Launching an AI SaaS Company on AWS Marketplace

Client Profile: Company: IntelliDocs AI Industry:

Legal Tech Product: An AI-powered document analysis tool for law firms and enterprise legal teams.

Stage: Early growth stage ISV, pre-marketplace listing.

Objective: Launch on AWS Marketplace, align with AWS co-sell, and generate qualified leads.

Challenges: Limited understanding of AWS Marketplace technical and compliance requirements. No AWS GTM strategy or co-sell alignment. Sales team lacked cloud-native messaging and AWS buyer personas. Needed to establish credibility in a competitive legal tech space.

How AmeLi Partner Launchpad Helped:

• Marketplace Readiness & Technical Support: Conducted a marketplace fit assessment and guided IntelliDocs through the AWS listing process. Provided compliance checklists and connected them with a security partner to validate data-handling practices. Ensured successful product listing on AWS Marketplace within 45 days.
•  Go-To-Market Strategy & Positioning: Refined IntelliDocs' value proposition to resonate with AWS enterprise buyers (e.g., "Reduce contract review time by 60% using AI"). Created a launch-focused sales playbook tailored to legal buyers on AWS. Positioned the offering within AWS's LegalTech and AI partner narratives. Co-sell Enablement: Enrolled IntelliDocs in the AWS ISV Accelerate program. Enabled sales alignment with AWS field sellers in North America. Secured joint pipeline support for a legal AI proof-of-concept project with a large insurance enterprise.

Results: AWS Marketplace listing live in 6 weeks, 3X increase in qualified sales opportunities in the first 90 days. $250K in pipeline from AWS co-sell activities within the first quarter. Secured a featured spotlight in an AWS Legal Tech Campaign.

Cybersecurity ISV - Bundled GTM for MSPs

Situation: A cloud-native SIEM vendor needed to reach MSPs in North America.

Innovation: AmeLi created reseller enablement kits with pricing models, white-label options, and co-marketing assets tailored to MSPs. Deployed a "Rapid Risk Readiness" AWS GTM playbook, focused on fast compliance wins for mid-market clients. Helped design a Marketplace Private Offer strategy with flexible discounting for the reseller.

Results: Onboarded 5 MSP partners and achieved $500K in AWS private offer transactions in under 90 days.

ITSM ISV GTM Strategy 

Use Case: GTM Strategy for North American Channel Expansion

Client Profile

• Company Type: Global Software Vendor (ISV)
• Objective: Establish a scalable go-to-market strategy for North American growth via the channel
• Target Partners: Value-Added Resellers (VARs), Distributors, and Managed Service Providers (MSPs)

Challenge

The software vendor sought to expand into North America by leveraging the channel ecosystem but lacked:

• A defined partner strategy for the region
• A framework for engaging and enabling VARs, distributors, and MSPs
• A clear cloud marketplace presence to support joint selling motions

AmeLi Partner Launchpad Solution

✅ Channel Ecosystem Review & Strategy Development

• Conducted a full partner ecosystem analysis, identifying whitespace and competitive channel opportunities
• Collaborated with executive leadership to align product positioning and partner engagement strategies
• Built a North American Channel GTM Playbook covering recruitment, onboarding, and enablement

✅ Partner Program Launch

• Designed and launched a formal reseller program with scalable tiers, incentives, and co-marketing assets
• Developed onboarding kits, training tools, and partner-ready messaging

✅ Marketplace Integration & Co-Sell Activation

• Guided the ISV through successful listings on Microsoft Azure and Google Cloud marketplaces
• Enabled co-sell alignment across both platforms, equipping channel partners to transact via cloud marketplaces
• Positioned cloud marketplaces as a strategic procurement path for joint customers

Results

• ✅ Secured 2 major North American distributors within 60 days
• ✅ Launched a reseller program with 10 onboarded partners
• ✅ Activated listings and co-sell programs on Azure and Google Cloud marketplaces
• ✅ Achieved a 15% increase in sales within the first 90 days of program launch

Reseller Marketplace Sales Training 

Use Case: Enabling a Large Reseller for AWS Marketplace Success

Partner Profile

• Type: Global Cloud & Software Reseller
• Region: North America
• Focus: Commercial and enterprise customers across industries
• Engagement: Strategic collaboration with AWS; looking to scale Marketplace-sourced revenue

Challenge

The reseller had a strong AWS partnership but lacked a structured way to:

• Train and enable account executives to sell Marketplace solutions
• Develop value propositions tailored to different buyer types
• Position AWS Marketplace procurement as a cost-effective, strategic option
• Understand Strategic Collaboration Agreements (SCAs) and how they relate to deal structuring
• Educate internal teams on how buyers can procure third-party software through the reseller via Marketplace

AmeLi Partner Launchpad Solution

✅ Sales Enablement & Training

• Designed and delivered a custom training curriculum for seller enablement across business units
• Included role-specific modules: solution architects, account managers, partner business managers
• Created sales playbooks and Marketplace battle cards to guide reps on value messaging

✅ Buyer-Focused Value Proposition Development

• Facilitated workshops to craft positioning tailored to:
  • IT procurement leaders
  • Cloud COEs
  • Security and compliance teams
• Mapped AWS Marketplace benefits to customer pain points (e.g., “burn down” cloud commit, streamline procurement, faster deployment)

✅ Marketplace Strategy & SCA Guidance

• Trained sales leaders on how Strategic Collaboration Agreements (SCAs) impact co-sell motions
• Clarified how Marketplace spend contributes to AWS EDP/commit burn-down
• Enabled the reseller to act as the procurement partner for both ISVs and customers via Private Offers

✅ Go-To-Market Toolkit

• Delivered branded toolkits:
  • Co-sell checklist
  • Marketplace opportunity qualification guide
  • Customer-facing benefits deck

Results

• Over 150 sellers trained across North America in 3 months
• New pipeline opportunities generated through Marketplace positioning with Fortune 500 buyers
• Stronger alignment with AWS field teams, who began routing deals through the reseller
• Empowered the reseller to own the Marketplace conversation as part of every cloud solution sale

AmeLi Partner Launchpad Impact