Because “we’re a SaaS platform” isn’t enough Introduction When you’re listing on AWS Marketplace or preparing for a Co-Sell motion, your Solution Overview Document is often the first thing AWS Partner teams and reviewers read.And if it doesn’t clearly explain what you do, how you do it, and why it matters on AWS, everything else—your case studies, deployment guide, and […]
What to Include in Your AWS Solution Overview Document Read More »
It’s not about who builds better tech, it’s about who’s easier to sell. Introduction You’ve built a great cloud product. You’re listed on AWS Marketplace.Maybe you’ve even passed FTR and gone Co-Sell ready.But still, AWS field sellers aren’t picking you.Why?Because being “approved” is not the same as being recommendable.In this post, we’ll break down what actually
What Makes AWS Field Sellers Pick One Partner Over Another Read More »
Your architecture diagram shouldn’t need a tour guide Introduction You know your architecture inside out. Your dev team lives it.But what happens when a Partner Manager, GTM lead, or AWS Co-Sell rep looks at your diagram?Usually, blank stares.Because most technical diagrams are built for your team, not your partners.And in AWS programs, that’s a problem.In this post,
Creating Technical Diagrams for Non-Technical Reviewers Read More »
You passed security, but did you align with how AWS actually evaluates your product? Introduction Most founders hear “FTR” and think: It’s just a security check.But here’s the truth:FTR isn’t just about encryption and IAM.It’s your first real impression with AWS, and a filter for Co-Sell potential.And if you miss key parts of the process, your listing gets
The FTR Checklist Most Founders Miss Read More »
Different tools. Different goals. All critical for your AWS partner journey. Introduction If you’re preparing for AWS Co-Sell, FTR, or Competency submission, you’ve likely heard requests like:“Can you share a reference architecture?”“Do you have a validated POC?”“Was this a pilot or a full deployment?”Sounds familiar? You’re not alone.These terms often get used interchangeably, but they
POC vs Pilot vs Reference Architecture: What’s Right for AWS Validation? Read More »
If your AWS listing feels invisible, this is the blog you’ve been waiting for. Introduction So you made it. You passed FTR, got listed on AWS Marketplace, maybe even shared it on LinkedIn.But… no leads. No calls. No clicks.Just silence.The truth? Most AWS Marketplace listings aren’t broken; they’re just not built to convert.Let’s break down exactly
Why Most Marketplace Listings Don’t Convert (And How to Fix Yours) Read More »
If your case study feels like marketing, AWS will treat it like fluff Introduction You’re asked to submit 2–3 case studies for your Co-Sell path or Competency application. Easy, right?Just pull together some sales slides, drop a logo, add a quote, and hit send?Not if you want approval.AWS doesn’t just want “success stories.”They want structured proof
AWS Case Study Templates (and Why Most Fail) Read More »
A 2-week delay is nothing. A weak listing? That costs you pipeline. Introduction AWS Marketplace is a powerful distribution channel for SaaS founders.But jumping in without prep? That’s how you end up with: Before you list, check these boxes.It’s not just about tech. It’s about positioning, trust, and speed to value. Pre-Listing Marketplace Checklist (SaaS Edition)
The Marketplace Checklist for SaaS Startups (What to Do Before You List) Read More »
Your listing isn’t just a page. It’s a sales funnel entry point. Introduction Most companies treat their AWS Marketplace listing like a compliance form:“We need to be listed to unlock Co-Sell or FTR—so let’s just get it live.”But if you’re only thinking about the listing as a checkbox, you’re leaving a huge opportunity on the
How to Align Your AWS Marketplace Listing with GTM Strategy Read More »
Yes, it takes effort. But it pays you back, in trust, pipeline, and positioning. Introduction Ask any AWS Partner who’s earned an AWS Competency badge, and they’ll tell you the same thing:“It was a lot of documentation. But totally worth it.”Competency isn’t just another badge; it’s one of the strongest trust signals in the AWS ecosystem. It
The ROI of Getting Your AWS Competency Faster Read More »
Drop us your email and we will help you finalize a plan!
