AWS-first go-to-market services
Take your software from direct-only to every route to market.
Most software companies sell direct. OBP gets you listed and transacting on AWS Marketplace first — then builds the partnership path your direct traction supports: a partner channel of your own, or co-selling with AWS.
- Start on AWS Marketplace — compliance, listing and private offers, operated end to end.
- Still building direct traction? Sell through partners — referral, reseller and SI partners, recruited and run for you.
- Strong direct pipeline? Sell with AWS — reflect it into ACE for co-sell, ISV Accelerate and Competencies.
- ISV Accelerate
- ACE Co-Sell
- AWS Competencies
- AWS Marketplace
Client results
The expertise and professionalism of the Only Best Practices team have been instrumental in our journey. We've achieved significant milestones, including ISV Accelerate status, and have seen a surge in inbound deals from AWS.
- Achieved ISV Accelerate status
- Surge in inbound AWS deals
The execution gap
Most software companies sell direct. Few build the motions that multiply it.
A direct team only reaches the buyers it can call. AWS sellers, partners and AWS Marketplace reach the rest — but each motion sets its own bar, and most teams stall before any of them produce revenue. These are the gaps we close.
- 01
Direct-only caps your reach
Your sales team can only be in so many conversations. AWS Marketplace, partners and AWS sellers reach the buyers it never meets.
- 02
Stuck at the Marketplace bar
Listing, private offers, and the Well-Architected and Foundational Technical Reviews are hard to set up and pass.
- 03
Too little direct pipeline for AWS to prioritize
AWS sellers prioritize partners whose pipeline shows up in ACE. Without enough direct activity to reflect there, co-sell stalls before it starts.
- 04
No channel to scale through
Resellers and systems integrators could be selling for you — but no one is recruiting, enabling or running them.
- 05
Registered, then stalled
You're a registered AWS partner, but there's no roadmap for ISV Accelerate, co-sell activation, or Marketplace revenue.
- 06
Invisible to AWS sellers
Without clear value props, customer proof, and field collateral, you're hard for AWS sellers to find and sell with.
- 07
Opaque program requirements
ISV Accelerate, Competencies, Marketplace, and ACE each set a different bar — and it's unclear what you need or how to qualify.
- 08
Revenue you can't trace
You can't show how much pipeline and revenue Marketplace, your partners and your AWS partnership actually drive.
What we do
One motion today. Every route to market tomorrow.
Most clients come to us selling direct. We get you listed and transacting on AWS Marketplace first, then build the partnership path your maturity calls for — through partners or with AWS — and run it all as one go-to-market.
- Today
Sell direct
Direct
Where most clients start
Your team, your pipeline. It only reaches the buyers your reps can call.
Your starting point — we build on it.
- 1
Transact on AWS Marketplace
Managed Marketplace
Where every client starts
Get compliant, listed and transacting on AWS Marketplace — then let OBP run the back office every deal closes through.
Step 2 · Choose your path
2Sell through partners
External Partnerships
If you’re still building direct traction
Not yet enough direct activity to earn AWS priority? Referral, reseller and SI partners — recruited, enabled and run for you — source pipeline and transact through your listing.
2Sell with AWS
AWS Partnership
If your direct pipeline is strong
Reflect your direct pipeline into ACE to earn AWS priority — then co-sell with AWS sellers through ISV Accelerate, Competencies and MDF.
Start with the path that fits where you are — the goal is all three running as one go-to-market.
Cloud savings of up to 43% off on-demand — often enough to offset your listing costs or fund the next motion.
Managed Cloud OptimizationWho we serve
Built for teams that sell direct today — and are ready for every route to market.
Early-Stage SaaS
Product-market fit but limited partner infrastructure — you need to get started with AWS Marketplace, co-sell, and ISV Accelerate.
See needsScaling ISVs
Customers and revenue already in place, but your AWS partner strategy needs to be formalized and operationalized.
See needsISVs Ready for a Partner Channel
You have a live AWS Marketplace listing and customers, but no formal partner program — and resellers and systems integrators could be selling for you.
See needsConsulting & Services Partners
Strengthen your AWS relationship and package repeatable, AWS-aligned service offerings that sellers want to recommend.
See needsMarketplace-Ready Companies
You want to transact through AWS Marketplace but need help with listing, the technical reviews, and private offers.
See needsCompanies Building Alliance Functions
Hiring your first alliance leader or building an AWS partner team from scratch, and you need an operating model that scales.
See needsWhy OBP
Not a consultancy. Not a software vendor. An AWS partnership growth partner.
Purpose-built for AWS
Designed specifically around AWS — ISV Accelerate, ACE, Competencies, MDF, Marketplace, and AWS sellers — not generic cloud advisory.
Execution-oriented
We don't stop at strategy. We help build assets, prepare applications, manage workflows, and run the AWS motion with you.
Services plus systems
Repeatable frameworks and tech- & AI-enabled delivery mean every engagement runs the same proven playbook — delivered in weeks, not quarters.
Deep AWS expertise
AWS is our specialty — ISV Accelerate, ACE, Competencies, and Marketplace — with Azure and Google Cloud on the roadmap.
Revenue-focused
We're not a compliance or admin partner-program consultant. The goal is revenue growth through your AWS partnership.
One integrated go-to-market
AWS Marketplace, your partner channel and AWS co-sell run as one motion — connected to your sales, marketing, revenue operations and leadership, not split across three vendors.
How it works
From discovery to an owned, repeatable capability.
- 1
Discovery
We pinpoint where your AWS partnership stands today — and where the gaps are.
- 2
GTM Roadmap
A structured roadmap that prioritizes your biggest AWS wins.
- 3
Execution
We don't just advise — we help build the assets and run the AWS motions.
- 4
Managed Support
Ongoing monthly support that keeps the AWS motion compounding.
- 5
Scale & Systematize
Internalize the workflows we designed so AWS partnership growth becomes a repeatable, owned capability.
By the numbers
One focused AWS motion — measured where it matters.
Every engagement is productized, sequenced to your stage, and tied to the partner KPIs leadership cares about.
Packages & pricing
Productized engagements, clear pricing.
From your first ISV Accelerate submission to a fully managed alliance — pick the engagement that matches your AWS stage, or let us run your Marketplace, partner channel and cloud spend for you.
GTM Foundations
$5,000 · 5 weeks
ISV Accelerate submission + sales activation
View detailsGTM Accelerate
$12,000 · 12 weeks
Scalable, program-driven AWS growth
View detailsManaged AWS Alliances
$40,000 · 1 year
An always-on AWS alliance function
View detailsGTM Re:Structure
Custom · Custom
A reset, AWS-aligned roadmap
View detailsManaged services
Managed Marketplace Operations
$500–$2,500/motwelve-month term
Your AWS Marketplace, managed day to day.
View detailsManaged Partner Development
$1,500–$4,000/motwelve-month term
Your own partner channel — recruited, enabled and run for you.
View detailsManaged Cloud Optimization
Freepaid tiers from $500/mo
Cut cloud spend and lift gross margin — always free.
View detailsReady to turn your AWS partnership into revenue?
Book a strategy call and we’ll map the moves that matter most across co-sell, Marketplace, programs, and content — and show you the path from registration to revenue.