AWS executives reveal how generative AI is fundamentally reshaping ISV business models, from pricing strategies to go-to-market approaches, and provide actionable insights for software companies navigating this transformation.
Topics Include:
- Alayna Broaderson and Andy Perkins introduce AWS Infrastructure Partnerships and ISV Sales
- Generative AI profoundly changing how ISVs build, deliver and market software products
- Two ISV categories emerging: established SaaS companies versus pure gen AI startups
- Legacy SaaS firms struggle with infrastructure modernization and potential revenue cannibalization
- Pure gen AI companies face scaling challenges, reliability issues and cost optimization
- Revenue models shifting from subscription-based to consumption-based pricing per token/prompt/task
- Future-proofing architecture critical as technology evolves rapidly like F-35 fighter jets
- Data becoming key differentiator, especially domain-specific datasets in healthcare and legal
- Balancing cost, accuracy, latency and customer experience creates complex optimization challenges
- Multiple specialized models replacing single solutions, with agentic AI accelerating this trend
- Human capital challenges include retraining engineering teams and finding expensive AI talent
- Security, compliance and explainability now mandatory - no more black box solutions
- Enterprise customers struggle with data organization and quantifying clear gen AI ROI
- ISV pricing models evolving with tiered structures and targeted vertical use cases
- Traditional SaaS playbooks failing in generative AI landscape due to ROI uncertainty
- POC-based go-to-market with free trials and case study selling proving most effective
- Pricing strategies include AI gates, credit systems and separate SKUs for services
- Customer trust requires proactive security messaging and auditable, transparent AI solutions
- Modular architecture enables evolution as new technologies emerge in fast-changing market
- AWS positioning as ultimate gen AI toolkit partner with ISV collaboration opportunities
Participants:
- Alayna Broaderson - Sr Manager, Infrastructure Technology Partnership, Amazon Web Services
- Andy Perkins - General Manager, US ISV, Amazon Web Services
See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/
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