AWS re:Invent 2025 - Scale and Optimize your Solutions Globally with AWS Expansion Programs (ISV317)

AWS re:Invent 2025 - Scale and Optimize your Solutions Globally with AWS Expansion Programs

Overview

• This presentation discusses AWS's "Global Passport" program, which helps ISVs (Independent Software Vendors) expand their solutions into new global regions.
• The program aims to address the key challenges ISVs face when expanding internationally, including strategic planning, technical readiness, regulatory compliance, and go-to-market support.
• The program is designed as a personalized, one-on-one engagement where AWS provides guidance and resources to help ISVs successfully enter new markets.

Strategic Planning

• The "Strategic Planning" pillar involves a workshop with partners like Think and Grow, ThoughtWorks, and EDT to develop a comprehensive expansion strategy.
• This includes assessing market fit, go-to-market approach, pricing, and other key considerations for the target region.
• The output is a detailed report with recommendations and a playbook for the ISV to use as a template for future expansions.
• This helps ISVs avoid common mistakes and develop a well-thought-out strategy, rather than ad-hoc or reactive expansion decisions.

Technical Readiness

• The "Technical Readiness" pillar involves a session with senior AWS solutions architects to ensure the ISV's technical architecture is optimized for the target region.
• This includes considerations like pricing differences, service availability, security, and performance across AWS regions.
• The goal is to identify and address any technical gaps or inefficiencies before replicating the solution in the new region, reducing costs and time-to-market.
• Example: Click, a customer, was able to reduce their monthly infrastructure costs by $150,000 by optimizing their deployment using services like Fargate and AMD-based instances.

Regulatory Compliance

• The "Regulatory Compliance" pillar leverages AWS's in-house regulatory experts to help ISVs navigate the compliance landscape in the target region.
• This includes understanding local data sovereignty, industry-specific regulations, and ensuring the ISV's solution and operations are compliant.
• AWS provides tools and guidance to help ISVs pass audits and meet regulatory requirements in the new market.

Go-to-Market Support

• The "Go-to-Market" pillar focuses on helping ISVs establish a trusted presence and sales channels in the target region.
• AWS partners like Symbio and Connect provide services such as joint messaging, sales enablement, and access to a network of local partners and resellers.
• The goal is to give ISVs a "paved path" to quickly establish a go-to-market motion and start generating revenue in the new region.
• Example: Riskified, a fraud prevention ISV, was able to build a $40 million pipeline and close several large deals in 12 months by leveraging the Go-to-Market support.

Program Details and Eligibility

• The Global Passport program has a nomination process, with a minimum revenue threshold and requirements around APN (AWS Partner Network) maturity.
• Ideal participants include the regional sales leader responsible for the target market and the finance/operations leader who owns the cloud spend.
• Customers in the Passport program have seen 2x growth rates compared to non-participants, and "Passport Catalyst" customers have seen 65% faster growth.

Key Takeaways

• The Global Passport program provides a comprehensive, personalized approach to help ISVs overcome the challenges of international expansion.
• By addressing strategic planning, technical readiness, regulatory compliance, and go-to-market support, the program aims to accelerate an ISV's time-to-market and revenue growth in new regions.
• Specific examples like Click and Riskified demonstrate the tangible benefits of the program, including significant cost savings and rapid pipeline/revenue growth.
• The program is designed to be flexible and accessible to ISVs at various stages of maturity, making it a valuable resource for both emerging and established partners.