Partner with Proven Federal Mission Partners: ThunderCat Technology + AWS Marketplace CPPOs

How ISVs Can Accelerate Federal Revenue Through Strategic Channel Partnership

The federal market represents one of the fastest-growing opportunities for enterprise SaaS vendors—but the path to winning agency business remains uniquely challenging. Complex procurement regulations, lengthy sales cycles, and stringent compliance requirements create barriers that slow time-to-revenue and strain internal resources.

There’s a better way.

ThunderCat Technology, a Service-Disabled Veteran-Owned Small Business (SDVOSB) and AWS Partner, is actively seeking Channel Partner Private Offer (CPPO) partnerships with leading ISVs across security, data analytics, observability, DevOps, and business applications. Our federal pedigree, combined with access to premier contract vehicles (NASA SEWP, ITES, CIO-CS, GSA MAS and more) and our extensive AWS Marketplace expertise with having processed over 5000 private offers, enables ISVs to reach mission-critical agencies faster—with higher deal values and accelerated procurement cycles.

The Federal Opportunity: Why Now?

Federal IT modernization spending continues to surge, with cloud migration, AI adoption, and zero trust security driving budget priorities across civilian agencies, DoD, and IC customers. AWS Marketplace has emerged as the preferred procurement mechanism for federal buyers seeking to:

• Streamline acquisition timelines (60+ days → <7 days via Marketplace)
• Leverage existing Cloud Resell contracts with traditional vehicles such as (GSA, SEWP)
• Access commercial innovation under the federal Request for Offer (RFO) modernization initiative
• Consume SaaS and services flexibly with multiple finance models such as pay-as-you-go, subscription models

In 2025 alone, AWS Marketplace federal revenue exceeded $8 billion, with 40%+ YoY growth. ISVs like CrowdStrike, Databricks, and Snowflake have collectively generated over $4 billion in Marketplace sales—with a significant portion driven by federal customers and strategic channel partners.

Why Federal Agencies Choose Channel Partners

While AWS Marketplace simplifies procurement, federal buyers still prefer working with trusted mission partners who understand agency-specific requirements:

As an SDVOSB prime contractor, ThunderCat provides ISVs with immediate access to set-aside opportunities that large companies cannot compete for directly. Our designation unlocks:

• Set-aside competitive procurements with reduced competition
• Accelerated approval timelines (agencies prioritize SDVOSB vendors)

ThunderCat has over 18 years delivering mission-critical systems to federal customers, including:

• Defense & Intelligence: ISR systems, tactical computing, cybersecurity solutions
• Border Security: Video surveillance, physical security at ports/crossings
• Healthcare: VA radiology AI, health IT modernization
• Law Enforcement: OSINT platforms for counter-narcotics and human trafficking investigations
• Cloud Channel Partner Private Offer (CPPO): Supporting State Department, DHS, DOD, SLED and 2000+ commercial customers with AWS Marketplace private offers

Premier Contract Vehicles

ThunderCat is a prime contractor on the federal government’s most widely-used IT acquisition vehicles:

Why This Matters: When federal buyers issue RFQs through SEWP or GSA, they can procure your software via ThunderCat’s contract holder status—eliminating the need for you to hold your own federal contract vehicle. We handle all FAR compliance, contract administration, and agency invoicing and Seller Authorizations.

How Channel Partner Private Offers (CPPOs) Work

AWS Marketplace CPPOs enable ISVs to authorize channel partners (like ThunderCat) to resell your software at wholesale pricing, while we maintain the customer relationship and add value through bundled services.

The CPPO Workflow

Step 1: ISV Creates Resale Authorization

• Log into AWS Marketplace Management Portal → Partners tab
• Create selling authorization for ThunderCat (AWS AMMP Reseller ID: [contact us for details])
• Define wholesale registered discount
• Specify authorized products (Agents, SaaS, AMI, containers, data, professional services, training)

Step 2: ThunderCat Creates the Custom Private Offer

• Build the CPPO tailored to the federal customer requirements
• Bundle your software + ThunderCat professional services (advisory, implementation, integration, managed services)
• Set pricing: wholesale + our markup + services value
• Add federal-specific terms: FedRAMP compliance attestation, data residency, DFARS clauses, GSA contract number, etc. to our quote and attached to the offer.

Step 3: Federal Customer Accepts via AWS Marketplace

• Customer logs into AWS Marketplace → views offer → accepts in 1-click
• AWS invoices the appropriate party (using GSA/SEWP contract vehicle for FAR compliance)
• Disbursements: AWS pays both ISV (wholesale amount) and ThunderCat (margin + services revenue)

Step 4: ThunderCat Delivers Mission Success

• Deploy software in customer’s AWS environment (including GovCloud, Secret, Top Secret regions)
• Provide implementation services: integration with AWS services (GuardDuty, Security Hub, S3, etc.)
• Ongoing managed services: L1/L2 support, configuration management, quarterly business reviews

The Value Proposition for ISVs

Expand Into High-Value Agencies

ThunderCat has active contracts and relationships with mission-critical agencies:

Defense & Intelligence:

• Department of Defense (Army, Navy, Air Force, Space Force)
• Defense Intelligence Agency (DIA)
• National Geospatial-Intelligence Agency (NGA)
• S. Cyber Command

Civilian Agencies:

• Department of Veterans Affairs (VA)
• Department of Homeland Security (DHS) / Customs & Border Protection (CBP)
• Department of Justice (DOJ) / FBI / DEA
• General Services Administration (GSA)
• State Department

State, Local, Tribal (SLED):

• State law enforcement agencies (Virginia, New York, Florida and Texas)
• Regional fusion centers
• Public utilities and critical infrastructure

Your Opportunity: If your software addresses security, data analytics, observability, DevOps, or mission applications, we can position it to agencies already buying from ThunderCat—dramatically shortening your sales cycle.

Target ISV Categories for Partnership

ThunderCat is actively seeking CPPO authorizations from leading ISVs in the following categories:

Security ($12B+ AWS Marketplace category)

Target Partners: CrowdStrike, Palo Alto Networks, Wiz, Trend Micro, Sumo Logic, Tenable, Rapid7, Qualys

Federal Use Cases:

• Zero Trust architecture implementation (DoD Cyber Strategy 2025)
• Endpoint detection & response for classified networks
• Cloud security posture management (CSPM) for FedRAMP environments
• SIEM/SOC modernization for DHS/DOJ

ThunderCat Differentiator: We’ve assisted with procurement and deployment of security solutions in the highest environments addressing classified workload requirements that most ISVs may not be able to support directly.

Data & Analytics ($18B+ AWS Marketplace category)

Target Partners: Snowflake, Databricks, Matillion, Talend, Collibra, Informatica, Alation

Federal Use Cases:

• Intelligence data lake consolidation (NGA, DIA)
• Veteran healthcare analytics (VA radiology AI
• Law enforcement OSINT platforms (DEA, FBI)
• Financial crimes analytics (SEC, FinCEN)

ThunderCat Differentiator: Our team has active clearances and understands classified data handling requirements—enabling us to architect solutions that meet NIST 800-171, CMMC, and FedRAMP High standards.

Observability & Monitoring ($8B+ AWS Marketplace category)

Target Partners: Datadog, Splunk, New Relic, Dynatrace, Grafana, AppDynamics

Federal Use Cases:

• Mission-critical application monitoring (DoD logistics systems, VA electronic health records)
• Infrastructure performance management for hybrid cloud (on-prem + AWS GovCloud)
• Log analytics for cybersecurity compliance (FISMA, CISA directives)

ThunderCat Differentiator: We provide cleared pre-sales and post-sales engineers to architect and assist deployment into the most complex environments across the Federal, SLED and Private Sector verticals

DevOps & Infrastructure ($6B+ AWS Marketplace category)

Target Partners: GitLab, HashiCorp, JFrog, Atlassian, PagerDuty, LaunchDarkly

Federal Use Cases:

• CI/CD pipeline modernization for legacy DoD applications
• Infrastructure-as-code (Terraform) for multi-account AWS Organizations
• Incident management for critical infrastructure (power grid, transportation)

ThunderCat Differentiator: We design DevSecOps pipelines that integrate with AWS GovCloud and classified environments—addressing agency requirements for continuous ATO and DevSecOps automation.

Business Applications & Collaboration ($10B+ AWS Marketplace category)

Target Partners: Salesforce, ServiceNow, Slack, Zoom, Tableau, MuleSoft

Federal Use Cases:

• CRM for federal grant management (HHS, DOE)
• ITSM for enterprise service desks (GSA, VA)
• Data visualization for executive dashboards (OMB, agency CIOs)

ThunderCat Differentiator: We integrate business applications with mission systems—connecting Salesforce to legacy case management databases, or ServiceNow to security orchestration platforms.

The Federal Procurement Advantage: Why Marketplace + ThunderCat Wins

Speed: 10x Faster Than Traditional Procurement

Traditional Federal Software Procurement:

1. Agency issues RFP → 60-90 days
2. Vendor proposal development → 30-45 days
3. Source selection & award → 90-120 days
4. Contract negotiation → 30-60 days
5. Total: 210-315 days (7-10 months)

AWS Marketplace via ThunderCat CPPO:

1. ThunderCat receives agency requirement → Day 0
2. Create CPPO with federal-specific terms → Day 1-2
3. Customer accepts offer in AWS Marketplace → Day 3-5
4. Deploy software in customer environment → Day 6-7
5. Total: 7 days

Why It’s Faster:

• AWS Marketplace is pre-approved under GSA/SEWP contract vehicles (no new contract required)
• ThunderCat’s SDVOSB status enables simplified acquisition authority
• Pay-as-you-go pricing eliminates multi-year budget justification (agencies use current-year O&M funds)

AWS Marketplace Advantage:

• Agencies can purchase software using Operations & Maintenance (O&M) funds—the most flexible budget category
• Pay-as-you-go pricing eliminates need for multi-year commitment (agencies add/remove licenses quarterly)
• Marketplace spending counts toward agency cloud budgets, which are growing 15-20% annually while traditional IT budgets shrink

Example: A DoD agency wants your $500K security platform but has only $150K remaining in procurement budget (due 9/30 fiscal year-end). Via Marketplace, they can:

• Subscribe for $12.5K/month (within O&M threshold)
• Scale users up/down as mission needs change
• Avoid 12-month procurement process for a multi-year contract

Why ThunderCat? Our Federal Mission Commitment Service-Disabled Veteran-Owned Small Business

ThunderCat Technology is a certified SDVOSB (NAICS: 541512, 541519, 541715)—founded by veterans dedicated to making the United States safer for all Americans. Our veteran leadership brings operational military experience to every customer engagement:

• Understanding mission context: We’ve served in uniform—we know what “mission-critical” truly means
• Security-first mindset: Veteran operators instinctively prioritize OPSEC, data protection, and resilience
• Accountability & execution: Military discipline translates to on-time, on-budget delivery

Our Purpose: Every engagement is guided by our commitment to making America safer. We don’t just sell software—we deliver mission success.

AWS Partner Network Member

ThunderCat is an active AWS Partner with:

• AWS Solution Provider Program participation and AWS Advanced channel partner
• Federal Marketplace seller with hundreds of private offers processed via GWAC vehicles
• AWS Marketplace Skilled Channel Partner (MSCP) this designation recognizes that ThunderCat has demonstrated repeatable success selling and delivering solutions through AWS Marketplace Channel (CPPO, MPPO, ProServe, etc.)
• Channel Partner Private Offer (CPPO) Proficiency with over 5000 private offers processed
• AWS co-sell alignment (joint pipeline with AWS federal account teams)

Why This Matters: ISVs partnering with ThunderCat gain access to AWS co-sell support—federal account teams actively promote solutions sold through strategic channel partners, accelerating deal velocity.

Top Workplace Recognition

ThunderCat Technology was named one of The Washington Post’s 2025 Top Workplaces a distinction based solely on employee feedback. This reflects our commitment to:

• Employee development: AWS certifications, professional training, leadership opportunities
• Mission alignment: Every team member understands how their work supports federal customers
• Work-life balance: Flexible schedules, remote work options, generous PTO

Why This Matters for ISVs: Our low employee turnover ensures consistency in federal customer relationships—your software will be supported by the same cleared, trained engineers year over year (not revolving-door contractors).

Let’s Build Your Federal Revenue Engine

The federal market is open for business—and AWS Marketplace + ThunderCat CPPOs provide the fastest, most compliant path to federal revenue.

If you’re an ISV leader responsible for channel strategy, federal sales, or revenue growth, we invite you to explore partnership opportunities with ThunderCat Technology.

Additional Resources

Learn More About AWS Marketplace CPPOs:

• AWS Channel Partner Private Offers Overview: amazon.com/marketplace/features/cpprivateoffers
• ISV Resale Authorization Guide: AWS Documentation
• Forrester TEI Study—AWS Marketplace Partner ROI: 234% ROI, 50% faster deals

Learn More About Federal Cloud Procurement:

• AWS on GSA MAS: amazon.com/federal/aws-on-gsa-mas
• FedRAMP Compliance on AWS: amazon.com/compliance/fedramp
• Federal Marketplace Procurement Modernization: AWS Blog

The ISV Alliance Leader’s Cloud Co-sell Playbook

• Your 90-Day Launch Plan.: io

About ThunderCat Technology

ThunderCat Technology is a Service-Disabled Veteran-Owned Small Business (SDVOSB) and trusted provider of innovative technology to the Federal Government, State/Local/Education (SLED), and Fortune 500 companies. As an AWS Partner and value-added reseller (VAR), ThunderCat approaches each engagement with integrity and commitment to help customers fulfill their mission.

Our Purpose: To make the United States a better and safer place for all Americans.

Core Capabilities:

• Physical & Video Security: Border protection, facility surveillance, access control
• Open Source Intelligence (OSINT): Counter-narcotics, human trafficking investigations
• Health IT: Radiology AI, clinical analytics, EHR modernization
• Defense Systems: ISR platforms, tactical computing, rugged mobile solutions
• Cybersecurity: Defensive cyber, threat intelligence, SOC/NOC services
• Cloud Modernization: AWS migration, application re-architecture, FinOps

Recognition:

• Washington Post 2025 Top Workplace
• NASA SEWP V Prime Contractor
• GSA Multiple Award Schedule Holder
• AWS Advanced Partner Network Member
• SBA-Certified Service-Disabled Veteran-Owned Small Business

Contract Vehicles: NASA SEWP V, GSA MAS (IT Schedule 70), AWS on GSA MAS

Ready to unlock federal revenue through AWS Marketplace? Contact ThunderCat today to discuss CPPO partnership opportunities.

Nic Perez – nperez@thundercattech.com

Cloud CTO and Marketplace Lead

Book time to meet with Nic today