The APN Customer Engagements (ACE) program enables AWS Partners to collaborate and co-sell with AWS by sharing customer opportunities and working with AWS Sales throughout the opportunity lifecycle.

Your organization can begin by sharing partner-originated opportunities with AWS. As you progress through the ACE requirements and become ACE eligible, your co-sell motion expands to include the ability to receive AWS-originated opportunity referrals, opening the door to additional customer opportunities identified and shared by AWS.

This guide walks you through the key steps toward ACE eligibility, including creating your Solution, enrolling in the Software Path, sharing qualified opportunities with AWS, and completing the Foundational Technical Review (FTR).

In AWS Partner Central, a user can follow different partner paths based on their offerings and business model. AWS Partner Paths offer tailored support and resources to accelerate your business's engagement with AWS across various solutions. 

The steps to become ACE eligible differ based on the chosen path, whether it be Software or Services:

💻  Software Path

This is for Independent Software Vendors (ISVs) who develop software that runs on or is integrated with AWS. Sellers in this path can offer products like SaaS (Software as a Service), Container, AMIs (Amazon Machine Images), and data products.

🖋️  Services Path

This path is for partners who provide specialized services to help customers plan, design, migrate, manage, and optimize their AWS environments. Services can include consulting, professional, managed, and value-added resale services.

How to Become ACE Eligible - Software Path

➡️  Step 1: Create an APN account and accept the ACE Terms and Conditions

First, access the AWS Partner Central website and create an account.

Once you have signed in, go to the ‘Home’ page and scroll down. There will be a prompt asking to review and accept the terms to co-sell with AWS and benefit from the APN programs and benefits. Once you have accepted their terms and conditions, you will begin the ACE Eligibility process.

➡️  Step 2: Add a Solution to APN

To become ACE eligible, you must have at least one solution in AWS Partner Central.

➡️  Step 3: Enroll in the Software Path

Once your Solution has been created, the next step is to enroll your organization in the Software Path in AWS Partner Central.

Enrolling in the Software Path allows you to begin working through the requirements shown in your Partner scorecard. As part of this path, you’ll also see the Foundational Technical Review (FTR) milestone, which we’ll cover in the next step.

1. Log in to AWS Partner Central.
2. Navigate to Partner scorecard. This should be the second option in the main menu on the left.
3. Under Enroll Partner Path, select Software Path.
4. Click Enroll in Software Path and follow the prompts to complete your enrollment.
   
   
   Fig. 1

➡️  Step 4: Submit a Foundational Technical Review (FTR) - SaaS only

If your solution is a SaaS offering, AWS requires it to pass a Foundational Technical Review (FTR) before it can be used for ACE eligibility. This process includes both submission and approval of the FTR, which can be supported by the Ibexlabs team (contact your Labra Sales Rep for details). AWS reviewers will guide you through the steps to ensure the correct process is followed.

Estimated timeline: FTR approval typically takes ±2 weeks after submission, depending on the availability of resources from you and AWS.

➡️ Step 5: Share at least 15 sales opportunities

All AWS Partners must submit at least 15 opportunities and get them validated by the AWS team as a required step to become ACE Eligible.

➡️ Step 6: Have an active Partner Solutions Finder (PSF) Listing

        Finally, create an active Partner Solutions Finder Listing within your APN Portal. To do this:

• Log in to your AWS Partner Central account.
• Navigate to My Company → Company Profile.
• Select Edit in the Company Name & Description or Details section.
  
  
  Fig. 2
   
• Update your company information as needed.
• Click Save to confirm your changes.
  
  
  Fig. 3

✅  Validate status in AWS Partner Paths

You can check whether you are validated and have the necessary FTR approval in the AWS Partner Central (see Fig. 3 for reference).

1. Sign in to AWS Partner Central with the alliance lead role.
2. Scroll down to the 'AWS Partner Paths' section. 
   
   
   Fig. 4
   
   If you are ACE eligible, you will have a Validated status and see at least one solution with an approved FTR.
   
   
   Fig. 5

How to Become ACE Eligible - Services Path

Within the Services Path, there are two different tiers, which vary in requirements. Below you can find the specific requirements for each Services Path Tier:

✅  AWS Advanced or Premier Tier Services Partners

• Acceptance of ACE Terms and Conditions - Commitment to provide updates on AWS Customer Engagement referrals (leads and opportunities). Refer to Step 1 in the above section for more.
• Active Partner Solutions Finder Directory (PSF) Listing - Refer to Step 6 in the above section.
   

✅  AWS Select Tier Services Partners

• 10 AWS Validated Opportunities - Refer to Step 5 in the above section.
• AWS Partner Program Designation - AWS Competency, AWS Managed Service Provider, AWS ISV Accelerate, AWS Public Sector Program, AWS Service Delivery, Well-Architected Partner Program, AWS Service Ready Program, AWS Global Startup Program.