Your AWS partnership isn’t stuck. Your motion is.
Kahpoch builds the co-sell motion AWS field teams actually respond to, designed by a former AWS PDM. Not external ecosystem learning.
Where does your motion actually break?
Six dimensions, scored the way an AWS PDM scores them. No email required. You'll see your readiness band the moment you finish.
AWS doesn’t scale partner-building. It scales partners already built.
You’re in the program with wins and have done what AWS asked, yet they’re not engaging as expected. The issue isn’t product quality or relationship depth. It’s a fixable motion problem.
Most partners struggle not from confusion about technology but from uncertainty about why relationships aren’t working despite compliance. The root cause isn’t effort. It’s sequence and signal.
ACE feels like a void
Opportunities submitted yield no PSM engagement, co-sell activity, or feedback.
Select tier: now what?
AWS provides congratulations but silence. No explanation of what changes at this tier.
Marketplace sits there
ISV Accelerate enrollment complete. Listing built. Pipeline unchanged. The listing exists without conversion.
PSM meetings plateau
Initial calls go well, then silence. Lack of cadence prevents relationship conversion to co-sell.
A small partner slice captures most AWS co-sell investment by doing the right things in the right sequence and making it easy for AWS sellers to say yes.
You’re in the right place if…
If one of these moments reads as the current quarter, the cost of waiting compounds. Each is a window when the motion can be set up cleanly, or set up wrong for the next year.
Just hit Select tier
Uncertainty about AWS expectations beyond the checklist that got you here.
First alliances hire
Need fast ramp and immediate AWS field credibility.
No PDM assigned yet
Unsure what actions build the case; don’t want wasted quarters.
Azure or GCP background
Co-sell knowledge exists, but AWS motion feels like a different language.
Significant AWS bet coming
Planning serious AWS partnership investment; want correct foundation first.
Co-sell tried, didn’t convert
ACE submissions felt ineffective. Opportunities submitted with no response.
Built from the inside.
I watched hundreds of partner interactions from that seat. It was never the product. It was never the relationship. It was always the motion.
Nearly six years inside AWS as a Partner Development Manager and Partner Sales Manager. I was the person deciding which partners got field attention, which programs got prioritized, and which co-sell opportunities were worth pursuing.
I could read a partner’s ACE pipeline and know within minutes whether they would get traction or get quietly deprioritized. The distinguishing factor was rarely product quality or relationship warmth.
The pattern I saw repeatedly: partners who struggled were not doing too little. They were doing too much of the wrong things, in the wrong order, for the wrong audience. One partner I worked with had been active in the ecosystem for over a year, had real AWS experience on their team, and still could not get field engagement. Not because they lacked capability. Because they were optimizing for the wrong signals. We sequenced their priorities and program attainment around what AWS field sellers actually needed to see, and within a quarter they had consistent PSM engagement and active co-sell conversations.
Most common alternative to Kahpoch: a full-time hire.
Here’s the actual decision landscape.
“One AWS-influenced close typically covers the engagement entirely. A mis-hire costs a year.”
Three engagements. One through-line.
We build the motion with you, so your team can run it without us.
Partner Readiness Assessment
Every engagement starts here. See your partnership how an AWS PDM actually sees it: scored across six dimensions, with a prioritized working-backwards plan from the field behaviors you want.
- ✓Scored assessment across 6 dimensions
- ✓90-day working-backwards plan
- ✓“What not to do” list: 5–10 de-prioritizations
- ✓60-min readout call with direct Q&A
Co-Sell Motion Sprint
With clarity established, we build the motion together. Six weeks inside your AWS operating cadence, shaping the narrative, refining field-facing assets, and standing up the ACE protocol with your team. Not a strategy drop. A working motion.
- ✓Co-sell narrative and solution brief, drafted and revised against AWS field feedback
- ✓ACE protocol stood up with your team, hygiene standards trained in
- ✓Seller enablement kit: talk tracks and objection handling
- ✓Close-out: next 4–8 AWS interactions mapped and rehearsed
90-Day Advisory
A quarter-long operating partnership inside your AWS motion. We work through live partnership priorities together: field conversations, ACE rhythm, program decisions, narrative refinement, and internal enablement. The deliverables are the byproduct. The operating system is the work.
- ✓AWS operating rhythm established and adjusted through live execution
- ✓Field-facing narrative refined against real PDM, PSM, and seller feedback
- ✓ACE cadence rebuilt and reinforced with your owning team
- ✓Program and funding priorities sequenced into a practical execution plan
Ready to diagnose what’s stuck?
30 minutes. You’ll leave knowing exactly what’s blocking your traction.
No pitch. No proposal on the first call.
Direct conversation with someone who sat on the other side of the AWS table.
Scope stays small. Unclean execution prompts redesign.