Co-sell checklist_
Your roadmap for building a co-sell practice with AWS. Confirm eligibility, then work the four official stages — Build, Co-Sell, Accelerate, Scale — with AWS’s own time estimates and points of contact on every action. Your progress is saved in this browser.
✱ marks hard ISV Accelerate program requirements. Time estimates and AWS contacts come from the official AWS co-sell checklist in Partner Central.
Before you co-sell, confirm your organization meets the AWS ISV Accelerate enrollment requirements — the bar AWS verifies in Partner Central. Stages 01–04 below are the official co-sell checklist: the work that clears this bar, then compounds it. Once you qualify, the ISV Accelerate (ISVA) team sends an invitation and an enrollment task.
Outcome: a confirmed, enrollment-ready ISV Accelerate application.
Account linking lets AWS attribute Marketplace transactions to your co-sell pipeline.
Enrollment is not complete until both are submitted from your Partner Central Account Task List.
The Field Ready Kit (FRK) is two required assets — a solution brief (customer-facing) and a sales brief (AWS-internal) — plus two optional assets (a sales briefing and a first-call deck). You build it in Step 02.
Establish a solid co-selling foundation, enable new sales opportunities, and gain solution visibility with AWS sales teams via Partner Solution Finder and Partner Discovery Portal listings.
Seven of the eight Build actions are ISV Accelerate program requirements (✱). Phase 1 — the onboarding roadmap — walks the APN, Marketplace, and FTR work step by step.
- Required1 weekISV Account Manager
- Required1 dayISV Account Manager, Partner Development Representative
- 1 weekISV Account Manager, Partner Development Representative
- Required
Seller registration, listing options, and Marketplace Private Offers (MPPO) — the transact motion AWS field teams co-sell on. Phase 1 step 03 covers seller registration end to end.
1 weekISV Account Manager, Partner Development Representative - Required
Create a free AWS Skill Builder account and complete the ACE 100 training series (101, 102, 103, 104).
2 monthsPartner Development Representative - Required
Account linking lets AWS attribute Marketplace transactions to your co-sell pipeline.
1 weekPartner Development Representative - RequiredAutomation soon
Stand up the internal cadence to submit, update, and track opportunities through the ACE Pipeline Manager.
1 monthPartner Development Representative - RequiredAutomation soon45 daysPartner Development Representative, Partner Solution Architect
Three paths to FTR: the standard checklist review, a fast-track Well-Architected Framework Review run by a WAPP partner (binbash is one — validation extended to 36 months), or an active SOC 2 Type II report.
Differentiate your brand with AWS sales teams and customers, leverage AWS benefits, and earn competency and specialization recognition. Complete the Build stage before co-selling.
Outcome: AWS field sellers can find you, trust you, and pitch you.
Your profile feeds the AWS sales tools — Partner Solutions Finder and the Partner Discovery Portal — that AWS field and partner sellers search.
1 dayPartner Development RepresentativePublic references build confidence with AWS sales and customers — two approved references are also an ISV Accelerate enrollment threshold.
3 weeksPartner Development Representative, Marketing Manager- 45 daysPartner Development Representative
So AWS account teams can find, understand, and position your solution — with approved “Better Together” messaging. Submitting the FRK (with the Partner Plan) also completes ISVA enrollment.
2 weeksPartner Development Representative, Partner Solution ArchitectThe FRK is two required assets — a solution brief (customer-facing) and a sales brief (AWS-internal “super powers”) — plus two optional ones (sales briefing, first-call deck). Templates: Partner Central → Content → APN Partner Programs → ISV Accelerate.
- 1 monthPartner Development Representative
Funding and support for migrating customer workloads onto your AWS-hosted product.
OngoingPartner Development Representative
Maximize co-selling wins and drive demand with co-marketing, skill building, goal setting, and performance management.
Outcome: a predictable, measured co-sell engine run against your AWS Partner Plan.
Drive demand through AWS Partner Marketing Central, and tap Marketing Development Funds (MDF) — available to partners enrolling in ISV Accelerate from Jan 1, 2026.
6 weeks setup · ongoingPartner Development Representative, Partner Marketing ManagerAWS Partner Sales Accreditation plus the “Co-Selling with AWS” module; “Navigate for AWS ISV Accelerate” is the ~30-minute sales enablement. Set co-sell goals and incentives alongside the training.
1 monthPartner Development Representative- 1 dayPartner Development Representative
A recurring Quarterly Business Review (QBR) with your PDM — pipeline, AWS Marketplace revenue, and launched opportunities, reported against the joint business plan.
1 weekPartner Development Manager- RequiredAutomation soon
Keep submitting qualified opportunities in ACE, run seller-to-seller calls on active deals, and track AWS-originated opportunities.
OngoingPartner Development Manager, ISV Sales Manager
Combine program benefits, resources, and planning to expand your customer reach, strengthen your Marketplace co-sell strategy, and drive global recognition.
Outcome: global reach and recognition across the AWS field.
AWS Marketplace Academy and AWS Marketplace channel features.
1 weekInside Sales & Demand Generation, Partner Development Manager, Marketplace Customer Advisor, Partner Marketing ManagerThe AWS Marketplace Strategic Incentive Program plus private offers — enable Channel Partner Private Offers (CPPO) if you sell through channel.
1 weekPartner Development Manager- 1 weekPartner Development Manager, Partner Marketing Manager
- OngoingPartner Development Manager, GTM Partner Development Manager, Partner Marketing Manager
A senior internal executive who sponsors the co-sell motion with AWS and joins the QBRs.
OngoingPartner Development Manager, AWS Account Manager
Building toward co-sell?
binbash is an AWS Advanced Consulting Partner. We can stand up your ACE pipeline, Marketplace private offers, and Field Ready Kit — and fast-track the FTR as an AWS Well-Architected (WAPP) partner.
Book a call with binbash →Fast-track to ISV Accelerate in 7–11 weeks
binbash runs ISV Accelerate readiness as a guided advisory engagement: you keep the hands on your AWS accounts, we drive the path, reviews, and submissions. As an AWS Well-Architected Partner (WAPP) we run the FTR as a Fast-Track WAFR — validation extended to 36 months — and AWS Startups funding can offset part of the engagement.
- 1APN & Software Pathweek 1
- 2AWS Marketplace listingweeks 2–4
- 3FTR via Fast-Track WAFRweeks 2–7
- 4ACE enablement & co-sell opsweek 8
Typical full enrollment — including the ACE co-sell pipeline bar (15 qualified + 5 launched opportunities) — lands in 4–6 months.
The 6-step, ~90-day path from APN sign-up to applying for ISV Accelerate.