DefenseTech - Success for ISVs
in AWS Marketplace

You've built software that defense organizations need. Getting it into their hands is another matter entirely.

Defense tech ISVs face the most demanding compliance environment in the public sector. Deploying into DoD environments means meeting Impact Level requirements (IL2, IL4, IL5, or IL6) under the DISA Cloud Computing Security Requirements Guide, achieving FedRAMP High authorization, and (for the broader Defense Industrial Base) demonstrating CMMC 2.0 compliance. IL5 alone requires dedicated infrastructure, U.S. citizen personnel, over 421 security controls, and continuous monitoring. These aren't boxes you check once; they're ongoing operational commitments that shape your architecture, hiring, and cost structure.

But the compliance gauntlet is only part of the challenge. Defense procurement operates through a web of contract vehicles, OTAs (Other Transaction Authorities), and program offices. Each has different acquisition authorities and timelines. Simultaneously, the AWS partner ecosystem demands its own operational rigor: maintaining active ACE pipeline, keeping FTR approvals current, managing GovCloud Marketplace listings, executing private offers, and coordinating co-sell motions with AWS account teams who serve defense customers. The ISVs that win defense deals aren't just technically capable…they've operationalized the full co-sell and procurement motion.

You've built a solution that government agencies need. Now comes the hard part: getting it into their hands efficiently.

GovTech ISVs face a unique combination of challenges when selling through the AWS ecosystem. On the compliance side, overlapping frameworks like FedRAMP, GovRAMP (formerly StateRAMP), CJIS, CMMC 2.0 each carry their own audit requirements and authorization timelines. Getting your security posture validated and positioned correctly is table stakes for public sector credibility.

But compliance is only part of the equation. The AWS partner ecosystem itself has grown more complex. Maintaining active ACE opportunities, keeping FTR approvals current, managing Marketplace listings, executing private offers, and aligning co-sell motions with AWS account teams, all while navigating government procurement cycles that can involve dozens of stakeholders across IT, legal, compliance, and program offices. This creates an operational burden that stretches even well-resourced teams.

Meanwhile, your competitors are investing in exactly these capabilities. The GovTech ISVs winning today aren't necessarily the ones with the best product. They're the ones who have figured out how to make the AWS co-sell and Marketplace engine work for them.