Amazon Web Services | Customer Account Sales Plan
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02 | CUSTOMER PROFILE & CURRENT STATE
Customer Profile & Current State
Dimension
Current position
Account implication
Business model
Financial services across retail and
commercial segments
High availability, security, and regulatory
expectations influence technology decisions.
Technology estate
Mixed on-premises and cloud workloads
Migration must be sequenced around business
criticality and application dependencies.
Data environment
Multiple platforms and reporting workflows
Governed data architecture can unlock analytics
and AI opportunities.
AI maturity
Early-stage experimentation
Prioritize use cases with clear business value, data
readiness, and governance.
Security posture
Core controls established; uneven
implementation across workloads
Standardization creates both risk-reduction and
modernization opportunities.
Operating model
Central platform team with distributed
application ownership
Shared standards need clear business-unit
accountability.
Account Signals
Signal
What it means for the sales motion
Executive transformation agenda
Use business outcomes and measurable milestones to maintain sponsorship.
Legacy application constraints
Create targeted modernization assessments rather than broad technology
proposals.
Data fragmentation
Lead with priority business domains and concrete analytics outcomes.
AI interest
Qualify production use cases and establish responsible governance early.
