ISV-Accelerate
As an ISV that has just listed on the AWS Marketplace, your next goal to unlock co-selling is to qualify for the AWS ISV Accelerate program.
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 and customer wins, ISV Accelerate can help you establish yourself within the AWS ecosystem.
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, leading to faster sales cycles and new business opportunities by putting in place an engagement model with incentives to help you grow your business.
Is it for me ?
AWS ISV Accelerate is for software vendors whose solutions with product-market fit and with some traction on the AWS Marketplace. It’s a good option for established ISVs who are new to selling on cloud marketplaces, but also new ISVs that have reached PMF.
With the likes of Crowdstrike and Palo Alto Networks generating over $1 Billion in sales through AWS Marketplace alone, AWS sales teams have the right incentives to focus on ISVs that generate serious revenue. Unless you are a well established company, joining the AWS ISV Accelerate Program can help you get the attention of an AWS Partner Development Managers and Account Executives.
Benefits of AWS ISV Accelerate
Access to AWS resources that can introduce you to AWS sales team.
AWS Account Executives 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.
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 (feenix.ai can help you complete this in less than 30 minutes)
2 publicly reference customers in the last 12 months that are approved in the AWS Partner Center. You need to submit these records manually through the Partner Center.
Log into AWS Partner Central. Note that only the Alliance Lead or Alliance Team User can submit a Public Reference.
Click on the ”Market” tab to navigate to Public References.
Click ”Create.”
Complete the required fields and click “Save.”
5 ACE Launched Opportunities OR 5 AWS Marketplace Private Offers (MPPO) transacted within the past 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
How to apply to AWS ISV Accelerate
Join the AWS Partner Network for free.
Enroll in the Software Path, which is designed to help ISVs with AWS-focused solutions sell better and faster.
Complete the requirements, which includes getting listed, expressing offers, developing GTM materials, and preparing other paperwork.
(Optional) 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).
How feenix.ai can help you win
Getting listed on AWS Marketplace is an important step, but it is only the first step in a long and complex journey. You should make a plan to showcase how your solution can benefit Amazon, as well as your joint customer.
We offer you a GTM platform that helps you get co-sell ready on AWS with pre-built APIs, automate GTM deliverables, manage private offers, and much more.
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