Packages & pricing
Start on AWS Marketplace, then add the partnership path that fits where you are — a partner channel of your own or co-selling with AWS — with free cloud optimization to help fund it. Clear scope, clear cadence, clear price.
Step 1 · Where every client starts
Clear the AWS bar with fixed-scope technical reviews and a listing — then let OBP run the Marketplace day to day: private offers, listing changes and revenue reporting.
Get listed
A structured Well-Architected review with hands-on remediation support so your workload meets the AWS bar.
A focused FTR gap analysis against AWS’s requirements, with the fixes you need to pass.
Standard AWS Marketplace listing setup and configuration so you can start transacting.
Add a technical review to any engagement.
The Marketplace Compliance services above can be added alongside any AWS Partnership engagement at the same fixed price. On Managed AWS Alliances, Well-Architected Review and FTR support are included on demand.
Operate
Once you’re listed, OBP runs your AWS Marketplace day to day — the private-offer desk, listing changes and the revenue reporting that keep it transacting.
Step 2 · Choose your path
Which partnership path comes next depends on where you are on the maturity curve — specifically, how much direct activity you have to reflect into ACE. Both are equally valid starting points, and the other can follow as you grow.
Sell through partners
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.
See this path If your direct pipeline is strongSell with AWS
Reflect your direct pipeline into ACE to earn AWS priority — then co-sell with AWS sellers through ISV Accelerate, Competencies and MDF.
See this pathStep 2 · If you’re still building direct traction
When there isn’t yet enough direct activity to earn AWS priority, a channel of your own sources the pipeline. OBP recruits, signs and enables the partners, desks their deals through your listing, and reports the revenue they source.
OBP builds and runs your own partner channel: partners targeted and recruited, signed to an agreement, onboarded, and then operated — their deals desked, their pipeline reviewed, and the revenue they source reported.
Prefer a fixed fee?
A one-quarter, fixed-fee build of your partner program: a guaranteed number of net-new partners recruited, trained and enabled with marketing material — then the whole program handed over.
Step 2 · If your direct pipeline is strong
When your direct motion is strong enough to reflect into ACE, it earns AWS priority and a strong AWS relationship. Productized engagements take you from registered partner to active co-selling revenue — sequenced to your AWS stage.
A focused sprint that guides you to a successful ISV Accelerate submission and AWS sales activation — the first step to traction with the AWS Sales organization.
The ISV Accelerate activation path
APN partners taking their first real step toward AWS sales traction.
Start with FoundationsBuild stable, scalable AWS partnership growth through the AWS programs designed to differentiate your solution to AWS and customers.
+ marketing, MDF & live events
Partners ready to compound AWS partnership growth across programs.
Book a scoping callDedicated AWS alliance management and partnership development for partners prioritizing deep, continued alignment with AWS best practices and programs.
Everything, managed year-round
Partners who want an alliance team without a full-time hire.
Talk about a retainerFor partners who've invested in their AWS partnership and need to restructure the roadmap toward trust and traction with AWS teams — with specific, targeted activities.
A custom mix of any capability
Established partners who need to reset their AWS roadmap.
Scope a Re:StructureClient 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.
Build vs. buy
Standing up an in-house AWS alliance function means a senior hire (often several), months of ramp, and fixed headcount. OBP gives you the full motion for a fraction of the cost — and you can start in days.
Roughly 80% less than a single senior hire — with a whole team’s coverage.
| In-house alliance team | Only Best Practices | |
|---|---|---|
| Annual cost | ~$180K–$250K+ fully loaded (salary, benefits, taxes) for one hire | From $5K one-off to $40K/year fully managed |
| Time to value | 3–6 months to recruit, hire, and ramp | Start in days on proven frameworks |
| Coverage | One generalist stretched across everything | A team across strategy, co-sell, Marketplace, programs, content & ops |
| AWS program depth | Hard to find and expensive to hire | ISV Accelerate, ACE, Competency, MDF & Marketplace built in |
| Flexibility | Fixed headcount regardless of workload | Scale up or down; no long-term commitment |
| Risk | Single point of failure; turnover risk | A bench of operators, not one person |
In-house figures are typical fully-loaded estimates for one senior US-based AWS alliance hire; actual costs vary, and a complete function (alliance + partner marketing + ops) costs more.
What’s included
Every engagement draws from the same deep toolkit — scoped to your stage and goals.
Compare packages
An at-a-glance view of the capabilities each package covers.
| Capability | GTM Foundations$5,000 | GTM Accelerate$12,000 | Managed AWS Alliances$40,000 |
|---|---|---|---|
| Pre-Sales | |||
| Sales Strategy & Enablement | |||
| Live Events Strategy & Enablement | – | ||
| Marketing Strategy & Enablement | – | ||
| AWS Programs | |||
| AWS Marketplace Support | – | – |
GTM Re:Structure isn’t shown — it’s fully custom: any combination of the above, tailored to scope.
Funds the motions
Always free at its base tier: insured commitments cut cloud spend and lift gross margin, and paid tiers add AWS security and compliance.
An always-free FinOps service, with paid tiers that add AWS security and compliance — designed to reduce cloud spend and improve cost of goods sold for software products listed on cloud marketplaces.
All engagements are AWS-first. Azure and Google Cloud partnership services are on the roadmap; cloud cost optimization already covers all three clouds.
Good to know
Clear scope cuts both ways — here’s what we need from you, and what sits outside the fee.
FAQ
On AWS Marketplace. Every client starts by getting compliant, listed and transacting — the Well-Architected Review, FTR and listing, then Managed Marketplace Operations. What comes next depends on your direct traction: if you’re still building it, Managed Partner Development — monthly, or as a fixed-fee quarterly Partner Program Launch — builds a channel that sources pipeline for you; if your direct pipeline is strong enough to reflect into ACE, the AWS partnership packages turn it into AWS priority and co-sell. Either path can come first, and the other can follow.
No — AWS makes the final call, and any partner who guarantees otherwise is overselling. What we do control is the quality of the submission: we prepare it to the bar, manage the process end to end, and handle the back-and-forth with AWS.
Annual or monthly. Managed AWS Alliances is $4,000/month, or $40,000 for the year paid upfront — which saves you $8,000. Managed Marketplace Operations ($500–$2,500 a month by tier, plus optional CRM integration and Partner Revenue Measurement add-ons at $500 a month each) and Managed Partner Development ($1,500–$4,000 a month) are each billed monthly over a twelve-month term. The Partner Program Launch is a fixed fee per quarter ($4,500–$12,000 by tier), and Managed Cloud Optimization is free, with paid tiers billed monthly from $500. The fixed-scope engagements (GTM Foundations, GTM Accelerate, and the Marketplace Compliance services) are billed at the listed price.
Yes — and it isn’t a penalty. The $5,000 Foundations fee credits toward GTM Accelerate if you move up, so starting small costs you nothing extra.
One required 1-hour working session each week, access to AWS Partner Central and your AWS account, and a named decision-maker who can unblock. The weekly is the engine — engagements stall without it.
Yes. Well-Architected Review ($5,000), Foundational Technical Review ($1,500), and Marketplace Listing ($2,500) are fixed-scope and stand alone — no AWS Partnership engagement required. On Managed AWS Alliances, Well-Architected Review and FTR support are included on demand.
For cost optimization, yes — Managed Cloud Optimization’s savings cover AWS, Azure and Google Cloud, while its security and compliance tiers cover AWS accounts. Everything else is AWS-first by design — the depth is the point — with Azure and Google Cloud partnership services on the roadmap.
You keep the deliverables and the playbook — they’re yours. From there most partners either run the motion in-house or move onto Managed AWS Alliances to keep it running without adding headcount.
Take the GTM Assessment and we’ll point you to the right engagement for your AWS stage — then sequence it into a clear plan.