Marketplace Basics and Selling through Private Offers

Overview

• David introduces the topic of AWS Marketplace, including what it is, the value it provides to partners, and various pricing and selling options available.
• The primary audience for this session is AWS Partners who want to sell through AWS Marketplace.

Key Takeaways

What is AWS Marketplace?

• AWS Marketplace is a curated digital catalog that helps companies find, try, buy, and manage solutions from AWS partners.
• There are currently around 5,000 partners who have listed over 20,000 products across 70 different categories.
• There are about 300,000 active customers on AWS Marketplace who have procured through Marketplace listings, with over 2.5 million subscriptions.

Pricing and Selling Options

• AWS Marketplace supports various pricing models, including:
  • Public pricing (self-service "click to buy" format)
  • Private offers (negotiated custom pricing, payment schedules, etc.)
• Private offer pricing models include:
  • Contract pricing (upfront fee for set time)
  • Usage-based pricing (pay as you go)
  • Installment payments
  • Hybrid models

Extending Private Offers

• To extend a private offer, partners can:
  • Log into the AWS Marketplace Management Portal
  • Go to the "Offers" tab and click "Create Private Offer"
  • Fill out a 5-step wizard to specify pricing, duration, terms, legal documents, and the customer's AWS ID
• Once submitted, partners can share the private offer URL with the customer.

New Features and Enhancements

• Draft experience for private offers (save drafts, resume later)
• Intuitive multi-step wizard for creating private offers
• AWS Partner Assistant (generative AI virtual assistant)
• Payment auto-scheduler for installment plans
• Bulk pricing for AMI products
• Cloning past offers
• Improved agreement view and management

Tips for Selling on AWS Marketplace

• Leverage Marketplace's product growth features (free trials, demos, private offers)
• Utilize channel partners to help resell and distribute your product
• Reach more customers globally with local currency support
• Adopt vendor insights and standard contracts
• Integrate with Marketplace APIs for faster, higher-volume selling
• Manage renewals and expansions with agreement-based offers

Conclusion

• David encourages new partners to sign up for AWS Partner program and attend upcoming Marketplace and partner sessions to learn more.