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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
Get ready to sell
Identify core stakeholders
Before you list and sell you product on AWS Marketplace, there are a few stakeholders across your organization to involve to ensure you build a successful AWS Marketplace practice. Make sure to identify a lead across these groups to help ensure successful onboarding for AWS Marketplace.
Create AWS Account ID for AWS Marketplace
An AWS Account ID is required to list and sell software and professional services on AWS Marketplace. We recommend you create an AWS Account ID just for your AWS Marketplace transactions. You can work with your IT department to help you set up this account. You can learn more here about setting up AWS Identity and Access Management (IAM) access for AWS Marketplace.
Note: Best practice is to assure that the registration is completed from a company email that is not tied to an individual such as billing@company.com or AWS@ISV.io instead of john@isv.com
Tip
Pre-listing course
Check out the AWS Marketplace pre-listing basics course to guide you through the seller registration process.
Register as a Seller
Once you have alignment listing on AWS Marketplace, you'll want to register as a seller. Make sure you meet the seller criteria prior to registering.
Before you register, make sure you have the following:
- AWS Account ID
- Tax information
- Banking information
Understand product, pricing, and offer types
There are many product, pricing, and offer types available on AWS Marketplace. Check out what you can list to help you determine which products you should list and sell on AWS Marketplace.
Price and package your solution
Before listing your solution, make sure to strategize how you should price your product based on product delivery method, sales motion, and pricing models. Check out this blog post on how to strategically package and price your solution in AWS Marketplace.
Review the product delivery methods and identify where your solution fits. This can be a SaaS solution, or multiple containers in a customer’s environment.
Identify how you currently sell. AWS Marketplace enables sellers to leverage high and low touch mechanisms with various pricing and offer types to support your sales motion.
Review the pricing models that AWS Marketplace supports for your specific delivery method to identify what pricing model will work best for your ideal sales motion.
Build your product listing
Based on the product type you list, there are different steps for how to publish. Check out the guidance from the AWS Marketplace Seller Workshops and videos based on product type.
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AMIs
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Containers
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SaaS
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Machine Learning
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Professional services
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Data
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AMIs
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AMI-based products
Amazon Machine Images (or AMIs) are virtual machines that are pre-loaded with your software that your buyers can deploy into their AWS accounts. These virtual machines run on Amazon Elastic Compute Cloud (Amazon EC2).
Check out the AWS Marketplace Seller Workshop on listing and pricing your AMI-based products on AWS Marketplace.
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Containers
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Container-based products
AWS Marketplace allows you as the seller to publish containers preloaded with your software that your buyers can deploy into their AWS accounts. You can configure your container applications to deploy onto various container orchestration services including Amazon Elastic Container Service (Amazon ECS) , Amazon Elastic Kubernetes Service (Amazon EKS) , AWS Fargate , and on-premises using Containers Anywhere.
Deploying AWS Marketplace Containers on Amazon ECS Clusters -
SaaS
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SaaS-based products
With software as a service (SaaS) products, you deploy and manage software in your AWS account and grant buyers access to the application. You are responsible for managing customer access, account creation, resource provisioning, and account management within your software.
Create a SaaS product listing in AWS Marketplace -
Machine Learning
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ML-based products
As adoption of machine learning (ML) increases in enterprise organizations, it is becoming more difficult for customers to build custom ML models with in-house data scientists because of restrictions on team capacity, cost, and iteration times for ML model training and tuning. For many common use cases, AWS Marketplace provides thousands of pre-trained ML models that are ready to use for obtaining predictions on your data. Once a suitable AWS Marketplace model is found, it provides a significantly faster time to value than building your own ML model from scratch.
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Professional services
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Professional services products
As a seller, you can offer professional services in AWS Marketplace . You can include services to assess, migrate, support, manage, and train others in how to use AWS services and products in AWS Marketplace.
List Professional Services in AWS Marketplace -
Data
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Data products
AWS Data Exchange is a service that makes it easy for AWS customers to securely exchange file-based data sets in the AWS Cloud. As a provider, AWS Data Exchange eliminates the need to build and maintain any data delivery, entitlement, or billing technology. Providers in AWS Data Exchange have a secure, transparent, and reliable channel to reach AWS customers and grant existing customers their subscriptions more efficiently. The process for becoming an AWS Data Exchange provider requires a few steps to determine eligibility.
Check out eligibility requirements here.
Publish Products on AWS Data Exchange
Tip
Listing SaaS?
Check out the AWS Marketplace preparing your SaaS listing course to guide you through the SaaS listing process.
Boost your listing and drive sales
The AWS Marketplace product detail page contains all the relevant information customers need to make a software purchase. This can include details such as compliance reports, demos, pricing, support reviews and more.
Learn how to boost engagement by making A+ content listings.
Product integration
Once you create an initial product page from your seller account using AMMP, AWS Marketplace publishes your product at a limited listing, which means it’s only available to your accounts for integrations and testing.
You need to integrate your product with AWS Marketplace to identify buyers that subscribe, check for purchase details, send usage reports for billing, and be notified of changes to a buyer’s subscription status.
Check out how to do this in the tabs below.
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Integrating your SaaS product?
Check out the AWS Marketplace Integrating your SaaS listing course to guide you through the integration process.
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AMI-based products
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Containers
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SaaS
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AMI-based products
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AMI-based products
For AMI-based products, annual and monthly pricing models don't require integration. Instead, when you submit your AMI to AWS Marketplace, a product code is attached that is used for automatic entitlement checks and billing.
Custom metering and contract pricing models do require an integration. To learn how to do this, checkout the AWS Marketplace Seller Workshop lab.
Publish Amazon Machine Image Products in AWS Marketplace -
Containers
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Container-based products
For containers, you are able to integrate with AWS Marketpalce to track hourly metering, custom metering, and upfront payments. Learn how to do this in the AWS Marketplace Seller workshop lab.
Create a Container Product in AWS Marketplace -
SaaS
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SaaS-based products
With software as a service (SaaS) products, you deploy and manage software in your AWS account and grant buyers access to the application. You are responsible for managing customer access, account creation, resource provisioning, and account management within your software.
There are two ways you can integrate your SaaS product:
AWS Quick Start for AWS Marketplace Serverless SaaS Integration