AWS re:Invent 2025 - Accelerate your growth: AWS Partner Programs for Software Partners (PEX103)

AWS re:Invent 2025 - Accelerate your growth: AWS Partner Programs for Software Partners (PEX103)

The SaaS Market Opportunity

• The SaaS market is growing rapidly, with 20% annual growth.
• The global IT spend on SaaS is expected to reach $1.7 trillion by 2029, with $300 billion by the end of 2025.
• However, less than 50% of workloads are currently running in the cloud, indicating a significant untapped opportunity for software partners.

Challenges in Cloud Transformation

• Customers still face hesitancy towards the cloud due to perceived risks, security concerns, and the complexity of migrating legacy on-premises solutions.
• Many organizations have parallel code bases for on-premises and SaaS versions, making the value proposition for SaaS less compelling.
• Large enterprise solutions are often heavily integrated with third-party systems, making migration a daunting task.
• Compliance and regulatory issues in certain industries, as well as cost concerns, continue to influence cloud transformation journeys.

The AWS Partner Profitability Framework

• The framework provides a scalable and reliable way for partners to maximize their value within the AWS Partner Network (APN).
• It consists of four key motions: Build, Market, Sell, and Grow, each offering different levels of profitability.
• The better the value and differentiation partners provide to customers, the more value and profitability they can drive.

AWS Partner Programs for Software Partners

Marketplace List and Sell Program

• Provides financial incentives to help partners build, market, and sell on AWS Marketplace.
• Accelerates co-sell, increases customer adoption and revenue growth, and connects partners with qualified AWS partners to simplify the marketplace experience.
• Partners using this program have experienced faster listing times, higher project success rates, and increased revenue streams.

Marketplace Private Offer Promotions (MPOP)

• A flagship incentive program for AWS Marketplace, offering 1-2% of the total contract value (TCV) as incentives on a per-opportunity basis.
• Customers who received MPOP benefits saw a 50% increase in downstream gross software sales and 1.7x higher TCV compared to those who did not.
• The program has seen a 5x increase in partner participation in the last 2 years.

ISV Accelerate Program

• A global co-sell program for partners with specialized, market-ready SaaS solutions on or integrated with AWS.
• Provides sales compensation for AWS sales teams, increased solution visibility, and early access to co-sell resources.
• Drives deeper collaboration between partners and AWS sales teams, resulting in better customer outcomes.

ISV Workload Migration Program (ISVWMP)

• Helps software partners migrate their customers' workloads from non-AWS sources (on-premises, other clouds, or open-source) to their SaaS solutions on AWS.
• Offers technical enablement, financial incentives (15-25% of first-year ARR), and go-to-market support to de-risk and accelerate the migration process.
• Leads to increased revenue streams, faster migration timelines, and better customer experiences for partners.

Getting Started

• Assess your position in the Build, Market, Sell, and Grow journey, and select the appropriate AWS partner programs to suit your needs.
• Work with your AWS account manager or partner development specialist to get started with the selected programs.