Docebo Case Study – Fractivo | Cloud Go-To-Market & Marketplace Growth

Two AWS Competencies in 12 Weeks

Docebo, the AI-first enterprise learning platform serving 3,500+ customers worldwide, teamed up with Fractivo and key AWS stakeholders to navigate the competency validation process and strengthen Docebo’s position within the AWS Partner Network.

About

Docebo is the AI-first platform transforming enterprise learning to drive lasting business success. Primarily built on AWS and leveraging over 100 AWS services, Docebo is the only enterprise-grade learning platform listed in the AWS Marketplace and a proud member of the ISV Accelerate program.

Docebo serves over 3,500 enterprise customers worldwide, including Lenovo Group, L’Oréal, Netflix, Thermo Fisher, New York Life, and Lululemon. The platform delivers proven business outcomes for its customers: up to 20% cost reduction, and in many cases an 80% decrease in administrative costs. In 2024, Docebo was recognized as the AWS Rising Star Technology Partner of the Year – a reflection of the company’s rapidly growing impact within the AWS ecosystem.

Docebo’s partnership team brings significant AWS experience, having built a mature co-sell motion, established ACE pipeline integration, and developed strong working relationships with AWS account teams across multiple regions. Co-selling with AWS is a top priority for Docebo’s global sales organization, with an average sales cycle of 150 days through the co-sell channel. The team’s deep familiarity with AWS’s partner programs and go-to-market motions made them well-positioned to pursue the Competency Program – they simply needed the right specialized support and additional bandwidth to execute on the submission process.

Navigating the Challenges

The AWS Competency Program is one of the most rigorous validation processes in the cloud partner ecosystem. It demands far more than technical excellence, partners must assemble detailed evidence packages, complete comprehensive self-assessments, map customer deployments to AWS account IDs and ACE Opportunity IDs, secure endorsements from AWS Partner Development Managers and Partner Solutions Architects, and navigate a multi-stage review process with AWS’s internal competency teams.

Docebo’s alliance team had the customer stories, technical architecture, and AWS relationships to support a strong application. What they needed was a partner with hands-on experience navigating the competency submission process end-to-end.

No competency submissions on record. Listed in AWS Marketplace, ISV Accelerate member, and 2024 AWS Rising Star Technology Partner of the Year — Docebo held zero AWS Competency designations, limiting its visibility in AWS’s partner discovery tools.
No AWS-compliant evidence packages. Docebo had a strong library of customer stories, but none were formatted to meet AWS’s specific compliance requirements, including required AWS account IDs, ACE Opportunity IDs, and deployment documentation.
No internal competency playbook or repeatable process. There was no established framework for managing competency submissions, readiness self-assessments, or engagement with AWS’s competency review teams — making it difficult to move quickly without dedicated specialized support.

We brought Fractivo on board to help us achieve the first two competencies and teach us how to do it — share the wisdom so we can repeat it. Ryan is ex-AWS and Craig is ex-Docebo. Put this together and it’s a perfect recipe for success.

Irina Furman - Director, Channels and Marketplace, Docebo

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Competency Targeting & Gap Analysis

Evaluated the full catalog of available AWS Competencies against Docebo’s product capabilities, customer base, and strategic direction — creating a value/effort/MDF matrix to prioritize which competencies would deliver the highest return.

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Customer Evidence Development

Reviewed Docebo’s existing case study library against AWS compliance requirements, then collaborated with Docebo’s marketing and customer success teams to build compliant evidence portfolios with required AWS account IDs, ACE Opportunity IDs, and deployment details.

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AWS Stakeholder Alignment

Fractivo and Docebo’s alliance team worked collaboratively with AWS’s PDMs and PSAs throughout the engagement, resolving eligibility ambiguities, securing endorsements confirming Docebo’s readiness, and strengthening the submission packages.

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Submission & Knowledge Transfer

Prepared the complete Partner Central submission packages for both competencies and delivered comprehensive knowledge transfer — reusable templates, internal playbooks, and a competency renewal guide ensuring Docebo’s team can independently manage future submissions.

Achievements

AWS Competencies Submitted in 12 Weeks

Education Competency Approved After Submission

0 Days

vs. 6+ Months Industry Average

0 Weeks

Within 12 weeks, the combined efforts took two competency applications from initial evaluation through to submission — a process that typically takes partners six months or more. Within three days of submission, AWS approved Docebo’s Education Competency — reflecting both the quality of the submission package and the strength of the evidence and stakeholder alignment behind it. The engagement also delivered a repeatable, documented framework that Docebo’s alliance team can use to pursue additional AWS Competencies independently, with a prioritized pipeline identifying candidates in public sector, digital workplace, and AI.

Fractivo is the go-to consultancy for AWS Cloud GTM and competencies. That sort of specialization is great.

Irina Furman - Director, Channels and Marketplace, Docebo

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