AWS ISV Accelerate

Enabling you to co-sell with AWS

What is the AWS ISV Accelerate Program?

The AWS ISV Accelerate Program is a co-sell program for AWS Partners who provide software solutions that run on or integrate with AWS. The program helps you drive new business and accelerate sales cycles by connecting the participating Independent Software Vendors (ISVs) with the AWS Sales organization.

The AWS ISV Accelerate Program provides you with co-sell support and benefits to easily gain access to millions of active AWS customers with AWS field sellers globally. Co-selling provides better customer outcomes and assures mutual commitment from AWS and Partners.

AWS ISV Accelerate Benefits

Incentives for AWS Sales teams

AWS Account Managers supporting AWS ISV Accelerate Partners are eligible to receive a cash incentive once the opportunity is “successfully closed."

In addition, if an AWS Account Manager introduces net new customers to the Partner, they are eligible for additional incentives.

Drive visibility with AWS Sales

Your solutions will be included in an AWS Account Manager facing solution library with links to your solution collateral (e.g. sales and solution briefs).

Additionally, you are eligible to participate in activities that help you drive awareness with the AWS Sales teams.

Focused co-sell support and resources

You will gain prioritized access to the AWS co-sell support team, which is aligned with AWS Account Managers working closely with AWS customers to drive adoption of ISV solutions.

You will have access to webinars that provide guidance on how to successfully work with the AWS Sales organization.

Reduced AWS Marketplace listing fees

AWS Marketplace is a digital catalog with thousands of software listings from ISVs that make it easy for customers to find, buy, deploy, and manage software that run on AWS.

You are eligible for reduced listing fees for selling your solutions on the AWS Marketplace.

“The AWS ISV Accelerate Program helps us when we collaborate on a customer opportunity. The ability to triangulate with the customer and the AWS Account Manager as an ISV Partner means we’re helping customers move fast and deliver value on AWS."

- Justin Fenton, WW AWS Alliance Director, Databricks

“In February 2019, Datadog began leveraging the ISV Success Team and ISV Accelerate Program on a daily basis. Now, about 25-30% of the opportunities in ACE originate from AWS. We really appreciate how ISV Success Managers and the ISV Accelerate Program "sell with" Datadog to help our mutual customers on their cloud journeys."

- Laura Ripans, Director of NA Cloud Alliances, Datadog

"Palo Alto Networks's participation in the AWS ISV Accelerate Program has established immediate trust and collaboration between our own field sales teams and the AWS enterprise account teams. The AWS ISV Accelerate Program has created bidirectional opportunity mapping which has led to millions of dollars of new pipeline and closed business."

- Gerry A. Fierling, Director AWS Global Engagement & Cloud Sales, Palo Alto Networks

“In June 2019, Spot by NetApp (previously Spotinst) began leveraging the AWS ISV Accelerate Program (Success Manager - Nelson Bostrom). Over the year that followed, AWS and Spot by NetApp have collaborated on +500 submitted opportunities. +100 have already launched, with many more on track to do so. This program has accelerated Spot by NetApp's growth by addressing our #1 challenge: awareness in the market, and by bringing AWS account-specific expertise to the table.”

- Jonathan Eshet, Strategic Alliances Manager, Spot by NetApp

“Co-selling with AWS has helped us identify new ways to reach potential customers, accelerate deal cycles, and secure renewals with existing customers. When Pluralsight and AWS team up to help a customer solve their training and development gaps, we all win together.”

- Eric Alder, Head of Partnerships, Pluralsight

“When AWS made the decision to invest in startups, including dedicated startup ISM support, we were eager to participate. What we didn’t predict was the strong positive impact this program had on our field engagement and sales pipeline."

- Aldo Dossola, AVP Worldwide Cloud Sales, HashiCorp

“Entry into the ISV Accelerate Program has meant a great deal to Information Builders and our ability to literally accelerate our partnership to new, more productive levels. Specifically, it has opened up more strategic alignment potential with our AWS sales counterparts in joint pursuits and enhanced our ability to execute more sponsored co-marketing events across North America. All of this will equate to more sales and higher customer success.”

- John Ramoutsakis, Vice President Global OEM & Technology Partners, Information Builders

"AppDynamics has seen 2.5x higher Average Subscription Price (ASP) for deals transacted in AWS Marketplace when compared to ASPs for our direct deals. This is a significant AWS Marketplace value proposition."

- Abhi Madhugiri, Director, Global Strategic Alliances, AppDynamics

"Being part of the ISV Accelerate Program has meant two things for us. Firstly, the AWS Team trust us as a value adding partner. Secondly, the customers get the enhanced benefit of Fivetran and AWS working together for their data and analytics success."

- Richie Corcoran, Technology Alliances Manager (EMEA), Fivetran

AWS ISV Accelerate Partner Journey

If you haven’t already registered your company with the AWS Partner Network (APN), join the APN at no cost by creating your APN Partner Central Account. Follow these steps to join the AWS ISV Accelerate Program.

Step 1: Join the AWS ISV Partner Path
Step 2: Meet Program Requirements
Step 3: Connect with AWS

Step 1: Join the AWS ISV Partner Path
To get started, join the AWS ISV Partner Path and follow the requirements stated in step 2.
Step 2: Meet Program Requirements
These requirements must be maintained during the term of your participation in the AWS ISV Accelerate Program:
- Submit Partner Opportunity Referrals to seek AWS Sales support through the APN Customer Engagements (ACE) Program
- Successfully complete the AWS Foundational Technical Review (FTR) within the past 24 months
- Payment of the annual APN fee of $2,500
- Achieve $350,000 in direct AWS revenue OR at least 20 Launched Opportunities with at least $30,000 in AWS monthly recurring revenue (MRR) within the last 12 months tracked and managed via the Pipeline Manager
- Have an established AWS Partner business plan within the last 12 months
- Publish 2 publicly referenceable customers within the past 12 months
- Landing page on Partner’s website highlighting AWS solutions that run on or are integrated with AWS services, and their collaboration with AWS
- Maintain up-to-date field ready kit for the AWS Sales organization (reviewed every 6 months), including a sales brief (AWS internal reference document that highlights your product’s super powers) and a solution brief (a document that can be shared with AWS customer)
- You will need 10 AWS Validated Opportunities over a rolling 12-month period in ACE Pipeline Manager and accept ACE Terms and Conditions and be able to use ACE on joint opportunities and co-selling with AWS
- Completion of an executive business review, facilitated by your AWS Partner Development Manager (PDM) and subject to AWS’s review and approval
- Lastly, adhere to the APN Terms and Conditions. AWS expects you to work in good faith on projects, opportunities, or other initiatives that we’re collaborating on
Step 3: Connect with AWS
If you have registered your business with the APN and meet the program requirements detailed in step 2, please reach out to your Partner Development Manager (PDM) at AWS to discuss next steps.

If you have not engaged with an AWS PDM yet, fill out this form to submit your interest to participate in the AWS ISV Accelerate Program, and the AWS PDM will contact your Partner Alliance Lead.