Carla Franklin Richards: Inside AWS’ Successful ISV Accelerate Program

The backbone of a successful cloud ecosystem lies in seamless collaboration, yet not all partnerships achieve their full potential. What distinguishes the thriving alliances from the rest?

In this episode, Carla Franklin Richards, a seasoned executive and former AWS leader, offers her expert perspective on building effective co-selling strategies tailored for the cloud ecosystem industry. Drawing on her leadership experience with AWS’ ISV Accelerate Program, Carla provides actionable insights into achieving strategic alignment, mitigating escalations, and driving sustainable growth in dynamic and competitive environments.

We also discuss:

• How a structured interlock process ensures seamless collaboration and accountability.
• The critical role of QBRs and operational documents in preventing misalignments.
• Strategies for ISVs to navigate complex cloud partnerships and maximize co-selling potential.
• Best practices for aligning tri-party partnerships (Cloud Providers, SIs, and ISVs).
• Why deliberate planning and clear roles are non-negotiable in successful partnerships.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career