The challenge
Dataminr had a differentiated product and strong enterprise traction, but not the AWS-specific structure needed to activate co-sell, accelerate Marketplace velocity and align internal teams. AWS sellers lacked the clarity and routing logic to position Dataminr in security conversations or advance opportunities through ACE.
It needed a unified AWS GTM plan with defined segments and targets, clear co-build priorities across AWS security services and a PSQL strategy aligned to ACE mechanics.
How we executed
The engagement opened with a live GTM workshop at AWS’s Los Altos office, bringing alliances, product, marketing and sales leaders together to set a baseline and a six-month accountability structure.
A co-build prioritization framework mapped integration opportunities across AWS security services, with a focus on Amazon Security Lake and Amazon GuardDuty, giving AWS sellers a clear Better Together narrative. A PSQL scoring model defined the co-sell workflow from origination to ACE submission, AE talk tracks and qualification guides equipped sellers, and a marketplace platform integration enabled Partner-to-Buyer scoring, Salesforce widget enablement and an ACE-to-Marketplace workflow.
The outcome
Dataminr graduated from the AWS Rising Star program in under 12 months and, with an AWS-reviewed GTM plan, secured $300,000 in MDF.
It exceeded its PSQL targets, scaled Marketplace private offer adoption and closed significant public sector wins.
