7 Common Mistakes Companies Make While Preparing for FTR

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

Want an expert-reviewed sample FTR pack?

Contact us for more details.

Shamli Sharma

Shamli Sharma

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