GenAI Boosts Deal Sizes 40 Percent For AWS Partner Innovative Solutions. Here’s How.

‘[AWS’ Migration Acceleration Program] helps us close deals 50 percent faster because it reduces customer out-of-pocket costs, increases our deal sizes by 40 percent on average, and improves win rates by 15 percent since AWS validation gives customers confidence,’ says Innovative Solutions CEO Justin Copie.

Amazon Web Services all-star partner Innovative Solutions is seeing deal sizes increase by 40 percent when generative AI is included and is closing deals 50 percent faster when leveraging AWS’ AI partner programs.

This combination, tied to the company creating its own AI IP, is making Innovative Solutions one of the top AI consultancy partners in the country.

“We’re seeing 40 percent larger deal sizes when GenAI is involved,” Innovative Solutions CEO Justin Copie (pictured above) told CRN. “Customers want production implementations delivering measurable ROI, not AI experiments.”

The West Henrietta, N.Y.-based AWS Premier consulting partner has created a slew of new AI technology on AWS, including DarcyIQ, which is an AI revenue acceleration platform that helps B2B service companies automate deal flow and increase win rates.

“AWS field teams are actively co-selling our solutions with our DarcyIQ platform, leading to pipeline of 4X what it was this time last year,” said Copie.

Innovative Solutions was one of the first AWS partners to achieve the AWS Generative AI Competency.

GenAI Is Driving Customer Wins

Some GenAI successful customer use cases include Brightline, Florida’s high-speed rail service with more than 3 million annual passengers.

“We implemented our custom DarcyIQ AI Analytics Platform, based on Amazon Bedrock, enabling real-time rider behavior analysis and revenue optimization modeling,” said Copie. “Whether optimizing passenger rail operations, automating talent processing or transforming inspection services into predictive analytics platforms—customers want [AI] that delivers ROI.”

When $3 billion education organization EBSCO needed help to scale, Innovative Solutions stepped up to the plate to deliver another GenAI home run.

“We built an AI-powered resume processing system for EBSCO using AWS Bedrock that can scale to 100,000 to 200,000 users with a significant AWS footprint,” he said.

Then for oil and gas company Advanced Corrosion Technologies, Innovative Solutions built an “AI-powered corrosion analytics platform” to help the company win new customers around data-driven integrity management, Copie said.

AWS MAP Program ‘Helps Us Close Deals 50 Percent Faster’

There are two initiatives that are helping to drive GenAI sales and overall larger deals for Innovative Solutions: its own Rapid GenAI Assessment program and AWS’ Migration Acceleration Program (MAP).

MAP is one of AWS’ most popular partner programs as it provides deep financial incentives and co-selling opportunities around migrating customer workloads to AWS.

“MAP helps us close deals 50 percent faster because it reduces customer out-of-pocket costs, increases our deal sizes by 40 percent on average, and improves win rates by 15 percent since AWS validation gives customers confidence,” Copie said.

MAP has become central to Innovative Solutions’ business model, and the company is leveraging the program to win over SMBs and startups.

“MAP assessments, that are fully subsidized by AWS, serve as perfect entry points leading to larger transformation projects,” Copie said. “The value is that MAP funding makes AWS a validator and co-investor in customer success. Customers see AWS’ involvement as risk mitigation, enabling us to tackle larger transformative projects they might otherwise delay.”

“So it’s not just funding” he added. “It’s AWS endorsing our approach and creating stickier customer relationships and ultimately better customer engagement and experiences.”

Rapid GenAI Assessment

Innovative Solutions’ own Rapid GenAI Assessment helps businesses develop a holistic strategy to successfully adopt and implement generative AI technologies to drive adoption of AWS GenAI solutions like Amazon Q and AI models.

“What’s really working is our Rapid GenAI Assessment program in collaboration with AWS to generate significant AI and ML [machine learning] engagements that lead to these larger transformational projects,” said Copie.

Innovative Solutions helps customers develop an AI vision that includes recommendations on data architecture, model selection, governance policies and a comprehensive IT road map.

Copie said the result is a practical, actionable plan to guide the responsible and ethical adoption of GenAI within an organization.

AWS’ Ruba Borno On GenAI Partner Commitment

In an interview with CRN, AWS’ global channel chief, Ruba Borno, said the company’s AI business is currently on a “multibillion-dollar” annual run rate.

“It’s growing at really high rates, and partners are such a key part of that,” said Borno, vice president of global specialists and partners. “There’s so much activity with partners as it relates to GenAI. You can see it isn’t just our partner team that’s committed to partners—it’s across the entire organization.”

Borno said AWS is forming new AI partnerships at lightning speed to give partners more GenAI offerings for customers across the globe, including new or expanded relationships with SAP, Oracle and OpenAI.

On the partner front, AWS launched a tool called AWS Transform that helps partners migrate workloads to the AWS cloud “with nearly 50 percent faster time frames,” she said.

Borno also said AWS continues to tweak and elevate its MAP partner program to drive AI adoption and customer wins.

“Since we removed the financial caps in MAP in 2024, we’ve seen the number of large migrations actually double in that time,” Borno said. “We’ve actually seen our customers and our partners have a bigger appetite to think big about migrating their entire on-premises estates to AWS to support them with their generative AI applications, and to do so with one of our most successful programs—MAP.”

Bright Future With AWS

In addition to all the work Innovative Solutions is doing around GenAI, the solution provider is putting its managed services onto the AWS Marketplace.

“Our managed services will be consumable SKUs on the AWS Marketplace,” Copie said. “Enabling customers to purchase our services directly through their existing AWS relationship is part of building IP-based products that command software multiples.”

Innovative Solutions and AWS are driving large deals together versus simple cloud migrations, with the future looking brighter than ever.

“The bottom line is AWS sees us as a strategic partner for scaling their SMB and startup initiatives, with our customers investing in AI with AWS through meaningful transformations rather than just lift-and-shift migrations,” Copie said.