What Are AWS Managed Services? A Complete Guide to Benefits & Costs
Are you experiencing sporadic downtime or struggling with the complexities of configuration management?
If you are a SaaS-based ISV, you already know the challenge. While you continue to build and optimize your product, you must also ensure your go-to-market engine is ready to scale.
One of the most strategic moves you can make today is building the foundations of your partnership with your cloud provider and getting your solution onto the Marketplace.
Why Marketplace?
The leading cloud Marketplaces, including AWS Marketplace, Google Cloud Marketplace, and Azure Marketplace, have become the preferred procurement channels for enterprise software buyers. Even under conservative forecasts, the Marketplace business is projected to reach tens of billions of dollars by 2030, driven by several key factors:
Larger Deal Sizes: Transactions via Marketplaces average two to three times larger than direct sales.
Faster Deal Velocity: Procurement cycles shrink from months to weeks when customers can leverage their committed cloud spend.
Channel Partnerships: Cloud providers increasingly reward ISVs and customers who transact via their Marketplaces, unlocking new incentive programs, co-sell opportunities, and increased visibility.
The Power of Co-Selling
One of the most impactful benefits of Marketplace participation is co-selling with your cloud provider. Once your SaaS is listed and aligned with AWS or Google Cloud programs, their sales teams are incentivized to bring your solution into enterprise deals.
This provides:
- Access to a much larger enterprise customer base.
- Shared pipeline and joint account planning with cloud sales teams.
- Eligibility for funding and promotional programs.
- Increased trust and credibility when introduced by the hyperscaler’s own sales team.
Industry benchmarks show that ISVs engaged in co-sell programs can accelerate growth dramatically, often achieving significant pipeline expansion within the first 12 months.
What does it mean for you?
Your customers are looking for your product inside their Marketplace. They want to leverage their committed cloud spend, access joint funding programs, and simplify procurement with pre-approved billing. If your solution is not on the AWS or Google Cloud Marketplace, you risk being left out of these programs and your customers’ buying process.
At CloudZone, we specialize in helping SaaS ISVs take this step from end to end. From aligning your product with the cloud provider’s roadmap to navigating the technical and operational onboarding, we guide you through the whole journey.
Marketplaces simplify the procurement process by using the customer’s existing billing relationship with the cloud provider. This removes the need for new vendor onboarding and allows customers to use pre-approved budgets.
Co-selling is a partnership where the cloud provider's sales team works alongside your team to sell your SaaS solution to their customers, often incentivized by their own internal targets.
Yes. For many customers, purchasing through the Marketplace counts toward their annual cloud spend commitments, making it an attractive option for large enterprises.
It can be complex, but with the right partner, the process is streamlined. CloudZone handles the technical and operational requirements to ensure your listing is compliant and optimized for search.
Absolutely. We help you navigate the various partner programs, ensuring you meet the requirements for co-selling and can access the funding opportunities provided by the cloud giants.
Are you experiencing sporadic downtime or struggling with the complexities of configuration management?
