PARTNER GUIDE

AWS ISV Tooling Program

© 2025, Amazon Web Services, Inc. or its affiliates. All rights reserved. 1
Table of Contents
Introduction to the AWS ISV Tooling Program..................................................................................................................... 3
Program Eligibility for ISV Partners ....................................................................................................................................... 3
Program Funding........................................................................................................................................................................ 4
Funding Structure .................................................................................................................................................................. 4
Section 1: Funding Request Process ...................................................................................................................................... 5
Step1: Opportunity Qualification Criteria.......................................................................................................................... 5
Step 2: Fund Request Prerequisites .................................................................................................................................... 6
Step 3: Submit Fund Request............................................................................................................................................... 9
Important Notes .................................................................................................................................................................. 16
Fund Request Stages and Approval Timelines ............................................................................................................... 17
Fund Request FAQs ............................................................................................................................................................. 18
Section 2: Fund Claim Submission Process......................................................................................................................... 20
Steps to Claim Funds .......................................................................................................................................................... 20
Prepare for Claim Submission ........................................................................................................................................... 20
Submit Claim in APFP ......................................................................................................................................................... 20
Section 3: Key Dates ............................................................................................................................................................... 22
Fund Request Submission .................................................................................................................................................. 22
Claim Submission ................................................................................................................................................................ 22
Invoice Submission .............................................................................................................................................................. 22
Section 4: ACE Partner Connection Process ....................................................................................................................... 23
Sharing an opportunity with another partner - sending an engagement invitation .............................................. 23
Receiving and accepting an engagement invitation ..................................................................................................... 24
Raising an APFP Request with the ACE opportunity ID ................................................................................................ 24
Section 5: New ISV Partner Onboarding Process .............................................................................................................. 25
Section 6: Glossary .................................................................................................................................................................. 26
APPENDIX A – Software Order/Agreement Sample ......................................................................................................... 28

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Introduction to the AWS ISV
Tooling Program
The AWS ISV (Independent Software Vendor) Tooling Program is a strategic funding initiative through
which AWS may, in its sole discretion, provide validated and approved third-party software licenses at no
cost to eligible customers through eligible AWS Services Path Partners (Services Partners), or directly from
AWS. AWS makes no guarantees regarding the availability or continuation of this program. This empowers
partners and AWS teams to accelerate customers’ migration and modernization journey to AWS by
enabling rapid assessment, detailed business case development, and efficient planning and execution. The
program focuses on a software led approach to assessing, migrating and modernization workloads to
AWS.

While AWS’s native tools provide essential capabilities, our carefully selected third-party solutions
complement these offerings by addressing specific needs and providing enhanced functionalities. These
tools support comprehensive workload discovery, detailed TCO analysis, business case development, and
advanced planning and execution support. They also serve as valuable alternatives in regions where AWS
Application Migration Service (MGN) may not be available.

By providing these powerful ISV tools at no additional cost, AWS helps partners and internal teams
accelerate customer decision-making processes and reduce sales cycle duration. These tools deliver deeper
technical insights and enable data-driven strategies for assessment, migration, and modernization,
allowing AWS team partners and customers to make informed decisions about their cloud journey.

Program Eligibility for

ISV Partners
Participation in this program is by invitation only and subject to AWS’s ongoing discretion. To be
considered for eligibility, ISVs must implement and maintain:
• Migration & Modernization ISV Competency,
• Software Competency,
• Active Main Services Agreement,
• Active NDA

Refer to Section 6: New ISV Partner Onboarding Process if you would like to participate in the program.

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Program Funding
The AWS ISV Tooling program funds ISV software licenses throughout a customer's cloud journey,
typically at no cost to the customer. The funding is available based on the opportunity qualification
criteria listed in Step1: Opportunity Qualification Criteria. The funding covers all migration phases - from
initial assessment and discovery, through mobilization and landing zone setup, to migration execution and
modernization. This funding structure ensures partners can provide high-quality assessment, migration,
and modernization services while customers benefit from professional tools and expertise in order to
accelerate their migration journey.

Funding Structure
The ISV Tooling program provides funding support for ISV partners to cover software licensing needs from
initial assessment through to migration and modernization, allowing partners to effectively use funding
based on following key parameters:
• Assessment/Proof of Concept software license funding - up to 4 months of usage
• Migration software license funding – up to 12-month usage
• Modernization software licenses funding – up to 3 months of usage for modernization assessment
and up to 12 months for the modernization project.
• Managed Service software – up to 12 months of usage
• Funding cap:

o Each customer may receive up to $2 million of software license funding on a per customer
basis, which can be used among multiple ISV tools, subject to AWS's ongoing approval and
program availability. AWS reserves the right to modify or terminate funding at any time.

o Each customer will have an assessment phase software license funding up to $200k on a
per customer basis.

Example: Customer A plans to migrate their workloads to AWS in two phases. They’ll begin with
their development workload, followed by their production workload. The total value of this
migration project is $5 million, evenly split between the two phases at $2.5 million each. Under
this program, AWS may provide up to $200,000 in funding for both the assessment and migration
phases. For the migration phase, the funding is capped at $2 million total for both workloads,
including the assessment. ’The funding limits apply to the customer across both phases.

To ensure a positive return on investment for AWS, we seek a target return on investment (ROI) ratio of
1:15 for ISV software license cost in relation to the Annual Recurring Revenue (ARR) of the opportunity.
Example: if an ISV software license tooling investment costs $100K, the associated opportunity should
align with at least $1.5M in ARR.

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NOTE: AWS actively monitors for and prohibits the creation of duplicate opportunities to circumvent
funding caps and ROI guidance and has implemented tracking mechanisms to prevent misuse of the
funding structure. AWS reserves the right to immediately discontinue funding, terminate program
participation, and seek recovery of funds in cases of suspected misuse or non-compliance by any ISV
Partner or customer. While the 1:15 ROI ratio serves as guidance, AWS reserves the right to modify this
target or reject fund requests that do not meet AWS’s business objective, regardless of the ROI ratio.

Section 1:
Funding Request Process
The process for requesting ISV Tool funds begins only after an ISV Partner has formally accepted a
referral, whether it comes from AWS directly or through a Services Partner. Following the acceptance of
an ACE referral in the APN portal, ISV Partners must navigate through four distinct stages before their
funding request may receive final approval. These stages are designed to ensure proper validation and
documentation of the opportunity while maintaining transparency throughout the process. As illustrated
in Figure 1, each stage represents a critical checkpoint in the funding request approval journey, helping to
streamline the process and ensure all necessary requirements are met before a fund request is approved
and a Purchase Order is issued by AWS Finance.

Step 1 Step 2 Step 3 Step 4 Step 5

Opportunity Prerequisites Submit Fund Business Finance

Qualification Validation Request in APFP Approval Approval
~3 business days Up to 2 weeks to
receive PO

Figure 1- Funding Request Process Overview

Step1: Opportunity Qualification Criteria

1. Eligible Opportunities – Opportunities eligible for AWS Funded ISV Tools may originate from AWS
sellers, ISV sales teams, or Services Partners. AWS categorizes opportunities broadly as Partner
Originated (PO) or AWS Originated (AO). ISVs need to review the opportunity and take the
necessary steps as outlined below:
• Partner Originated (PO) opportunity from ISV Partner – ISV Partner is the primary owner of the
opportunity in ACE and is responsible for opening and managing the opportunity in ACE. No
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 opportunity acceptance required in ACE.
• Partner Originated (PO) opportunity from Services Partner – Services Partner is the primary
owner of the opportunity and will share the opportunity using Partner Connection for ISV’s
acceptance in ACE. ISV must set up Partner Connections in ACE and establish an opportunity
sharing mechanism with the Services Partner.
• AWS Originated (AO) opportunities – AWS is the primary owner of the opportunity. AWS to
share the opportunity with the ISV Partner in ACE. ISV to accept the opportunity in ACE from
AWS Seller.

Refer to Section 4: ACE Partner Connection Process for instructions on how to receive opportunity
referrals in ACE.

2. Opportunity Sales Stage:

• Assess: Qualified Plus in both ACE and AWS Salesforce
• Migrate/Modernize: Tech Validation Plus in both ACE and AWS Salesforce

3. Eligible Services Partner designations: Services Partner needs to have either Migration and
Modernization Competency, Managed Service Provider Competency, or be a MAP-eligible partner.
o Note: Distribution Partners are not eligible; however, their downstream partner with the
aforementioned AWS competencies is eligible.
4. Estimated ARR: >$125K

5. Current workload state: On-premises, other cloud(s), AWS (modernize only)

6. Target workloads/technology: Enterprise workloads: VMware, Microsoft, Oracle, Mainframe, SAP.

Other workloads will be accepted based on the business case and budget availability.

7. Special use case: Migration ISV tools can also be used in markets where AWS Application Migration
Service (MGN) is not available, regardless of ARR and workload type, if the ISV technology supports
the workloads.

NOTE: All opportunities must be validated by the ISV Partner before creating a fund request in the AWS
Partner Funding Portal (APFP).

Step 2: Fund Request Prerequisites

ISV Partner to validate that all pre-requisites listed below are fully met before submitting a fund request.
Incomplete or non-compliant funding requests may be rejected and returned to the ISV Partner in AWS's
sole discretion, which may cause delays in the approval process

1. Account ID: APFP requires an Account ID for every FR. Use the Services Partner account ID if the
customer does not have one already.

2. Pricing Calculator: It is the responsibility of the primary owner (PO/AO) of the opportunity to
provide Pricing Calculator input. For AO, reach out to the AWS Seller for the pricing calculator.

a. For the Assess phase, please secure or create the pricing calculator based on the estimated
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 number of servers to be migrated and/or the target modernized estate. If the pricing calculator
is not available at the time of submitting the fund request, it will be required when claiming
funds.

b. For the Migrate & Modernize phase, ensure the updated pricing calculator is available based on
assessment results.

3. JSON Output: Refer to the “Fund Request Information” section in Step 6 below.

4. OLA Output (optional): Applicable only if an OLA is performed prior to an ISV Assess, Migrate, or
Modernize request.

5. Software License Agreements:

a. Marketplace Private Pricing Offer (MPPO) – Required if ISV Partner is using AWS Marketplace
to grant license to end customer or Services Partner.

OR
b. License Order/Agreement – A tri-party license order or agreement jointly signed by ISV
Partner, Services Partner, and Customer is required if not using MPPO. A template for a tri-
party order/agreement form is provided in Appendix A. Please add/modify the branding and
terms of the license order/agreement form as deemed necessary. Please refer to Appendix A.

OR
c. Customer intent to deploy software – A written confirmation (email) from customer for license
request for assessment, migration, or modernization.

6. Opportunity Validation: One of the key pre-requisites is to ensure the APFP Fund Request (FR) is
tagged to a correct ACE opportunity and that the Opportunity stage is synchronized across ACE and
AWS Salesforce. In addition, Monthly Recurring Revenue (MRR) in ACE must be equal to or less than
MRR in AWS Salesforce. ISV Partners requesting funds must understand the different opportunity
types and what is expected of them to align with program requirements. For more details on how to
validate opportunities, refer to the ACE and AWS Salesforce Opportunity Validation Process section.

Note: Any discrepancies in MRR, ARR, or Opportunity Stage between ACE and AWS Salesforce will
result in delays of fund request approval. The ISV tooling program team will use commercially
reasonable efforts to align internally with the AWS Seller to match the MRR, but AWS makes no
guarantees regarding approval timings and reserves the right to reject any submissions.

Successful management of ACE and AWS opportunities depends on close collaboration between the ISV
partner, Services Partner, and AWS team to ensure smooth funding request approvals. To clarify roles and
responsibilities in this process, please refer to the RACI matrix below.

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 R = Responsible (does the work); A = Accountable (owns the outcome);
C = Consulted (provides input); I = Informed (kept updated)

Figure 2 – Fund Request Pre-requisites RACI

ACE and AWS Salesforce Opportunity Validations Process

AWS has established distinct opportunity types to effectively manage and track different engagement
scenarios with its partners. For the ISV Tools program, the following categories will help clearly define
ownership, visibility, and management responsibilities across AWS Salesforce and ACE.

1. For Visibility Only (FVO) Opportunity (PO): ISV or Services Partner Originated opportunity.
• Primary Partner (ISV or Services Partner) owns and manages the opportunity stages and MRR.
• Required ACE stages:
o Assessment phase: "Qualified" plus
o Migration/Modernization phase: "Technical Validation” or "Business Validation” or
“Committed".
• ACE changes, i.e., opportunity stage and MRR, are automatically synced with AWS Salesforce.
• AWS Seller can see the opportunity in AWS Salesforce but cannot manage/update it.

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2. AWS Co-Sell Opportunity (PO): ISV or Services Partner Originated opportunity.
• Primary Partner (ISV or Services Partner) leads the opportunity in collaboration with AWS Seller.
• Required ACE and AWS Salesforce stages to be in sync as follows:
o Assessment phase: "Qualified" plus.
o Migration/Modernization phase: "Technical Validation” or "Business Validation” or
“Committed".
• Primary Partner shall be solely responsible for coordinating with AWS Seller to ensure alignment
of “Opportunity Stage” and “MRR” across ACE and AWS Salesforce. AWS Seller can override the
opportunity stage and MRR in AWS Salesforce. Partner(s) to work with the AWS Seller team to
ensure opportunity stage is in sync across ACE and AWS Salesforce and the MRR in ACE must be
equal to or less than MRR in AWS Salesforce. Failure to maintain alignment may result in
rejection or termination of funding request.

3. AWS Opportunity (AO): AWS originated opportunity.

• AWS owns and manages the opportunity lifecycle.
• AWS to share opportunities with an ISV or Services Partner (Primary Partner) from AWS
Salesforce.
• Required ACE/AWS Salesforce stages:
o Assessment phase: "Qualified" plus.
o Migration/Modernization phase: "Technical Validation” or "Business Validation” or
“Committed".
• Primary Partner must coordinate with AWS Seller to align “Opportunity Stage” and “MRR”
information in ACE and AWS Salesforce at time of fund request submission. Opportunity stage
must be synchronized across ACE and AWS Salesforce, and MRR in ACE must be equal to or less
than MRR in AWS Salesforce. Failure to maintain alignment may result in rejection or termination
of funding request.
• Changes made to AWS Salesforce by AWS Seller will not sync with ACE.

Step 3: Submit Fund Request

Refer to Section 4: ACE Partner Connection Process to learn how to raise an APFP request with the ACE
opportunity ID.

To initiate the fund request process for ISV Tools, follow the steps below:

1. Access the AWS Partner Network (APN) portal

2. Navigate to the Funding Section

3. Scroll to the Partner Initiative Funding (PIF) area at the bottom of the page

4. Click the "Apply" button as shown below to begin the ISV Tools funding request

For instructions on using the PIF template with pictures, please refer to the APFP User Guide.

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 Figure 1: Program Selection

5. You will be directed to a Program page. Use the drop-down menu as follows:
• Select "ISV Tools Funding"
• Choose "Cash" under Types of Funding
• Complete the Annual Recurring Revenue (ARR) section.
• Click “Let’s Get Started” to proceed with the application

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 Enter the total ARR that you see in the referred ACE ID. Ensure the ARR
and Opportunity Stage in ACE aligns with AWS Salesforce as outlined in
the section on “ACE and AWS Salesforce Opportunity Validations.”

6. You will be directed to the Fund Request Information page.

• For the "Activity/Project Name" field, use the following format:
[Assess or Migrate or Modernize or CloudOps – ISV Partner Name – SI/Customer Name -
Opportunity Title]
Example: Assess – ISV – SI Name/Customer Name – OpportunityTitle
*Use customer name in place of SI name for AWS originated opportunities.

• In the section “Business Description,” include the JSON output from the tool
([Link] Use the section “Additional Notes” in the
JSON tool to provide a brief description for the FR. For detailed description or project details, use
the “Other Notes” section under step 8, “Project Information.”

• Copy and paste the JSON output as-is, DO NOT modify the generated code or add extra text in
the “Business Description” section under the “Fund Request Information” page.

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Skip the “Amazon Resource Name” field.
• Check the Public Sector Project Box if appropriate.
• Click on “Save & Next” to proceed.

Next up is Opportunity Information.

• Locate and select your corresponding ACE opportunity. This is mandatory for funding approval.
• If an “Assess” is concluded and progressing to the “Migrate” phase, use the same ACE ID for the
new AFPF funding request.
• Click "Save & Next" to proceed.

DO NOT raise the Assess and Migrate requests together. We will only approve one request
at a time.

For Assess, attach the OLA output if it was performed by the Primary Partner or AWS. The
ISV Partner needs to coordinate with the primary partner and AWS to obtain a copy of the
OLA output.

For the Migrate request, attach the “Assessment” output with the FR.

7. Add Project Information as follows:

• “AWS Account ID for this Project” – APFP requires an Account ID for every FR. Use the Services
Partner or ISV partner account ID if the customer does not have one already.
• “Planned Delivery Start Date” – Please enter the Project start date. The start date must be no
sooner than 14 days from the fund request date.
• “Planned Delivery End Date” – Please enter the Project end date. It is best practice to account
for timeline delays due to customers and tooling. You will have 30 Days to claim funding after
the end date.
• “Country Activity is Executed” – Select the appropriate Country where services are to be
delivered.
• “Location/State Activity is Executed” – If required, please select the appropriate State where
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 services will be delivered.
• “Workload Name” – Select the appropriate option from the drop-down list. If none of the option
workload matches, select “Other.”
• Add Project details or a detailed business description in “Other Notes.”
• Click "Save & Next" to proceed.

8. Add Cash Request Information

• “Currency” – Enter currency for the company’s Amazon Central Account.
• “Total Cost of Activity” – Enter the project’s total cost, including Customer Contribution (if any),
ISV Partner Contribution, and AWS Funding Amount.
• “Partner Contribution” – If applicable, enter the amount that the ISV partner will be
contributing.
• “Customer Contribution” – If applicable, enter the amount that the customer will be
contributing.
• “Request Cash Funding Amount” – This is the amount you are requesting from AWS for this
opportunity stage.
• “Invoice Entity Name” – Please enter the company name, which must match the company’s
official tax documents and Amazon Payee Central Account.

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 • “Invoice Remit Address” – Please enter the company billing address, which must match the
company’s official tax documents and Amazon Payee Central Account.

• “Planned Milestone/Activity Start Date” – Please use the same dates as used in previous
screens.
• “Planned Milestone/Activity End Date” – Please use the same dates as used in previous screens.
• If you would like to claim/invoice multiple times for this project under one Fund Request, select
“Add Another Activity/Milestone.”
A Fund Request may have up to 10 cash claim milestones. The number of cash claim milestones
cannot be modified after approval. ISV Partner is solely responsible for ensuring the number of
cash claim milestones accurately represents the project stages. AWS recommends using fewer
cash claim milestones to minimize administrative complexity.
• Click "Save & Next" to proceed

9. Finally, add the Attachments as follows:

• AWS Pricing Calculator if a link is not provided in the “Fund Request Information” step.
• Software Order/Agreement signed by ISV, Services Partner, and Customer. In cases where AWS
ProServe requested the ISV license, please attach the AWS ProServe email and the Assessment
Central notification email.
• OLA Output if applicable
• Assess Output if applying for the Migrate/Modernize phase.
• Any other relevant documentation or assets like SoW, etc.

10. Submit the Fund Request. If all pre-requisites are met, the request will be approved shortly, and a PO
will be available within 3 weeks.

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Important Notes
• Once an FR is approved, it cannot be modified in APFP - any subsequent changes will require
submission of a new FR and exception approval from the AWS Program and Finance team, leading to
a delay of up to 6-8 weeks.
• Ensure the FR amount is the same as the invoice amount for the fund claim. Change in the invoice
value (higher or lower) at the time of fund claim will be rejected by AWS Finance and may lead to a
lengthy approval process before being paid or result in submitting a new fund request.
• For modernization assessment requests, the ISV or Services Partner must conduct due diligence with
the customer's application team(s) to gather basic source code details. This preliminary engagement
is crucial to ensure accurate tool sizing and assessment timeline to avoid subsequent funding
modifications.
• Partners must perform discovery to appropriately size the assessment scope and should only deploy
licenses when all customer pre-requisites are met, ensuring assessment completion within the
funded license usage period. Approved FR modification is not possible as mentioned above.

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Fund Request Stages and Approval Timelines
The chart below details the stages that a Fund Request can be in as it goes through the approval lifecycle.
Stage Approval Timeline Description
Created Not Applicable The request is still in draft stage and has not been submitted by the
Partner to AWS
OR
The request has been rejected and is now pending Partner updates
and resubmission.
Business 3-5 business days The Fund Request is pending review and approval by the assigned
Approval if all pre-requisites Business Approver. The Business Approver varies by program.
are met.
Finance Up to two weeks The Fund Request is with the AWS Operations team to generate a
Approval for AWS Finance Purchase Order (PO) for Cash requests
to raise a PO. AND/OR
generating codes for Credit requests.
Pre- Not Applicable This stage indicates that the Fund Request has obtained all necessary
Approval approvals, and the Partner can begin executing their activity/project.
For credit, the request will remain in this stage until all credit codes
have been disbursed (and applied by AWS for non-MDF requests). For
requests including cash, this is pending final finance confirmation
before moving to the Cash Claim stage.
Cash Up to 3 days for The Partner can submit a Cash Claim when the project (or milestone)
Claim PSA to sign off for is complete. The Partner submits the Actuals for the claim(s), and
ISV to submit the AWS reviews and rejects/approves the Actuals in this stage.
claim.
Once the Actuals are approved, the Fund Request will provide a link
to Payee Central for the Partner to submit an invoice. This stage will
not update until the invoice is approved.
Completed Not Applicable All credits have been disbursed (and applied by AWS for non-MDF
requests) for the relevant FR AND/OR all cash claims have been
completed.
No further action is required.

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Fund Request FAQs
Q: Do I have to submit separate Fund Requests (FRs) for Assess and Migrate phases of an opportunity?

A: Yes, you must submit two separate Fund Requests:

• Assessment Phase FR
o Include separate milestones for Software and Services costs
o Allocate ISV engagement costs between these milestones
• Create a second Fund Request for the Migration phase
o Include separate milestones for Software and Services costs
o Allocate ISV engagement costs between these milestones
o For phased migrations, create additional milestones for each wave

Example: For a 500 VM migration project, you would submit two distinct FRs - one for the Assessment
phase and another for the Migration phase. Each FR should clearly break down costs between Software
and Services milestones.

Q: What if the AWS or Partner opportunity is split into multiple sub-opportunities?

A: For PO, the primary partner should create multiple ACE opportunities and use Partner Connection to
share them with the ISV Partner, then have the AWS Seller update AWS Salesforce accordingly. The ISV
Partner should raise multiple FRs for each opportunity, ensuring correct ARR across ACE and AWS
Salesforce. For AO, the AWS Seller should share individual opportunities with the Services Partner or ISV
partner to tag ACE ID with each FR.

Example: Customer A has a large migration opportunity with an ARR of $3.6M. AWS seller splits the
opportunity in three phases each with an estimated ARR of $1.2M per opportunity. AWS Shares individual
opportunity with Primary Partner. If Primary Partner is Services Partner, they accept three ACE
opportunities ensure MRR and Opportunity stage is in sync. Primary Services Partner to raise three Partner
Connections requests and ISV to raise three FR in APFP for each opportunity. In this example, if the same
ISV is supporting the opportunity across multiple phases i.e. Assess and Migrate, they are required to open
two FRs for each opportunity across two phases for a total of six FRs.

Q: AWS ProServe is unable to share the opportunity with the ISV or Services Partner. How do we fix this?

A: For AWS ProServe to share an opportunity with Services Partner or ISV Partner, they need to have the
AWS Seller create an opportunity in AWS Salesforce as a “Utility” type. Please have the AWS team refer to
the internal knowledge base or reach out to migmodisv@[Link].

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Q: I encountered a customer opportunity where another ISV is already engaged through a Services Partner
or AWS Seller. Can I create another opportunity in ACE as FVO or Co-Sell and work with the customer
directly?

A: It is important not to create a separate For Visibility Only (FVO) or Co-Sell opportunity in ACE for direct
customer engagements. Instead, ISVs should follow established processes – either requesting a Partner
Connection when a Services Partner is prime or working with the AWS Seller for co-sell opportunity
sharing. Creating duplicate opportunities in ACE leads to several complications: it makes pipeline
management more challenging for AWS sellers, creates artificial pipeline inflation, and, most importantly,
risks proper attribution of partner contributions. Often, sellers must reduce duplicate opportunities to $1
ARR and select a single "winning" opportunity, potentially leaving valuable partner work unrecognized.
Following the proper engagement process ensures accurate tracking and fair recognition of all partner
contributions.

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Section 2: Fund Claim
Submission Process
Steps to Claim Funds
Step 1: Proceed with partner sign-off:
• Assess/Migrate/Modernize: ISV Tooling Partner Sign-off

Step 2: Inform AWS PSA of your intent to raise a claim and provide the required documents listed in the
“Prepare for Claim Submission” section below.

Step 3: Submit Claim in APFP with SI partner and AWS PSA sign-off.

Step 4: Partner submits web-form invoice through Amazon Payee Central. Once approved, the claim is
paid to the partner through Amazon Payee Central.

Prepare for Claim Submission

An email confirming the review of the files listed below by the AWS team must be attached. Send the files
listed below to the AWS PSA that you worked with at the time of Fund Request approval.
• For Assess or Modernization claim – Assessment or Modernization output.
• For Migration claim – Migration logs of VMs migrated, end-customer AWS account ID and MPE ID (if
applicable)
• Assessment/migration/modernization output report
• For CloudOps claim - Cloud operations console with customer cloud spent details, end-customer
account ID and MPE ID (if applicable)

Note: All elements of Proof of Execution must clearly show customer name, dates of engagements, and
map with details on the Scope of Work.

Submit Claim in APFP

After the Fund Request has moved through approvals and reflects Cash Claim status, and prior to the
expiration date on the Fund Request, a Claim needs to be submitted in the APFP Fund Request record with
Actuals data. This is required for both Cash and Credit Requests. For Cash requests, after the Claim has
been approved, an invoice needs to be submitted in Payee Central.

Submitting a Claim
• Navigate to the Fund Request in APFP, open it, and scroll down to the Cash Claim section.
• Be sure to select the correct Claim number for the milestone you are wishing to claim. Select “Submit
Actual” on the right side of the section.

Cash Claim Actuals

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Input the following fields:
• Claim Amount (Local Currency)—this is the amount you wish to invoice for, must be equal to or less
than the Fund Request approved amount
• Actual Milestone/Activity Start Date—this is the date you began the activity, format YYYY/MM/DD
(this should match with your planned activity start date for CEI)
• Actual Milestone/Activity End Date—this is the date you completed the activity, format
YYYY/MM/DD (this should match with your planned activity end date for CEI)

Cash Claim Attachments

In this section, you will upload all required documents listed in the Prepare for Claim Submission and
Partner Sign-off templates in Steps 1 & 2 above.

Select “Choose file” and select the file from your computer. Then click the dropdown for “File Type” and
select the accurate document type.

Select “Save & Submit” at the bottom of the page.

Submitting an Invoice
After your Claim is approved in APFP (look for a Claim Approved record in the Fund Request history),
submit a webform invoice in Payee Central. Be sure to select the PO number listed in the Cash Request
Information section of the Fund Request. Invoices can only be submitted by Partner contacts who have
access to the account under which the PO was issued in Payee Central. The invoice must be submitted
prior to the Fund Request Claim expiration date. It is not until your invoice has been approved that you
will be paid.

Success Tips/Best Practices

Refer to the AWS Partner Funding: Invoicing Guide for assistance in addressing AWS funding invoice issues
and to access guidance and resources for improving partner invoicing processes.

Funding Policy
All benefits discussed in this guide are subject to the AWS Partner Network (APN) terms. Be sure that you
are familiar with this Policy as you proceed with requesting Funding Benefits.

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Section 3: Key Dates
Fund Request Submission
• Fund Requests must be submitted at least 28 days in advance of the planned activity start date
• The last day to submit a Fund Request in 2025 is Dec 1st. The APFP tool will enter a quiet period
from Dec 16th to Jan 1st.

Claim Submission
• Claims must be submitted in APFP prior to the expiration date listed on each individual Fund
• Request (30 days from the planned end date, or Dec 15th of the current year, whichever comes first)
• Claims may be made in the current year or the year after.
• Claim end date extension requires a lengthy process to follow and takes up to a month for approval.

Invoice Submission
Invoices must be submitted in Payee Central AFTER Claim approval in APFP and prior to the expiration
date on each Fund Request (30 days from the planned end date, or Dec 15th of the current year,
whichever comes first)

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Section 4: ACE Partner
Connection Process
Before opportunities can be shared, partners (ISV and Services Partners) must establish account-based
Partner Connections – you can follow the steps on our Three-Step Quick Guide to learn more.

Sharing an opportunity with another partner - sending an

engagement invitation
• Select the opportunity ID that you want to share with the secondary partner:

• You will be prompted to select the partner and review which partners have already received
engagement invitations for this opportunity.

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Receiving and accepting an engagement invitation
• If you are a receiver, under the ‘Sell’ tab, navigate to the Multi-Partner opportunities sub-tab to find
the pending invitations.

Raising an APFP Request with the ACE opportunity ID

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Section 5: New ISV Partner
Onboarding Process
The evaluation process for new onboarding requests occurs quarterly, with typical review cycles taking 3-6
months. During this time, we assess potential partners based on strategic alignment and market
opportunity.

Basic requirements for consideration:

1. Migration and Modernization ISV Competency

2. Software Competency

3. Demonstrated tool capabilities aligned with program objectives

We will contact you directly when your application enters the active review phase, which can take up to 6
months. Selected partners will undergo a comprehensive technical assessment to validate their tooling
capabilities and ensure program fit.

Please note that while waiting for program consideration, new partners can continue to strengthen their
AWS competencies and enhance their migration tools' capabilities to improve their qualification prospects.

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Section 6: Glossary
Important Terms and Distinctions

ACTUALS
• After project completion, Partners will submit details in the Cash Claim section of the Fund Request
that include the Claim Amount (the actual amount the Partner is eligible for payment), as well as the
actual project dates and spend. This is a part of “Submitting a Claim” (see Claim).

AWS ACCOUNT ID
• This is the identification number for an account that has usage on AWS accessed through the AWS
Billing Console. Sometimes this will be a Partner’s account, and sometimes it will be a customer’s
account. If Credits are automatically applied by AWS, the AWS Account ID submitted in the Fund
Request is where the Credit codes will be redeemed.

CASH CLAIM
• This term refers to a section of the Fund Request. You set up the Cash Claim Plans at the time of
Fund Request Submission. After the activity is completed, you will submit Actuals data within the
Cash Claim section. This is often referred to as “Submitting a Claim.” Some Funding Benefits allow
the Partner to be paid more than once over the course of the Fund Request’s life—sometimes this is
due to particular benchmarks/milestones being reached, and therefore the Partner can invoice and
be paid along the way, and other times it’s because there are simultaneous or back-to-back activities
happening related to one project. In these instances, multiple Claims should be set up at the time of
Fund Request submission.

CASH CLAIM ID
• This is a unique identifier within APFP that refers to a specific Claim. It will be the Fund Request ID
followed by -Claim-(# of the individual Claim). The number will be 1 unless multiple Claims have
been set up. This can be found in the Cash Claim section, and the Approval History records will also
specify the Claim ID.

FUND REQUEST or FR
• This is the broadest term for a record in APFP. The Fund Request includes all activity details and
encompasses all stages (Created, Business Approval, Finance Approval, Pre-Approval, Cash Claim,
Completed). Note that not all stages exist for all Fund Request types. Partners have actions at the
Created stage—Fund Request Submission, as well as the Cash Claim stage—Claim Submission.

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FUND REQUEST ID
• This is a unique identifier within APFP that refers to the Fund Request Record. It begins with FR-
(program acronym)-(cash/credit) and then has a unique string of case-sensitive characters and
numbers. This can be found in the details of the Fund Request, the APFP Dashboard, and the URL
when a Fund Request is open.

OPPORTUNITY ID
• Opportunities are managed in the ACE Manager in Partner Central. They each have a unique
identifier starting with the letter O and followed by a unique string of numbers. This will be entered
in the Opportunity Information section of a Fund Request submission.

INVOICE
• An Invoice is submitted in the Payee Central system after the Claim is approved in APFP. This is the
official request for payment from AWS on Cash Fund Requests. The invoice amount is verified
against the approved Claim amount for approval before payment is remitted.

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APPENDIX A – Software
Order/Agreement Sample
Software Purchase Order Agreement
This Purchase Order accompanies the [Software Vendor Name] License to Use Agreement (the “Agreement”)
executed by and among [Software Vendor Name] (“Vendor”), [AWS Global/System Integrator Name] (“G/SI
Partner”), and [Customer Name] (“Customer”). All statements contained in this Service Order are subject to
the terms and conditions set forth in the Agreement. The terms and conditions in the Agreement control in
the event of any inconsistency or conflict between such terms and conditions and the terms and conditions set
forth in this Service Order.

The undersigned individuals represent that they are authorized to sign on behalf of their respective
organizations.
[Software Vendor Name] PO - [G/SI Partner Name] [Customer Name]
AO – AWS ProServ or AM

[Signature] [Signature] [Signature]

[Signatory Name] [Signatory Name] [Signatory Name]
[Signatory Designation] [Signatory Designation] [Signatory Designation]
Date Date Date

Product Description and Pricing:

Product Units (#Servers or Other Fee (i.e.,
Unit Price Total Price
Description #Line of Codes) onboarding fee)
*<Software
$ $
Licenses>

*<Service Fee> $ $

*<Services Partner
$ $
Fee>

*<Etc.> $ $

**AWS ISV Funding $

Grand Total $

* Sample descriptions. Modify the description as necessary.

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 Important Notes:
• ** The $0 fee structure is subject to AWS approval under the AWS ISV Tooling Program
• [Product/service-specific notes]
• [Support and documentation references]
• [Additional terms and conditions]

Pricing Notes:
• All prices are in US dollars and are exclusive of any applicable taxes, duties, fees, levies, or other
governmental assessments
• [Additional pricing terms]

Additional Terms:
[Customer Name] - [Project Reference]

[Software Vendor Name]

Disclaimer - Software Order/Agreement Template

This Software Purchase Order template (“Template”) is provided “AS-IS” and for informational purposes only and
serves only as a sample reference, without any obligation or commitment by AWS. AWS makes no representations
or warranties of any kind, express or implied, about the completeness, accuracy, or reliability of this Template.
Your use of this Template is strictly at your own risk, and you assume any and all liabilities in connection with the
use of this Template. You agree to defend, indemnify and hold harmless AWS and its affiliates from and against
any claims, damages, costs, liabilities, or expenses arising from your use of this Template.

TO THE MAXIMUM EXTENT PERMITTED BY APPLICABLE LAW, AWS EXPRESSLY DISCLAIMS ALL LIABILITY AND
RESPONSIBILITY ARISING FROM ANY USE OF THIS TEMPLATE OR RELIANCE THEREON. This Template does not
constitute legal advice, and AWS recommends that partners seek appropriate legal counsel to review, prepare
and customize any agreements according to their specific business needs and applicable laws.

Neither this Template nor any information contained herein creates any binding obligations on AWS or
constitutes an offer by AWS. Any final agreement must be in writing and signed by AWS. AWS reserves the right
to modify or discontinue this Template at any time without notice.

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