What is an AWS Partner?

Solutions Integrator vs Independent Software Vendor

Sujaiy Shivakumar

10/16/20242 min read

When it comes to AWS partners, there are two main types—Solutions Integrators (SI) and Independent Software Vendors (ISV). Each plays a unique role in the AWS ecosystem.

Solutions Integrators (SI) focus on delivering services. They work directly with customers, helping them migrate, modernize, optimize, and scale in the cloud. SIs tailor solutions to each client’s specific needs, handling everything from DevOps to data analytics.

Independent Software Vendors (ISV), on the other hand, create software products that integrate with AWS. These products are sold as solutions customers can implement themselves, whether it’s a security tool or a data analytics platform. ISVs focus on building and selling scalable products across multiple clients.

I had the opportunity to build Cloud303, an AWS Premier Solutions Integrator, from the ground up. Our strategy? Focus on relationships. By delivering for one team at a time, we built trust and went above and beyond to ensure success for each client. This approach wasn’t just about execution—it was about aligning with key Amazon leadership principles: customer obsession, earning trust, and delivering results.

For us, customer obsession meant understanding the client's needs deeply and innovating to exceed expectations. Every win wasn’t just about the project; it was about building lasting relationships and trust, which led to more opportunities.

Innovating, delivering, and building trust—this was the backbone of Cloud303’s success. It’s a strategy that pays off, especially when growing an AWS Solutions Integrator. One customer at a time, one solution at a time.

"Dream big, deliver bigger"

Sujaiy Shivakumar

Sujaiy Shivakumar is a 3x tech startup founder, with his latest successful venture, Cloud303, growing into an AWS Premier Partner with over 60 employees. All views and opinions expressed in this blog are entirely his own.

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