Unlocking Revenue Growth: How ISVs Can Scale Faster with AWS Cloud Partnerships
In the era of cloud ecosystems, software companies are no longer scaling alone. They’re co-building, co-selling, and co-innovating — and the biggest enabler in this journey is strategic cloud collaboration. For Independent Software Vendors (ISVs), partnering with a hyperscaler like Amazon Web Services (AWS) can turn your product into a growth engine.
So how do you move beyond just being listed on AWS Marketplace to actually unlocking revenue through the AWS Partner Network?
Here’s the playbook.
🚀 Why Cloud Collaborations Drive Exponential Growth
Cloud platforms bring more than just infrastructure. They bring:
- Credibility through brand association
- Discoverability through marketplaces
- Scalability through cloud-native integration
- Revenue through global go-to-market channels
The true opportunity lies in co-selling — where your software becomes part of the cloud provider’s own sales motion.
🔑 1. Complete Your Foundational Technical Review (FTR)
FTR is your entry ticket. Completing this technical assessment ensures your solution aligns with AWS’s architectural standards and earns you trust with their field sellers.
💡 Pro tip: Once FTR is done, apply to the ISV Accelerate Program to unlock co-sell benefits.
🔑 2. List (Strategically) on AWS Marketplace
A Marketplace listing isn’t just a transaction tool — it’s a trust signal. But success comes from:
- Using Private Offers to streamline procurement
- Packaging solutions in a way that aligns with AWS sales motions
- Mapping listings to AWS service categories customers are actively searching
🔑 3. Align with AWS Field Teams
AWS Account Managers and Partner Development Managers (PDMs) are focused on customer impact. To align with them:
- Bring customer demand to the table
- Highlight how your product complements AWS workloads
- Provide battle cards, joint value props, and customer success stories
The more you enable AWS teams, the more they’ll co-sell with you.
🔑 4. Drive Joint Marketing & Campaigns
Revenue isn’t just about sales — it’s about visibility. AWS offers Marketing Central, APN blog publishing, and event sponsorships to help you build awareness.
Use these channels to:
- Publish AWS-validated customer stories
- Launch use-case-driven campaigns
- Participate in industry events alongside AWS
🔑 5. Operationalize for Scale
Cloud collaborations break down when internal teams aren’t aligned. Build internal ownership around:
- Deal desk and pricing strategy for Private Offers
- Marketplace operations (usage tracking, renewals, etc.)
- Partner KPIs like co-sell influenced pipeline, Marketplace transacted revenue, and new accounts sourced
🧭 Your Revenue Collaboration Checklist
✅ FTR completed
✅ ISV Accelerate Program enrolled
✅ Marketplace listing optimized with Private Offers
✅ Aligned with AWS sales team via PDM
✅ Marketing campaigns launched
✅ Internal revenue ops structured around cloud KPIs
🤝 How Adiantara Supports This Journey
At Adiantara, we work with ISVs to transform cloud alliances into revenue. From technical readiness and Marketplace onboarding to co-sell strategy and GTM execution — we help unlock the full commercial value of cloud collaboration.
Whether you’re new to AWS or ready to scale your partnership further, let’s build the bridge between technology and revenue — together.
📩 Reach out to explore how we can partner in your AWS growth story.
