Case Study Building a $30M+ Global AWS Co-Sell Pipeline

ABOUT RISKIFIED

Riskified (NYSE: RSKD) is a leader in e-commerce fraud prevention and chargeback protection. Its platform helps global merchants approve more legitimate orders, eliminate fraud and chargeback losses, and remove friction from the buying experience, backed by a chargeback guarantee model. Riskified serves enterprise merchants worldwide and is an AWS ISV Accelerate and AWS Marketplace partner.

CHALLENGES

Riskified set out to build a genuine AWS partnership and turn it into a route to market for its global merchant base. Two distinct hurdles had to be cleared in sequence.

First, the foundation. Riskified needed AWS ISV Accelerate designation to unlock co-sell support and ecosystem visibility, along with AWS competencies that validate its solution to AWS sellers and customers. Standing these up requires navigating AWS’s technical and program requirements, work that sits outside the day-to-day focus of a commercial team.

Second, scale. Once the foundation was in place, Riskified needed to convert its large base of enterprise merchants running on AWS into structured co-sell and Marketplace procurement across five regions. Several factors made this hard to run internally:

– Regional AEs across APAC, EMEA, Japan, ANZ, and the Americas were focused on closing deals, not navigating AWS co-sell mechanics, ACE hygiene, and AM engagement. Bridging each seller to the right AWS account manager, at the right moment, required a consistent operating rhythm no single field team could own.

– Riskified’s usage and consumption-based commercial model created recurring structural friction with AWS Marketplace requirements (for example, private offer minimum price rules), which stalled otherwise ready-to-transact deals.

– Opportunities spanned multiple verticals and jurisdictions, each with its own blockers: data sovereignty requirements, multi-currency structuring, and US SaaS tax complexity across many states.

– AWS acts directly on the data in ACE, so opportunity records had to be accurate, complete, and written to AWS’s scoring guidelines to earn co-sell support rather than stall in validation.

THE OUTCOME

Riskified now runs an active, multi-region AWS partnership – with $30M+ in co-sell Marketplace pipeline, multiple millions already transacted, and Marketplace procurement and AWS co-sell as a standard route to market for its global merchant base.

Phase 1- AWS Foundation

– ISV Accelerate designation secured in 5 weeks. CONNACT guided Riskified from readiness through to designation, unlocking co-sell support and visibility across the AWS ecosystem.

– Three AWS competency stamps: Retail, CPG, and Travel & Hospitality. AWS validation of Riskified’s solution to AWS sellers and customers in its core verticals.

– Strategic positioning and program alignment to move directly from designation into an active co-sell motion. The foundation was built with the scale phase already in view.

Phase 2 – Global Co-Sell Program Across Five Regions

– An active co-sell operating rhythm across all five regions, with Riskified’s pipeline mapped to the corresponding AWS account teams.

– Riskified’s opportunities in front of the right AWS account managers. Targeted co-sell outreach to align on shared opportunities and accelerate joint engagement.

– Stalled deals unblocked. Direct coordination with AWS Marketplace specialists to resolve blockers, secure introductions, and escalate stalled opportunities.

AWS Marketplace Mechanics and Structural Unblocking

– Designed and validated a repeatable workaround for the conflict between Riskified’s consumption-based billing and Marketplace private offer minimum price requirements (a nominal guaranteed minimum plus overage structure), turning a recurring blocker into a standard playbook

– Coordinated Marketplace mechanics end to end: private offers, multi-party private offers (MPOPs), PPAs, and AWS credits
Resolved region-specific structural issues including data sovereignty (via AWS regional deployment), multi-currency deal structuring, and navigating US SaaS tax complexity across affected states

Deal Intelligence and ACE Opportunity Management

– Submission-ready ACE records written to AWS’s scoring guidelines – accurate, complete, and built for AWS sellers to act on directly.

– Full pipeline continuity maintained through the AWS Partner Central migration – co-sell tooling, AM engagement, and co-sell credit tracking carried over cleanly.