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AWS ISV Accelerate Program: What ISVs need to know 

If you’re an ISV that has just listed on the AWS Marketplace, you’re probably wondering if the AWS ISV Accelerate program is right for you. 

While the AWS Marketplace offers ISVs an opportunity to drive revenue on a new channel, standing out in the crowded marketplace can be challenging. For ISVs with some track record of success (customer wins), ISV Accelerate can offer the boost you need to establish yourself even further in the AWS ecosystem.

Here’s a look at everything you need to know about the AWS ISV Accelerate Program. 

 

What is the AWS ISV Accelerate Program?

The AWS ISV Accelerate Program helps ISVs building on (or integrating with) AWS streamline their co-sell strategy. ISVs join ISV Accelerate to connect with the AWS sales team, which leads to faster sales cycles and new business opportunities. 

 

Who is the AWS ISV Accelerate Program for?

AWS ISV Accelerate is for software vendors whose solutions have some traction on the AWS Marketplace. It’s a good option for established ISVs who are new to selling on cloud marketplaces, as well as newer ISVs.

With companies like Crowdstrike and Palo Alto Networks generating over $1 Billion on AWS Marketplace alone, AWS sales teams are  incentivized to focus on ISVs that generate serious revenue. Unless you are a well established company, getting the attention of an AWS PDM (partner development manager) and AEs can be difficult without joining the AWS ISV Accelerate Program. (Established companies, like Fortune 500s, can usually access a PDM without joining AWS ISV Accelerate). 

 

Benefits of AWS ISV Accelerate 

  • Access to an AWS PDM, who can introduce you to AWS sales team. 
  • AWS AEs receive cash incentives when they sell third-party solutions or introduce new customers to the AWS Partner, so they are incentivized to sell.
  • Your solution will be in the AWS Account Manager facing solution library, which puts your listing in front of a wider audience.
  • Access to exclusive co-sell resources, including webinars.
  • Reduced listing fees

 

How to apply to AWS ISV Accelerate

  1. Join the AWS Partner Network for free. 
  2. Enroll in the Software Path, which is designed to help ISVs with AWS-focused solutions sell better and faster. Read more about the Software Path requirements on our blog. 
  3. Complete the requirements, which includes getting listed, expressing offers, developing GTM materials, and preparing other paperwork.
  4. Meet the AWS Team.
  5. Explore the AWS Global Startup Program (if you’re a startup) or Think Big for Small Business Program (if you’re a small or minority-owned Public Sector organization).

 

AWS ISV Accelerate program requirements 

To access the AWS ISV Accelerate co-selling benefits, you must meet the following requirements:

  • At least one software app, solution, or product listed under General Availability (GA) on AWS Marketplace
  • 2 publicly reference customers from the last 12 months that are approved in the AWS Partner Center. You need to submit these records manually through the Partner Center.
    • 1. Log into AWS Partner Central. Note that only the Alliance Lead or Alliance Team User can submit a Public Reference.
    • 2. Click on the ”Market” tab to navigate to Public References.
    • 3. Click ”Create.”
    • 4. Complete the required fields and click “Save.”
  • 5 ACE Launched Opportunities or AWS Marketplace Private Offers (MPPO) from the last 12 months
  • APN Customer Engagements (ACE) Program Eligibility 
  • AWS Partner business plan approved by the Partner Development resource in the past 12 months
  • Publish and regularly update marketing collateral (known as a “Field-ready kit”) for the AWS Sales team 
    • Sales brief (AWS internal reference document)
    • Solution brief (document that can be shared with AWS)
  • NDA with AWS 
 

Setting yourself up for AWS co-sell success with Invisory

As you’re developing your solution and getting listed on AWS Marketplace, it’s important to keep AWS in mind. At the end of the day, AWS sales reps are interested in ISV solutions that will also help them sell more AWS services and products. This means that you should make a plan to showcase how your solution can benefit Amazon, as well as the customer.

Need help boosting your AWS co-sell strategy so that you can drive success? Invisory is a GTM solution that helps ISVs manage get co-sell ready on AWS with pre-built APIs, automate GTM deliverables, manage private offers, and more. Talk to us today.

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