AWS Marketplace Listing FAQ

Simple answers to the questions sellers most often ask when listing a SaaS product on AWS Marketplace with Clazar.

The basics

What is AWS Marketplace?

An online store run by Amazon Web Services where companies buy software. The purchase is billed on the buyer's regular AWS bill, so they don't need a separate vendor contract or payment process.

Why would we sell there?

Many companies have already committed to spend a certain amount with AWS. Buying through AWS Marketplace often counts toward that commitment, which makes it easier and faster for them to buy from you.

What is a listing?

Your product's page on AWS Marketplace. It holds your product description, pricing setup and terms. You need a listing before you can sell anything, including private deals.

What is a public offer?

The standard price shown on your listing. Any buyer who can see the listing can purchase at that price.

What is a private offer?

A custom deal made for one specific buyer, with its own price and terms. You create it for the buyer's AWS account ID, and only that account can accept it. Once accepted, it becomes an agreement. See AWS's private offers overview.

Do I need a public offer if I only plan to sell through private offers?

Your listing still has base pricing, but it doesn't have to be your real price. Many sellers set it high and give actual pricing through private offers.

How do I create a private offer?

In the AWS Marketplace Management Portal, go to Offers > Private offers > Create private offer, and add the buyer's AWS account ID. Clazar can also create offers for you. See Creating and managing private offers.

Pricing

What pricing models can a SaaS listing use?

There are three:

See AWS's SaaS pricing models blog post and Clazar's AWS Listings guide.

Which model should I pick if I want private deals with an upfront commitment?

Contract with consumption. A private offer on a usage-only listing can only discount the usage rate. It can't include an upfront commitment or platform fee.

What is a dimension?

A billable item on your listing, with a name and a price per unit. Examples: "users", "GB stored", "platform fee". AWS bills buyers based on the dimensions you set up.

What is the difference between a product dimension and a usage dimension?

A product (pricing) dimension is part of the contract and is usually charged upfront. A usage dimension is charged later, based on how much the buyer actually used.

Can I use just one simple dimension like "Units"?

Yes. AWS doesn't check what a dimension means; it just multiplies the quantity by the price. Many sellers calculate the bill in their own billing system and report it to AWS as units, for example 1 unit = $0.01.

Why is $0.01 per unit a common choice?

AWS only accepts whole numbers for usage quantities. At $0.01 per unit, any dollar amount converts exactly: $25.50 becomes 2,550 units, with no rounding.

Can I change dimensions later?

It's difficult once a listing is live, so plan them carefully up front. Fewer, simpler dimensions are easier to live with.

What is metering?

Reporting each buyer's usage to AWS so AWS can bill them. SaaS products send these reports through AWS's BatchMeterUsage API. Clazar can handle metering for you.

Do I have to show my real prices publicly?

No. You can put placeholder or high prices on the listing and give real prices through private offers. A Leads Only listing can hide pricing completely (see the next section).

Can I change public prices any time?

Not freely. AWS limits how often public pricing can change; price increases in particular are locked for a period. Start high and discount through private offers rather than raising prices later.

Listing stages and visibility

What stages does a listing go through?

1. Draft: you fill in product details and pricing.

2. Limited: AWS has reviewed it, but only allowlisted AWS accounts can see it. Used for testing and demos.

3. Public: anyone on AWS Marketplace can find and view it.

Can anyone open my Limited listing if I send them the link?

No. Only AWS accounts on the listing's allowlist can view a Limited listing. Anyone else gets no access, even with the URL.

What prices show while a listing is Limited?

AWS sets test pricing ($0.001) during Limited stage. Your real prices are applied when the listing moves to Public.

How do I let someone see my Limited listing (for a demo)?

Add their 12-digit AWS account ID to the listing's allowlist. See AWS's allowlist instructions, or ask Clazar to do it.

When should I request Public visibility?

When your listing, pricing and metering are tested and ready. Some sellers first finish extra steps, like the Deployed on AWS badge, before going public.

What is the listing preview?

A view of how your listing and buy page will look to a buyer. Its prices come from your base listing setup. Whether buyers actually see them depends on the listing type and stage.

What is a Leads Only listing?

A listing with no public price or Buy button. Buyers click "Request private offer" (or request a demo), and their details go to your team. You then send them a private offer.

Who can use Leads Only or the request buttons?

Sellers who can receive AWS referrals through ACE and have linked their AWS Partner Central and AWS Marketplace accounts. See AWS's announcement on request buttons.

What does Clazar need to set up Leads Only?

The name and email of the person who should get notified when a buyer submits a request.

AWS partner programs and badges

What is AWS Partner Central?

AWS's portal for partner companies. You manage your partner profile, solutions and co-sell deals there. Your Partner Central account should be linked to your AWS Marketplace seller account.

What is ACE?

ACE (APN Customer Engagements) is AWS's co-selling program. You log your sales deals in Partner Central so AWS's own sales team can help you close them.

What does "ACE eligible" mean?

AWS sees you as an established co-sell partner. ACE-eligible sellers can receive leads that AWS finds for them, use the "Request private offer" buttons, and join programs like ISV Accelerate.

How do I become ACE eligible?

For software companies, the main steps are:

1. Have at least one solution in AWS Partner Central.

2. Submit at least 15 sales opportunities in ACE and get them validated by AWS.

3. Complete the FTR (below), if AWS requires it for your path.

Do I need to be ACE eligible to list on AWS Marketplace?

No. You can list and sell through private offers without it. It mainly unlocks AWS-sourced leads and co-sell programs.

What is the FTR?

The Foundational Technical Review: AWS's check that your solution follows basic security, reliability and operations best practices. It's needed for programs like ISV Accelerate. You request it in Partner Central, and reviews are now largely automated. See AWS's FTR announcement.

What is the "Deployed on AWS" badge?

A label on your listing showing the product runs entirely on AWS. It matters because only badged SaaS products count toward a buyer's AWS spend commitment. See AWS's badge announcement and Clazar's SaaS policy update.

How do I get the badge?

Submit your architecture details and an architecture diagram in the AWS Marketplace Management Portal. Clazar's Architecture details for AWS guide explains what AWS looks for.

My product uses a third-party service like OpenAI. Can I still get the badge?

Usually yes, if that service isn't core to how the product works. Label it clearly as non-core in your architecture diagram so AWS doesn't count it as a core dependency.

Should I get the badge before going public?

Often, yes. Many sellers secure the badge first so buyers can count purchases toward their AWS commitments from day one.

Useful links

Still have a question? Reach out to your Clazar implementation contact in your shared Slack channel.