jill Esposito. This approach fostered innovation, accelerated sales cycles, and drove larger deals.
Focus on Larger Deals - Designing multi-party solutions for the AWS Marketplace that could leverage customer’s pre-committed cloud spend helped drive larger deal sizes. "Our deal sizes are getting to about 10x of where we started," Andi said. Crafting comprehensive solutions that tackle enterprise-scale challenges and packaging them to meet customer budgets resulted in big pipeline creation gains.
Wipro's partnership with AWS marked a shift in their go-to-market strategy. The IT giant pivoted from traditional sales to a cloud marketplace-centric approach, focusing on customer-driven, industry-specific solutions. This transformation demanded new processes: co-selling with AWS and their tech partners, streamlining multi-vendor offerings, and leveraging AWS Marketplace transactions. Wipro's success hinged on automating these workflows, measuring partner-influenced revenue, and rapidly iterating on joint solutions.
Solution Co-Selling on AWS Marketplace
Wipro’s challenge was to transform partner-driven sales to capitalize on AWS Marketplace transactions while delivering integrated, multi-vendor solutions.
"60% or better of those customers have commitments to AWS that they need to retire, and of those, 80% like to use marketplace to transact," Andi Rose of Wipro explains. This stark reality underscored the need for change.
Wipro's pivot wasn't just about technology; it was about reimagining partnerships in the cloud era. Their success story shows how established IT titans can evolve in the face of digital disruption.
“We just launched a program very focused on an opportunity in the market, and in less than two weeks, we had realized over $100 million in pipeline opportunity. So really fast moving potential for us.”Andi Rose, Global Strategic Alliances at Wipro
Scaling with WorkSpan
WorkSpan was crucial in scaling Wipro and AWS's partner strategy. The software streamlined partner operations, accelerated joint go-to-market activities, and made it easy to track early and lasting program success. By automating partner revenue flows, WorkSpan freed the partner managers to focus on strategy, relationship-building, and field engagement. This shift accelerated innovation, collaboration, and larger deals. As Jill Esposito of AWS noted, WorkSpan's operational integration was key to Wipro’s and their ISV partner’s success in the marketplace.
“I don't think some of our ISVs would have a success like they do today without partners like WorkSpan.”Jill Esposito, Principal, AMER Scale Partner Manager, AWS
The Results
"WorkSpan has enabled us to be very smart. You've given us a lot of guidance and best practices," said Andi Rose of Wipro. The impact was tangible: five campaigns since summer led to over 1500 new opportunities, thanks to CRM integration with AWS teams.
The platform's ability to operationalize complex partnerships and provide crucial insights into customer behavior transformed how Wipro leveraged technology to sell technology in the cloud marketplace era.
Conclusion
Wipro’s AWS Marketplace strategy showcases how GSIs can bring an industry solution strategy to market quickly. Meeting customer needs and committed cloud budgets with integrated solutions is a winning strategy. By aligning cloud and tech partners in their GTM and packaging compelling offerings for the AWS Marketplace, Wipro’s partnering team successfully sourced larger, fast moving deals.
