Overview
How a lean team built an outsized AWS motion.
Unicorne helps its customers move to the cloud on Amazon Web Services (AWS), pairing a FinOps SaaS platform with consulting that drives cost visibility, optimization, and confident modernization.
Growing on AWS meant reaching the right ISVs before larger competitors did, without the headcount to work the whole market. So instead of chasing a long list, Unicorne leaned on Enlyft’s custom propensity models to find the accounts genuinely operating on AWS and lead each one with a prescriptive, AWS-specific use case, putting every selling hour where it mattered most.
The challenge
Which ISVs are truly operating on AWS?
A small team could not easily tell which ISVs in a broad market were genuinely running on AWS. Without that read, effort spread thinly, and the best-fit opportunities were hard to prioritize before competitors reached them.
Generic firmographic and contact data could not answer the question that mattered most: which companies actually run on AWS, and which are ready to expand. So the team spent cycles on accounts that were never a fit, while genuinely in-market ISVs went unworked.
For a lean team competing against much larger partners, that was expensive. Every misspent hour was ground lost, and getting to the right account first, with the right reason to call, was everything.
The solution
Enlyft ranks the market by AWS propensity.
It starts with data no contact list can provide. Enlyft reads the technologies each company actually runs, its cloud adoption, and real-time buying signals across tens of millions of companies, so Unicorne could finally see which ISVs were genuinely operating on AWS and which were ready to expand, not just which matched a firmographic profile.
Enlyft’s custom propensity models rank the market, and every prioritized account arrives with a prescriptive AWS use case attached, so Unicorne’s teams lead with relevance instead of guesswork.
Secure insight sharing through the Enlyft platform supports AWS initiatives like the Small Business Acceleration Initiative (SBAI) and powers a more intentional, data-driven go-to-market motion.
