By Anupam Anand, Sr. ISV Program Manager at AWS
Thousands of independent software vendors (ISVs) are looking to help these organizations accelerate cloud adoption journeys. To do so, they have chosen to build and innovate on Amazon Web Services (AWS) with its breadth and depth of available services.
ISVs are increasingly seeking access to AWS customers to grow their cloud business. They want a simple way to engage AWS field sellers on joint customer opportunities.
For AWS Partners who provide software solutions that run on or are integrated with AWS, we designed the AWS ISV Accelerate Program to enable them to co-sell with AWS. The program helps AWS Partners drive new business and accelerate sales cycles by connecting participating ISVs with the AWS Sales organization.
One of the most pressing requests our AWS ISV Accelerate Program team hears from Partners is the need for joint meetings with customers. Additionally, ISVs often require more prescriptive guidance on engaging with AWS sales teams and working on joint pipeline generation activities.
The AWS ISV Accelerate Program provides AWS Partners with co-sell support and benefits to easily gain access to millions of active AWS customers, by working with AWS field sellers globally. Co-selling provides better customer outcomes and assures mutual commitment from AWS and Partners.
“Customers gain even more confidence in Datadog when we collaborate with AWS,” says Laura Ripans, Director of NA Cloud Alliances at Datadog. “By leveraging the AWS ISV Accelerate Program (on a daily basis), we keep the flywheel of co-selling moving along.
“In the spirit of collaboration, our pipeline of opportunities is balanced; some are sourced by Datadog and some by AWS. “Our 2020 opportunity pipeline is over 10x (compared with) 2019,” adds Ripans. “It’s a powerful alliance built on amazing solutions, trust, and communication.”
Benefits for AWS Partners
With AWS ISV Accelerate, we are making it even easier to engage with AWS in a manner that best suits your needs:
- Incentivizing our AWS sales teams and providing cash incentives to support Partners’ AWS Account Managers.
- Providing AWS Sales with visibility to ISV Partner solutions via an internal solution library. We also provide opportunities for Partners to educate AWS sellers on their value proposition.
- Prioritized access to dedicated co-selling support teams.
- Accelerate sales cycle and automate customers’ procurement experience through AWS Marketplace with favorable listing fees for your software.
The AWS ISV Accelerate Program aligns AWS sellers and ISVs and provides ISVs with a clear path to successfully co-sell with Amazon Web Services.
To get started with the AWS ISV Accelerate Program, simply register with the AWS Partner Network (APN) and join the AWS ISV Partner Path beginning January 2021. As you progress along your path, you can join the AWS ISV Accelerate Program to unlock access to focused co-selling opportunities.
AWS ISV Accelerate leverages other APN Partner Programs to help ISVs differentiate their customer success.
Register for Our Co-Selling Session at re:Invent
Register for the Co-Selling for Independent Software Vendors (GPS212) session at AWS re:Invent on Dec. 16. Emily Tyack, Sr. Manager, ISV Programs, will discuss how you can engage with AWS, and take you through the Partner journey to co-sell success with AWS.