Your AWS Listing Is Live. Now What?

You've done the work. Your product is listed on AWS Marketplace. Then you look at the AMMP dashboard three months later and realize: a live listing doesn't generate pipeline by itself. AWS Marketplace is a procurement channel — and to use it at its highest leverage, you need to activate the engine behind it: AWS ISV Accelerate.

What ISV Accelerate Actually Is

ISV Accelerate is a co-sell activation program that connects your sales team with AWS's 10,000+ field sellers. Three roles matter:

• Partner Development Manager (PDM): Your primary AWS contact for co-sell strategy
• Partner Development Representative (PDR): Focused on pipeline generation
• AWS Field Sales (AEs): The sellers covering specific accounts who engage alongside your team

The ACE (APN Customer Engagements) portal is the operational layer where every co-sell opportunity flows.

Qualification Requirements

1. Active transactable listing on AWS Marketplace
2. APN Select tier or higher membership
3. Foundational Technical Review (FTR) completion
4. Specialization path (2026 update — competencies strengthen your position)

Core Benefits

Reduced Transaction Fees

Standard SaaS fee: typically 3%. ISV Accelerate co-sell fee: as low as 1.5%. On a $500K deal, that difference is $7,500.

SaaS Revenue Recognition

Your revenue counts toward the customer's AWS committed spend. Enterprise buyers behind on EDP drawdown will prefer marketplace purchases.

Co-Sell Motion

The transformative benefit. Your sales team and AWS field sales engage jointly on opportunities. AWS AEs have existing relationships with CTOs and VPs of Infrastructure at their accounts.

Seller Prime: The Elite Tier

Seller Prime unlocks higher search placement, featured placement opportunities, priority PDM engagement, dedicated support, and early access to new features.

Maximizing the Program

• Make ACE a weekly habit, not an emergency button
• Train your entire sales team on marketplace deal mechanics
• Align your product roadmap with AWS services
• Track marketplace revenue separately in your CRM

Automatum handles the operational layer — metering, private offers, subscriber lifecycle — so your team focuses on co-selling. Talk to the Automatum team to activate your AWS co-sell channel.