AWS SUP Incremental Workloads
Funding Program

Complete 5W+H Implementation Guide

For Sales, Pre-Sales & Partner Teams

Internal AWS Investment Initiative for Startups

Updated: September 2025 | Version 2.0

Program Overview: The 5W+H Framework

🎯 WHAT

AWS SUP Incremental Workloads funding program providing up to 25% ARR in service credits + 15% ARR in partner cash for startup migrations and new workload development

👥 WHO

Series A-C startups ($5M-$50M revenue) with AWS partners (Select/Advanced/Premier tier) and PDM/PSM nomination required

📍 WHERE

Global program available in all AWS regions where SUP operates, managed through AWS Partner Funding Portal (APFP)

⏰ WHEN

Ongoing program with 3-phase timeline: ASSESS (2-4 weeks), MIGRATE (3-9 months), BUILD (6-12 months)

❓ WHY

Accelerate startup adoption of AWS services, reduce partner risk, increase win rates by 60-80%, and drive $60K-$500K ARR commitments

⚙️ HOW

Partner-nominated opportunities through APFP with technical validation, financial modeling, and phased funding release

WHO: Complete Stakeholder Ecosystem

Target Customers (Startups)

Primary Criteria:

  • Company Stage: Series A ($2M-$15M), Series B ($10M-$30M), Series C ($20M-$50M)
  • Revenue Range: $5M-$50M annual recurring revenue
  • Growth Rate: 50%+ YoY growth with clear scaling trajectory
  • Tech Maturity: Cloud-native architecture or hybrid infrastructure
  • Decision Timeline: 3-12 month implementation window

Decision Makers:

  • Primary: CTO, VP Engineering, Head of Infrastructure
  • Secondary: CEO, CFO (for budget approval >$200K)
  • Technical: Lead DevOps, Platform Engineers, Architects
  • Procurement: VP Operations, Head of Finance

AWS Partner Requirements

Tier Requirements:

  • Select Tier: Minimum requirement, up to $50K funding
  • Advanced Tier: Preferred, up to $100K funding
  • Premier Tier: Optimal, unlimited funding within ARR limits

Competency Requirements:

  • Migration Competency: Strongly preferred for MIGRATE phase
  • DevOps Competency: Valuable for BUILD phase
  • Industry Competencies: FinTech, HealthTech, EdTech preferred
  • Service Delivery: Minimum 3 successful AWS implementations

AWS Internal Stakeholders

Required Approvals:

  • PDM/PSM: Partner nomination and relationship validation
  • AWS Solution Architect: Technical architecture review and approval
  • Sales Leader: Required for partner cash >$50K
  • SUP Program Team: Final funding approval and credit allocation

Support Team:

  • Account Manager: Customer relationship and opportunity management
  • Technical Account Manager: Post-migration support and optimization
  • Partner Development: Partner enablement and success tracking

WHAT: Complete Program Structure & Benefits

ASSESS Phase - Discovery & Planning

What's Included:

  • Infrastructure Assessment: Current state analysis, performance benchmarking
  • Cost Analysis: TCO modeling, AWS pricing optimization
  • Architecture Design: Target state blueprints, migration roadmap
  • Risk Assessment: Security, compliance, operational readiness
  • Business Case: ROI projections, timeline, resource requirements

Funding Structure:

  • Partner Cash: Up to 8% of ARR (maximum $10K)
  • ARR Requirements: $60K-$500K (migration), $120K-$500K (DAPP)
  • Duration: 2-4 weeks assessment period
  • Deliverables: Technical assessment report, architectural diagrams, migration plan

MIGRATE Phase - Non-AWS to AWS Migration

What's Covered:

  • Workload Migration: Applications, databases, storage systems
  • Data Transfer: Secure data migration with minimal downtime
  • Network Setup: VPC configuration, security groups, load balancers
  • Monitoring Setup: CloudWatch, logging, alerting configuration
  • Team Training: AWS skills development, operational procedures

Funding Structure:

  • Service Credits: Up to 25% of ARR (12-month validity)
  • Partner Cash: Up to 15% of ARR
  • Credit Distribution: Released in tranches based on milestones
  • Usage Tracking: Monthly consumption reporting required

BUILD Phase - New Incremental Workloads

What's Supported:

  • New Applications: Cloud-native development on AWS
  • Data Analytics: Data lakes, ML pipelines, BI solutions
  • Modernization: Containerization, serverless architectures
  • Integration: API gateways, event-driven architectures
  • Optimization: Performance tuning, cost optimization

Funding Structure:

  • Co-Investment: 50% of Statement of Work cost
  • Maximum Cap: Up to 25% of committed ARR
  • Risk Sharing: Shared investment model reduces partner exposure
  • Success Metrics: Performance KPIs, adoption rates, cost efficiency

WHERE: Geographic Coverage & Technical Scope

Geographic Availability

Primary Regions (Full Support):

  • North America: US East (N. Virginia), US West (Oregon), Canada (Central)
  • Europe: Ireland, London, Frankfurt, Stockholm, Paris
  • Asia Pacific: Singapore, Tokyo, Sydney, Mumbai, Seoul
  • South America: São Paulo

Emerging Regions (Limited Support):

  • Middle East: Bahrain, UAE (case-by-case basis)
  • Africa: Cape Town (pilot program)
  • Asia Pacific: Jakarta, Hong Kong (expanding)

Data Residency Considerations:

  • GDPR Compliance: EU data must remain in EU regions
  • Financial Services: Local regulatory requirements apply
  • Healthcare: HIPAA compliance in US regions only

Technical Infrastructure Scope

Supported Migration Sources:

  • On-Premises: VMware, Hyper-V, physical servers
  • Other Clouds: Azure, GCP, IBM Cloud, Oracle Cloud
  • Hosting Providers: Rackspace, DigitalOcean, Linode
  • Colocation: Equinix, CoreSite, other data centers

Workload Types Covered:

  • Web Applications: Multi-tier applications, microservices
  • Databases: MySQL, PostgreSQL, MongoDB, Redis
  • Analytics: Data warehouses, ETL pipelines, ML workloads
  • Storage: File systems, object storage, backup systems
  • Networking: Load balancers, CDN, VPN connections

Excluded Scenarios

Not Eligible for Funding:

  • AWS-to-AWS: Migrations between AWS accounts/regions
  • Existing Workloads: Already running on AWS
  • Non-Production: Development/test environments only
  • Compliance Issues: Regulatory blockers or restrictions

Special Considerations:

  • Hybrid Architectures: Partial migrations require case-by-case review
  • Legacy Systems: Mainframe migrations need specialized assessment
  • High Availability: Mission-critical systems require enhanced planning

WHEN: Complete Timeline & Critical Milestones

Phase 1: Customer Identification & Qualification (Weeks 1-2)

Week 1: Prospect Identification

  • Day 1-2: Partner identifies startup prospects with $60K-$500K AWS potential
  • Day 3-4: Initial qualification calls with CTO/VP Engineering
  • Day 5-7: Technical discovery sessions, current state assessment

Week 2: Business Case Development

  • Day 8-10: Financial analysis, TCO modeling, ROI projections
  • Day 11-12: Stakeholder alignment, executive presentation
  • Day 13-14: Initial commitment and timeline agreement

Phase 2: Technical Assessment & Planning (Weeks 3-6)

Weeks 3-4: Technical Deep Dive

  • Infrastructure Assessment: Performance baselines, capacity planning
  • Application Analysis: Dependencies, integration points, data flows
  • Security Review: Compliance requirements, access controls
  • AWS SA Engagement: Architecture review, service recommendations

Weeks 5-6: Architecture & Documentation

  • Target State Design: AWS architecture diagrams, service selection
  • Migration Strategy: Phased approach, rollback procedures
  • Cost Modeling: AWS Pricing Calculator, monthly projections
  • Risk Assessment: Technical risks, mitigation strategies

Phase 3: Funding Submission & Approval (Weeks 7-8)

Week 7: Documentation Preparation

  • Day 1-2: Statement of Work development, scope definition
  • Day 3-4: Financial validation, pricing calculator alignment
  • Day 5-7: Internal approvals (AWS SA, sales leader if >$50K)

Week 8: APFP Submission

  • Day 1-2: Portal submission, document upload
  • Day 3-7: AWS program team review
  • Day 8-10: Approval notification, credit allocation

WHY: Strategic Business Justification

AWS Strategic Objectives

Market Expansion Goals:

  • Startup Ecosystem: Capture high-growth companies before competitors
  • Partner Enablement: Strengthen partner capabilities and loyalty
  • Revenue Acceleration: Drive $60K-$500K ARR commitments per deal
  • Market Share: Increase AWS adoption in startup segment by 25%

Competitive Advantages:

  • Differentiation: Unique funding model vs Azure/GCP
  • Speed to Market: Faster implementation with financial incentives
  • Partner Loyalty: Exclusive access creates competitive moat
  • Customer Stickiness: 95%+ retention rate post-migration

Partner Business Benefits

Revenue Impact:

  • Direct Cash: 8-15% of customer ARR in partner payments
  • Deal Velocity: 30-50% faster closure with funding incentives
  • Win Rate Improvement: 60-80% vs 40-50% without funding
  • Deal Size Growth: 25-40% larger opportunities

Strategic Advantages:

  • Risk Mitigation: Shared investment reduces partner exposure
  • Competitive Edge: Exclusive access to funding programs
  • Customer Relationships: Stronger partnerships through value delivery
  • Practice Development: Build specialized AWS capabilities

Customer Value Drivers

Financial Benefits:

  • Cost Reduction: 20-40% infrastructure cost savings
  • Service Credits: Up to 25% ARR in AWS credits
  • Operational Efficiency: 50-70% reduction in maintenance overhead
  • Scalability: Pay-as-you-grow model vs fixed infrastructure

Strategic Advantages:

  • Innovation Acceleration: Access to 200+ AWS services
  • Global Reach: 25+ regions for international expansion
  • Security Enhancement: Enterprise-grade security by default
  • Compliance: Built-in compliance frameworks (SOC, HIPAA, PCI)

HOW: Step-by-Step Implementation Process

Step 1: Partner Nomination Process

PDM/PSM Nomination Requirements:

  • Partner Validation: Confirm Select/Advanced/Premier tier status
  • Relationship Assessment: Verify customer relationship strength
  • Technical Capability: Validate partner's AWS expertise and certifications
  • Delivery Track Record: Review previous AWS implementations
  • Financial Stability: Assess partner's ability to co-invest

Nomination Documentation:

  • Partner Profile: Company overview, AWS competencies, team size
  • Customer Profile: Startup details, growth metrics, technical requirements
  • Opportunity Summary: Scope, timeline, expected ARR
  • Risk Assessment: Technical, financial, and timeline risks

Step 2: Technical Validation Process

AWS Solution Architect Review:

  • Architecture Assessment: Current state analysis, target state design
  • Service Selection: Optimal AWS services for workload requirements
  • Performance Validation: Capacity planning, performance benchmarks
  • Security Review: Compliance requirements, security controls
  • Cost Optimization: Right-sizing, reserved instances, savings plans

Technical Deliverables:

  • Architecture Diagrams: Current state, target state, migration path
  • Service Mapping: Application-to-AWS service alignment
  • Performance Baselines: Current metrics, expected improvements
  • Security Framework: IAM policies, network security, encryption

Step 3: Financial Modeling & Validation

AWS Pricing Calculator Setup:

  • Service Configuration: Accurate service specifications and usage patterns
  • Regional Pricing: Location-specific pricing for target regions
  • Usage Patterns: Peak/off-peak usage, seasonal variations
  • Growth Projections: 12-month usage forecasts
  • Optimization Scenarios: Reserved instances, savings plans impact

Financial Validation Checklist:

  • ARR Calculation: Monthly spend × 12 = committed ARR
  • Funding Limits: Verify amounts within program parameters
  • Credit Distribution: Plan tranche releases based on milestones
  • Partner Cash Flow: Payment schedule alignment with deliverables

Advanced ROI Scenarios & Financial Impact

Scenario 1: Small Startup ($100K ARR)

Customer Profile:

  • Company: Series A FinTech, 25 employees
  • Current: DigitalOcean, $8K/month spend
  • Target: AWS migration, $8.5K/month projected

Funding Breakdown:

  • Service Credits: $25K (25% of $100K ARR)
  • Partner Cash: $15K (15% of $100K ARR)
  • Total Value: $40K (40% of customer ARR)
  • Partner ROI: 300% on $5K investment

Scenario 2: Growth Startup ($300K ARR)

Customer Profile:

  • Company: Series B SaaS, 75 employees
  • Current: Azure, $25K/month spend
  • Target: AWS migration + modernization, $25K/month

Funding Breakdown:

  • Service Credits: $75K (25% of $300K ARR)
  • Partner Cash: $45K (15% of $300K ARR)
  • Total Value: $120K (40% of customer ARR)
  • Partner ROI: 400% on $15K investment

Scenario 3: Scale Startup ($500K ARR)

Customer Profile:

  • Company: Series C E-commerce, 150 employees
  • Current: On-premises + GCP hybrid
  • Target: Full AWS migration + analytics, $42K/month

Funding Breakdown:

  • Service Credits: $125K (25% of $500K ARR)
  • Partner Cash: $75K (15% of $500K ARR)
  • Total Value: $200K (40% of customer ARR)
  • Partner ROI: 500% on $25K investment

Critical Success Factors & Implementation Best Practices

Pre-Sales Excellence

Customer Qualification:

  • Financial Validation: Verify revenue, growth rate, funding status
  • Technical Readiness: Assess team capabilities, infrastructure maturity
  • Decision Authority: Confirm CTO/VP Engineering has budget authority
  • Timeline Alignment: Ensure 3-12 month implementation window
  • Competitive Landscape: Identify other cloud initiatives or commitments

Value Proposition Development:

  • Business Case: Quantify cost savings, performance improvements
  • Risk Mitigation: Address security, compliance, operational concerns
  • Innovation Enablement: Highlight new capabilities, services
  • Scalability Planning: Demonstrate growth accommodation

Technical Implementation

Migration Strategy:

  • Phased Approach: Start with non-critical workloads
  • Pilot Success: Demonstrate value with initial migration
  • Rollback Planning: Prepare contingency procedures
  • Performance Monitoring: Establish baselines, track improvements
  • Security First: Implement security controls before migration

Team Enablement:

  • AWS Training: Certify key team members
  • Operational Procedures: Document new processes
  • Monitoring Setup: Implement CloudWatch, alerting
  • Cost Management: Set up budgets, cost alerts

Program Management

Project Governance:

  • Steering Committee: Executive sponsors, technical leads
  • Weekly Standups: Progress tracking, issue resolution
  • Milestone Reviews: Gate reviews before credit releases
  • Risk Management: Proactive issue identification, mitigation
  • Change Control: Formal process for scope changes

Success Metrics:

  • Technical KPIs: Performance, availability, security
  • Financial KPIs: Cost reduction, credit utilization
  • Operational KPIs: Team productivity, incident reduction
  • Business KPIs: Time to market, feature velocity

Risk Management & Mitigation Strategies

Technical Risks

High-Risk Scenarios:

  • Performance Degradation: Inadequate sizing, network latency
  • Data Loss: Migration errors, backup failures
  • Security Breaches: Misconfigured access controls
  • Integration Failures: API compatibility, third-party services
  • Compliance Violations: Regulatory requirements not met

Mitigation Strategies:

  • Proof of Concept: Test critical workloads before full migration
  • Performance Testing: Load testing, stress testing
  • Backup Strategy: Multiple backup methods, tested recovery
  • Security Review: AWS SA security assessment
  • Compliance Audit: Third-party compliance validation

Financial Risks

Cost Overrun Scenarios:

  • Usage Spikes: Unexpected traffic, data growth
  • Service Sprawl: Uncontrolled service adoption
  • Credit Expiry: Unused credits expire after 12 months
  • Currency Fluctuation: International pricing variations
  • Scope Creep: Additional requirements, services

Financial Controls:

  • Budget Alerts: 50%, 80%, 100% spending thresholds
  • Cost Allocation: Tag-based cost tracking
  • Reserved Instances: Long-term cost optimization
  • Regular Reviews: Monthly cost optimization sessions
  • Credit Tracking: Monthly credit utilization reports

Business Risks

Operational Challenges:

  • Team Resistance: Change management, skill gaps
  • Timeline Delays: Resource constraints, technical issues
  • Vendor Lock-in: AWS-specific service dependencies
  • Competitive Response: Other cloud providers' counter-offers
  • Executive Changes: New leadership, strategy shifts

Business Continuity:

  • Change Management: Communication plan, training program
  • Contingency Planning: Alternative timelines, resources
  • Multi-Cloud Strategy: Avoid complete vendor lock-in
  • Executive Alignment: Regular stakeholder updates
  • Success Communication: Celebrate wins, share benefits

Industry-Specific Implementation Strategies

FinTech Startups

Common Requirements:

  • Compliance: PCI DSS, SOX, regional financial regulations
  • Security: End-to-end encryption, HSM, audit trails
  • Performance: Low-latency trading, real-time analytics
  • Scalability: Handle transaction spikes, global expansion

Recommended AWS Services:

  • Security: AWS CloudHSM, AWS KMS, AWS Config
  • Compute: EC2 C5n instances, Lambda for microservices
  • Database: RDS with encryption, DynamoDB for real-time
  • Analytics: Kinesis for streaming, Redshift for reporting

Typical ARR Range:

  • Early Stage: $120K-$200K ARR
  • Growth Stage: $300K-$500K ARR
  • Funding Potential: $75K-$200K total value

HealthTech Startups

Common Requirements:

  • Compliance: HIPAA, HITECH, FDA regulations
  • Data Protection: PHI encryption, access controls
  • Integration: EHR systems, medical devices
  • Availability: 99.9%+ uptime for critical systems

Recommended AWS Services:

  • Compliance: AWS HIPAA-eligible services
  • Storage: S3 with encryption, EFS for shared data
  • Compute: EC2 in private subnets, ECS for containers
  • ML/AI: SageMaker, Comprehend Medical, Textract

Typical ARR Range:

  • Early Stage: $80K-$150K ARR
  • Growth Stage: $200K-$400K ARR
  • Funding Potential: $50K-$160K total value

EdTech Startups

Common Requirements:

  • Scalability: Handle enrollment spikes, seasonal usage
  • Global Reach: Multi-region deployment, CDN
  • Cost Efficiency: Variable usage patterns, budget constraints
  • Integration: LMS systems, video platforms, assessment tools

Recommended AWS Services:

  • Content Delivery: CloudFront, S3 for static content
  • Video: Elemental MediaServices, Kinesis Video Streams
  • Auto Scaling: Auto Scaling Groups, Lambda
  • Analytics: QuickSight, Athena for learning analytics

Typical ARR Range:

  • Early Stage: $60K-$120K ARR
  • Growth Stage: $180K-$350K ARR
  • Funding Potential: $40K-$140K total value

Competitive Differentiation & Market Positioning

vs. Microsoft Azure

AWS Advantages:

  • Funding Program: SUP IW provides direct financial incentives
  • Service Breadth: 200+ services vs Azure's 100+
  • Startup Ecosystem: Stronger VC partnerships, Activate program
  • Global Reach: 25+ regions vs Azure's 20+
  • Innovation Pace: 3,000+ new features annually

Competitive Response:

  • Azure Credits: Limited to $120K over 2 years
  • Partner Support: Less comprehensive partner funding
  • Startup Focus: Enterprise-first approach

vs. Google Cloud Platform

AWS Advantages:

  • Market Maturity: 15+ years vs GCP's 10+ years
  • Enterprise Adoption: 90% of Fortune 500 use AWS
  • Partner Ecosystem: 100,000+ partners vs GCP's 25,000+
  • Funding Scale: Up to 40% ARR vs GCP's 20%
  • Service Reliability: 99.99% SLA across more services

Competitive Response:

  • GCP Credits: $100K startup credits program
  • AI/ML Focus: Strong in specific verticals
  • Pricing: Sustained use discounts

Value Proposition Framework

Financial Benefits:

  • Immediate: Up to 40% ARR in funding (credits + cash)
  • Ongoing: 20-40% cost reduction vs current infrastructure
  • Growth: Pay-as-you-scale model
  • Optimization: Reserved instances, savings plans

Strategic Advantages:

  • Innovation: Access to cutting-edge services (ML, IoT, Blockchain)
  • Scalability: Global infrastructure, auto-scaling
  • Security: 300+ security features, compliance certifications
  • Ecosystem: Marketplace, partner solutions, community

Program Metrics & Success Tracking

Partner Performance Metrics

Revenue Metrics:

  • Deal Volume: Number of funded opportunities per quarter
  • ARR Growth: Total customer ARR generated
  • Win Rate: Funded vs non-funded opportunity comparison
  • Deal Size: Average ARR per funded opportunity
  • Time to Close: Sales cycle reduction with funding

Operational Metrics:

  • Delivery Success: On-time, on-budget project completion
  • Customer Satisfaction: NPS scores, reference willingness
  • Credit Utilization: Percentage of credits used within 12 months
  • Upsell Success: Additional services sold post-migration

Customer Success Metrics

Technical KPIs:

  • Performance: Application response time improvements
  • Availability: Uptime improvements vs previous infrastructure
  • Scalability: Ability to handle traffic spikes
  • Security: Reduction in security incidents

Business KPIs:

  • Cost Optimization: Infrastructure cost reduction percentage
  • Innovation Velocity: New feature deployment frequency
  • Market Expansion: New regions/markets enabled
  • Team Productivity: Developer velocity improvements

AWS Program Metrics

Strategic Metrics:

  • Market Share: Startup segment penetration
  • Partner Engagement: Active partners in program
  • Revenue Impact: Total ARR generated through program
  • Customer Retention: 12-month retention rate

Operational Metrics:

  • Approval Rate: Percentage of submissions approved
  • Time to Approval: Average approval timeline
  • Credit Utilization: Overall program credit usage
  • ROI: Program investment vs revenue generated

Troubleshooting Guide & Common Issues

APFP Submission Issues

Common Rejection Reasons:

  • Financial Misalignment: Pricing calculator doesn't match opportunity ARR
  • Wrong Opportunity Stage: Must be "Qualified" for ASSESS, "Committed" for MIGRATE/BUILD
  • Missing Documentation: Incomplete SoW, missing architectural diagrams
  • Incorrect AWS Account: Wrong account ID linked to opportunity
  • Funding Limits Exceeded: Requested amounts above program limits

Resolution Steps:

  • Financial Review: Recalculate ARR, align pricing calculator
  • Stage Correction: Update Salesforce opportunity stage
  • Documentation Update: Complete missing documents, resubmit
  • Account Verification: Confirm correct AWS account ID
  • Funding Adjustment: Reduce requested amounts to within limits

Technical Implementation Issues

Migration Challenges:

  • Performance Issues: Inadequate instance sizing, network latency
  • Data Transfer Problems: Large datasets, bandwidth limitations
  • Application Compatibility: Legacy applications, dependencies
  • Security Configurations: IAM policies, network security groups
  • Integration Failures: Third-party services, API connections

Resolution Strategies:

  • Performance Tuning: Right-sizing, placement groups, enhanced networking
  • Data Migration: AWS DataSync, Snowball, Direct Connect
  • Application Modernization: Containerization, microservices
  • Security Review: AWS SA security assessment, best practices
  • Integration Testing: Comprehensive testing, rollback procedures

Financial & Operational Issues

Cost Management Problems:

  • Budget Overruns: Unexpected usage spikes, service sprawl
  • Credit Expiry: Unused credits approaching 12-month limit
  • Billing Surprises: Data transfer charges, premium support
  • Resource Waste: Idle instances, oversized resources

Cost Control Measures:

  • Budget Alerts: Set up CloudWatch billing alarms
  • Credit Tracking: Monthly utilization reports, acceleration plans
  • Cost Optimization: Trusted Advisor, Cost Explorer, right-sizing
  • Resource Management: Auto-scaling, scheduled shutdowns, tagging

Contacts, Resources & Next Steps

Key Contacts & Escalation

Program Team:

  • SUP IW Program Office: Program policies, funding questions
  • Partner Development Managers: Partner nominations, relationship management
  • Partner Solutions Managers: Technical enablement, solution guidance
  • AWS Solution Architects: Technical validation, architecture review

Support Channels:

  • AWS Partner Funding Portal: Submission support, status updates
  • Partner Central: Program documentation, training materials
  • AWS Support: Technical issues, service questions
  • Account Team: Customer relationship, opportunity management

Resources & Training

Documentation:

  • Program Guide: Complete SUP IW program documentation
  • APFP User Guide: Step-by-step submission instructions
  • Best Practices: Migration methodologies, success patterns
  • Templates: SoW templates, architectural diagrams

Training & Certification:

  • AWS Partner Training: SUP IW program certification
  • Technical Training: Migration tools, AWS services
  • Sales Training: Value proposition, competitive positioning
  • Webinars: Monthly program updates, best practices

Immediate Action Items

For Sales Teams:

  1. Identify 5-10 qualified startup prospects
  2. Connect with PDM/PSM for nominations
  3. Schedule customer discovery calls
  4. Prepare value proposition presentations
  5. Set up Salesforce opportunities

For Pre-Sales Teams:

  1. Review customer technical requirements
  2. Engage AWS Solution Architects
  3. Prepare architectural assessments
  4. Develop pricing calculators
  5. Create technical documentation

🎯 Remember: SUP IW is a strategic AWS investment to accelerate startup success and drive partner growth. Focus on quality opportunities with committed customers and strong technical foundations.

AWS SUP Incremental Workloads Funding Program | Complete Implementation Guide | Internal Use Only | Updated: September 2025 | Version 2.0