3 Key Announcements from AWS re:Invent Global Partner Summit

New AWS Partner benefits that help startups drive business growth

  • AWS ISV Partner Path
  • AWS ISV Accelerate
  • Expansion of AWS Marketplace Benefits

AWS ISV Partner Path: expediting partner benefits

The AWS ISV Partner Path is a program that focuses on Independent Software Vendors (ISVs) that have a solution that runs on or is integrated with AWS. This program unlocks several benefits, like funding and co-selling support, that were previously only available to Advanced Partners, by waiving many requirements that might have taken months to meet, especially by startups (see below).

Fewer Requirements

Before the ISV Partner Path program, a partner couldn't access AWS Partners benefits, unless it achieves an Advanced status, which requires to meet several requirements such as technical validation, public references, opportunities registration, etc.

Enhanced Partner Benefits

With fewer requirements, Partners can access existing Partners benefits faster, and leverage the new programs that were announced.

  1. Co-sell support, with the ACE Program.
  2. Access to differentiation programs, such as AWS Competency, AWS Service Delivery, AWS Service Ready, and more.
  3. Funding eligibility:

ISV Accelerate Program

The ISV Accelerate Program structures the AWS co-sell support and accelerates the joint commitment between AWS and its Partners.

  • Enhanced exposure to AWS Sales teams and prioritized access to the AWS co-sell support team. This access drives more awareness to Partners’ products, which drives deal support and customer referrals.
  • Cash incentives for AWS Sales teams for joint wins. These incentives enhance the motivation of field teams to help Partners to close deals.
  • Reduced AWS Marketplace listing fees. If a deal is closed via the AWS Marketplace, AWS will reduce the listing fee significantly.
Co-Selling for Independent Software Vendors session at AWS re:Invent 2020, delivered by Emily Tyack, Sr. Manager, ISV Programs

Expansion of AWS Marketplace Benefits for Startups

As part of the AWS Marketplace Startup Program, AWS helps companies to accelerate sales cycle and automate customers’ procurement experience.

  • Credits to completely offset listing fees for the first five private offers that Partners launch on AWS Marketplace.
  • Significantly reduced AWS Marketplace listing fees for deals renewals.

Get Started

The new announcements demonstrate a partner-centric approach as they significantly simplify Partners’ experience, reducing some of the barriers to existing benefits as well as introducing new opportunities to boost Partners’ co-selling strategy. This approach will make it easier for startups to accelerate their journey as an AWS Partner and develop a go-to-market strategy with AWS.

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Nofar Asselman

Startup Partnerships Lead at Microsoft Cloud (ex-AWS Hero) Focused on Channels, Partners & Alliances. Traveler & tennis lover