At re:Invent Ruba Borno of AWS unveiled ~3X growth of their cloud marketplace, ⚡️ reduced fees of 1.5-3%, enhanced integrations and insights. This marks a pivotal moment of accelerating adoption of AWS marketplace by partner and customer at scale.
With the Amazon Web Services (AWS) marketplace's commanding lead of 2.5 million active subscriptions, these transformative changes are poised to significantly boost the momentum in hyperscaler marketplaces.
Key takeaways from Ruba Borno's, Vice President of Worldwide Channels & Alliances, keynote include:
📈 Billions in Marketplace Revenue
A recent Forrester study discovered that channel partners who build and scale an AWS Marketplace can realize 234% ROI. close deals 50% faster and increase deal sizes 4-5 times.
Currently, 4 SaaS leaders have surpassed 📍 $1Bn in transactions via the AWS marketplace: CrowdStrike, Snowflake, Palo Alto Networks, and Splunk.
For MongoDB, AWS Marketplace has become a strategic channel. Over the past 18 months, their self-service business via the AWS Marketplace has seen a 5X growth rate.
Startups are also making headway with AWS marketplace.
Drata, compliance automation SaaS in just over a year, engaged AWS on more than 6,000 co-sell opportunities and won more than 1,000 private offers via AWS Marketplace.
🛠️ Simplifying Integration and Marketplace Operations
In collaboration with Salesforce, AWS is reimagining the partner experience.
AWS relaunched its CRM connector for the Salesforce AppExchange. Now companies can both manage their Marketplace private offers and ACE opportunities within a single unified Salesforce app.
And with Partner Analytics in the new Partner Central, partners gain access to new insights, like the Marketplace Customer Engagement Score, to optimize their AWS Marketplace strategies.
🎯 Adam Selipsky’s Unambiguous Guidance to Partners:
Asked how to accelerate partnerships with AWS, its CEO advised partners to focus on the joint end customer and invest in proficiency and dedicated resources. It’s about a shared dedication to excellence and partnership that empowers both AWS and its partners to serve customers at the highest level.
As AWS continues to increase investment in its marketplace and its partner ecosystem, it's clear that the synergy between partners and AWS is foundational to the way they serve its clients.
Growing its marketplace, AWS is not just a cloud infrastructure, it’s becoming a true platform for SaaS companies to build and reach customers.
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