ISV Alliance Playbook · Appendices

Appendices & Operator Templates

The working templates referenced throughout the playbook, the full eligibility matrix, submission templates, ACE field-mapping schema, a sample private offer, the 90-day operating calendar, and the board report. Built to be copied into your own systems.

Author: Stefan Tabacaru Edition: v2026.Q3 Audience: B2B SaaS ISVs Companion to: The ISV Alliance Playbook

Appendix A

Full multi-cloud eligibility matrix

The abbreviated version lives in Chapter 01. This is the operator version, with submission windows, the partner-tier minimum each program assumes, and the proof-of-execution artifact you will be asked for.

Cloud	Program	Typical claim	Window	Tier minimum	Proof of execution
AWS	Sandbox / WMP	$50K – $2M	Pre-work registration	Migration Competency / Qualified MPE	Migration plan, post-migration ARR estimate, eligible-activity categories
AWS	MDF	$10K – $250K	Quarterly	ISV Accelerate, valid ACR/MBS	Activity plan + receipts, attendee lists, attribution report
AWS	POC funding	$5K – $100K	Per opportunity	ACE opp at Validated+	Customer POC scope + success criteria
AWS	ISV Accelerate cash incentive	$30K – $600K/yr	Continuous	ISV Accelerate listed + co-sell	Marketplace billed revenue, co-sell attribution
Azure	MDF / Co-op	$15K – $200K	Per FY	Solutions Partner designation	Partner Center claim + proof of activity
Azure	POC / MACC pre-deal	$10K – $150K	Pre-deal	Co-sell ready offer	Aligned-deal registration, customer MACC
GCP	Partner Development Fund	$10K – $150K	Quarterly	Partner Advantage tier	Approved activity plan + execution proof
GCP	POC funding	$5K – $75K	Per opportunity	Active partnership	Customer pilot scope

Operator note

Late registration kills the claim. For Sandbox, WMP, and any pre-deal program, the registration timestamp must precede the start of work. Build the thesis the week you identify the opportunity, not the week you close it.

Appendix B

Submission templates: Sandbox, MDF, POC

Each program has a different artifact set. Assemble these before you open the request; missing artifacts are the most common cause of delay.

Sandbox: required artifacts

Customer migration plan (or your version), naming source environment and target AWS architecture.
Estimated post-migration AWS ARR, the number that sizes the funding tranche.
Eligible activity categories (assess, mobilize, migrate) mapped to your scope of work.
Proof that work has not commenced, the single most common rejection reason.
Signed or committing AWS migration funding agreement on the customer side.

MDF: required artifacts

Activity plan: format (field event, digital campaign, third-party content, joint webinar), date, and target audience.
Demand-generation thesis: how the activity drives consumption of the cloud's services through your product.
Budget breakdown with quotes or receipts.
Proof of execution after the fact: attendee list, screenshots, spend receipts, attribution report.

POC: required artifacts

Customer-named opportunity in ACE (or equivalent) at a validated stage.
POC scope: what is being proven, over what period, with what success criteria.
Credit estimate tied to the workload being tested.

Appendix C

ACE field-mapping schema

The minimum field map between your CRM and ACE Pipeline Manager. Validate every required field against a sample opportunity in the new Partner Central before cutover.

CRM field	ACE field	Required	Notes
Opportunity name	Project title	Yes	Keep human-readable; AWS field teams read this.
Account / customer	End customer (legal name + website)	Yes	Must match AWS account records to attribute.
Stage	ACE stage	Yes	Map your stages to ACE's; do not over-promise stage.
Amount	Expected monthly AWS revenue	Yes	AWS consumption, not your contract value.
Close date	Target launch date	Yes	Drives PDM prioritization.
Use case	Workload / solution area	Recommended	Improves field routing.
Partner attribution	Sourced / influenced	Yes	Drives co-sell ratio and Partner Revenue Measurement.
Next step / activity date	Last activity	Recommended	Keep under 30 days or the opp reads as stale.

Anti-pattern

Do not sync every CRM opportunity to ACE. ACE is a curated surface, submit the deals where you want AWS field engagement and that carry a credible attribution story.

Appendix D

Sample private offer structure

A Marketplace private offer is the lever that turns a live listing into transacted revenue. This is the skeleton; adapt pricing and terms to your standard contract.

Buyer + agreement: named AWS account, offer expiration date (keep it short to create urgency).
Pricing: custom unit price or total contract value, with the discount off public pricing made explicit.
Duration & ramp: term length and any usage ramp or committed minimums.
Payment schedule: upfront, annual, or milestone, aligned to the buyer's MACC drawdown.
EULA: your standard contract attached, not the Marketplace standard, where negotiated.
Reseller (if CPPO): the authorized reseller and their margin, for three-party deals.

CPPO / MPPO in one line

CPPO lets a reseller sell your product on Marketplace with custom pricing; MPPO lets you, a reseller, and the buyer transact a three-party deal at once. Both unlock MACC alignment for enterprise buyers.

Appendix E

90-day operating calendar

A cloud alliance without a written cadence is a hobby. This is the 90-day activation rhythm every engagement runs on, the three phases plus the weekly and monthly cadence that continues after handoff.

Phase / cadence	Focus
Days 1–14 · Baseline	Audit current tier and ACE / Partner Central / Partner Advantage setup; map every claimable fund; write the recovery thesis with dollar figures and deadlines.
Days 15–45 · Activate	PDM introductions; file MDF, POC, Sandbox, and WMP claims; optimize ACE opportunity registration and co-sell flags.
Days 46–90 · Co-sell & handoff	Repeatable co-sell playbook; qualify for ISV Accelerate, Azure IP Co-Sell, or GCP Premier Tier; Marketplace listing with metering; document the function for handoff.
Weekly (ongoing)	ACE hygiene (new submissions, stage updates, kill stale opps); Marketplace candidate review on stage-4+ deals.
Monthly (ongoing)	The four board metrics below; funding pipeline review (submitted / approved / paid); PDM sync.

Appendix F

Monthly board report template

Four metrics. Everything else (badges, certifications, tier) is a leading indicator of one of these, track it, but keep it out of the board report.

Metric	Definition	Cut by
Cloud-sourced pipeline	Opportunities where the cloud field is engaged	Stage and dollar value
Marketplace GMV	Transacted in the last 30 days	Private-offer vs. public split
Funding claimed	Submitted, approved, paid	By program (Sandbox / MDF / POC)
Co-sell ratio	% of new ARR involving a hyperscaler touch	Trend vs. prior quarter

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