Your AWS ISV Accelerate Journey with Labra

The AWS ISV Accelerate (ISVA) Program is a global co-sell program designed to help eligible AWS Partners build a stronger co-selling motion with AWS.

As part of your Labra Accelerate engagement, we'll work with your team through the technical and operational milestones required to become eligible for the program—from establishing your AWS Marketplace presence and connecting your CRM with AWS, to completing technical validation and building a sustainable co-sell motion.

Once those foundations are in place, your Labra Customer Success Manager (CSM) will continue working with your team to review your progress, provide guidance on AWS co-selling best practices, and help you understand the milestones you still need to achieve for ISVA.

🎯 Your ISVA Milestones

Your Labra Accelerate engagement is designed to help your organization build the foundation and processes needed to work toward AWS ISV Accelerate (ISVA) eligibility.

Throughout your engagement, we'll track your progress against the ISVA milestones below:

🗺️ Your Accelerate Journey

➡️ Step 1 - Get listed on AWS Marketplace

We'll start by helping your organization establish its presence on AWS Marketplace.

Labra will guide your team through Marketplace onboarding and the process of creating and publishing your software listing. Your organization will need an active AWS Marketplace Seller account within AWS Partner Central and at least one software product available as General Availability (GA).

➡️ Step 2 - Become eligible for AWS ACE

Your organization must become eligible for the APN Customer Engagements (ACE) Program, which enables your team to share and collaborate on customer opportunities with AWS.

Labra will guide your team through the applicable requirements and onboarding steps needed to establish ACE eligibility.

Once eligible, your organization can begin building its co-sell pipeline with AWS.

➡️ Step 3 - Connect your CRM to AWS for co-selling

Once your co-sell foundation is ready, Labra will help your team connect your CRM with AWS ACE.

This integration allows your sales team to share eligible opportunities with AWS and manage co-sell activity directly from the CRM workflows they already use.

Our team will help configure the integration, map the necessary fields, and walk your team through the opportunity-sharing process so they can begin using the workflow independently.

➡️ Step 4 - Complete your AWS technical validation

Your Accelerate engagement also includes support through the AWS Foundational Technical Review (FTR) process.

Labra will help your team understand the applicable prerequisites, prepare for the review, and navigate the validation process required to progress toward Validated or Differentiated status in AWS Partner Central.

Your team will remain responsible for implementing any technical or security requirements identified as part of the review.

➡️ Step 5 - Build and mature your AWS co-sell motion

Once your Marketplace, ACE, CRM, and technical foundations are in place, the focus shifts from initial implementation to building and maturing your AWS co-sell motion.

AWS currently requires organizations pursuing ISVA to demonstrate activity within the previous 12 months, including:

• At least 15 qualified opportunities in ACE
• At least 5 launched opportunities through ACE or AWS Marketplace Private Offers

Full Visibility Only (FVO) opportunities do not count toward these requirements.

This is where your ongoing engagement with your Labra Customer Success Manager becomes particularly important.

Your CSM can work with your team to:

• Review your progress toward ISVA program milestones
• Help your team understand which opportunities may be appropriate to share with AWS
• Provide guidance on AWS co-selling processes and best practices
• Help identify opportunities to improve the quality and completeness of your ACE pipeline
• Review your team's use of Labra and help optimize your co-sell workflows
• Provide guidance on using AWS Marketplace Private Offers as part of your Marketplace motion
• Help your team understand AWS program requirements and determine appropriate next steps

🧭 Your sales motion remains yours

Labra provides the technology, enablement, and ongoing program guidance to help your organization establish and mature its AWS co-sell motion.

Your team remains responsible for sourcing and qualifying customer opportunities, managing customer relationships, engaging with AWS Sales when appropriate, and progressing and closing deals.

Labra does not act as a lead-generation or outsourced sales organization, and your Labra CSM will not engage directly with your prospects or manage sales opportunities on your behalf.

Instead, we'll work alongside your team as a program and technology advisor—helping you understand AWS requirements, use the available tools effectively, review your progress, and identify actions your team can take to strengthen its co-sell motion.

➕ Additional ISVA Requirements

Alongside the milestones we'll work through together, AWS has additional program requirements your organization will need to complete.

🎓 Complete AWS co-selling enablement

At least one individual from your organization must complete the Co-Selling with AWS learning module in AWS Skill Builder using their AWS Partner credentials.

💳 Set up Amazon Payee Central

Your organization must have an Amazon Payee Central account set up as part of AWS's ISVA eligibility requirements.

💰 Meet the AWS Account revenue requirement

At the time of ISVA enrollment, your organization must report at least $2,000 in recognized AWS Account revenue.

📋 Your ISVA Readiness Checklist

As you progress through your Labra Accelerate engagement, we'll help you keep track of the major milestones toward ISVA eligibility:

✅ AWS Marketplace Seller setup is complete

✅ At least one software product is GA on AWS Marketplace

✅ Your organization is eligible for ACE

✅ Your CRM is connected and your team is enabled to share opportunities with AWS

✅ Your organization has achieved Validated or Differentiated status in AWS Partner Central

✅ Amazon Payee Central is set up

✅ At least 15 qualified, non-FVO opportunities have been registered in ACE within the past 12 months

✅ At least 5 non-FVO opportunities have launched through ACE or AWS Marketplace Private Offers within the past 12 months

✅ At least one individual has completed the required AWS co-selling enablement

✅ Your organization meets AWS's recognized AWS Account revenue requirement

🏁 What Happens Once You Meet the Requirements?

Once your organization meets the ISVA program requirements, AWS will provide the applicable invitation and enrollment task to proceed with enrollment.

Your Labra CSM can help your team review its readiness and understand the next steps as you approach this stage.

🌟 Your Success Is the Goal

Reaching ISVA eligibility is an important milestone, but your AWS co-sell journey doesn’t end there.

Throughout your Labra Accelerate engagement, your Customer Success Manager will continue to work with your team to review progress, provide guidance, and help you get the most from your AWS Marketplace and co-sell motion.

Your Labra CSM will continue to be a resource as your team develops its AWS co-sell motion, tracks ISVA milestones, and works toward the next stage of your AWS partnership.