Motion 3 · AWS Security Partners
Security buyers who are ready now, delivered to your sellers.
Greenway finds the companies in your markets that show an active security buying signal, reaches them in their own business language, and turns qualified buyers into tagged opportunities in ACE with a brief for your seller. You choose how much of the work Greenway runs.
- Qualify
- Partner fit score and readiness report
- Reach
- Email, LinkedIn, and phone
- Convert
- Opportunities in ACE
- Every signal
- Dated and sourced
Why security pipeline is hard to build
Timing decides the deal
Security budgets open around specific moments: a new security leader, an audit finding, new regulatory scope, an incident, or a cloud migration. Outreach that misses the moment is ignored.
Regulation varies by region
NIS2 and DORA in Europe and APRA's CPS 234 in Australia changed what many companies must show, and each country applies its rules in its own way. Generic messaging misses what the buyer is actually accountable for.
Security buyers distrust cold pitches
A security leader replies to a specific, credible observation about their situation, in their language, from someone who clearly knows the sector.
Replies need fast, skilled follow-up
A positive reply that waits two days goes cold. Many security partners have experts but nobody to qualify and book meetings.
Qualify, reach, convert
The security motion runs in three stages, each with a clear output for your team.
1 · Qualify: ready before launch
A partner fit score and an AI readiness report, so your offer, content, and ideal customer profile are set to convert before the first message goes out.
2 · Reach: buyers showing intent
High-propensity security buyers researched across 128+ data points, with a source on every signal, reached by email, LinkedIn, and phone in the buyer's language.
3 · Convert: pipeline in ACE
Qualified buyers become tagged opportunities in ACE with a brief. At the Done For You level, a virtual concierge books meetings and manages calendars.
Security signals Greenway watches for
These are examples of the moments that open a security budget. Greenway maps each one to the offer in your portfolio that fits it.
Step 1
New security leadership
A first CISO or Head of Information Security is hired, or a new IT director arrives with a mandate to review controls.
Step 2
New regulatory scope
A company grows into NIS2 scope, a financial firm prepares for DORA, or an Australian financial services firm reviews its CPS 234 controls.
Step 3
Incidents nearby
A ransomware attack or breach disclosed by the company or by peers in its sector and region.
Step 4
Cloud change and security hiring
A migration to AWS, open roles for security engineers or SOC analysts, new compliance certifications pursued, or cyber insurance requirements tightening.
A security buyer, as your seller sees it
The signal, the need, the person, and the opening angle, in one card.
- Signal
- Appointed its first Head of Information Security last month. As a mid-sized machinery maker it is likely within NIS2 scope.
- Need
- Show progress on NIS2 risk-management measures before the next audit, across workloads that moved to AWS last year.
- Buyer
- Head of Information Security, Bergmann Präzisionsteile GmbH, a 260-person manufacturer near Stuttgart.
- Channel
- LinkedIn connection request and a phone call in German. Email only with prior consent, as German law requires.
- Your angle
- Offer a fixed-scope AWS security baseline review mapped to NIS2 risk-management measures, written in formal German.
Illustrative example. Bergmann Präzisionsteile GmbH is a fictional company.
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?
The security motion suits partners with a defined AWS security offer and the experts to deliver it.
A strong fit
- You hold an AWS security specialization or deliver security services on AWS
- You have packaged offers, such as a security assessment, managed detection and response, or a compliance readiness review
- You sell to SMB and mid-market companies in one or more countries
- You want qualified security opportunities registered in ACE
Usually a poor fit
- You only resell security products without services
- Your offers are custom projects that cannot be explained in one message
- You have no capacity to run discovery calls within a few days of a reply
Questions to bring to the first call
- Which security offer do you want to sell more of this year?
- Which sectors and countries do your best security customers come from?
- Who runs discovery calls today, and how fast can they respond?
- Which regulations do your buyers ask about most?
Frequently asked questions
Which security signals does Greenway use?
Greenway watches 115+ buying signals and maps them to your security offers. For security partners the most useful are new security leadership, regulatory scope, nearby incidents, cloud migration, security hiring, and compliance projects.
How do you handle outreach rules in different countries?
Channels are set per country. In Germany, for example, advertising email to businesses needs prior consent, so outreach there starts on LinkedIn and by phone. Each region page lists how outreach usually runs in its main markets, and every message offers a simple way to opt out.
Does Greenway write security content?
At Done With You and above, messages are written by subject experts and approved by you. At Done For You they are written in several languages, and at Global Markets they are translated and proofread by people in each market.
Can opportunities go straight into ACE?
Yes. At Done For You and Global Markets, Greenway creates the opportunity in ACE for you and connects Salesforce or HubSpot so your CRM stays current.
Get the Security Partner GTM 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.
- Distributors and ResellersFor AWS Authorized Distributors who want to know which resellers can win in SMB, recruit new ones, and give the best a daily pipeline engine.
- 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.