AWS Ecosystem & Co-Sell Strategy

We build the
co-sell motion
you can't fake.

FoundryGTM Advisory brings hyperscaler-built, insider-level ecosystem strategy to B2B tech companies navigating the AWS partner network, backed by a full fractional C-suite bench behind every engagement.

Take the Free Go/No-Go Assessment → See How We Work
Partner Health Score
Live Sample
Executive Commitment ACTIVATED
GTM Strategy IN-PROGRESS
AWS Marketplace GAP
Co-Sell Pipeline (ACE) NON-EXISTENT
Account Alignment IN-PROGRESS
AWS Funding Utilization GAP
AWS Practice Health Score
38%
150X
Partner revenue scaled in 4 years
$150M+
Ecosystem impact delivered
$821M
SCA structured & executed
6
Fractional C-suite functions on bench
Services

Built for where
you actually are.

Every engagement is scoped to your stage, your market, and your specific ecosystem gaps — not a generic consulting template.

Flagship · Retainer
Fractional Partner Strategy
Your embedded fractional VP of Partnerships. We own the co-sell motion, partner pipeline, QBRs, and field alignment inside your hyperscaler ecosystem. We work alongside your internal team as a senior operator, with the full bench deployed as needed.
Retainer engagement · Clients see measurable pipeline movement within the first quarter · See if you qualify →
⚡ 2026 Mandate
AWS Badge & Specialization Retention
Built for AWS partners at risk of losing their Specialization under the new ACE execution requirements. We audit, close the gap, and build the ongoing motion needed to protect your badge and seller visibility.
From $6K · 4–6 week sprint · Get a scope estimate →
Sprint
Marketplace & Co-Sell Activation
Takes your product from concept to market-ready on AWS, Azure, or GCP Marketplace. Listing strategy, procurement bundling, co-sell messaging, and launch motion. Fully executed.
From $15K · fixed scope sprint · Get a scope estimate →
Audit
Ecosystem Blueprint
Full audit of your partner strategy and co-sell motion using the FoundryGTM Launchpad™. Delivers a 14-dimension scorecard, partner playbook, and 90-day execution plan.
From $8,500 · one-time audit · Most clients convert to a retainer engagement after the Blueprint · Take the free assessment first →
Premium · Multi-function
Full Firm Engagement
Three or more bench members deployed simultaneously. Coordinated multi-function leadership under one engagement — Partnerships, CFO, HR, Legal, Technical, or M&A.
Custom multi-function engagement · Let's scope it →
Sprint
Co-Sell Motion Setup
Builds the first co-sell infrastructure for companies before their first partnerships hire. Your first hire runs a playbook — they don't build one from scratch.
From $6K · 4–6 week sprint · Get a scope estimate →
Project
GTM Story & Messaging
Sharpens how you talk to partners, hyperscalers, and enterprise buyers. Unified brand narrative, partner pitch deck, and one-pager. Built by someone with an advertising background.
From $5K · 2–3 week project · Get a scope estimate →
Flagship · Retainer
Fractional Partner Strategy
Your embedded fractional VP of Partnerships. We own the co-sell motion, partner pipeline, QBRs, and field alignment inside your hyperscaler ecosystem. We work alongside your internal team as a senior operator, with the full bench deployed as needed.
$8K–$12K /month · 3-month minimum
Sprint
Marketplace & Co-Sell Activation
Takes your product from concept to market-ready on AWS, Azure, or GCP Marketplace. Listing strategy, procurement bundling, co-sell messaging, and launch motion. Fully executed.
$15,000 · 6–8 week fixed scope
Audit
Ecosystem Blueprint
Full audit using the FoundryGTM Launchpad™. 14-dimension weighted scorecard, partner playbook, and 90-day execution plan. Primary entry point that converts to ongoing engagement.
$8,500 · 3–4 week one-time
Premium · Multi-function
Full Firm Engagement
Three or more bench members deployed simultaneously — the highest-leverage engagement for companies scaling their ecosystem fast and needing multi-function leadership without the headcount.
$20K–$35K /month · 3-month minimum
⚡
AWS 2026 ACE Execution Mandate
AWS now requires active ACE co-sell execution as proof for Specialization badge renewals. Partners without a structured motion are at risk of losing marketplace visibility and co-sell benefits. Both offerings below address this directly.
⚡ 2026 Mandate · Urgent
AWS Badge & Specialization Retention
Built specifically for AWS partners at risk of losing their Specialization under the new ACE execution requirements. We audit your current co-sell activity against AWS's criteria, close the ACE gap, and build the ongoing motion needed to maintain badges and field seller visibility going into 2026 renewals.
$6K–$10K · 4–6 week sprint + optional retainer
Sprint
Marketplace & Co-Sell Activation
Marketplace execution is now mandatory for badge renewal. We take you from gap to live — listing strategy, ACE submission templates, co-sell messaging, and attach rate optimization.
$15,000 · 6–8 weeks fixed scope
Sprint · Pre-Partnerships Hire
Co-Sell Motion Setup
Builds the first co-sell infrastructure for companies before their first partnerships hire. Gives founders the playbook and field-ready motion so your first hire runs it — not builds it from scratch. Covers partner identification, ACE basics, ICP alignment, and 60-day launch plan.
$6K–$8K · 4–6 weeks
Audit
Ecosystem Blueprint
For pre-Series B companies entering the AWS ecosystem for the first time. Our go/no-go diagnostic scores your readiness across 14 dimensions and tells you exactly where to invest first.
$8,500 · 3–4 weeks
Project
GTM Story & Messaging
For founders pre-fundraise or pre-AWS enrollment who need to sharpen their narrative before entering the ecosystem. Partner pitch deck, one-pager, and positioning framework.
$5K–$8K · 2–3 weeks
Workshop · Half or Full Day
Strategy Day
Half or full-day working session for small business owners and operators who have capital, ambition, and no clear strategic roadmap. We bring the same enterprise-grade strategic thinking that scaled a partner from $1M to $150M — applied to your specific business context. You leave with a structured 90-day action plan.
$1,500 half day · $2,500 full day
Cohort · Quarterly
Partnership Fundamentals Workshop
Group workshop for 6–10 small business owners covering how to identify, pitch, and structure strategic partnerships. Scalable format — runs quarterly. $500–$750 per seat.
$500–$750 /seat · 6–10 participants
Proprietary IP

The FoundryGTM
Launchpad™

A 14-dimension weighted scoring framework built from real AWS PDM execution — not generic consulting templates. It tells you exactly where your ecosystem motion stands and what to fix first.

We show you the tiers and dimensions. The scoring weights, multipliers, and full assessment instrument are deployed only in paid engagements.

Take the Free Surface Assessment →
FoundryGTM Launchpad™
AWS Partner Health Framework · v3.2
Tier 1
Partner Foundation
Executive commitment · staffing · cloud operations · sales compensation
Tier 2
GTM Activation
GTM strategy · training/enablement · marketing · account alignment · AWS funding
Tier 3
Execution Scale
Delivery/ProServ · GTM execution · pipeline · Marketplace activation · AWS staffing
Executive Commitment GTM Strategy Co-Sell Motion AWS Marketplace Account Alignment AWS Funding Delivery / ProServ Sales Compensation +6 dimensions
🔒 Scoring weights, multipliers, and full assessment instrument are proprietary — deployed in paid engagements only.
Free Go / No-Go Assessment

Is your co-sell motion
ready to perform?

8 questions. Instant readiness score. A clear go/no-go signal and a specific recommended next step — no fluff, no pitch.

⏱
Under 3 minutes
8 targeted questions scored against real AWS partner criteria
📊
Instant readiness score
See where you stand against the 14-dimension Launchpad framework immediately
🎯
Specific next step
Not generic advice — a recommended offering matched to your exact gap
📧
Full breakdown by email
Gate your results with your email and get a detailed breakdown delivered
AWS Co-Sell Readiness Question 1 of 8
The Bench

One engagement.
Six functions.

Every competitor in this space is a solo operator. FoundryGTM deploys a confirmed fractional C-suite bench — coordinated under one engagement, already delivered together.

⚙️
Ecosystem & Co-Sell Strategy
AWS ACE execution · co-sell motion design · partner program architecture · hyperscaler field alignment · Marketplace strategy · public sector ecosystems. Led by Bryanlee Burt, Managing Partner.
💰
Fractional CFO
Partner program P&L · pricing strategy · unit economics · board-ready financial modeling · partner ROI analysis
👥
HR & People
Partnerships team org design · first hire planning · comp benchmarking · performance frameworks · talent strategy
⚖️
Legal & Contracts
Partner agreement templates · reseller contracts · IP protection · NDA structure · compliance review
🔧
Technical Architecture
ISV integration scoping · Marketplace technical readiness · API strategy · solution architecture · CTO advisory
📣
Marketing & Demand Gen
Partner marketing · co-branded campaigns · MDF strategy · demand generation · content and ABM execution
🏢
M&A Advisory
Acquisition diligence · JV structuring · inorganic growth strategy · partner ecosystem M&A · deal structuring
✓
A confirmed bench, not a theoretical one. These are fractional executives who have operated as a coordinated unit on real engagements. Several maintain active roles inside the AWS ecosystem and partner landscape, which means our field relationships are live — not historical. Bench members are introduced by name in proposals; public attribution follows standard subcontractor agreement execution, consistent with their professional obligations.
About FoundryGTM
Bryanlee Burt
BB
Bryanlee Burt
Managing Partner, FoundryGTM Advisory

"I didn't build FoundryGTM to advise on co-sell. I built it because I ran it — and I know exactly what separates the partners who scale from the ones who stall."

FoundryGTM Advisory was founded by Bryanlee Burt, a Senior Partner Development Manager who spent years operating inside AWS's hyperscaler ecosystem — directly supporting Fortune 200 companies and high-growth ISVs. He scaled a single partner from under $1M to $150M+ in four years, led an $821M Strategic Collaboration Agreement as the primary PDM driving executive alignment and co-sell terms on both sides, won AWS Marketplace Partner of the Year, and received the AWS Think Big Award in 2022.

FoundryGTM exists to bring that same insider-level execution to companies ready to scale inside the AWS partner network — including those just beginning the process of becoming an AWS partner. We bring the full fractional leadership team that solo operators simply can't offer.

📰
Featured · C-Suite Brief
How to Design Repeatable Co-Sell Motions That Field Teams Actually Use
AWS Think Big Award '22 Marketplace Partner of the Year AWS Certified Cloud Practitioner AWS Certified AI Practitioner AWS Certified Speaker CAPM Certified AWS Inclusion Ambassador AWS EQ Champion Fortune 200 Partner Support
Track Record
2021 – Present · Amazon Web Services
As a Senior Partner Development Manager supporting Fortune 200 companies and high-growth ISVs, Bryanlee scaled a single partner from under $1M to $150M+ in annual ecosystem revenue in four years — 150X growth. He was the primary PDM behind an $821M Strategic Collaboration Agreement, coordinating executive alignment and co-sell terms across both organizations. He drove $110M+ in ISV partner-led revenue across accounts including CrowdStrike, Cisco, and Veeam. AWS recognized the work with the Think Big Award in 2022 and the Marketplace Partner of the Year designation.
2018 – 2021 · Steadfast Networks
As Senior Channel Development Manager, grew quarterly sales 40% and brought CDW, Telarus, and Coresite into the partner program as strategic accounts — building the structured channel motion the company had never had before.
2016 – 2018 · Tripp Lite
Contributed to the company's first-ever $25M quarter and posted the highest net new revenue increase in company history during his tenure as Channel Manager.
2013 – 2015 · CDW
Generated $1.46M in incremental growth on an HP public sector account as a Solutions Manager. Ran a DEI-centered campaign that returned $658K on a 40:1 ROI — early proof that precise targeting beats broad spend.
Not sure where to start?

Take the 3-minute
Go/No-Go assessment.

Answer 8 questions. Get an instant co-sell readiness score, a dimension-level breakdown, and a specific recommended next step — before you spend a dollar.

Get My Free Score → Skip to Contact

Takes under 3 minutes · No email required to see your score · Full breakdown gated by email

Common Questions

Straight answers
before you reach out.

How is this different from hiring a full-time VP of Partnerships?
A full-time VP hire takes 3–6 months to recruit, costs $200K+ in total comp, and starts building from scratch. We're embedded within weeks, bring an active AWS field network on day one, and come with a full bench — CFO, legal, technical, marketing — that a single hire never could. You get senior execution without the headcount risk. When you're ready to hire full-time, we help you do that too.
We're not an AWS partner yet. Can you still help?
Yes — this is one of our most common starting points. We work with companies at every stage, including those evaluating whether the AWS ecosystem is the right bet for them at all. We'll tell you honestly if it isn't. If it is, we handle the enrollment, tier strategy, and activation so your first move in the ecosystem is the right one.
Do you work with competing ISVs at the same time?
We don't take on clients in direct competition with each other in the same engagement window. Before any engagement begins we do a conflict check and are transparent about our current client landscape. If there's overlap, we'll tell you upfront rather than let it become a problem later.
What does the first 30 days actually look like?
Week one is rapid diagnostic — we audit your current APN standing, ACE activity, Marketplace status, and internal alignment. By week two you have a prioritized gap list and a 90-day execution calendar. Week three we're executing against it alongside your team. You won't spend month one in discovery calls. We've done this enough to move fast.
What if the engagement doesn't deliver results?
We don't offer guarantees — no honest advisor does. What we do offer is a 3-month minimum structure with a clear milestone review at 90 days. If we're not delivering measurable progress against the goals set at kickoff, that conversation happens openly. We've built this firm on referrals and don't have an interest in dragging out engagements that aren't working.
How is the bench structured — who am I actually working with?
Bryanlee Burt leads every engagement directly. He's not a business development front for a team you'll never meet. Additional bench members are introduced by name and background in the proposal stage, before you sign anything. Several maintain active roles inside the AWS ecosystem, which means our field relationships are current. You'll know exactly who's doing what before any agreement is executed.
Get Started

Ready to build
the motion?

Tell us where you are and what you're trying to solve. We'll respond the same day — or skip the form and book a 20-minute fit call directly.

Book a 20-Minute Fit Call →
🎯
Best fit for
Companies becoming AWS partners · ISVs scaling cloud ARR · Channel partners activating co-sell · Public sector tech vendors · Pre-Series B startups
🔗

No sales pitch. Just a frank conversation about fit.