1) AWS Marketplace provides a global sales channel for over 1250 software companies to reach 154,000 active customers through 4100+ software products available on the platform. 2) The platform allows customers to easily discover, procure, and rapidly deploy software, reducing procurement time from months to just minutes. It also enables software vendors to reach a global customer base and simplify the installation experience. 3) For software vendors, AWS Marketplace provides options to either list AMI images that customers deploy themselves or offer SaaS subscriptions through which AWS bills customers, providing an existing sales channel for vendors.

1. Building a Global Sales
Channel with AWS Marketplace
David Wright
AWS Marketplace - APAC

2. 4100+ Software Products 1250+ Software Companies
154,000+ Active Customers 450 Million Hours of
Amazon EC2 per month
AWS Marketplace by the numbers

3. Quickly discover Easily Procure Rapidly deploy
Reduce procurement friction from months, to weeks, days and minutes AND keep track of
software spend in the AWS cloud
Manage, monitor
and govern
Why customers use AWS Marketplace

4. How does Marketplace help ISV’s?
Global distribution Avoids the ‘money
chase’
Enhanced security
story
Improves
discoverability
Simplifies the
installation experience
Removes deployment
barriers

5. AWS Marketplace features for
Sellers

6. Two listing Models
SaaS – you run the
workload in your AWS
Account
AMI – customer deploys
your code into their AWS
Account

8. SaaS Subscriptions
Bill AWS customers
for SaaS consumption
• Monetise your SaaS
OR API service through
Marketplace
• Take advantage of
existing AWS customer
procurement
arrangements
• AWS MP provides
listing, metering, billing
for your software
https://aws.amazon.com/blogs/aws/new-saas-subscriptions-on-aws-marketplace/
AWS Marketplace
Metering Service
AWS Billing
Product Listings

9. Marketplace Metering Service
Pricing by Unit, Node,
Data, Bandwidth and
User
• More flexible pricing models
for customers
• ISV’s enable this for the
customer
• Billed to AWS customer
account and launched
through AWS Marketplace

10.  New way for customers to pay for large-scale software subscriptions
 Supports multi-year volume pricing
 Simplifies the procurement process by aggregating software purchases
through Marketplace
 ISV negotiates directly with the software vendor, customer purchases
and deploys through AWS Marketplace
 Customer still buying a subscription, Private Pricing is just another way
to pay for it
Private Pricing
A new pricing option available through AWS Marketplace

11. Listing in Marketplace in APAC
A W-9 Form and a US bank account are required for a paid
listing in the AWS Marketplace.
Workarounds:
• Leverage a 3rd-party service to comply the seller requirement
• Work with a reseller/partner in the US to list on your behalf i.e
Payoneer
• BYOL listing – list on Marketplace, sell licenses separately

12. Taking Marketplace to Market
Technology Partners Consulting Partners
• List your offerings in Marketplace
• List your product IP in Marketplace
• Accelerate customer engagements
via Marketplace
Marketplace Go To Market Campaigns
Partner-led programs
• Demand Generation
• Social Media
• Events & Webinars
.. Tap into the APN!!
AWS-led programs
• Online merchandising
• Workload and category
campaigns
• Free-trial campaigns

13. Contact Us
awsmarketplaceapac@amazon.com