From Rising Star to AWS-Aligned: Building Dataminr's High-Credibility AWS Motion.

About the Customer

Dataminr is a global artificial intelligence company delivering real-time threat detection across cybersecurity and physical security domains. Their platform transforms real-time open-source signals into actionable intelligence at machine speed, serving enterprise, public sector, and global security teams. Within the AWS ecosystem, Dataminr targets cyber and physical security buying centers, aiming to leverage AWS Marketplace Private Offers alongside integrations with native AWS security services to accelerate adoption and streamline procurement.

Customer Challenge

Dataminr entered the AWS ecosystem with a highly differentiated product and strong enterprise traction, but they lacked the AWS-specific GTM architecture required to activate co-sell, accelerate Marketplace velocity, and align internal teams around a unified AWS motion. Without this AWS-aligned structure, AWS sellers lacked the clarity and routing logic needed to position Dataminr in security conversations or advance opportunities through the APN Customer Engagements (ACE) program.

Specifically, Dataminr needed a unified AWS GTM Plan with defined segments and targets. They required clear co-build prioritization across AWS security services and an actionable PSQL strategy aligned to ACE mechanics. Without these critical components, Dataminr faced the risk of failing to capitalize on their ISV Rising Star status, struggling to secure essential Market Development Funds (MDF), and stalling their cloud revenue growth inside the highly competitive AWS ecosystem.

Partner Solution

During her tenure as Global GTM Lead at AWS, Jen Dawson deployed the Six-Month GTM Sprint - which later became the foundation of the SaaSNova GTM Architecture - to build Dataminr's AWS operating system from the ground up. The engagement initiated with a live GTM Workshop at AWS's Los Altos office, bringing alliances, product, marketing, and sales leaders into one room to establish the baseline and set a rigorous six-month accountability structure.

Using the Co-Build Prioritization Framework, SaaSNova helped Dataminr evaluate and map integration opportunities across primary AWS security services. The focus was placed heavily on integrating with Amazon Security Lake and Amazon GuardDuty. By aligning Dataminr's threat intelligence feeds with these core AWS analytics and security services, the solution provided AWS field sellers with a validated, clear "Better Together" narrative.

To establish co-sell discipline, a precise PSQL scoring model was implemented to define the co-sell workflow from origination through ACE submission. AE talk tracks and qualification guides were developed to give AWS sellers the clarity needed to position Dataminr confidently. Furthermore, Marketplace readiness was significantly accelerated through Tackle.io integration, which enabled Partner-to-Buyer (P2B) scoring, Salesforce widget enablement, and a purpose-built ACE-to-Marketplace workflow to seamlessly convert co-sell opportunities into closed transactions.

Results and Benefits

The Six-Month GTM Sprint delivered measurable, AWS-validated impact across every workstream. By systematically deploying the GTM architecture, Dataminr was able to graduate from the AWS Rising Star program in under 12 months - a major achievement secured by establishing a highly repeatable and credible co-sell rhythm.

Financially, the structured and AWS-reviewed GTM Plan enabled Dataminr to secure $300,000 in MDF. Operationally, they exceeded their PSQL targets, scaled their Marketplace Private Offer adoption, and successfully closed significant Public Sector wins, cementing their status as a deeply aligned, high-performing AWS partner.

About the Partner

SaaSNova is an operator-led cloud go-to-market execution engine that bridges the gap between independent software vendors (ISVs) and the hyperscaler revenue their investments demand. Led by founder Jen Dawson, SaaSNova specializes in the AWS, Azure, and GCP ecosystems. Through structured execution programs like Ignite, SuperNova, and NovaX, SaaSNova activates field relationships, drives marketplace momentum, and delivers board-ready pipeline evidence, transforming dormant cloud listings into active, measurable revenue channels.