Title

AWS re:Invent 2023 - Accelerating ISV growth in the AWS Partner Network (APN103)

Summary

The session focused on how Independent Software Vendors (ISVs) can leverage the Amazon Partner Network (APN) to grow and scale their businesses.
The speaker, Global Head of Sales at VeeUp, shared insights from their experience with AWS and ISVs, emphasizing the importance of understanding and utilizing AWS beyond just technology.
VeeUp, an advanced tier and resale partner of AWS, was introduced as a company that assists ISVs in building alliances with AWS, covering technical, commercial, and other benefits.
The speaker discussed the correlation between AWS spend and product revenue, the trend of companies moving to SaaS, and the importance of understanding AWS billing and cost optimization.
The APN was highlighted for its commercial and technical benefits, including programs like ISV Accelerate and the Workload Migration Program, which incentivize AWS reps to sell ISV products and offer discounts on AWS bills.
AWS Marketplace was recommended for its procurement advantages, security validation, and the ability to speed up sales cycles by 40% according to Gartner.
The speaker shared customer success stories, including a company called Cadoodle, which realized significant cost savings through right-sizing and savings plans.
The talk concluded with an invitation to discuss how ISVs can benefit from APN programs and a reminder that AWS encourages and supports these partnerships for mutual growth.

The APN offers a multi-faceted approach to growth for ISVs, not just through technical support but also through commercial and strategic programs.
AWS Marketplace is becoming increasingly important for ISVs as enterprises prefer to procure through cloud vendors for simplicity and security assurance.
AWS has financial incentives in place, such as ISV Accelerate and the Workload Migration Program, which are underutilized due to a lack of awareness among ISVs.
Cost optimization and understanding AWS billing are critical for ISVs to manage their margins and scale effectively.
The speaker's emphasis on the APN's benefits suggests that AWS is actively seeking to foster a partner-centric ecosystem, which can be a significant growth lever for ISVs.
The success stories shared by the speaker underscore the tangible benefits of engaging with AWS and its partner network, reinforcing the value proposition of the APN for ISVs of all sizes and lifecycle stages.