Go to market
How to sell in AWS Marketplace
A guide for sellers to sell and grow their business in AWS Marketplace
AWS Marketplace makes it easy for ISVs to list products, expand customer reach, and enable customers to quickly buy and deploy their products. Learn how to sell your products and services on AWS Marketplace, grow your business and more with this selling in AWS Marketplace guide.
Your seller journey
Go-To-Market
Congratulations! Your listing is live. Now what? There are three key stakeholders required to enable you to go-to-market with your listing. Click on the boxes below to jump to steps to support your role.
Operations
Map existing operations to AWS Marketplace
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.
Tip
Start transacting!
Check out the AWS Marketplace course on details of what to do after you have listed your product on AWS Marketplace.
Create private offers in 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:
Review how billing and disbursements work
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.
Track your transactions through reporting
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.
Tip
Reporting with AWS Marketplace
Learn about the seller reports and data feeds available to optimize tracking your AWS Marketplace transactions.
Marketing
Optimize product detail page content
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.
Better Together Messaging
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
Build a Go-to-Market Campaign
Develop a go-to-market campaign for your AWS Marketplace listing. using various activities to drive brand awareness, lead capture, lead nurture, and implementation.
Showcase customer success
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.
Tip
Collaborate with Sales
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 the10 tips to align your sales and marketing departments to make sure you have strong alignment with your sales organization.
Sales
Understand the value of AWS Marketplace for your customers
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
Customers are seeing...
66%
time savings due to procurement efficiencies
75%
reduction in onboarding effort for new vendors
10%
reduction in licensing costs
“The cost savings and business benefits enabled by AWS Marketplace” – a commissioned study by Forrester Consulting on behalf of AWS, May 2022.
Co-Sell with AWS
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.