AWS re:Invent 2025 - Driving business outcomes with complete AWS Marketplace solutions (PEX111)

Driving Business Outcomes with Complete AWS Marketplace Solutions

Overview of AWS Marketplace

• AWS Marketplace is a global, ever-expanding catalog of software products, services, and data offerings
• It provides customers flexibility in procurement, with options for free trials, pay-as-you-go, and custom contract negotiations
• Key benefits for buyers include:
  • Expansive catalog with discovery tools
  • Faster time to value through standard contracts and vendor insights
  • Consolidated cost management and governance controls

Shift in Customer Procurement Behavior

• Customers are moving away from buying individual products to seeking end-to-end, outcome-driven solutions
• Business buyers are more involved in technology decisions, focused on achieving specific outcomes rather than just features
• This shift is accelerating with the rise of AI and the need to integrate disparate data sources

Multi-Product Solutions on AWS Marketplace

• New capability that allows partners to package multiple products and services into a single, ready-to-deploy solution
• Partners can create solutions tailored to specific customer use cases and industry needs
• Customers can discover these solutions by searching for business problems, not just individual products

Benefits for Partners

1. Transforming Go-to-Market:

   • Transition from selling individual products to comprehensive solutions
   • Ability to tailor solutions to specific customer use cases and industries
   • Opportunities for co-selling and joint selling with complementary partners

2. Scaling Solution Selling:

   • Flexibility to customize solutions during the sales cycle
   • Reuse of previous solution templates for new engagements
   • Streamlined procurement process for customers

3. Streamlining Procurement:

   • Customers have a single point of contact for the entire solution
   • Ability to review and approve each component individually
   • Simplified management and renewals of the overall solution

Example: Accenture and Elastic's Generative AI Solution

• Accenture's Aspire connectors, Elastic Search, Elastic MCP server, and Accenture's data-to-knowledge services
• Packaged as a multi-product solution on AWS Marketplace
• Allows customers to easily integrate disparate data sources and apply generative AI capabilities

Benefits for Different Stakeholders

1. Customers:

   • Procurement advantages of AWS Marketplace with outcome-driven solutions
   • Single point of contact for the entire solution
   • Flexibility to manage and scale individual components

2. System Integrators and Channel Partners:

   • Ability to combine resold ISV products with their own professional services
   • Create differentiated solutions showcasing their expertise and IP
   • Increased visibility and go-to-market opportunities on AWS Marketplace

3. Software Vendors:

   • Combine software products with implementation or professional services
   • Package complementary software products into a single solution
   • Collaborate with channel partners and system integrators to expand reach

Key Takeaways

1. Shift mindset from selling individual products to addressing customer business problems and outcomes
2. Leverage partnerships with other ISVs and channel partners to create comprehensive solutions
3. Utilize AWS Marketplace's multi-product solution capabilities to simplify solution delivery and procurement