Title

AWS re:Invent 2023 - Scale your software company with AWS growth programs (SEG104)

Summary

Jeff Klaus, responsible for global ISV strategy, introduces AWS growth programs aimed at helping software companies scale in a challenging environment.
The session focuses on go-to-market strategies and leveraging AWS Marketplace as a foundational channel for growth.
Jeff discusses the importance of adapting to market uncertainties, such as interest rate fluctuations and unstable environments.
He emphasizes the need for software companies to sell more of what they have, sell something new, and sell in new geographies.
AWS Marketplace is highlighted as a low-cost, simple channel that can scale into new geographies and accelerate deals.
Kenta Yasukawa from Soracom shares his experience with AWS, emphasizing the technical and business growth support provided by AWS.
The Roadmap Acceleration Program (RAP) is introduced, which helps companies align their product strategies with AWS services for growth.
Jeff Hammond explains the RAP process, which includes a structured discovery session and a customized bubble chart to guide decision-making.
The Passport program is unveiled, designed to assist companies in global expansion, addressing strategic evaluation, security, compliance, operational considerations, and building a customer pipeline.
Keith Pick from Buildkite shares his positive experience with the Passport program, highlighting the benefits of strategic planning and AWS's support in entering new markets.

AWS Marketplace is not just for SaaS solutions; it can also be used for hardware and other software solutions, providing a strategic channel for customer acquisition and scaling.
The Roadmap Acceleration Program (RAP) is a consultative service offered by AWS to help software companies make informed product decisions and align with AWS services for growth.
AWS's approach to supporting software companies is not just technical but also strategic, offering programs that help with business growth and market expansion.
The Passport program is a comprehensive service that helps companies navigate the complexities of global expansion, including strategic planning, compliance, operational setup, and customer acquisition.
AWS emphasizes the importance of partnership and co-selling, suggesting that companies that fully engage with AWS programs can expect a reciprocal effort and support from AWS.
The session indicates that AWS is actively seeking to provide end-to-end solutions for software companies, not just in terms of infrastructure but also in terms of strategic business growth and market penetration.