Identify the existing sales motions and operational workflow for the seller to identify how AWS Marketplace transactions will plug into existing workflows.

Questions to consider:

• Do all deals involve custom pricing?

• Do you offer free trials?

• Are you looking for self-service subscriptions that you can land and expand upon?

• Do you authorize resellers today?

• How does the sales team create offers today?

• What new workflows will need to be set up to make it easy for sales to start driving AWS Marketplace transactions? 

Once you have a workflow for how transactions will be going through AWS Marketplace, you can start to build and communicate a process to sales. 

Check out the AWS Marketplace course on details of what to do after you have listed your product on AWS Marketplace. 

Operations teams who will be creating transactions in AWS Marketplace should become well versed in how to create offers in AWS Marketplace. Review the trainings below on how to create private offers in AWS Marketplace:

• Creating AWS Marketplace Private Offers (for SaaS contract products) 

• Creating resale authorizations for Channel Partner Private Offers (CPPO) 

• Creating private offers

• AWS Marketplace Seller Guide

Once the customer accepts a private offer, AWS invoices the customer for payment. Once the payment is paid, AWS disburses payment to the seller.

Check out the video to understand how billing and disbursements work with AWS Marketplace. 

There are several reports and dashboards that you can leverage to help drive your AWS Marketpalce business:

Sales operations: 

• Agreements and renewals dashboard: Information about agreements and renewals within 24 hours of signing an agreement in AWS Marketplace. It can help to track expiring subscriptions and enable renewals. 

• Usage dashboard: Enables sellers to track customer consumption across usage-based products. 

Finance operations reports: 

• Billed revenue: Dashboard with amounts AWS bills to customers for hourly, annual, or monthly usage of products. 

• Collections and disbursements: Information about funds we collected and disbursed into a seller's bank account.

• Tax: Information on US and international tax for transactions in AWS Marketplace. 

Learn about the seller reports and data feeds available to optimize tracking your AWS Marketplace transactions.

Make sure to optimize your product detail page (PDP) with messaging, content, and search engine optimization to ensure customers can find you and have the information needed to buy your solution.

Build listings to drive better customer engagement

Develop better together messaging to tell a story about your solution on AWS Marketplace. As you are building your messaging, identify customer use cases, customer challenges, outcomes, and your products differentiators to help you position your product. 

• Review the AWS Marketplace Go-to-Market Guide in AWS Marketplace GTM Academy to help you develop your messaging. 

• Use the messaging worksheet 

Develop a go-to-market campaign for your AWS Marketplace listing. using various activities to drive brand awareness, lead capture, lead nurture, and implementation.

Assets to include in GTM plan

Messaging guidance

Develop and showcase the success your customers have had procuring your solution through AWS Marketplace. These can be leveraged to promote externally, and internally to your sales organization of the value of procuring through AWS Marketplace. Showcasing your success can help set you up to leverage AWS-led demand generation opportunities.

Customers success stories

Ensure your sales team is set up understand the value messaging of your solution on AWS Marketplace and have a clear lead flow process in place. Review the 10 tips to align your sales and marketing departments to make sure you have strong alignment with your sales organization. 

Review the AWS Marketplace Battlecard to understand how to articulate the value of AWS Marketplace to your customers. AWS Marketplace can provide benefits to customers including:

• Simplified third-party software risk assessments 
• SImplified software purchasing 
• Consolidated billing 
• Easy license management and renewals 
• Features to improve governance and compliance

Leverage APN Customer Engagements (ACE) to work with AWS account teams to win customers. Leverage AWS Marketplace to transact with customers to streamline the procurement process. 

Review ACE Best Practices Guide

Learn more about co-selling with AWS