Tool · 10 min read

AWS ISV Accelerate Program

Amazon Web Services Free Intermediate

The actual eligibility bar for co-selling with AWS, in AWS's own words: marketplace listing, ACE eligibility, 5 launched and 15 qualified opportunities in 12 months. Read it before you promise your board a co-sell motion.

  • Entry bar is concrete: 5 launched and 15 qualified ACE opportunities in the past 12 months, plus $2,000 in recognized AWS account revenue.
  • You need a generally available AWS Marketplace listing and Validated or Differentiated status in Partner Central before applying.
  • AWS account managers earn co-sell incentives on Private Offers, which is the mechanism that gets their attention.
  • AWS reports 51 percent of partners see higher revenue growth from co-sell and 65 percent close deals faster.
Open on aws.amazon.com ↗

It answers 5 questions

  1. How do we actually list on AWS Marketplace, and what changes in our sales process?
  2. How do I get real attention from AWS or Microsoft instead of just another badge?
  3. Marketplace revenue is growing but finance hates the platform fee. How do I make the case?
  4. What do the top 10% of cloud marketplace sellers do that everyone else does not?
  5. How do the best operators partner with a company a hundred times their size without getting crushed?

Read with it

  1. The benchmark dataset for marketplace and co-sell: multi cloud sellers at 29% of revenue through marketplaces versus 3% for... Tackle Report · 25 min read The 2025 State of Cloud GTM Report Tackle
  2. AWS explaining its own co-sell machinery: business planning in Partner Central, partner matching, multi partner deals that... AWS Partner Network Blog Article · 9 min read Unlocking Synergies: Maximizing Co-Sell Opportunities with AWS Priya Bains
  3. Primary source rather than a vendor blog, and the entry point to the delivery method, entitlement and private offer docs you... AWS Documentation Article · 12 min read What is AWS Marketplace? (Seller Guide) AWS Documentation
  4. Freshworks' SVP of global channels on why the mid market is only reachable through partners, with a live example: one... SiliconANGLE Article · 8 min read Freshworks leans on partner flywheel to unlock mid-market opportunity at scale Kelly Knight
  5. The third cloud's own partner documentation, covering SaaS, VM and now AI agent listings, plus the billing integration work... Google Cloud Documentation Article · 10 min read Google Cloud Marketplace: offering your products Google Cloud Documentation
  6. The Almabase founder on partnering with a billion dollar company as a small Indian startup and the win win win test he uses,... SaaSBoomi Podcast · 50 min listen Acing ABM, Customer Dev and Partnerships in the US Kalyan Varma with Arvind Parthiban and Varun Shoor
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