Overview
Turning a raw AWS target list into committed pipeline.
CDW is a leading provider of technology services and solutions, and a trusted advisor for cybersecurity, hybrid infrastructure, and digital transformation.
By leveraging Enlyft’s custom propensity model, CDW identifies high-propensity accounts for AWS services, directly fueling the Small Business Acceleration Initiative (SBAI) and turning a raw AWS target list into committed pipeline.
The challenge
Too much time deciding which accounts to work.
For a partner CDW’s size, the AWS opportunity is vast, and that was part of the problem. Reps spent more time working out which accounts to target, and which message to bring, than actually selling into them.
Without a clear read on which accounts had real propensity to buy AWS, and when, effort spread thinly across a broad base. Prioritization leaned on intuition rather than data, so promising accounts slipped through and the co-sell motion moved slower than the opportunity demanded.
To accelerate AWS co-sell and support programs like the Small Business Acceleration Initiative (SBAI), CDW needed a repeatable way to point every rep at the accounts most likely to buy, with the right use case, at scale.
The solution
A custom propensity model, shared securely with AWS.
CDW put Enlyft’s custom AWS propensity model to work, ranking every account in its territory by how likely it is to buy AWS services. Rather than lean on firmographics alone, the model draws on Enlyft’s proprietary intelligence, install base, cloud adoption, technographics, and real-time buying signals, to separate the accounts genuinely ready to move from the rest of the list.
Every ranked account arrives with a prescriptive, AWS-specific use case attached, so reps know not just who to call but what to lead with, from infrastructure modernization and data analytics to managed cloud operations. A raw target list became a working queue, mapped to the AWS motions CDW wins on.
Through the Enlyft platform, CDW shares that scored view securely with AWS, keeping partner and vendor aligned on the same opportunities. Because the resulting pipeline is attributable, it feeds AWS co-sell programs like the Small Business Acceleration Initiative (SBAI), so the effort CDW invests is visible and creditable on both sides.
