AWS Partner Network (APN) Blog
Accelerate customer outcomes with the AWS Business Value Realization motion
By Bhargs Srivathsan, Director Customer Success Center of Excellence – AWS
By Cynthia Starr, Sr. Manager, Partner Led Customer Success – AWS
By Zehra Ladiwala, Partner CS Development Manager – AWS
AI is reshaping the technology landscape at a pace we’ve never seen before, and with it, the bar for what customers expect from their Partners has shifted. It’s no longer enough to deploy the right technology, customers want Partners who understand their business, align to their goals, and can demonstrate real, measurable impact from their Amazon Web Services (AWS) investments.
The data reinforces this. According to a 2026 AWS Market Study, 80% of customers interviewed are moving toward outcome-based commercial models. To help Services Partners meet this shift, we’re introducing the Business Value Realization (BVR) motion, which provides funding, enablement resources, and specialized support to lead post-sales customer success.
Partners who demonstrate excellence in driving customer outcomes can earn the AWS BVR Competency, a new AWS Specialization that unlocks the full suite of BVR motion benefits and serves as a powerful differentiator in the market.
“Customers are investing significantly in technology, but many aren’t yet seeing the full return,” said Bhargs Srivathsan, Director, Customer Success Center of Excellence at AWS. “That gap is exactly what the Business Value Realization motion is designed to close from defining what success looks like in business terms to proving it with the AWS BVR Competency, which recognizes Partners with the demonstrated success and deep expertise to deliver real outcomes.”
In this blog, we’ll share the market data behind the BVR motion, the benefits available to Partners who achieve the BVR Competency, and early results from Partners already putting it into practice.
Market study: How Customer Success and a Focus on Value Realization Set Winning Consulting Partners Apart
A 2026 AWS Market Study examined how Services Partners are investing in customer success capabilities and what it means for their bottom line. Across Partner segments, the data shows a clear correlation between customer success maturity and financial performance:
- $3.50 in gross profit for every dollar invested in customer success over five years, with 79% breaking even within two years.
- Four Partner archetypes emerged based on customer success maturity—from Implementation Boutiques to End-to-End Transformation Leaders—with most Partners falling somewhere in the middle.
- Returns rise sharply with maturity – from $2.70 to $3.90 across the spectrum, with the most advanced Partners seeing 10-11% revenue growth and 6-7 percentage point margin expansion over three years.
- Customers pay up to a 20% premium for proven customer success capabilities, specifically value mapping, change management, and outcome tracking.
Benchmark your customer success maturity and see where you stand. Read the full study >>
Benefits
The AWS BVR Competency is the key that unlocks the full BVR motion—giving you access to funding, enablement, and specialized support designed to help you build and scale customer success practices.
- Business Value Realization Toolkit: Execute customer success engagements at scale with domain and industry-specific market intelligence, benchmarks, value drivers, and business case models, plus ready-to-use templates for value realization planning and business value calculations across today’s most relevant enterprise AI transformation use cases.
- Funding: Unlock funding tied to customer outcomes, not just delivery milestones, with automated requests through AWS Partner Central so you can focus on execution.
- Enablement: Accelerate team readiness through domain-specific adoption playbooks, immersive BVR-focused hands-on workshops, and self-service learning on AWS Skill Builder, covering the BVR approach, Business Value Realization Plans, post-sales engagement, and change management.
- Partner Success Specialists support: Access specialized post-sales support to build and scale customer success capabilities, from operationalizing success frameworks to establishing repeatable practices and applying AWS best practices for post-launch adoption.
In addition to these benefits, the new agentic capabilities in AWS Partner Central support you through the post-sales journey, including automated milestone tracking and intelligent notifications as engagements progress through each phase.
AWS Business Value Realization Competency
The AWS BVR Competency recognizes Partners who excel at helping customers define, measure, and achieve business outcomes from their cloud investments. It signals to customers that you have the leadership commitment, enabled teams, and proven track record to deliver measurable outcomes beyond technical implementations.
In addition to the AWS Specialization Program and BVR motion benefits, BVR Competency Partners receive $50K in Marketing Development Funds (MDF) in 2026 and 2027. They also gain visibility with the AWS Specialization badge, priority placement in Partner Solutions Finder, and enhanced presence in customer-facing channels.
To learn more, review the AWS Specialization Program Benefits Guide in AWS Partner Central (login required).
Launch Partners
We invite you to explore the following AWS BVR Competency launch Partners recommended by AWS:
Success stories
Early results from pilot Partners demonstrate the impact of BVR in action.
Tower Insurance and Deloitte
Deloitte helped Tower Insurance move from pilot to production in 10 weeks—achieving a 26% improvement in call handling time, 18% faster email handling, and 8,200 agent hours freed up.
“In just 10 weeks, Tower demonstrated that AI-driven experiences can be delivered at pace, with stability, strong governance, and real business impact,” said Kylie Bryant, Partner at Deloitte.
Promptly and DoiT
DoiT helped Promptly consolidate fragmented data and build AI-powered experiences for patients and staff—with Amazon Q Developer now accounting for 30-40% of code written and a 25% improvement in development speed.
“Anyone from any department can get the information they need quickly, easily, and efficiently using AI agents,” said Dr. Anish Kapur, CEO and Founder at Promptly.
United Express and Caylent
Caylent helped United Express build an agentic AI observability solution for its critical weight and balance system—delivering a 90% improvement in mean time to detect and resolve issues and saving 336 hours of manual log analysis monthly.
“The quicker we can identify issues, the quicker we can fix or prevent them to deliver excellent customer service in the moments that matter most,” said Thomas Jacobs, Product Owner at United Express.
Get started
Whether you’re formalizing existing customer success capabilities or building them from the ground up, the BVR motion gives you a clear path forward. Here’s how to get started:
- Achieve the BVR Competency: Review the Program Guide and BVR learning requirements, and access the application in AWS Partner Central (login required).
- Unlock BVR benefits: Once you’ve achieved the Competency, nominate qualifying customer engagements to access funding, dedicated support, and resources.