By Gemma Graham, Sr. APN Program Manager at AWS
Beginning in January 2021, any AWS Partner with a software solution that runs on or is integrated with Amazon Web Services (AWS) can join the new AWS ISV Partner Path.
As with everything we do at AWS, we lead with the customer and enable our Partners to deliver AWS solutions and services to their customers. When a customer looks for a solution, we understand they search based on the solution rather than for a specific Partner.
The new AWS ISV Partner Path helps customers identify solutions that are reviewed by AWS. It pivots the focus from Partner-level badging to solution-level badging to better align with customers’ needs.
The AWS ISV Partner Path provides a new and simplified Partner experience designed to accelerate the engagement independent software vendors (ISVs) have with AWS. It does so through prescriptive guidance, curated programs, funding benefits, and co-selling support.
Among other benefits, AWS ISV Partner Path removes AWS Partner Network (APN) tier requirements for ISVs, while retaining their eligibility for valuable programs such as AWS SaaS Factory, AWS Competency, and AWS Service Ready. ISVs can now directly access several AWS resources and participate in APN programs as they progress along the path.
While each program maintains its own prerequisites, and specific terms and conditions for joining, ISVs do not have to meet AWS Partner tier requirements to participate in them.
Simplified Access to Benefits
All existing AWS Partners, as well as new businesses registering with the APN, will be able to join the new AWS ISV Partner Path.
AWS Partners who are currently registered as Technology Partners and have software solutions that run on or are integrated with AWS will be transitioned to the AWS ISV Partner Path starting in January. This gives ISVs immediate access to the most relevant APN programs and benefits, without having to meet the AWS Partner tier requirements.
AWS Consulting Partners that offer software solutions in addition to their services practice can also join the AWS ISV Partner Path without impacting their current AWS Partner tier or program designations.
With AWS ISV Partner Path, ISVs can earn a “Reviewed by AWS” solution badge based on the technical validation of the solutions they offer, instead of an AWS Partner tier badge. This shift better aligns to how AWS customers look for Partner-delivered solutions, and how ISVs go to market with their AWS-based validated solutions.
The AWS ISV Partner Path simplifies and reduces the number of prerequisites for APN members to start engaging with AWS. Now, AWS ISV Partners can access AWS resources and receive prescriptive guidance on how to build, market, and sell solutions with AWS, along with training discounts to develop AWS-based skills and capabilities.
AWS ISV Partner Path also includes access to the new AWS ISV Accelerate Program, which provides ISVs co-sell support and benefits to easily gain access to millions of active AWS customers by working with AWS Sales teams globally.
Members of the ISV Partner Path will have enhanced access to funding benefits, such as an innovation sandbox for solution development, Market Development Funds (MDF) for joint go-to-market activities, and Partner Opportunity Acceleration (POA) to support customer proofs-of-concept.
All of these benefits and resources are provided to ISVs through the APN Partner Central portal that provides AWS Partners with tools and content to grow their business. An AWS Partner Development Representative (PDR) will engage and guide each ISV’s onboarding process immediately after they join the AWS ISV Partner Path.
The cornerstone of engagement with AWS ISV Partner Path starts with an AWS Foundational Technical Review (FTR), formerly known as the Technical Baseline Review, which also unlocks access to solution-level badging.
The FTR enables AWS Partners to identify and remediate risks in their products or solutions based on AWS best practices related to security, reliability, and operational excellence.
The FTR is created in alignment with AWS Well-Architected Framework pillars and is led by an AWS Partner Solutions Architect (SA) in a one-on-one-engagement. You can conduct an FTR at no cost. All AWS Partners are encouraged to conduct an FTR to mitigate workload risks and deliver positive customer outcomes.
An FTR Lens is now available in the AWS Well-Architected Tool and provides a simple process for ISVs to review new and existing workloads, identify architectural risks, and receive guidance on improvements that can help them complete their review.
With the AWS ISV Partner Path, we have made it easier for ISVs to determine how they go to market with their customers and accelerate their journey as an AWS Partner.
This new experience responds to customer and Partner feedback, removes APN tier requirements for ISVs, introduces the ability to engage across all of the services, products, and solutions a Partner offers, and pivots Partner badge attainment to focus on solution-level validation.
With fewer requirements to access AWS Partner programs from differentiation and funding to co-selling, Partners can engage with AWS more quickly and in a meaningful way to develop their solution offerings and go to market with AWS.
While AWS ISV Partner Path does not become generally available until January 2021, AWS Partners can get a jump start by conducting an AWS Well-Architected Review with the Foundational Technical Review Lens.