Failing the Foundational Technical Review usually has nothing to do with your product
Introduction
AWS’s Foundational Technical Review (FTR) is often treated like a technical milestone but here’s the truth:
Most companies fail FTR not because their product is flawed, but because their documentation and process readiness are incomplete or unclear.
In this article, we’re breaking down the 7 most common mistakes companies make when preparing for FTR and how to avoid them so you can pass the first time, without back-and-forth.
Mistake 1: Submitting a Half-Baked Architecture Diagram
Your architecture diagram should:
- Label all AWS services used
- Show data flow clearly
- Indicate security boundaries (e.g., VPC, subnets, IAM)
- Include multi-region or HA if applicable
Tip: Use standardized AWS architecture icons. Confusing visuals = instant red flag.
Mistake 2: Missing a Deployment Guide
A “quick start” paragraph isn’t enough.
You need a step-by-step deployment guide that explains:
- Provisioning
- Configuration
- Dependencies
- Rollback/recovery (if needed)
Tip: Even if you’re a SaaS product, AWS still wants to know how it’s provisioned, not just that it’s hosted somewhere.
Mistake 3: Weak Security Section
Generic lines like “we use encryption” won’t cut it.
You need to explain:
- IAM role setup
- Data encryption (at rest + in transit)
- Audit logging
- Compliance readiness (SOC2, ISO, etc.)
Tip: This is often the section AWS scrutinizes most.
Mistake 4: Over-Marketing the Submission
FTR is a technical review, not a sales pitch.
Avoid:
- Vague business speak
- Fluffy feature blurbs
- “World’s best” claims
Stick to architecture, operations, and real-world use.
Mistake 5: No Real-World Use Cases
Your product may be working great in production but if AWS can’t see how it solves a specific customer problem, that’s a gap.
Tip: Include at least one short case study with:
- Customer context
- Problem → Solution → Outcome
- Industry relevance
Mistake 6: Submitting Last Minute
Rushed submissions often lead to:
- Incomplete documentation
- No time to respond to clarifications
- Delayed validation
- Missed co-sell or listing deadlines
Tip: Treat FTR like a product sprint. Scope, write, review, then submit.
Mistake 7: Treating FTR as a One-Off
Many founders treat the FTR as a one-time checkbox. But this same content gets reused for:
- Marketplace listings
- AWS Competency submissions
- Co-Sell briefs
- Sales enablement decks
Tip: Build content that scales, not just content that survives one review.
Conclusion
If you avoid these 7 mistakes, you’re already ahead of most AWS Partner teams.
The fastest way to pass FTR?
- Understand what AWS expects
- Prepare structured, reviewer-friendly documentation
- Treat content as a growth asset, not a formality
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