Partner Type
Migration Competency Partner (MCP) - or Workload Competency Partner for workload-specific migrations.
Free Resource
Is your deal MAP-ready?
Most MAP applications are rejected for preventable reasons. Get the checklist Alliance Managers use to pre-qualify opportunities before opening APFP.
14+
Days lead time required
$2M
Max Mobilize cash
5
Common rejection points
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What's inside
6 eligibility gates that kill applications on sight
Exact 2-tranche funding structure with dollar triggers
AI Modernization eligible vs ineligible scenarios
5 most common rejection points
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Section 1
Eligibility gates
Fail any one of these and the application is rejected before it's reviewed. Check all six before opening APFP.
ACE Stage
Opportunity at "Business Validated" or above to submit. "Committed" stage required for Fund Request approval.
ARR Threshold
Opportunity Launch ARR > $3M for MAP Early Access. Full MAP thresholds differ - confirm with your PDM.
MPE Rating
Migration Partner Engagement rated "Qualified+" or above. Work with your Migration BD/AM - not automatic.
MAP 2.0 Agreement
Customer signed or committing to MAP 2.0 agreement. No signed MAP 2.0 = no funding. Confirm in writing first.
No Prior Conflicts
No conflict with existing AWS investments - PPA, EDP, etc. Check with PDM if customer has existing AWS agreements.
Section 2
How the cash is released
Mobilize phase only. Two tranches, two milestones. Both require a separate customer sign-off.
Tranche 1
When cumulative migration spend reaches $50K
$400K
→
Tranche 2
When cumulative spend reaches 20% of estimated ARR
Remaining balance
20%
of ARR - cash funding
$2M
maximum total cash
$10M
max deal ARR covered
SPI incentives (Greenfield, VMware, Modernization) and other MAP phases have different funding structures. The right combination depends on your deal. Ask Stefan →
Section 3
Submission requirements
What you need ready before opening APFP - missing any one of these causes rejection.
- 14-day lead time: Fund Request must be submitted at least 14 days before work starts. Calendar date work begins - not the first client meeting.
- Required attachments: Project Scope Checklist + AWS Pricing Calculator. Both mandatory. Missing either = rejection.
- ACE opportunity linked: Opportunity must be attached to the Fund Request. No ACE record = instant rejection.
- Customer AWS Account ID: Required field in APFP. Get from customer before starting submission.
- Tagging acknowledgement: Exact AWS-mandated wording must be pasted verbatim into the "Other Notes" field. Ask Stefan for the exact text →
- Claim timing: Submit claims only after receiving the AWS milestone attainment email. Do not submit early.
- Hard deadlines: Claims and invoices expire 30 days after the planned end date or Dec 15 - whichever is earlier. Missing either = funding forfeited.
Section 4
AI Modernization: eligible vs not
The rule: AI must happen in one step during the migration - not as a separate project after the workload is already on AWS.
YES
On-premises app migration + AI
Migration + AI Modernization in one step
NO
Greenfield AI application
No existing workload to migrate
YES
Cross-cloud migration + AI
Migration from another cloud + AI in one step
NO
On-premises app + AI (no migration)
No migration to AWS component
YES
Mainframe modernization + AI
Legacy re-platform + AI in one step
NO
Proof of Concept
No production workload in scope
YES
Data Lake Migration + AI
Data migration + AI Modernization
NO
AI for existing AWS workloads
Already on AWS - no migration event
YES
Existing AI inference migration
12+ months ARR evidence required
NO
New SaaS Product on AWS
Greenfield - not eligible
Section 5
5 most common rejection points
These are the mistakes that kill applications after submission - all preventable in the 48 hours before you open APFP.
01
No ACE opportunity registered at time of submission
Register at Stage 1 - before any other step. No ACE record = instant rejection, regardless of everything else.
02
Fund Request submitted after project already started
MAP is pre-approval only. No retroactive applications. Must submit at least 14 days before work begins.
03
Tagging acknowledgement missing or incorrectly worded
AWS requires exact language in the "Other Notes" field. One word off = rejection. Get the exact text from the checklist.
04
ARR entered incorrectly at Fund Request creation
It cannot be changed after you hit submit. Recalculate carefully before starting - this number locks permanently.
05
Claim submitted before AWS milestone attainment email
AWS triggers the claim window by email. Submitting early = rejection. Wait for the trigger email before claiming.
Work with Stefan
Not sure which MAP combination applies to your deal?
These are the questions I pre-qualify for every ISV before they submit:
Which MAP phase applies to your deal size and readiness?
Which SPI incentives stack on top - and what evidence is needed?
Is your ACE opportunity, MPE rating, and PDM endorsement actually ready?
Free 20-min eligibility check. No pitch, no commitment.