Courtney McShane, Head of AWS Strategic Sales, OpenAI
OpenAI's enterprise business doubled last quarter. Total annualized revenue grew 70% QoQ. Until late April, OpenAI's frontier models weren't on AWS. Now AWS is a key route for enterprise buyers.
Tomorrow, meet Courtney McShane, Head of AWS Strategic Sales at OpenAI, in a special fireside chat with Matt Yanchyshyn, VP of AWS Marketplace & Partner Services.
From consumer brand to "majority enterprise"
Q3 annualized revenue grew 70% QoQ, with the enterprise side "doubling," OpenAI President Greg Brockman said at a WSJ event. "A year ago, we weren't even really in the enterprise game, right?" he added. Today, OpenAI is "majority enterprise."
Apr 2026: OpenAI models, Codex and Bedrock Managed Agents launch on AWS. Sam Altman: "Together, OpenAI and AWS are creating the enterprise platform for the future."
Codex usage on Amazon Bedrock counts toward existing AWS commitments
Andy Jassy on Amazon's Q3 call: "We recently added OpenAI models to Bedrock and usage is growing quickly."
OpenAI is building its own ecosystem too, with a $150M-backed Partner Network and Frontier Alliances with McKinsey, BCG, Accenture and Capgemini.
From building a 0→$1B AWS partnership to scaling OpenAI
Courtney McShane leads AWS Strategic Sales at OpenAI, bringing a track record of building high-growth businesses, strategic partnerships, and global go-to-market engines from the ground up.
Prior to OpenAI, she led ServiceNow's global AWS business, scaling the partnership from zero to $1 billion in total contract value in under two years.
On the fireside, we'll discuss:
OpenAI's shift toward enterprise, rapid growth and AWS's role in it
How AI buyers purchase and scale through AWS Marketplace
Where AWS fits in OpenAI's broader ecosystem and GTM strategy
How companies can partner with OpenAI, including jointly with AWS
Josh Greene, VP Cloud Alliances, Okta
Okta just crossed $2B in AWS Marketplace sales. The first $1B took 4 years. The second took less than 2.
It also signed a multi-year Strategic Collaboration Agreement with AWS, with Marketplace as a primary channel and a new focus on securing AI agents.
Josh Greene, VP Cloud Alliances at Okta, and the leader behind that motion, joins our panel "Co-Sell in the AI Era: Winning Enterprise Deals with AWS."
From $1B to $2B in under 2 years
~$750M in FY2026 alone, up 45%+ while company revenue grew 12%
Now growing ~50% YoY, with deals through channel partners (CPPO) up ~200%
Partners are consistently in 18–20 of Okta's top 20 deals
25+ AWS integrations. 2024 Global AWS Marketplace Partner of the Year
And the team is scaling it with no added resources, leaning on AI and automation.
What the new AWS agreement adds
Okta also signed a multi-year Strategic Collaboration Agreement with AWS, with Marketplace as a primary channel and a new focus on securing AI agents.
Covers product, commercial and GTM, extended to Okta's partners, from GSIs to resellers and ISVs
Expanded co-sell with AWS to support global growth
Identity security for AI agents on Amazon Bedrock AgentCore, where a new agent is deployed nearly every 10 seconds
From building AWS Marketplace to co-selling across the ecosystem
Previously at AWS, Josh grew Marketplace Development and Seller Experience from an IC role to a global team, driving success with top ISVs and building frameworks for emerging ones.
At Okta, he leads Cloud GTM with AWS, and now also GTM with top ISV partners like Zscaler and CrowdStrike.
On the panel, we'll discuss:
What drove Okta from $1B to $2B in under 2 years
How AI is changing the way ISVs partner with AWS
How ISV partners help win bigger enterprise deals
Where AI and automation let co-sell scale without adding resources
Josh helped build Marketplace inside AWS. Now he's scaling it at one of a handful of ISVs past $2B.
All-Star lineup (10+ speakers, 2.5 hours)
Opening: Momentum in Cloud GTM heading into 2027
Keynote: Matt Yanchyshyn, VP of AWS Marketplace & Partner Services
Fireside: Scaling OpenAI Through AWS, with Courtney McShane (OpenAI) and Matt Yanchyshyn (AWS)
Panel: Co-Sell in the AI Era: Winning Enterprise Deals with AWS, with Josh Greene (Okta), Maya Mandelbaum (Drata) and Jeff Falcon (AWS)
Panel: Channel and Solution Selling: Winning Bigger Deals with Partners, with Billy Hightower (CrowdStrike), Darryl Oliver (Ingram Micro), Kimberly Sroka (AWS) and David Mauer (LucidLink)
Panel: Making Marketplace and Co-Sell Work at Scale: Ops, AI & ROI, with Karan Singh (LangChain) and Trunal Bhanse (Clazar)
It's 3 weeks out from re:Invent, so you'll leave with clear priorities for re:Invent and your 2027 Marketplace strategy.
Tomorrow, November 10, 9–11:30 AM PT. Free online event
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