New capabilities to help ISVs run smarter, operate at scale, and win more deals with AWS
Last month, Tackle signed a strategic collaboration agreement with AWS—a milestone that reflects the depth of our partnership and our shared commitment to modernizing how software companies grow through the cloud.
Today, at AWS re:Invent, you’re seeing what that collaboration makes possible.
We know this world from every angle. Tackle is an AWS Marketplace seller—customer zero for everything we build. We’re a platform supporting hundreds of partners and a services team with nine years of Cloud GTM expertise.
That perspective matters right now because the market is going through a step-change increase in complexity. More sellers. More products. More clouds. More storefronts. More buyers who expect to try before they buy. The pressure on revenue teams isn’t just increasing, it’s compounding. And the old playbook of “work harder” doesn’t scale anymore.
AWS is modernizing the partner experience at a pace we’ve never seen: merging Partner Central and the AWS Marketplace Management Portal, unlocking new APIs, introducing Concurrent Agreements, and reshaping what co-sell and Marketplace look like for ISVs.
The teams who win in this era won’t just adapt to that change. They’ll leverage it with better intelligence, better infrastructure, and tighter alignment with AWS.
That’s what we’re unveiling this week at re:Invent.
This isn’t about incremental improvements. This is the next generation of Cloud GTM capabilities, co-launched with AWS where it matters most, and purpose-built for the AWS ecosystem to turn complexity into competitive advantage.
Here’s what’s coming:
Tackle Revenue Insights: the Cloud GTM intelligence you’ve been missing
Every partnerships leader knows this pain:
- “We can’t quantify our AWS impact.”
- “Our execs aren’t bought into our marketplace strategy.”
- “The data is scattered across Marketplace, Salesforce, ACE, and spreadsheets.”
- “We don’t have a clear, intelligent view of which deals to prioritize for our sellers.”
Tackle Revenue Insights solves this for good.
We combine Tackle data with Salesforce opportunity data and present it the way that sellers and cloud providers actually think about performance: partner-influenced revenue, past, present, and future. And while we’re focused on AWS at re:Invent, Tackle Revenue Insights is built multi-cloud from the ground up.
You get two views that tell the complete story, and this is just the beginning:
- Revenue Pipeline: An intelligent, real-time view of your marketplace opportunities. Every deal is indexed by Tackle’s Cloud GTM intelligence, so your teams instantly see which opportunities matter most for partners and sellers. See where cloud deals are in your open pipeline to report on current and future quarter snapshots and predictions. Speak to your execs, sellers and clouds in terms that they care about with the TCV/ARR toggle for your chart data. Get operational and understand where to guide your sellers with the Prospect charts and individual opportunity drill downs from every chart segment on the dashboard. Drill down to individual opportunities. See exactly what’s moving and what needs attention.
- Historical Performance: The proof your stakeholders need. Win rates, average deal size, sales cycle length, the KPIs that the clouds care about. See your closed-won revenue and disbursements over time, compared across clouds. Show your board that Marketplace isn’t just another channel; it’s a strategy worth investing in.
All of this is inside Salesforce, where your team already works. Updating daily. Built to answer the questions your execs are actually asking.
We partnered with 20 design customers throughout the preview, and the feedback was unanimous: “This is going to save me so much time.” Tackle’s intelligence does the heavy lifting—prioritizing deals, flagging friction, and saving time.
Partnerships leaders who were spending hours each week manually prepping numbers for executives can now point them directly to Tackle Revenue Insights. One source of truth of metrics that matter. Self-service reporting. No more scrambling at quarter-end to prove your impact.
Tackle Revenue Insights is available now, exclusively in Tackle for Salesforce.
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- AWS funding innovation: making incentives impossible to miss.
AWS offers powerful incentives to accelerate deals: MPOPP credits, MAP funding, MDF, and more. But here’s the problem: most of them go unused.
Sellers don’t know which opportunities qualify. Alliance leaders are overwhelmed trying to manage enablement and submit requests manually. By the time anyone realizes funding was available, the deal has already closed without it.
Here’s what we’re building to fix it—together with AWS.
Leveraging the new Partner Central Benefits APIs, we’ve partnered with AWS since Day 1 to develop capabilities that will bring AWS funded benefits straight into Salesforce.
We’re demo’ing the future this week at re:Invent, starting with MPOPP (AWS Marketplace Private Offer Promotion). But this is just the beginning. As AWS continues to open up their Partner Central APIs, we’re building the infrastructure to streamline access to every funding program that accelerates your deals.
“This is the funding experience we’ve always wanted to build,” said Adam Boyle, VP of Product at Tackle. “AWS funded benefits straight into Salesforce. Instantly visible, impossible to miss. Benefits that pop on every opportunity. One-click submissions. No portals, no hassle. Just faster, sharper, more competitive deals.”
GTM Coach (Agent): AI-powered co-selling for AWS
We announced GTM Agent at Salesforce Dreamforce as the first AI agent built specifically for Cloud GTM. The feedback since then has been clear: this isn’t just automation—it’s coaching revenue teams on best-in-class co-sell with AWS so we chose a name that accurately reflects the power of this agentic experience.
GTM Coach is your AI teammate for the AWS co-sell motion, guiding sellers through every step with intelligent recommendations, automated asset creation, and prioritization that actually works.
Here’s what it does:
- Identifies co-sell-ready opportunities. GTM Coach analyzes your pipeline and surfaces the deals most likely to benefit from AWS engagement, so your team focuses on the right opportunities at the right time.
- Automates what takes hours. Need a business case for your AWS rep? A meeting agenda? GTM Coach generates them automatically, pulling data from Salesforce and structuring it the way AWS partners expect to see it.
- Connects you with the right AWS reps. GTM Coach shows AWS rep coverage for each account, their involvement across your pipeline, and opportunities needing immediate attention—giving you the context to prioritize partner engagement effectively.
This is co-selling at a new level of speed and scale, powered by Salesforce Agentforce and built exclusively for the AWS ecosystem.
Available in preview for Tackle customers using Agentforce.
Operationalize your entire AWS portfolio at scale
Customers have a variety of listing types and those listings evolve over time. What doesn’t change is the need to run the entire AWS Marketplace catalog in a unified, scalable way.
Tackle started by operationalizing SaaS listings inside of Tackle for Salesforce. Now, we’re previewing the next evolution — catalog-wide support — so you can bring AMI, Container, Data, and Professional Services listings into the same operational rhythm as SaaS.
With our latest capabilities, you can connect every listing type directly into Salesforce for end-to-end offer lifecycle management. From activation, to pricing updates, to revenue workflows — everything flows into one consistent Cloud GTM motion.
Build and manage your listings where AWS innovation happens: directly in AWS Marketplace. Then plug them into Tackle to scale operations, align GTM teams, and support every listing type with one connected system.
The result:
- Create and manage private offers for any listing type
- Run unified revenue operations without rebuilding or migrating
- Get complete visibility into performance across your entire catalog
Your AWS Marketplace business finally lives in one operational system, powered by the AWS Marketplace Catalog API to keep everything in sync.
AMI is now in preview, with broader availability coming soon.
PLG transformation: modernizing the buyer journey with AWS
58% of SaaS companies have a PLG motion, but most have no idea how to operationalize it through cloud marketplaces. There’s been no blueprint connecting PLG strategy to marketplace execution. So we built one.
Our Product-Led Growth Playbook for Cloud GTM covers the full journey: acquisition, activation, conversion, expansion, and a 90-day launch plan. It’s the framework for designing a buyer journey that works with AWS Marketplace—from product experience to pricing model to GTM strategy.
Get hands-on support Our PLG Advisory Services help you execute on that strategy with expert guidance tailored to your business. Join the waitlist for workshops opening soon.
What’s coming next We’re also building Tackle capabilities that connect product usage signals directly to your revenue operations in Salesforce, so your teams can act on PLG opportunities the moment they matter.
For teams ready to meet buyers where they are and turn product engagement into marketplace revenue, this is your path forward.
Co-Launch Support: Move with AWS Innovation, day one
AWS is modernizing the partner experience at an unprecedented pace. New APIs. New buying models. A completely redesigned Partner Central. For ISVs, that innovation creates massive opportunity — but only if your operations can move fast enough to keep up.
That’s where we come in. When AWS launches something new, our goal is to support customers on day one, so you can adopt change confidently rather than reactively.
New Partner Central Experience Migration
AWS is rolling out a redesigned Partner Central (merging the former Partner Central and AWS Marketplace Management Portal) with new APIs, enhanced benefits access, and an improved seller experience.
We’re excited to announce that we’ll be offering migration services to help customers unlock this new experience quickly and securely without disrupting current operations or slowing down revenue workflows.
When AWS innovates, you don’t have to figure it out alone. We help you move with them and turn that change into competitive advantage.
Explore our AWS Marketplace listing to learn more about our migration services.
Just getting started with AWS? We’ve got you covered
Not every ISV is ready for the full Cloud GTM motion. Some are still figuring out: Should we even partner with AWS? Where do we start? What’s the fastest path to revenue?
That’s why we’re partnering with Skematic.
Skematic turns AWS partnership complexity into a guided plan. Tackle executes your marketplace listing and co-sell strategy. Together, we help companies go from AWS readiness to revenue generation in 30 days.
Visit us at Booth 1822 for a live 15-minute readiness assessment. We’ll analyze your target accounts, score your AWS partnership readiness, and show you your highest-potential opportunities ranked by AWS overlap. Walk away with a clear action plan.
See it all in action this week at re:Invent
Everything we’re unveiling this week is designed to help you run smarter, operate at scale, and win more deals with AWS.
Whether you’re scaling an existing AWS motion or just getting started, we’re here to help you win faster. Stop by Booth 1822 at the expo or book a demo—let’s talk about what Cloud GTM success looks like for your business.
