Creating private offers as an AWS Marketplace Channel Partner
AWS Marketplace Channel Partner private offers give Channel Partners the opportunity to resell independent software vendors' (ISVs) products in AWS Marketplace. The AWS Marketplace Channel Partner and ISV establish an agreement called a selling authorization to resell one or more of the ISV's products. The Channel Partner then extends a private offer to the buyer for that product.
Prerequisites to become a Channel Partner
To register as a Channel Partner to resell products on AWS Marketplace, you must meet the following requirements:
-
Registered as a paid seller on AWS Marketplace.
-
Your tax interview location matches your business location.
-
USD is set as one of your disbursement methods. This is required for public offers and Professional Services product creation.
Non-US sellers without a bank account in an eligible jurisdiction can use Hyperwallet.
Sellers in India
Sellers in India have specific registration requirements and can only set INR for disbursement. For more information, see Getting started as a seller in India. For step-by-step onboarding instructions, see the AWS Marketplace India Seller Registration Guide
-
Create the service-linked role (SLR) in AWS Marketplace.
Important
To create, share, and accept selling authorizations, you must create a service-linked role (SLR) that allows ISVs to create and share the authorizations, and allows Channel Partners to accept them. For more information about creating the SLR, see Creating a service-linked role for AWS Marketplace.
For step-by-step onboarding instructions, see the Channel Partner Onboarding Guide
Upon approval, ISVs can create selling authorizations for approved Channel Partners to resell their products.
Understanding Channel Partner Private Offers (CPPO)
The following diagram shows this relationship between an ISV, a Channel Partner, and a buyer.
Note
For more information about creating a selling authorization for a Channel Partner, as an ISV, see Creating a selling authorization for an AWS Marketplace Channel Partner as an ISV.
Each AWS Marketplace Channel Partner private offer is visible only to a single buyer, with customized pricing and unique commercial terms to meet that buyer's needs. When creating a private offer, you start from a wholesale cost set by the ISV. Then you mark up that price to create the buyer's offer price.
Note
When creating private offers, Channel Partners must use the currency that the ISV defines in the selling authorization.
You determine the wholesale cost in one of the following ways:
-
Recurring discount – An ISV authorizes the AWS Marketplace Channel Partner to resell their product or products at an agreed to discount from their list price with a recurring selling authorization. The AWS Marketplace Channel Partner can leverage this discount to continue reselling the product without further price negotiation with the ISV. This discount can be set up to last until a specified date, or indefinitely, until ended by either the ISV or the Channel Partner.
-
Non-recurring discount – The selling authorization that the ISV gives the AWS Marketplace Channel Partner is a one-time discount intended to be used only with a specific buyer.
In both cases, after the buyer pays for the private offer, AWS Marketplace uses the standard process to distribute the funds to the AWS Marketplace Channel Partner and the ISV based on the agreed-to pricing.
Tip
ISVs and Channel Partners can use the Partners menu on the AWS Marketplace Management Portal
For detailed instructions about creating private offers, see AWS Marketplace Channel Partner Private Offer – Create Offer
For information about third-party financing for private offers, see Customer financing is now available in AWS Marketplace
