Build a co-sell motion AWS sellers can act on.

AWS decides which partners its sellers work with and on which deals. Since June 2026, agents in AWS Partner Central score every co-sell opportunity, and AWS says that score directly influences how AWS engages.

You control the quality of what you bring: clear opportunities, a story that fits the customer's AWS plans and steady relationships with your AWS contacts. We build that motion with your team, or run it for you as a fractional alliance lead.

Book a 30-minute call

What we deliver

Better Together story

We write the short story an AWS seller can retell: the customer problem, how your product and AWS solve it together, and what it means for the customer's AWS plans.

ISV Accelerate readiness

We check you against AWS's eligibility requirements, close the gaps and prepare the application with you.

Fractional alliance leadership

We embed as your alliance lead: running the cadence with your Partner Development Manager, engaging AWS sellers on the right accounts and training your sales team on the motion.

Try it

Checklist: a named customer and buying project, the business problem in the customer's words, the use case and AWS services, estimated AWS spend, a close date and next step, a specific ask of AWS, how the customer will buy, and the customer's AWS account team.

How an engagement runs

  1. Assess: Review your Partner Central records, pipeline and AWS relationships, and find where the motion breaks.
  2. Plan: Agree target accounts, the opportunities to fix first, and the cadence with your AWS contacts.
  3. Execute: Work the deals with your team, track what AWS engages on, and hand over playbooks your team keeps.

Who owns what

Fractivo

  • ACE opportunity reviews and rewrites
  • Your Better Together story and seller-facing material
  • ISV Accelerate gap analysis and application prep
  • The operating cadence with your AWS contacts

Your team

  • The customer relationship and each deal
  • Access to AWS Partner Central
  • Product and technical answers for AWS teams
  • Final say on which opportunities you share

Results: Defang

As Defang's fractional alliance leader, we turned a passive AWS Marketplace listing into a co-sell motion: USD 100K in estimated ARR pipeline from a single AWS Solutions Architect workshop, and 20+ AWS Solutions Architects engaged. Read the Defang case study

Common questions

How does co-selling with AWS work?
You share customer opportunities with AWS through the APN Customer Engagements (ACE) program in AWS Partner Central. AWS reviews each one and decides how to engage, and since June 2026 an Opportunity Quality Score feeds into that decision.
Will AWS sellers bring us deals?
AWS decides which partners its sellers work with and on which opportunities. Nobody can promise AWS deals. What helps is sharing well-documented opportunities and giving AWS sellers a clear reason your product helps their customer.
Who qualifies for ISV Accelerate?
AWS lists Validated or Differentiated status in Partner Central, a generally available AWS Marketplace listing, ACE eligibility, at least 5 launched and 15 qualified opportunities in the past 12 months, at least USD 2,000 in recognized AWS account revenue, one person through the Co-Selling with AWS module, and an Amazon Payee Central account.
What is the Opportunity Quality Score?
Agents in AWS Partner Central score every co-sell opportunity you share, and AWS says the score influences how AWS engages. The score updates as you improve the opportunity.
What is a fractional alliance lead?
An experienced alliance leader who works part-time inside your team for a fixed scope. It suits companies that need the AWS motion running now and plan to hire for the role later, if at all.
Can we buy this through AWS Marketplace?
Yes. Our AWS Alliance Leadership service is available as a private offer on AWS Marketplace, so you can pay through your AWS bill.

Get your co-sell motion working

Tell us how co-selling with AWS is going today. We'll tell you where we think it's breaking and what to fix first. Book a 30-minute call

Also from Fractivo: Cloud GTM Readiness Assessment · AWS Competency services · AWS Marketplace services

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