Their ACE opportunities are thin
Records without a named customer, a clear use case or a specific ask of AWS, or opportunities that score low.
For AWS sellers and Partner Development Managers
Have a software partner who isn't ready to co-sell yet? We'll help them get there.
Fractivo works with software companies on the parts of the AWS motion that sit around the product: AWS Marketplace, co-sell, AWS Competencies and AWS partner programs.
Our team includes six years inside AWS, so we know what your team needs to see before it can engage with a partner, and we help the partner get there.
Signs a partner could use help
No listing, or a listing nobody buys through
Not transactable on AWS Marketplace yet, or listed with no private offer motion behind it.
They want an AWS Competency
Interested in a competency but unsure which one fits, or short on customer evidence and case studies.
Nobody owns the AWS relationship
No alliance lead, so meetings happen but nothing moves between them.
They're working toward ISV Accelerate
Close on the requirements but stuck on opportunities, the listing or the application itself.
They don't know where to start
Interested in AWS as a channel, with pieces in place but no plan.
What's in it for everyone
For you
- Partners who are ready to co-sell, with specific opportunities in AWS Partner Central and a story your sellers can repeat.
- Progress on the milestones you track: a transactable AWS Marketplace listing, ISV Accelerate readiness and AWS Competencies.
- Less of your time spent walking partners through AWS programs one at a time.
For your partner
- A free 30-minute call and a clear view of what to fix first.
- One AWS Competency case study reviewed at no cost when an AWS team refers them.
- Help from a team that has worked inside AWS, while their engineers stay focused on the product.
For your customer
- An easier way to buy the partner's software, through AWS Marketplace on their AWS bill.
- For qualifying software, a purchase that can count toward their AWS spending commitment.
- A partner that works closely with their AWS account team on the deal.
Build an introduction in a minute
Tick what you've noticed about the partner and fill in the names. The page writes an introduction you can copy into your own email, and a short form sends the referral to our team. Partners referred by an AWS team get one AWS Competency case study reviewed at no cost.
What you can count on
You stay informed
With the partner's agreement, we let you know when we start working together and when something changes that affects your plans.
Opportunities you can act on
We help the partner share specific, complete opportunities in AWS Partner Central, so you're not chasing missing details.
No promises on AWS's behalf
We never tell a partner that AWS will engage, approve an application or share deals. AWS decides, and we say so.
Technical work stays with their engineers
The Foundational Technical Review, integrations and architecture answers stay with the partner's team. We prepare everything around them.
Partners we've helped
Docebo: Two AWS Competency submissions in 12 weeks. AWS approved the Education Competency three days after submission. Read the case study
Defang: AWS Marketplace listing live in two weeks, then USD 100K in estimated ARR pipeline from a single AWS Solutions Architect workshop, with 20+ AWS Solutions Architects engaged. Read the case study
Common questions
- Which partners are the best fit?
- Software companies that treat AWS as a real partnership: early in ISV Accelerate or with AWS resources assigned, and selling to customers who buy through AWS Marketplace. Partners already at the Advanced tier or holding an AWS Competency usually have what they need.
- What does the partner get at no cost?
- A 30-minute call to look at where things stand. Partners referred by an AWS team also get one AWS Competency case study reviewed at no cost.
- How does the partner pay for the work?
- Directly, or through our private offers on AWS Marketplace, which puts the cost on their AWS bill. Professional services don't count toward an AWS spending commitment. Some work, such as customer case studies and sales content, may be eligible for the partner's own AWS Marketing Development Funds. Their AWS Partner Marketing Manager can confirm.
- Do you do technical work?
- No. The partner's engineers own the Foundational Technical Review, integrations and technical validation. We cover the commercial, program and go-to-market side.
- How do I reach you directly?
- Use the contact form on our homepage or book a call. We're happy to talk through a partner before you make an introduction.