Post by Labra

Enterprise Draw Downs (EDPs) are being consumed faster than ever. And most ISVs still aren't positioned to benefit. Here's what's happening: AWS customers commit to significant cloud spend upfront in exchange for discounts. That committed spend has to go somewhere. Increasingly, it's going through the marketplace. Why it matters for ISVs: → Buyers are actively looking to route purchases through the marketplace to burn down their EDP. If your product isn't listed, you're not even in the conversation. → Deal cycles compress when the marketplace is involved. Procurement friction drops because the budget is already committed. The buyer just needs a vehicle to spend it. → The ISVs winning aren't just listed. They're co-selling with AWS field teams who are motivated to help customers consume their commits. That relationship is unlocked. The gap most teams miss: having a marketplace listing is table stakes. Operationalizing co-sell around EDP consumption is where the real revenue is. If your Cloud GTM motion isn't aligned to how your buyers are spending, it's time to look at that. #CloudMarketplace #AWS #EDP #CoSell #GTM