Welcome to the Go To Market Overview

You’ve built your product, aligned with AWS technically, and completed the foundational partner steps—now it’s time to go to market. This is where you turn partnership into pipeline.

In this module, we’ll introduce you to AWS’s “Market. Sell. Grow.” framework, which outlines how ISVs can work alongside AWS to increase visibility, drive demand, and accelerate revenue through co-marketing and co-selling.

Why This Topic Matters

Many ISVs stall after completing technical onboarding because they don’t know how to activate AWS as a true go-to-market partner. AWS provides programs, platforms, and playbooks that—when used strategically—can help you grow faster than you could on your own.

From campaign support to field sales alignment, this module sets the stage for how to leverage AWS to drive business outcomes.

What You’ll Learn

By the end of this module, you’ll understand:

  • The three stages of the AWS “Market. Sell. Grow.” framework

  • How each stage builds on your APN investments and validation milestones

  • Where you are in your journey and what GTM opportunities are now available

  • How to begin planning joint go-to-market motions with AWS and your internal team

What’s Included

To help guide your planning, this module includes:

  • A link to AWS’s official Go-To-Market Framework Resource (login required):
    Market. Sell. Grow. Overview

  • An overview of the most common GTM motions (events, campaigns, Marketplace incentives, and more

Key Success Metrics

You’ve successfully completed this module when:

  • You understand how AWS’s GTM support aligns with your business growth

  • You can articulate your next logical GTM step (e.g., co-sell, case study promo, campaign execution)

  • You’ve reviewed the AWS “Market. Sell. Grow.” model and shared it with your sales and marketing teams

Exercise Files
Common G2M (pdf)
134.24 KB
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