AWS Marketplace Fees in 2026: What Software Companies Pay on Each Deal
By Fractivo · · 5 min read
AWS Marketplace charges sellers a listing fee on every sale. For most software deals the fee is between 1.5% and 3% of the contract value, and the rate depends on how the deal closes: a public or private offer, a new contract or a renewal, sold direct or through a channel partner.
This guide sets out AWS’s current rates, shows what they mean on real deal sizes, and covers the pricing decisions a CRO should make before the first private offer goes out.
How AWS calculates the listing fee
AWS calculates the fee on the pre-tax total contract value (TCV) of each sale, including any uplifts, and shows it as a line item on a listing fee invoice. The current software rates took effect on January 5, 2024 and still apply in November 2026. AWS cut the professional services rate in June 2026. AWS takes the fee only when a deal transacts.
Public offer fees
A public offer is your listed price, which any AWS customer can buy without negotiating.
| Product type | Listing fee |
|---|---|
| SaaS | 3% |
| Server products (AMI, container, machine learning) | 20% |
| Data products (AWS Data Exchange) | 3% |
The 20% rate on server products stands out. If your product can be delivered as SaaS, the fee difference belongs in the decision about how to list it.
Private offer fees
Most enterprise deals close on a private offer, with a custom price and terms for one buyer. The fee falls as the contract gets bigger.
| Total contract value | Listing fee |
|---|---|
| Under USD 1M | 3% |
| USD 1M to under USD 10M | 2% |
| USD 10M or more | 1.5% |
| Any renewal | 1.5% |
The renewal rate applies whether the original contract was a private offer on AWS Marketplace or an agreement signed outside it. That makes a renewal the cheapest moment to move an existing customer onto AWS Marketplace.
Channel Partner Private Offers
A Channel Partner Private Offer (CPPO) lets a reseller or consulting partner sell your product to the customer through AWS Marketplace. AWS adds 0.5% to the listing fee, whatever the offer type. The fee is based on the discounted price you give the channel partner, and AWS deducts it from your disbursement.
A SaaS private offer under USD 1M sold through a channel partner costs 3.5%.
Professional services fees
Professional services sell on private offers. In June 2026 AWS cut their listing fee from 2.5% to 0.5% for new private offers; existing offers keep their original terms. The fee drops to 0% when the services are sold in a qualifying set of offers alongside paid software. AWS sets three conditions:
- Every offer in the set has an agreement.
- At least one product in the set that isn’t professional services is a paid offer.
- That sibling agreement hasn’t been cancelled or terminated. Active, expired, renewed and replaced agreements all count.
The 0% rate applies only to qualifying agreements created after AWS launched it, and CPPO and regional uplifts still apply on top. A qualifying services offer sold through a channel partner costs 0.5%.
Tell buyers early that professional services bought on AWS Marketplace don’t count toward their AWS spending commitment. Qualifying software purchases can, so the software side of a bundle is usually what interests their procurement team.
Regional fees
Some buyer locations add a regional fee to the standard rate. Since April 1, 2025, AWS has added 1% for buyers in South Korea, so a SaaS private offer under USD 1M to a South Korean buyer costs 4%. Sellers based in India have a separate structure that includes GST. Check AWS’s fee page before you price a deal in a new region.
What the fees look like on real deals
| Deal | Rate | AWS listing fee | You receive |
|---|---|---|---|
| USD 250,000 SaaS private offer | 3% | USD 7,500 | USD 242,500 |
| Same deal at renewal | 1.5% | USD 3,750 | USD 246,250 |
| USD 250,000 through a channel partner (price to the partner) | 3.5% | USD 8,750 | USD 241,250 |
| USD 1.5M private offer | 2% | USD 30,000 | USD 1,470,000 |
| USD 12M private offer | 1.5% | USD 180,000 | USD 11,820,000 |
| USD 50,000 AMI product at public price | 20% | USD 10,000 | USD 40,000 |
To run your own numbers, use the fee calculator on our AWS Marketplace services page.
What CROs should decide before the first private offer
Who absorbs the fee
Decide once whether the fee comes out of margin or goes into price, and write it into your deal desk rules. Treating it like a payment processing cost saves a debate on every deal.
When to move existing customers
Renewals cost 1.5% at any size. If a customer already buys through AWS or holds an AWS commitment, their renewal is the cheapest point to bring them onto AWS Marketplace.
How to structure large deals
The tiers apply to the total contract value of each offer. A multi-year contract written as one private offer can cross USD 1M where separate annual offers wouldn’t, which moves the rate from 3% to 2%.
Whether to bring in a channel partner
The extra 0.5% gets you a partner who may already own the customer relationship. Weigh it alongside the partner’s own margin, which you agree with them separately.
Whether to bundle services
If you sell implementation or onboarding, pairing it with a paid software offer in a qualifying set takes the services fee to 0%.
For the wider picture, read how CROs turn AWS Marketplace into revenue and how enterprise buyers evaluate software on AWS Marketplace.
FAQ
How much does AWS Marketplace charge sellers?
For SaaS, 3% on public offers and on private offers under USD 1M, 2% from USD 1M to under USD 10M, and 1.5% from USD 10M or on any renewal. Server products such as AMIs and containers cost 20% on public offers. AWS calculates every fee on the pre-tax total contract value.
What is the AWS Marketplace fee for renewals?
1.5% of the total contract value, at any deal size. It also applies when you renew an agreement that was originally signed outside AWS Marketplace.
How much does a Channel Partner Private Offer add?
0.5% on top of the standard listing fee, based on the price you give the channel partner.
Is the fee charged on tax?
No. AWS calculates listing fees on the pre-tax total contract value.
Do AWS Marketplace purchases count toward a customer’s AWS commitment?
AWS says qualifying AWS Marketplace purchases count toward a customer’s commitment. Professional services don’t. Buyers should confirm with their AWS account team that a specific purchase qualifies.
Did AWS change Marketplace fees in 2026?
Yes, for professional services. On June 16, 2026 AWS cut the listing fee on professional services private offers from 2.5% to 0.5%, and services sold with paid software in a qualifying set can now carry a 0% fee. The software rates set on January 5, 2024 haven’t changed. The last regional change was the 1% fee for buyers in South Korea, from April 1, 2025.
Work with Fractivo
Fractivo helps software companies get transactable on AWS Marketplace, price private offers and build the motion that brings deals through the listing. Defang’s listing went live in two weeks. See our AWS Marketplace services or talk to us.
Sources
- Understanding listing fees for AWS Marketplace sellers, AWS Marketplace Seller Guide
- AWS Marketplace reduces listing fee for professional services to 0.5%, AWS, June 16, 2026
- AWS Marketplace announces simplified and reduced listing fees for sellers, AWS, January 2024
Rates checked against AWS’s fee page on November 10, 2026.