Case Study Accelerating Chronom’s AWS Partnership with Holistic Foundation Building

ABOUT CHRONOM

Chronom is a Cloud Discovery and Optimization Intelligence platform built for Cloud Partners such as MSPs (Managed Service Providers) and SIs (System Integrators). It provides deep cloud infrastructure visibility and valuable contextual insights to enhance DevOps (Development Operations) and other cloud teams’ value.

With context-based actionable insights, Chronom optimizes performance, reduces spend, identifies compliance and security blind spots, and simplifies cloud service management at scale.

CHALLENGE

Chronom set out to leverage its AWS partnership to accelerate growth and expand its market presence, with AWS ISV Accelerate Program (ISV-A) certification serving as a critical enabler to unlock co-sell support, increase visibility across the AWS ecosystem, and enable direct collaboration with AWS sales teams globally.

However, Chronom faced a unique set of challenges. As a specialized technology built for Managed Service Providers (MSPs) rather than typical B2B end-customers, they required a fundamentally different go-to-market approach focused on MSP revenue growth. They lacked dedicated internal resources to manage the process, with their team focused on urgent product initiatives without the expertise to navigate AWS’s complex requirements. Additionally, their AI-driven solution required an especially rigorous FTR process with deep technical alignment that typically takes ISVs many months to complete.

Most critically, Chronom needed to build an entire AWS-focused business development foundation from scratch, requiring strategic positioning, stakeholder mapping, and pathways to AWS Program leads who could champion their MSP-focused solution.

SOLUTION

With deep experience supporting AI companies through the ISV-A journey, CONNACT helped build a comprehensive partnership foundation from the ground up, handling both the technical certification process and enabling Chronom’s team to expand their internal operations and properly leverage AWS for long-term collaboration.

Complete Business Development Infrastructure:
– Developed a comprehensive “better together story” strategy and materials (one-pager, presentation deck, and targeted outreach messaging) positioned around MSP revenue growth
– Conducted strategic stakeholder heatmapping to identify key Program leads within AWS
– Mapped relevant AWS programs where Chronom could deliver impact and value to MSPs
– Established BD targeting strategy focused on AWS internal champions to enable co-sell and co-market motions

ISV-A Technical Excellence:
– Created structured project plan tailored to ISV-A requirements and AI solution complexities
– Conducted gap analysis and provided recommendations for application readiness
– Provided guidance through technical validation and documentation preparation
– Delivered hands-on support during the foundational technical review (FTR) process
– Offered ongoing strategic advice to align program benefits with Chronom’s MSP-focused business goals

This comprehensive approach enabled Chronom to complete the ISV-A process in a record two months, clearing a major milestone that typically takes companies 4–6 months, while simultaneously building the strategic foundation necessary for AWS co-sell success in the specialized MSP market.