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Writer's pictureCody Clark

Playbook: Enabling Software Sellers to Join APN, ISV Accelerate, and Co-Sell with AWS



Assessing Readiness:

  • Evaluate the readiness of your company by having a solid sales and co-selling process and scalability plans.

  • Have a solid understanding of the product's value proposition and target market.


Joining the APN

  • Formally enroll in the AWS Partner Network, select the Software path, and complete the Foundation Technical Review (FTR).

  • Confirm enrollment by paying the enrollment fee ($2,500)

  • Software sellers must first join the AWS Partner Network (APN) to be eligible for the ISV Accelerate program.


Collaboration Process:

  • Enable sales teams to collaborate effectively with AWS:

    • Share leads and prospects who are already using AWS services like Redshift.

    • Align sales strategies with AWS solutions and customer needs.

  • Encourage joint marketing efforts:

    • Co-create marketing materials and campaigns that highlight the software's value within the AWS ecosystem.

    • Leverage AWS's broad customer base to increase exposure.

  • Get listed on the AWS Partner Solutions Finder.


ISV Accelerate Application and Evaluation:

  • Complete your FTR and have General Availability of at least one (1) product

  • Create an AWS Partner Business Plan by emphasizing the value the software brings to AWS customers, focusing on innovation and differentiation

  • Complete an executive business review with your Partner Development Manager

  • Review the complete requirements of ISV Accelerate


Listing on AWS Marketplace:

  • Software sellers should list their products on the AWS Marketplace:

    • Enable customers with Enterprise Discount Programs to utilize their allocated budgets through the Marketplace.

    • Leverage the Marketplace's visibility to reach a wider customer base.

  • List your product for sale on the AWS Marketplace. Build the integration yourself or consider using an integration service provider such as Snip io.


Ongoing Engagement:

  • Regularly engage with AWS technical and business teams to explore new collaboration opportunities.

  • Attend APN and ISV Accelerate events to network and learn from other partners.

  • Continuously innovate and improve the product's alignment with AWS services and customer needs.


Scaling and Growth:

  • Leverage the resources, technical support, and exposure gained through the partnership to accelerate business growth.

  • Use customer feedback and insights from the partnership to enhance the product's features and capabilities.

  • Focus on building strong relationships with AWS and customers to establish long-term success.






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