In the world of AWS acronyms abound.  The term ISV gets thrown around a lot but it's relatively easy to unpack.  First, ISV stands for Independent Software Vendor.  What this means is a company who product or service is build in AWS Cloud, but is not an AWS product.

Digging a little deeper, there are two types of AWS partners: 1) Consulting Partners and 2) Technical Partners.  Consulting Partners provide professional services (consulting, custom application builds, system integration, managed services), while Technical Partners - also known as ISVs - provide their services on a subscription or a pay-as-you-go basis.

You can find a list of all AWS Partners, technical or otherwise, on the AWS Partner Finder:

Once you've completed your initial search (say with the location "Los Angeles"), you can then select only for AWS ISVs by checking the "APN Technology Partner" checkbox on the left hand side:

Extended Content for "What's an AWS ISV?" Article

Consulting Partner vs. ISV (Technology Partner): What's the Difference?

While the article briefly mentions the two types of AWS partners, understanding the distinction is crucial for making the right choice for your business needs. Consulting Partners and ISVs serve fundamentally different roles in the AWS ecosystem, and choosing the wrong type can lead to misaligned expectations and project delays.

Consulting Partners are service-oriented organizations that provide hands-on professional services. They typically engage in project-based work such as cloud migration, custom application development, system integration, and ongoing managed services. When you hire a Consulting Partner, you're essentially bringing in a team of experts to work directly on your infrastructure, applications, or strategic initiatives. These partnerships often involve longer-term engagements and direct collaboration between your internal teams and the partner's consultants.

ISVs (Technology Partners), on the other hand, provide ready-made software products or platforms that run on AWS infrastructure. Rather than building something custom for you, they offer standardized solutions that you can subscribe to or purchase. Think of popular tools like Salesforce, Slack, or MongoDB Atlas—these are ISV solutions that provide specific functionality without requiring custom development.

The key differentiator lies in deliverables: Consulting Partners deliver services and custom solutions, while ISVs deliver software products. Your choice depends on whether you need someone to build something unique for your organization or if an existing software solution can meet your requirements.

How to Find Verified ISVs in AWS Partner Finder

Beyond the basic search functionality shown in the original article, the AWS Partner Finder offers several advanced features to help you identify the most qualified ISVs for your specific needs. Understanding these features can save significant time in your vendor evaluation process.

Competency and Specialization Filters: AWS awards competencies to partners who demonstrate technical proficiency and proven customer success in specific areas. When searching for ISVs, look for relevant competencies such as Machine Learning, Data & Analytics, DevOps, or Industry-specific designations like Healthcare or Financial Services. These competencies indicate that AWS has validated the partner's expertise through rigorous technical and business reviews.

Partner Tier Levels: AWS categorizes partners into different tiers—Select, Advanced, and Premier—based on their investment in the AWS partnership, customer success metrics, and technical capabilities. Premier Partners have demonstrated the highest level of AWS expertise and typically offer more mature, enterprise-ready solutions.

Customer References and Case Studies: Many ISV profiles in the Partner Finder include customer testimonials, case studies, and implementation examples. These resources provide valuable insights into how the ISV's solutions perform in real-world scenarios and whether they align with your industry or use case.

AWS Marketplace Integration: Verified ISVs often list their products on AWS Marketplace, which provides additional validation through customer reviews, pricing transparency, and streamlined procurement processes. If an ISV's solution is available through the Marketplace, it has undergone additional vetting by AWS.

What Is the AWS ISV Partner Path and Who Should Enroll?

The AWS ISV Partner Path is a structured program designed to help software companies build, launch, and scale their solutions on AWS. This comprehensive support system provides ISVs with the technical resources, business guidance, and go-to-market support needed to succeed in the cloud ecosystem.

Program Components and Benefits: The ISV Partner Path includes access to AWS technical resources, architectural guidance, co-marketing opportunities, and sales support. Partners receive credits for AWS services to support their development and testing efforts, along with technical training and certification programs for their teams. Perhaps most importantly, successful ISVs gain access to AWS's vast customer base through joint marketing initiatives and the AWS Marketplace.

Ideal Candidates for Enrollment: The program is particularly valuable for software companies that are either migrating existing on-premises solutions to the cloud or building new cloud-native applications. Startups developing SaaS solutions, established software vendors modernizing their offerings, and companies looking to expand their market reach through AWS's customer network all benefit significantly from participation.

Requirements and Expectations: To succeed in the ISV Partner Path, companies should have a clear product roadmap, dedicated development resources, and commitment to AWS as their primary cloud platform. AWS expects partners to meet specific technical standards, maintain high customer satisfaction scores, and actively participate in joint go-to-market activities.

The program operates on a tiered system, with partners progressing from Foundation to Growth to Scale levels based on their AWS consumption, customer adoption, and business maturity. Each tier unlocks additional benefits and support resources.

Co-Selling with AWS: Inside the ISV Accelerate Program

AWS ISV Accelerate represents the pinnacle of the AWS partner ecosystem. This co-selling program aligns AWS sales teams directly with ISV partners to drive mutual customer success. The program transforms the traditional vendor-customer relationship into a strategic partnership where AWS actively promotes and sells ISV solutions alongside their own services.

How Co-Selling Works: In the ISV Accelerate program, AWS field sales teams receive training on partner solutions and include them in customer conversations when appropriate. This involves active collaboration where AWS sales professionals advocate for ISV solutions as part of comprehensive customer solutions. AWS account managers work closely with ISV sales teams to identify opportunities, develop joint proposals, and navigate complex enterprise sales cycles.

Revenue Sharing and Incentives: The program includes financial incentives for both parties. ISVs typically provide AWS with a percentage of revenue from co-sold deals, while AWS offers accelerated partner support, priority access to customer opportunities, and enhanced marketing resources. This alignment ensures both parties are motivated to drive successful outcomes for customers.

Qualifying for ISV Accelerate: Entry into the program requires demonstrated success in the broader ISV Partner Path, with specific criteria including minimum annual recurring revenue (ARR) generated through AWS, proven customer success metrics, and technical solutions that complement AWS services effectively. Partners must also demonstrate strong sales and marketing capabilities, as co-selling requires sophisticated go-to-market execution.

Success Metrics and Program Benefits: ISVs in the Accelerate program typically see 2-3x faster sales cycles due to AWS's established customer relationships and trust. The program provides access to AWS's enterprise customer base, joint executive briefings, and co-investment in large strategic deals. Partners also receive enhanced technical support, architectural reviews, and priority access to new AWS features and services.

The program represents a significant commitment from both AWS and the ISV partner, with quarterly business reviews, joint planning sessions, and shared accountability for customer outcomes. For ISVs that successfully navigate the program requirements, it can dramatically accelerate growth and market penetration.