Eight ISV leaders on what it actually takes to sell AI agents and tools through AWS Marketplace — from go-to-market thesis to AI-native security.
Conversations on Selling Through the Marketplace
Eight episodes, one throughline — from the case for the Marketplace to what comes next.
Not a Listing: Marketplace as a Go-to-Market Channel
Dynatrace’s Jay Snyder makes the case that AWS Marketplace isn’t just a listing — it’s a full go-to-market channel, and treating it that way changes how ISVs sell.
Proof at Scale: A Billion Dollars Through the Marketplace
Splunk’s Narayan Sundar breaks down what it looks like to move more than a billion dollars through the Marketplace — including the $28B Cisco deal and the role of OCSF.
Buying, Composed: Co-Sell and Procurement That Move Together
Genesys’s Kyle Kuntz on how composable procurement and co-sell are changing the mechanics of how enterprise buyers actually purchase software.
The Programmable Catalog: When the Marketplace Gets an API
Spacelift’s Jonah Kowall on the Discovery API and what it means for the Marketplace to become a programmable catalog, not just a storefront.
Subscribe to First Query: Buying at the Speed of Self-Serve
Hydrolix’s Simon Ouderkirk on the Agreements API and getting from subscribe to first query at self-serve speed.
Developer Adopted, Now Let’s Formalize: The PLG Handoff
MongoDB’s Devin Dickerson on the handoff from product-led growth to enterprise procurement — formalizing what developers already adopted.
Paying for Resolutions, Not Seats: When Pricing Meets the Agent
Zendesk’s Kate Kwiatkowski on outcome-based pricing — why customers are paying for resolutions instead of seats as agents enter the picture.
Built AI-Native: A Founder’s View of What Comes Next
Terra Security founder Shahar Peled on building AI-native from day one, and where AI-native security is headed next.
