AWS Marketplace Seller Conference 2024

THURS, SEPTEMBER 12    |    BELLEVUE, WA

Harness the power of AWS Marketplace collaboration

Move faster, sell smarter, and grow together

The AWS Marketplace Seller Conference is an invite-only event designed to empower independent software vendors (ISVs), data providers, and channel partners (CPs) to take charge of growth and success in the AWS Marketplace community.

Join us for an immersive day-long experience featuring a keynote session, three specialized breakout tracks tailored to your unique needs and goals, real-time Q&A, and networking opportunities.

Grow your business

Simplify procurement and reach untapped customer segments using AWS Marketplace’s powerful tools and resources to maximize your market potential.

Drive demand

Discover innovative ways to reach new customers and differentiate your solutions in a competitive landscape.

Scale your success

Gain insider tips and tactics to increase operational efficiency using AWS Marketplace features, programs, and best practices.

Who should attend?

Leaders responsible for building their AWS Marketplace strategy and business, and growing their relationship with AWS: Alliances, Operational, and Channel leaders.

Why attend?

  • Network with peers from ISVs and channel partners, and AWS experts to share insights and best practices
  • Explore real-world use cases and success stories from high-performing partners to inspire your own AWS Marketplace strategy
  • Acquire tangible tools and takeaways to help inform your 2025 strategy and accelerate your AWS Marketplace growth

What will you learn?

  • How to build effective channel practices as an ISV or CP in AWS Marketplace
  • Tactics to automate processes and operate at speed and scale using AWS Marketplace tools
  • Best practices for expanding your AWS Marketplace business globally
  • How to align your AWS Marketplace strategy with evolving customer needs and use cases
Chris Grusz

Chris Grusz

Managing Director, Technology Partnerships

With more than 2,000 ISVs and over 12,000 software product listings in AWS Marketplace, Chris and his team work with all ISVs to adopt various partner programs and co-sell initiatives. In addition, his team also works with customers across Commercial and Public Sector on a global basis, helping them utilize AWS Marketplace to change how they build, market, sell, and manage application portfolios running on AWS. Prior to joining AWS, Chris held various leadership roles including Director of Sales, Managing Director and Business Unit Executive for IBM in Sales & Distribution as well as IBM Software Group. Chris holds a BA in Business Administration and an MBA in  Technology Management from the University of Washington.

Mona Chadha

Mona Chadha

Director, WW Infrastructure for AWS Center of Excellence Technology Partnerships Organization

Mona leads business development for categories such as Security, Storage, Networking, Database, Data/Analytics, Machine Learning, IoT and helps these software providers build their business leveraging AWS Marketplace. She has been with AWS for 11 years. Prior to AWS, Mona led business development and product management teams in companies like Microsoft (Dynamics), Novell, Philips Healthcare, and Texas Instruments as well as building technology startups in ecommerce and emerging technologies. She holds a B.S.E in Chemical Engineering and an MBA from Johnson School, Cornell University. She resides in Manhattan on the Upper West Side and is a Boston native.

Matt Yanchyshyn

Marta Whiteaker

Director of Business Development, AWS Marketplace

In 2012, Ms. Whiteaker joined AWS to launch the first cloud computing service for a software marketplace. During her tenure at AWS, she has led teams to develop the business internationally, driving double digit YoY growth to create a marketplace with hundreds of thousands of customers transacting from a product catalog of more than 15,000 listings. Prior to joining AWS, Ms. Whiteaker held leadership roles in software development (Microsoft) and systems/management consulting (AMS/CGI). Ms. Whiteaker holds an MBA from the University of Chicago - Booth; and a BA in Business Administration from the University of Colorado. Ms. Whiteaker resides in Dubai, UAE.

Matt Yanchyshyn

Matt Yanchyshyn

General Manager, AWS Marketplace & Partner Engineering

Matt has worked in the digital media and technology industry for over 25 years, and joined AWS in 2012 when cloud computing was just a glimmer in most CIOs’ eyes. Matt has led multiple AWS service teams and technical sales organizations, including AWS Control Tower, AWS Service Catalog, AWS Well-Architected, and now all engineering for AWS’ partner organization. Before joining AWS, Matt spent a decade at the Associated Press, where he built field offices all over the world and led modernization efforts for the AP’s digital media distribution systems. Matt holds multiple AWS patents, is an Amazon Bar Raiser with >650 interviews, and has had the privilege of leading great teams who have launched dozens of new AWS programs, features, and products.

What's new

Channel Partner Corner

Bringing our ISVs sellers together with our Channel Partners at the AWS Marketplace Seller Conference. Our ISVs sellers will have an opportunity to hear from our channel partners about their AWS Marketplace strategy, what makes them successful, and how they build new partnerships relationships with ISVs. If you are an ISV trying to figure out how to build your marketplace a channel strategy, this will be a great opportunity to hear from top AWS Marketplace channel partners on what works and how they use the AWS Marketplace to scale.

THURS, SEPT. 12   |  8:00 AM - 4:00 PM

LEVEL 1, KING COUNTY

Additional Meeting Space

A meeting space will be available for attendees to take impromptu meetings. No reservation required.

THURS, SEPT. 12   |  8:00 AM - 4:00 PM

LEVEL 1, KIRKLAND

Ask the Experts

Connect with leading AWS Marketplace experts and dive deep into the latest features and best practices. Experts are ready to help you get more out of your experience with personalized tips and tricks for simplifying and streamlining your tasks.

THURS, SEPT. 12   |  8:00 AM - 4:00 PM

LEVEL 1, REDMOND

Schedule

Wednesday, September 11, 2024


9am - 4pm

(Optional) Badge pick-up

Level 1, Foyer

Thursday, September 12, 2024


7:30am - 11am

Badge pick-up

Level 1, Foyer

8:00am - 8:45am

Breakfast

Level 2, Skyview

8:00am - 4:00pm

Ask-the-Experts Hours

Level 1, Redmond

8:00am - 4:00pm

Channel Partner Corner

Level 1, King County


8:00am - 4:00pm

Networking Meeting Rooms 

Level 1, Kirkland


9:00am - 10:15am

Keynote & Roadmap

Level 1, Grand Ballroom


10:15am - 10:45am

Break


10:45am - 11:30am

Breakout Sessions 1

Level 1, Grand Ballroom ABCD


11:30am - 11:45am

Break


11:45am - 12:30pm

Breakout Sessions 2

Level 1, Grand Ballroom ABCD


12:30am - 2:00pm

Lunch & Networking

Level 2, Skyview


2:00pm - 2:45pm

Breakout Sessions 3

Level 1, Grand Ballroom ABCD


2:45pm - 3:00pm

Break


3:00pm - 3:45pm

Breakout Sessions 4

Level 1, Grand Ballroom ABCD


3:45pm - 4:00pm

Break


4:00pm - 4:45pm

Executive Q&A

Level 1, Grand Ballroom


4:45pm - 5:00pm

Closing remarks

Level 1, Grand Ballroom


5:00pm - 8:00pm

Social Event | Dinner & Cocktails

Level 2, Skyview

Sessions

Check back in June 2024 for session information.

Track 1

(Grow) your Business in AWS Marketplace

Room: Grand Ballroom A

10:45 - 11:30AM

Panel

Grow your channel business in AWS Marketplace

Join us for a panel discussion with ISVs and Channel Partners on best practices to successfully launch, grow, and scale your channel business on AWS Marketplace utilizing AWS Marketplace channel features and programs. This session will feature examples of successful partner use cases, customer stories and lessons learned.

Guest Speakers
Dan Flood
Jack French
James Beasley
Trish Cagliostro

AWS Speaker
Allison Johnson

11:45 AM - 12:30 PM

Presentation

Accelerate your international expansion with AWS

Put your business on the fast-track for global expansion by teaming with AWS and AWS Marketplace. In this session, you’ll learn best practices for growing the global footprint of your ISV practice. Hear success stories from HashiCorp and TrendMicro, and learn how they’ve leveraged their AWS relationship and AWS Marketplace to drive international growth.

Guest speaker
Greg Andsager
Susanna Dyer

AWS Speakers
Jing Zhu
Herve Marcy
Michelle Stonebank

2:00 - 2:45PM

Panel

Launching your public sector business

The U.S. public sector is one of AWS Marketplace fastest growing customer segments for third-party software purchases. Come and learn best practices from leading WWPS consulting partners on co-sell strategies, access to procurement contracts and building effective GTM campaigns in accelerating your public sector sales opportunities using AWS Marketplace.

Guest Speakers
Alan Miller
Gautham Pandiyan
John O’Donnell
Nic Perez
Will Jones

AWS Speakers
Eddie Lee
Mark Solomon

3:00 - 3:45PM

Panel

How are ISVs and Global/System Integrators using AWS Marketplace to develop new sales channels and revenue streams

The AWS Marketplace provides many opportunities for partners to build new routes to market. With more customers leveraging professional services as well as SaaS software and data from ISVs and channel partners, our mission is to make AWSMP our customer's preferred route to market. This session will teach partners how to accelerate sales growth across all of your business models: resell, professional and managed services and SaaS solutions.

Guest Speakers
Daniel Bernard
Elsa Wilson
Stefan Kircher
Tom Capozza

AWS Speakers
Clayton Knechtges

Track 2

(Market) Go-to-Market & Demand Gen

Room: Grand Ballroom B&C

10:45 - 11:30AM

Panel

Evolve your AWS Marketplace go-to-market strategy

Customer buying preferences are shifting to digital procurement channels. Join our panel of marketing experts as they share new research on how buyers are leveraging AWS Marketplace to find, try, and buy the tools they need to accelerate innovation. You'll take away insights that will help inform the next evolution of your AWS Marketplace go-to-market strategy.

Guest Speaker
Jenny Jarrad
Matt Beyer

AWS Speakers
Andy Walters
Carisa Schow
Matt Baker

11:45 AM - 12:30 PM

Presentation

Develop powerful messaging for AWS customer personas

Selling in AWS Marketplace gives you an opportunity to expand your reach to new AWS users, customer procurement teams, and the AWS Field. Successful AWS Marketplace sellers have demonstrated that creating strong core "better-together with AWS" messaging, tailored across content, delivery methods, and for specific personas, helps to drive more effective marketing campaigns. Join this session to learn about the core AWS Marketplace buyer personas, and how you can adjust your messaging to appeal to each.

AWS Speakers
Brad Johnson
Ro Parry

2:00 - 2:45PM

Presentation

Grow revenue by acquiring new self-service customers in AWS Marketplace

As AWS Marketplace sellers seek to scale customer acquisition, a product-led growth (PLG) strategy that provides users with a self-service try-and-buy experience, is often at the top of the list. Join this session with MongoDB and AWS Marketplace to learn how to drive PLG growth with the right product listing, GTM plan, and better-together approach with AWS.

Guest Speakers
Xander Uyleman

AWS Speakers
Vinod Nair

3:00 - 3:45PM

Presentation

Structure your AWS Marketplace GTM operations for scale

As sellers scale up their AWS Marketplace business, adjustments and optimization of marketing and operations is often required in order to keep up. In this session, you'll learn how high-performing AWS Marketplace seller teams work with AWS to deliver effective marketing campaigns at scale, and track lead conversion from origin to closed deals.

Guest Speakers
Brittney Ames

AWS Speakers
Brad Johnson

Track 3

(Scale) your business with Operations

Room: Grand Ballroom D

10:45 - 11:30AM

Presentation

Improve operational efficiency with data and automation

As you’re scaling your cloud business, operationalizing data from insights dashboards can help you streamline your sales and financial operations processes. In this session, learn how you can increase operational efficiencies of selling in AWS Marketplace by taking advantage of available dashboards, data mapping, and automation tools.

Guest Speaker
Scott Sumner

AWS Speakers
Christina Gower
Kathryn Lindell

11:45 AM - 12:30 PM

Presentation and Panel

Operational Excellence: Marketplace Growth

In this session we will share practical lessons, insights and tools to leverage AWS Marketplace to grow your business. We will help you understand how and when to engage with different AWS teams to optimized your interactions. Hear from BD and Private Offer experts to understand characteristics of a successful seller and lessons learned from a Scaled ISV.

Guest Speakers
Rebecca Spataro

AWS Speakers
Elijah Tramble
Kasey Hilgers

2:00 - 2:45PM

Panel

Q&A Panel: Solve operational challenges for a next-level private offers strategy

Take your private offers strategy to the next level with insights and proven practices to streamline your operations. In this panel discussion, you’ll hear from AWS Marketplace operations experts as they share solutions for frequently asked questions from sellers and buyers, including how to best leverage AWS Marketplace notifications.

AWS Speakers
Alivia Hupp
Christina Gower
Jen Valverde
Kasey Hilgers
Kathryn Lindell

3:00 - 3:45PM

Presentation

Launching your SaaS products with the new self-service listing experience

Get your SaaS products to market faster with the new and improved seller experience for listing SaaS products in AWS Marketplace. See a demonstration of the new experience, and learn how to use new tools to increase speed and agility by quickly creating, testing, and publishing your SaaS products to the catalog.  

AWS Speakers
Joshua Wabulo

AWS Marketplace

AWS Marketplace is a digital catalog with thousands of software listings from independent software vendors that make it easy to find, test, buy, and deploy software that runs on AWS.