Sold by: Fractivo
Fractivo’s AWS Alliance Leadership – Marketplace & Co-Sell Acceleration Service provides ISVs and startups with fractional leadership to strengthen AWS Marketplace participation and co-sell engagement. Acting as your alliance lead, we help position your product with AWS services, build “better together” stories, and engage AWS sellers. This service supports alignment with AWS programs and creates the conditions for Marketplace adoption and customer outcomes — without requiring a full-time hire.
Overview
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Fractivo: 40+ ISVs, 200+ co-sells, $12M+ revenue
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Fractivo: how Alliance Leadership works
Alliance Leadership for AWS Marketplace & Co-Sell
Fractivo's AWS Alliance Leadership - Marketplace & Co-Sell Acceleration Service is designed for ISVs and startups that want to participate more effectively in AWS Marketplace and AWS co-sell programs. Many companies list products but face challenges such as limited visibility, difficulty engaging AWS sellers, or uncertainty in demonstrating their product's impact on AWS Cloud services. Without dedicated alliance leadership, Marketplace adoption and co-sell participation stall.
Proven Results: Fractivo has helped 40+ ISVs launch and scale on AWS Marketplace, supported 200+ AWS co-sell opportunities, and unlocked $12M+ in Marketplace revenue for clients.
"Partnering with Fractivo has been invaluable. Their AWS GTM expertise helped us move fast, stay aligned with best practices, and build the foundation we needed to grow with AWS." - Prakash, Co-Founder, Defang
Key Benefits
Clarity in positioning: Refine your AWS Marketplace listing and better together story to highlight customer outcomes and AWS service adoption - resulting in stronger buyer engagement and increased listing visibility.
Improved seller engagement readiness: Equip your team with the frameworks and messaging AWS sellers need to confidently co-sell with you, drawing on insights from 200+ co-sell opportunities.
Alignment with AWS programs: Navigate AWS programs, private offers, and Marketplace incentives with guidance from experienced AWS alliance leaders.
Right-sized expertise: Access proven AWS partnership leadership on a fractional basis, without committing to a full-time hire.
How It Works
Phase 1 - Assessment & Alignment (Weeks 1-2): Evaluate your current Marketplace listing, AWS relationship, and co-sell readiness. Deliverables include a co-sell readiness scorecard and a prioritized action plan.
Phase 2 - Story & Strategy (Weeks 3-4): Build better together stories and co-sell plays that connect your product to AWS services like Amazon Bedrock, EC2, Amazon S3, and Amazon RDS. Deliverables include revised Marketplace listing copy, a co-sell one-pager, and an AWS field engagement playbook.
Phase 3 - Seller Engagement (Weeks 5-8): Strengthen AWS field messaging, align with AWS priorities, and activate co-sell motions including ACE opportunity submissions. Deliverables include seller-ready pitch materials and initial AWS field introductions.
Phase 4 - Ongoing Leadership (Monthly): Provide regular check-ins, frameworks, and executive guidance to scale Marketplace and co-sell participation over time.
Example Scenario
A Series A SaaS security startup needed to build a co-sell play around Amazon EC2 workload protection. Fractivo helped the team craft an ACE opportunity linking their product to EC2 adoption, develop a better together story for AWS sellers targeting mid-market customers, and refine their Marketplace listing to emphasize AWS service consumption - resulting in active AWS seller engagement.
Scope and Prerequisites
What is included: Strategic guidance, messaging frameworks, co-sell playbooks, Marketplace listing optimization, AWS field alignment, and ongoing advisory.
What is not included: Hands-on technical integration, software development, or direct Marketplace listing publishing (though we guide you through the process).
Prerequisites: Buyers should have an active AWS Partner Network membership or be in the process of enrolling. A live or draft Marketplace listing is helpful but not required.
Confidentiality and Data Handling
Fractivo treats all client information - including AWS Partner Central details, internal sales data, and go-to-market strategies - as strictly confidential. NDAs are standard for every engagement. Access is limited to named personnel, we do not persistently store AWS credentials, and shared documents are encrypted and returned or deleted at engagement end upon request.
Related Service
Also available on AWS Marketplace: AWS Competency Readiness and Validation Service (https://aws.amazon.com/marketplace/pp/prodview-dnocashwxcrvo ) - ideal for ISVs looking to achieve AWS Competency designations alongside their co-sell strategy.
Why Fractivo
Fractivo was founded by an AWS veteran with deep experience in sales and ISV alliances. Having helped 40+ ISVs navigate AWS Marketplace and co-sell, we bring proven frameworks and AWS program knowledge that accelerate your time-to-results.
Get Started
Ready to strengthen your AWS partnership? Book a 30-minute discovery call to evaluate fit and scope your engagement: https://app.usemotion.com/meet/fractivo/meeting
Highlights
- Proven fractional alliance leadership that has helped 40+ ISVs launch and scale on AWS Marketplace, supported 200+ AWS co-sell opportunities, and unlocked $12M+ in Marketplace revenue for clients. Access experienced AWS partnership expertise through a structured four-phase engagement, without committing to a full-time hire.
- Engage AWS sellers with co-sell plays, better together stories, and field-ready messaging aligned to their priorities and quotas. Fractivo delivers tangible artifacts including co-sell one-pagers, revised Marketplace listing copy, and AWS field engagement playbooks designed to activate seller participation.
- Accelerate pipeline and joint revenue growth through a structured engagement spanning all four phases - Assessment, Story & Strategy, Seller Engagement, and Ongoing Leadership. Each phase produces specific deliverables so your team builds lasting AWS co-sell capability, not just short-term advice.
Details
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Pricing
Custom pricing options
Pricing is based on your specific requirements and eligibility. To get a custom quote for your needs, request a private offer.
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Support
Vendor support
Fractivo provides responsive support for all AWS Alliance Leadership - Marketplace & Co-Sell Acceleration Service customers.
Support Channels:
- Email support: contact@fractivo.com
- Discovery and scoping calls: https://app.usemotion.com/meet/fractivo/meeting
- More information: https://fractivo.com/
Engagement Support:
- Regular check-ins (cadence determined during scoping) to review Marketplace positioning, seller engagement progress, and AWS program alignment
- Direct access to your dedicated fractional alliance leader for strategic questions between scheduled sessions
- Guidance on AWS Partner Central, ACE opportunity submissions, and Marketplace listing updates
What Buyers Provide: To ensure a productive engagement, buyers should be prepared to share access to their current AWS Marketplace listing (if applicable), designate an internal point of contact, and provide relevant product and go-to-market materials during the Assessment phase. Participation from sales and product leadership is recommended for Story and Strategy sessions.
Business Hours: Standard support is available Monday through Friday, 9am to 6pm ET. Email inquiries received outside business hours are addressed on the next business day.
Getting Started: Book a 30-minute scoping call to assess fit, define engagement parameters, and outline deliverables: https://app.usemotion.com/meet/fractivo/meeting
For refund inquiries or engagement concerns, contact Fractivo directly at contact@fractivo.com .