What a marketplace GTM function actually looks like
Listing, co-sell and attribution started as three separate projects owned by three different teams. Running them as one function is what separates companies with marketplace revenue from companies with a marketplace listing.
Read →Listing operations at scale: content, versions, three clouds
One product can mean six or seven listings once you count clouds, regions and sovereign partitions. Keeping them consistent is an operations function, not a launch task.
Read →Deal-level attribution with Revenue Attribution IDs
PRM measures the AWS consumption your product drives. A Revenue Attribution ID maps that revenue to a specific deal — with one limitation worth knowing before you promise anyone a dashboard.
Read →Two deadlines, one dependency: Partner Central and PRM
The Partner Central migration cutoff has passed and the PRM setup date is two weeks out. These were never two separate chores — one gates the other, and the gap between them was never wide enough.
Read →PRM tagging in practice: the tag keys, the formats, the traps
Partner Revenue Measurement sounds like a reporting feature. It is really a tagging discipline, and the details of the tag key decide whether your revenue gets counted.
Read →APN to Partner Central: the migration you cannot undo
AWS is folding the standalone Partner Central portal into the AWS Console. The cutover is short, the account you link is permanent, and there is a dependency on the other side that most checklists leave out.
Read →Earlier articles10
Selling on Google Cloud Marketplace: settle the eligibility question first
Google Cloud Marketplace has a requirement the other two do not, and it is about where your software runs. Resolve that before you plan an integration.
Read →Automating the offer lifecycle: from manual quotes to rules
AWS introduced express private offers at re:Invent last week. The underlying shift is that creating every offer by hand stops working at a certain deal volume.
Read →Selling on Microsoft Marketplace: what an AWS seller needs to know
Microsoft merged Azure Marketplace and AppSource into a single storefront last month. If your first listing was on AWS, these are the differences that will cost you time.
Read →Marketplaces are becoming the distribution channel for AI
AWS opened an AI agents and tools category last week. Google has been building one since November. For an ISV that raises a practical question: does your agent need its own listing, and how does it get metered?
Read →Selling SaaS on AWS, Microsoft and Google Cloud — what is actually different
The three marketplaces look alike from the outside. Registration, fulfillment, metering and the channel model work differently on each. Here is what to plan for.
Read →CPPO explained: selling through partners on three clouds
Channel partner private offers let a reseller transact your software on a cloud marketplace. The mechanics differ by cloud, and so does the answer to who owns the customer contract.
Read →Buy with AWS, and why committed spend changes the deal
Committed cloud spend is budget that already exists and has to be used. Buy with AWS, announced at re:Invent last week, puts the procurement step on your own site.
Read →Metering, entitlements and the money you quietly lose
If you charge by usage on a cloud marketplace, what you fail to report is not billed. Here is where metering goes wrong and how to reconcile what you are actually paid.
Read →Private offers: where marketplace revenue actually comes from
Public listings get you discovered. Private offers are how enterprise deals actually close on a cloud marketplace, and they have their own pricing, approval and renewal mechanics.
Read →What AWS Marketplace actually is, and what you are signing up for
Listing types, the three pricing models, who invoices the customer, and the listing fees AWS reset in January — including the one that is 20% rather than 3%.
Read →Ready to grow your cloud marketplace revenue?
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