Cloud News

AWS Marketplace Partner Report: Margins, ROI And Benefits

Mark Haranas

From services and resale margins to overall partner benefits, CRN breaks down a new report by Forrester on the AWS Marketplace as it relates to channel partners.

The AWS Marketplace is becoming a new go-to-market for many solution providers with 1,300 AWS channel partners currently transacting on the digital marketplace.

Some of these partners are seeing up to 45 percent professional services gross margins, while also increasing deal sizes as customers seek to spend their cloud commitments via the AWS Marketplace, according to a new report by IT research firm Forrester.

“B2B customers are seeking flexibility and to streamline procurement, easily research and vet, and simplify management,” said Forrester in its new report. “With the channel partner capabilities of AWS Marketplace, AWS channel partners can acquire net-new customers and ISV partners to drive profits.”

[Related: AWS CEO Confirms Thwarting ‘New Type’ Of DDoS Security Attack]

The Partner Opportunity For AWS Marketplace

The findings are based on Forrester’s new report titled “The Partner Opportunity For AWS Marketplace SIs, GSIs And Resellers.” The research firm interviewed 27 representatives of 14 existing AWS Marketplace channel partners with experience collaborating with AWS to build, innovate and scale marketplace practices. Partners include systems integrators, global systems integrators (GSIs), resellers, MSPs and professional services partners. They were mostly global businesses based in North America, Europe and Asia with annual revenue ranging from less than $100 million to more than $25 billion.

The primary AWS Marketplace revenue stream partners are participating in is reselling software via Channel Partner Private Offers along with subsequent services. Launched in 2012, the marketplace is an online software store that aims to help customers find, buy and quickly start using software and services that run on AWS.

The AWS Marketplace now has over 15,000 transactable listings from more than 3,500 ISVs, 300 data providers and 1,300 channel partners. There are now more than 330,000 active AWS Marketplace subscribers across 30 regions.

From gross margins for partners to seeing faster deal close rates, here are five key findings in Forrester’s new AWS Marketplace report that every AWS channel partner should know about.


Mark Haranas

Mark Haranas is an assistant news editor and longtime journalist now covering cloud, multicloud, software, SaaS and channel partners at CRN. He speaks with world-renown CEOs and IT experts as well as covering breaking news and live events while also managing several CRN reporters. He can be reached at

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