Independent Software Vendors (ISVs) are companies that develop and sell software as their main business, offering solutions that run across platforms and serve various industries. ISV Accelerate is a co-sell program by AWS designed for independent software vendors (ISVs) whose products are listed on the AWS Marketplace, which enables these vendors to collaborate directly with AWS sales teams to drive joint customer engagements, expand market reach, and accelerate deal closures through enhanced visibility and support.
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Eligibility criteria for AWS ISV Accelerate
- APN Membership is a Must: You must be a registered member of the AWS Partner Network (APN) and hold at least the Validated Software Partner status.
- Sell Through AWS Marketplace: Your solution has to be listed and transactable on the AWS Marketplace to qualify for co-sell benefits.
- Product Must Be Solely Software-Based: Your offering must be a software-only solution; hardware-dependent products are not eligible.
- Active Co-Sell Readiness: The product should be aligned with AWS co-sell requirements, such as demand generation, joint GTM activities, and sales enablement support.
- Public Reference or Customer Proof: AWS typically requires a referenceable customer, a public case study, or a testimonial to validate product value and performance.
- Adherence to Program Guidelines: The ISV must agree to program terms, including reporting standards, marketing guidelines, and sales engagement protocols with AWS.
Benefits of AWS ISV Accelerate
- Co-Sell Support with AWS Sales Teams: Gain access to AWS’s global salesforce to jointly drive deals, expand reach, and accelerate sales cycles.
- Increased Visibility and Credibility: Listing under ISV Accelerate enhances trust with enterprise customers and highlights your solution as co-sell-ready.
- Access to Market Development Funds (MDF): Eligible partners may receive AWS-funded support for marketing initiatives and demand generation campaigns.
- Faster Procurement Through AWS Marketplace: Purchasing for customers via the AWS Marketplace improves deal velocity and procurement compliance.
Best practices for AWS ISV Accelerate
- Align with AWS Co-Sell: Make sure your solution is ready for co-selling by clearly showing its value, uses, and pricing. Work closely with AWS sales teams to find shared opportunities.
- Optimize Your AWS Marketplace Listing: Create a clear, keyword-rich listing. Include detailed product info, pricing, deployment options, and support details to boost visibility and conversions.
- Utilize AWS Partner Resources: Use programs like APN Partner Central, marketing funds (MDF), and technical training to speed up your onboarding and market entry.
Limitations of AWS ISV Accelerate
- Eligibility Requirements: Not all software vendors qualify; you must be a validated AWS Partner and meet specific co-sell readiness criteria.
- Administrative Overhead: Joining and maintaining participation requires detailed documentation, updates, and consistent coordination with AWS.
- Sales Dependency: Success often depends on active collaboration with AWS sales teams, which may delay go-to-market speed if coordination is limited.
AWS ISV Accelerate FAQs
- Q1. How do I apply for ISV Accelerate?
You must be an APN member, enroll in the Software Path, list your product on AWS Marketplace, and meet eligibility criteria before applying through AWS Partner Central. - Q2. Is ISV Accelerate available globally?
Yes, the program is available in most AWS global regions, though exact availability may vary based on regional AWS Sales team participation. - Q3. Does AWS charge to join ISV Accelerate?
No, there is no direct fee for joining the program, but meeting technical and co-sell requirements may involve investment in product readiness and APN costs. - Q4. What kind of support does AWS provide through ISV Accelerate?
Through ISV Accelerate, AWS offers significant backing. This includes getting you in front of their sales teams, providing technical resources, creating co-sell opportunities, access to funding programs, and comprehensive go-to-market support.
How can Cloudkeeper Support AWS ISV Accelerate?
- Strategic & Technical Guidance: CloudKeeper provides expert advice, helping ISVs align their cloud strategy with AWS best practices for efficient architecture and top performance.
- Foundational Technical Reviews: They conduct thorough technical assessments to pinpoint cloud setup improvements, ensuring ISVs meet AWS's ISV Accelerate program requirements.
- Seamless Marketplace Integration: CloudKeeper streamlines integration with AWS Marketplace, helping ISVs reach more customers and simplify software deployment.
- Go-To-Market (GTM) Enablement and Scaling: CloudKeeper helps ISVs get to market faster and grow more effectively. We give them the tools and know-how to boost their marketing and scale up efficiently, often through joint sales and promotions with AWS.
