Partners said that AWS doesn’t adequately plan with them. They said they must submit business plans to AWS more as an exercise, and the plans never get looked at again, and there are no monthly or quarterly targets or input from AWS.
I feel like we do a good job, but can we do it better? I would say yes. There are certain partners who we probably do a better job of that (with). They’re partners who have committed and the CEOs are committed, and I’m spending time with the CEO, our team is spending time with the CEO to review the business and having the regular quarterly business reviews and doing that type of governance on the partnership. Obviously, I can’t do all that. I just have limited bandwidth. But we ask our leaders and our partner development managers to make sure to spend time working on that annual plan that we both agreed to, setting aspirational targets for the partnership and then spending time with them on a regular basis to review the goals and the performance. But, again, it may just be that it’s a factor of scale. We have so many different partners, and sometimes you just have limited bandwidth — not at just my level, but even at the PDM (partner development management) level. Sometimes we have PDMs who are covering more than one partner, and so there may be some issues there. But I think, generally, we do a good job of it, but we can certainly get better at it.