Overview: As customer expectations evolve, AWS is responding with the introduction of the Business Value Realization (BVR) motion. This initiative is designed to help Services Partners deliver measurable outcomes and enhance customer success.
With a significant shift towards outcome-based engagements, AWS recognizes that customers are increasingly seeking Partners who can align with their business goals and demonstrate tangible results from their investments in AWS technologies.
Market Insights: A recent AWS Market Study indicates that 80% of customers are transitioning to outcome-based commercial models. The BVR motion is tailored to assist Services Partners in navigating this transition by providing essential funding, resources, and specialized support.
Benefits of BVR Competency: Partners who excel in driving customer outcomes can achieve the AWS BVR Competency. This recognition not only differentiates them in the market but also grants access to the full suite of BVR benefits, including:
- Funding and enablement resources
- Specialized support for post-sales success
- $50K in Marketing Development Funds (MDF) for 2026 and 2027
- Visibility through the AWS Specialization badge
- Priority placement in Partner Solutions Finder
Impactful Case Studies: Early adopters of the BVR motion have reported significant improvements in customer outcomes:
- Tower Insurance and Deloitte: Achieved a 26% improvement in call handling time and 18% faster email handling.
- Promptly and DoiT: Consolidated data and improved development speed by 25% with AI-powered solutions.
- United Express and Caylent: Enhanced issue detection and resolution by 90%, saving substantial manual log analysis time.
Getting Started: For Partners looking to formalize or enhance their customer success capabilities, the BVR motion offers a structured approach. Resources and support are available through AWS Partner Central, helping Partners define and achieve business outcomes effectively.
For those interested in further details, the AWS Specialization Program Benefits Guide is accessible in AWS Partner Central.
