Turn your AWS Marketplace listing into revenue.

Many enterprise buyers already hold AWS spending commitments and an approved way to buy software through AWS Marketplace. AWS says qualifying AWS Marketplace purchases count toward those commitments, so your product can be paid for from budget the buyer has already approved.

We help software companies get transactable, price and package the listing, and build the private offer motion that brings deals through it.

Book a 30-minute call

What we deliver

Listing strategy and launch

We plan the listing with you: product type, pricing model, public pricing and the copy buyers compare. Defang's listing went live in two weeks.

Pricing and packaging

We recommend contract, subscription or consumption pricing, the tiers to offer, and whether a free trial makes sense. AWS lets you set trials from 7 to 90 days.

Private offer process

We set up who builds offers, who approves pricing and how fast you can turn one around, with the Standard Contract for AWS Marketplace as your default terms.

Target accounts and outbound

We build the list of accounts most likely to buy through AWS. For deals of USD 75K or more, we can also run the outbound and hand qualified opportunities to your sales team.

Try it

Listing fee calculator: AWS charges 3% on private offers under USD 1M, 2% from USD 1M to under USD 10M, 1.5% at USD 10M or more, 1.5% on renewals, 3% on public SaaS offers and 20% on public AMI, container and machine learning offers. Channel Partner Private Offers add 0.5%.

How an engagement runs

  1. Get transactable: Seller registration, the listing plan and a test of the full buying flow while the listing sits in Limited status.
  2. Package and price: Pricing, tiers, trials and a private offer playbook your sales team can run.
  3. Build the motion: Target accounts, AWS seller engagement on the right deals, and a simple way to measure what closes through Marketplace.

Who owns what

Fractivo

  • Listing strategy, copy and pricing recommendations
  • The private offer playbook and approval flow
  • Target account lists and outbound, where it fits
  • Guidance through seller registration

Your team

  • Product integration with AWS Marketplace, done by your engineers
  • Tax and bank details for seller registration
  • Final pricing and legal approval
  • Owning the customer relationship in each deal

Results: Defang

AWS Marketplace listing live in two weeks, then USD 100K in estimated ARR pipeline from co-sell activation. Read the Defang case study

Common questions

How do you start selling on AWS Marketplace?
Register as a seller, open the AWS Marketplace Management Portal, create the listing, then test and publish it. To sell paid products, your business must be in an eligible jurisdiction and provide tax information and a bank account that can accept USD payouts.
What does it cost to sell on AWS Marketplace?
AWS charges a listing fee on each sale's pre-tax total contract value. Private offers cost 3% under USD 1M, 2% from USD 1M to under USD 10M and 1.5% above that, and renewals cost 1.5%. Public SaaS offers cost 3%. Channel Partner Private Offers add 0.5%.
Do AWS Marketplace purchases count toward a customer's AWS commitment?
AWS says qualifying AWS Marketplace purchases count toward a customer's commitment. Buyers should confirm with their AWS account team that a specific purchase qualifies.
How long does it take to get listed?
AWS doesn't publish a set timeline. The time goes into seller registration, integrating your product and testing the buying flow. Defang's listing went live in two weeks.
Is a listing enough to win deals?
A listing makes you easy to buy. Deals still come from private offers, a clear account plan and working relationships with AWS sellers, who decide which partners they engage with.
Can we buy Fractivo through AWS Marketplace?
Yes. Our AWS Alliance Leadership service and our AWS Competency Readiness and Validation Service are both available as private offers on AWS Marketplace.

Plan your AWS Marketplace motion

Tell us where your listing stands today, or whether you have one yet. We'll tell you what we see and where we think the revenue is. Book a 30-minute call

Also from Fractivo: Cloud GTM Readiness Assessment · AWS Competency services · AWS co-sell services

Related reading from our blog

Sources