Summary of the Video Transcript

Introduction

• The session is hosted by K mza, a customer advisor on the worldwide specialist org at AWS, and Mike Levy, from the AWS Marketplace strategy team.
• The session covers the buyer experience and the seller experience on the AWS Marketplace.

What is AWS Marketplace?

• AWS Marketplace is a digital curated catalog that helps customers find, buy, deploy, and manage third-party software, services, and data.
• It was launched in 2012 with 35 products and now has over 20,000 transactable listings.
• AWS Marketplace is a procurement vehicle for B2B software at AWS, and it serves both buyers and sellers.

Benefits for Buyers

• AWS Marketplace helps streamline the procurement process for buyers, reducing the time and effort required for onboarding, procurement, and licensing.
• Buyers can choose from self-service options or private offers, and they can also work with channel partners to get localized support.
• A Forester study commissioned by AWS found that buyers experienced a 75% reduction in onboarding efforts, 66% time savings due to procurement efficiencies, and a 10% decrease in licensing costs.

Benefits for Sellers

• Sellers on AWS Marketplace are seeing significant benefits, including up to 27% higher win rates, 40% faster sales cycles, and 80% richer deal sizes.
• AWS Marketplace offers several features and capabilities to support the SaaS transformation journey for sellers, such as standard contracts, SaaS quick launch, and SaaS free trials.

Getting Started as a Seller

• To sell on AWS Marketplace, sellers must have public production B2B software, a legal entity in an eligible jurisdiction, an application built or architected on AWS, and public pricing available.
• The process of getting listed on AWS Marketplace involves registering as a seller, building the listing, operationalizing for launch, and developing a co-sell and go-to-market strategy.
• AWS provides resources and support to help sellers at each step of the journey.

Conclusion

• AWS Marketplace is the default path to market for AWS technology partners, helping them grow their business, reach new customers, and transform their SaaS experience.
• Buyers and sellers are encouraged to explore the AWS Marketplace and take advantage of the resources and support available.