CLOUD GTM · HYPERSCALER PARTNERSHIPS

$100M in AWS-Influenced Revenue. Same Ecosystem. Three Organizations.

Anitian · Alert Logic · Coalfire

The arc

The AWS relationship did not start at Coalfire. It started at Anitian, where the FedRAMP and GovCloud motion was built with the same AWS field teams and partner ecosystem that would, years later, make me a recruitment target. Alert Logic extended the motion: AWS-hosted MDR, formalized co-sell mechanics, deeper integration with the AWS partner program. Coalfire brought it to its most structured form: APN program governance, commercial market expansion beyond pure compliance work, ACE pipeline operations at scale.

Same players. Same motion. Three organizations.

The pattern is not three independent AWS strategies. It is one continuous methodology, refined across three organizational contexts. The same partner managers. The same field engagement model. The same understanding of how AWS rewards aligned co-sell behavior.

The compound effect over a decade is what produced $100M of influenced revenue — not a single inflection point, but sustained, methodical alignment with how AWS's partner economics actually work.

The methodology

APN program economics are not intuitive. Co-sell mechanics, ACE submission discipline, CPPO listings, PDM compensation structures, PAM alignment — each is its own surface area, and most services firms get them partially right.

I built a 10:1 ROI scorecard methodology: every APN program element graded Pass / Conditional / Fail based on its expected return relative to the operational cost of executing it. The grading framework was the discipline that prevented dilution. Saying no to the wrong programs is what made the right ones produce returns.

The outcome

$100M AWS-influenced revenue across Anitian, Alert Logic, and Coalfire

~$20M average annual revenue impact sustained across the career arc

10:1 ROI scorecard methodology applied to every APN program element

3 organizations governed by the same continuous methodology

The pattern

Hyperscaler partnership work is misunderstood as a marketing function. It is a financial discipline. The programs that produce returns are the ones the firm executes against measured cost; the programs that look prestigious but produce no measurable lift are the ones that bleed margin.

The 10:1 ROI scorecard is portable across hyperscalers, not just AWS. The same methodology applies to Azure, GCP, and any future market where joint GTM economics are the rate-limiting step.

DOWNLOADABLE FRAMEWORK · MIT LICENSED

APN Revenue Architecture

Building AWS Joint GTM That Generates Revenue — The 10:1 ROI Scorecard

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