Motion 2 · AWS Distributors and their resellers
Turn your reseller base into AWS pipeline you can see.
AWS Authorized Distributors carry the AWS business for many resellers across many countries, and only a few of them generate pipeline on their own. Greenway scores every reseller on how likely it is to win SMB business, runs recruitment outreach to the ones you want, and gives your strongest resellers a Greenway agent that finds buyers every day and writes the outreach in their language.
- Reseller scoring
- 100-point SMB method
- Each activated reseller
- Up to ~20 decision-makers a day
- Pilot length
- 6 or 12 months
- Review
- Monthly, with AWS
The distributor's problem: a long tail that does not sell
You cannot coach everyone
A partner development team can work closely with a few dozen resellers. The rest sign the AWS Distribution Seller Agreement and wait for deals to arrive.
Effort goes to the wrong resellers
Without evidence, enablement time goes to whoever asks loudest. The resellers most likely to win SMB customers wait their turn.
Big lists, no timing
Large account lists say nothing about who is ready to buy, so most calls reach companies that are not, especially in smaller countries where every account counts.
Pipeline arrives late, if at all
Distributors usually see reseller demand only when a quote or order lands, long after the buyer started looking.
What Greenway runs for a distributor
Each one stands on its own. Most distributors start with scoring and a pilot, then add recruitment once they see the ranked list.
Score your reseller base
Every current and prospective reseller is scored from public evidence on proven SMB selling, SMB intent, co-sell readiness, SMB go-to-market fit, and momentum. No source, no points.
Activate your strongest resellers
Selected resellers get their own Greenway agent: up to about 20 decision-makers every business day, researched across 128+ data points, with the signal and the need behind each one.
Recruit the resellers you want
Greenway finds the sales, marketing, and alliance contacts at the IT providers you pick, writes recruitment outreach in their language, and hands every interested reseller to the right partner manager.
Readiness reports for every reseller
Each reseller gets a 100-point AI readiness report on its website and listings, a useful first conversation for your partner managers.
Marketplace-ready deals
Where the buyer is purchasing software, resellers can quote through AWS Marketplace Channel Partner Private Offers with your distribution team.
One view of the channel
See which resellers and countries produce qualified opportunities, in a monthly review with AWS and in Amazon Quick through MCP.
How a distributor pilot runs
Distributor pilots run for six or twelve months across the countries you choose. Resellers get buyers from their first week, get coached every week, and keep running Greenway on their own at the end.
Step 1
Before start: pick countries and owners
You choose the countries and name an owner for each one. You also share today's results from your current tools and calling, so the pilot has a baseline.
Step 2
Before start: nominate and score resellers
Your partner managers nominate 10 to 20 candidate resellers per country. Greenway scores each one on SMB focus, fit for this kind of buyer, and likely pipeline, and you pick the strongest together, usually about five per country.
Step 3
Week 1: onboard
A kickoff call with each reseller. Greenway builds the reseller's ideal customer profile from its go-to-market plan, so nobody fills in anything new, and the first high-propensity buyers arrive the next morning.
Step 4
Months 1 to 3: run and improve
Each reseller receives up to about 20 decision-makers every business day, matched to what it sells, and joins a 30-minute weekly call for coaching, metric review, and adjustments.
Step 5
Months 4 to 6: hand off
Calls move to every two weeks while the reseller runs the motion itself. A final report goes to you and AWS, and each reseller can continue with Greenway on its own.
Step 6
Every month: review together
You, AWS, and Greenway compare pilot resellers with similar resellers side by side, and agree each reseller's status and what changes next month.
What a scored reseller looks like
Each reseller arrives with the evidence behind its score and a recommended next step for your partner manager.
- Reseller
- Rhône Cloud Services, a 35-person IT provider in Lyon. Strong Microsoft 365 practice, no AWS practice yet.
- Evidence
- Named SMB customers on its website, packaged monthly support plans with published tiers, and a cloud architect job posted last month.
- Score
- 68 of 100: approach with a booster. Sells to SMB already; AWS intent is unproven.
- Next step
- Recruitment outreach in French to the managing director, leading with your AWS onboarding offer and a free readiness report.
Illustrative example. Rhône Cloud Services is a fictional company.
How Greenway scores a reseller
Five pillars, each answering one question your partner managers already ask. Every point needs a dated public source, and dealbreakers cap the score.
| Pillar | The question it answers | Evidence Greenway looks for | Points |
|---|---|---|---|
| Proven SMB selling | Do they already win SMB customers? | Named SMB customers, SMB-sized pricing, SMB as the core of the business | 30 |
| Deliberate SMB intent | Will they say yes to an SMB-focused relationship? | SMB-titled roles, SMB offers and campaigns, SMB events and programs | 25 |
| Co-sell readiness | Will they act on leads and incentives? | Vendor programs and marketplace listings, a visible sales team, a cloud or managed IT practice | 20 |
| SMB go-to-market fit | Can they sell profitably at SMB deal sizes? | Packaged offers, clear pricing tiers, a sales motion that matches how SMBs buy | 15 |
| Momentum and capacity | Are they growing now, with room for more deals? | Hiring, new offices, recent cloud moves, enough people to deliver | 10 |
Scores of 75 and above mean approach now, 60 to 74 approach with a booster, 45 to 59 nurture, and below 45 not a fit. Scores refresh every 90 days.
What the pilot measures
Each measure answers one question, in the order the answers become visible.
| Measure | What it shows | First read |
|---|---|---|
| High-propensity buyers delivered every business day | Greenway delivered what was promised | Week 1 |
| Reach rate: emails and calls that reach a real person | The contact data is accurate | Week 2 |
| Signal hit rate: conversations where the buyer confirms the signal | The reason to buy is real | Week 3 |
| Days from first buyer to first pipeline | How fast buyers become pipeline | Day 30 |
| Opportunities opened and their value | Buyers turn into pipeline | Day 90 |
| Wins | Pipeline turns into revenue | Month 6 |
A fair comparison every month
The monthly review answers one question: does this work better than what resellers use today? You pick the comparison groups from the same countries, with resellers of a similar size.
| Group | Who is in it | What it tells you |
|---|---|---|
| Greenway resellers | The resellers in the pilot | Results with daily high-propensity buyers and weekly coaching |
| Other tools | Similar resellers using the prospecting tool you provide today | Whether Greenway beats your current tooling |
| No tools | Similar resellers using neither | The baseline for the market and season |
Each review also gives every pilot reseller a status (on track, needs help, or at risk), what is working, and what changes next month.
Four engagement levels: pick how much Greenway runs
Every level researches buyers across 128+ data points and 115+ buying signals, and includes the partner fit score, prospecting templates, the AI readiness report, Amazon Quick, and a weekly check-in. Higher levels add validation, more channels, done-for-you execution, and local teams.
| Done By You | Done With You | Done For You | Done For You + Global Markets | |
|---|---|---|---|---|
| Best for | Partners with their own sellers who need better buyers to call | Partners who want to run outbound with Greenway doing the heavy lifting | Partners who want a full outbound team without hiring one | Partners selling into several countries and languages |
| Buyer research | High-propensity buyers ranked on 128+ data points from 115+ buying signals | Ranked on 128+ data points, signals validated | Ranked on 128+ data points, signals validated and opportunities qualified | Ranked on 128+ data points, checked by people, plus local-market signals |
| Scores on every buyer | Propensity to Buy | Propensity to Buy and Propensity to Convert | Both scores plus opportunity qualification | Both scores plus opportunity qualification |
| Outreach | Greenway drafts, your team sends; email and LinkedIn templates | Messages written by subject experts; Greenway sends email and LinkedIn after you approve | Email, LinkedIn, and phone, in several languages | Adds native-language calling in market hours |
| Replies and meetings | Your team handles replies and calendars | A close note for every positive reply; calendar connected | Greenway qualifies replies and books meetings with a brief for your seller | Greenway qualifies replies and books meetings with a brief for your seller |
| AWS co-sell in ACE | ACE-ready opportunity templates | ACE-ready opportunity templates | Opportunities created in ACE for you | Opportunities created in ACE for you |
| Amazon Quick | Connected through MCP | Connected through MCP | Connected through MCP | Connected through MCP |
| CRM | CSV export | HubSpot export | Salesforce and HubSpot connected | Salesforce and HubSpot connected |
| Onboarding | Self-service | Virtual | In-person kickoff, then virtual | In person, in each market |
| Account team | Dashboard and weekly call | Shared team and weekly report | Dedicated manager and full reporting | Dedicated manager and a local team |
Commercial terms depend on the level, the number of markets, and program eligibility, and are shared on the first call.
Is this motion a fit?
This motion suits distributors with an AWS practice and a reseller channel they want to grow in SMB.
A strong fit
- You are an AWS Authorized Distributor, or run the AWS business inside one, in one or more countries
- You have more resellers than your partner development team can coach one by one
- You want reseller-led opportunities registered in ACE and visible to AWS
- Each activated reseller can name a seller who works new buyers, join a 30-minute weekly call, and share outcomes such as replies, demos, call notes, and revenue so the agent keeps learning
Usually a poor fit
- Your channel is a handful of large resellers you already manage closely
- You only process orders and have no partner development function
- You are not ready to share reseller lists or recruitment targets
Questions to bring to the first call
- How many active AWS resellers do you have, and how many produced a new SMB customer last quarter?
- Which countries matter most this year, and who would own each one?
- Which resellers would you activate first, and why?
- What results do your current prospecting tools produce, so the pilot has a baseline?
Frequently asked questions
What does each reseller receive every day?
Up to about 20 decision-makers every business day, matched to what that reseller sells. Each comes with name and role, a verified email, LinkedIn profile, and phone number, the buying signal with its source, and a short note on why the company fits that reseller. The list is shorter when a market produces fewer high-confidence buyers.
Where do the buyers come from?
Greenway researches 270M+ SMB, greenfield, and mid-market contacts across more than 20 data sources, checks them against 115+ buying signals, and scores each buyer on 128+ data points. Signals include a new cloud hire, a funding round, a security incident, or a move off on-premises systems. Every outcome feeds back in, so the buyers get better each week.
Does Greenway contact resellers on our behalf?
Yes, if you choose the recruitment motion. You approve the target list, the message content, the sending identities, and the volume before anything goes out, and every interested reseller is routed to the partner manager you name.
Where does the reseller score come from?
From public evidence: the reseller's website, listings in vendor directories and marketplaces, job posts, and company data. Every point carries its source and date, and a claim without a source earns nothing.
Can partner teams reach Greenway from Amazon Quick?
Yes. Greenway connects to Amazon Quick through MCP for every partner, so partner managers and reseller sellers can ask about their buyers and results from the AWS workspace they already use.
Get the Distributors and Resellers details for your market
Partners and AWS partner teams use the same form. Send your details and the Greenway partner team will reply within one business day. The first call covers:
- Your free AI readiness report, so you see how buyers and AI answer engines find you today
- Which motion and engagement level fit your team, your markets, and your AWS goals
- Program eligibility for your partner type, region, and country
- A sample of high-propensity buyers from one of your target markets
Prefer email? Write to james@greenway.ai. AWS partner managers can send a partner's name and website to the same address.
Other partner motions
- Scaled Partner InitiativeFor AWS consulting partners, MSPs, and SIs selling directly to SMB and mid-market customers who want more AWS pipeline without hiring SDRs.
- Security Partner GTMFor AWS Security Partners and managed security providers who want security buyers showing an active buying signal, reached in their own language.
- Global MarketsFor partners selling across several countries who need outreach in the buyer's language, local business norms, native-language callers, and a local team.
- AWS Partner Program overviewAll four motions, every region, the engagement levels, and how to request program information.