CPPO

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 to resell one or more of the ISV's products, and then they extend a private offer to the buyer for that product.

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. The wholesale cost is determined in one of two 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

As an ISV or a channel partner, you can view selling authorizations that you have granted or received from the Partners menu of the AWS Marketplace Management Portal

The following diagram illustrates the CPPO mechanism from seller to buyer, through a channel partner and also the disbursement flow

Sample transaction from seller, through channel partner, to the end buyer

Sample disbursement flow from buyer by AWS to both channel partner and seller

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

Creating a selling authorization for an AWS Marketplace Channel Partner as an ISV

As an independent software vendor (ISV), you can authorize AWS Marketplace Channel Partner to resell your products by creating a selling authorization for that partner. You can specify a discount percentage or custom price per product dimension to create a wholesale price for the AWS Marketplace Channel Partner. The partner can mark up the wholesale price when creating their AWS Marketplace Channel Partner private offer for a buyer. Supported product types include:

• AMI-based products

• Container-based products

• SaaS-based products

• Professional services products

The following procedure outlines how ISVs can create a selling authorization for an AWS Marketplace Channel Partner. To use this feature, you must have permissions to use the Partners tab in the AWS Marketplace Management Portal. For more information, see Policies for AWS Marketplace sellers.

To create a selling authorization for an AWS Marketplace Channel Partner as an ISV

1. Sign in to the AWS Marketplace Management Portal

with your AWS Marketplace Seller account.

Tip

Be sure that you are signed out from another AWS account before signing in with your AWS Marketplace Seller account.

1. Choose the Partners tab, and then choose Create selling authorization.

2. On the Selling authorization details page, enter the Selling authorization name and Selling authorization description.

Note

The information you enter in Selling authorization name and Selling authorization description will be visible to channel partners in their seller reports.

1. For Resellers, choose the AWS Marketplace Channel Partner (reseller) that you want to authorize from the dropdown list. You can select resellers by name or account ID.

2. Select one of your Products to be part of this selling authorization.

3. Choose the Discount that you want to apply.

   1. Discount types can be issued in multiple ways:

      1. Percentage Discount – Applies one discount rate (a percentage) to all selected products.

      2. Individual Pricing – Applies specific discounts to specific products.

      3. Flexible payment schedule – Sets a flexible payment schedule for an AWS Marketplace Channel Partner selling authorization.

Note

Only individual pricing and flexible payment schedule are supported for professional services sellers.

1. Choose the Currency for the resale authorization.

Note

Non-USD currencies are only available for contract pricing offers.

1. Select the Duration of the selling authorization.

Note

The start date for resellers must be earlier than the date that the manufacturer has listed in the resale authorization.

1. Selling authorization time length can be issued in multiple ways:

   1. Single Use – Applies to one selling authorization and is no longer applicable after the AWS Marketplace Channel Partner creates the private offer.

   2. Specific Time Duration – Lasts for a specific time duration that is no longer applicable after a date selected by the ISV.

   3. No Set Time Duration – Lasts until ended by one of the involved parties.

2. (Optional) For SaaS contract products, add or remove custom Product dimensions and modify the Additional usage fees to customize your selling authorization.

3. (Optional) Set one or more Buyer account IDs to specify that the selling authorization is only for those buyers.

4. (Optional) Select the End User License Agreement (EULA) version or upload the EULA to be included in the selling authorization.

Note

Only custom EULAs are supported for professional services sellers.

1. (Optional) Select the Reseller Contract for AWS Marketplace (RCMP) or upload a custom contract to be included in the selling authorization.

2. Select Review selling authorization, and make sure that the information is correct.

3. Select Create selling authorizations to finish the selling authorization and authorize the channel partners.

   The Sellling authorization created table is updated to display relevant selling authorization details including Selling authorization name, Product name, Reseller name, Discount, Created date, and Status.

After selling authorizations are created, you can't extend their dates. However, you can revoke a selling authorization and re-create it at any time. When you revoke a selling authorization, new offers can't use that discount. Any existing offers are unaffected and retain their selling authorization discount.

You can also clone a selling authorization by selecting the selling authorization and choosing Clone. This prepopulates everything and then you can edit fields.