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 serve very different purposes in AWS validation and GTM enablement. Understanding the difference can be the difference between a pass and a painful delay.
Let’s break it down.
The Three Assets AWS Loves to See
| Term | Purpose | When It’s Used |
|---|---|---|
| POC (Proof of Concept) | Demonstrates that your solution works technically in a limited, test environment | Pre-sale, pilot-stage validation, customer onboarding |
| Pilot Deployment | A limited, but real rollout with a production use case | Before full implementation; often referenced in case studies |
| Reference Architecture | A reusable, AWS-aligned blueprint showing how your solution is deployed at scale | Required for FTR, Competency, Marketplace listings |
Each one serves a unique role—here’s how to use them properly.
What Is a POC (Proof of Concept)?
A POC is used to test feasibility.
It helps AWS, your customer, and internal teams prove:
- Your product can integrate with existing infrastructure
- It supports the desired use case
- There are no blockers before full deployment
What to include in AWS context:
- POC guide (steps, goals, outcome)
- Config notes for AWS services used
- Performance benchmarks (even small ones)
- Feedback or logs showing successful validation
What Is a Reference Architecture?
This is the most reusable of the three and required for:
- FTR
- Marketplace listings
- AWS Competency applications
It’s a visual + written breakdown of how your product runs on AWS at production scale. It includes:
- VPC design
- Load balancing
- Availability Zones
- IAM roles
- Database/storage layer
- Monitoring tools
- Any AWS services you rely on
It’s not customer-specific—it’s product-specific.
This is what AWS reps will share internally and with prospects.
What Not to Confuse
- A POC ≠ Pilot → One is lab-tested, the other is customer-validated
- A Pilot ≠ Reference Architecture → Pilot = experience; Reference = design
- Your internal “architecture” ≠ Reference Architecture unless it’s formatted + explained for external use
Why All 3 Matter for AWS Success
| Asset | Helps You |
|---|---|
| POC | Win technical trust in pre-sale stages |
| Pilot | Earn credibility for Co-Sell and case studies |
| Reference Architecture | Pass FTR and scale repeatable deployments |
Together, they show AWS that you’re not just built—but built to scale with confidence.
Conclusion
You don’t need all three for every engagement.
But if you’re serious about growing on AWS, having:
- a validated POC
- a successful pilot
- and a clean reference architecture
…means you’re ready to scale through AWS-backed programs.
Want us to package your POC, pilot, and reference architecture into an AWS-ready GTM kit?
Contact us for details.
