AWS Marketplace
User Guide for AWS Marketplace Providers

Private Offers

AWS Marketplace seller private offers are a purchasing program that allows you and AWS Marketplace customers to negotiate custom price and end user licensing agreement (EULA) terms for a software purchase. You must be enrolled in the AWS Marketplace Enhanced Data Sharing Program and contact your AWS Marketplace representative to participate in this program.

In addition to AWS Marketplace seller private offers, you can also offer enterprise contract private offers, which use the enterprise contract EULA. You can directly handle many private offers by using the Offers tab in the AWS Marketplace Management Portal.

Some private offers might require the assistance of the AWS Marketplace Customer Desk (mpcustdesk@amazon.com). For example, custom private offers that can’t be defined using AWS Marketplace Management Portal or private offers that involve multiple parties, such as a consulting partner creating a private offer.

As the seller, you use the AWS Marketplace Management Portal on the Offers tab to create the private offer. You specify the product that the offer is being made for and the payer account's customer ID for the customer or customers who you're creating the offer for. AWS Marketplace Management Portal generates a unique ID and URL for the offer. The customer isn't notified that you created a private offer. You can provide the link to the customer, or they can navigate to your product through AWS Marketplace. When the customer navigates to your product's subscription page, a banner indicates that a private offer is available. After the customer accepts the offer, they're invoiced for the purchase using the same portal tools used for all AWS Marketplace transactions.

In AWS Marketplace reports, there are two columns that help you identify private offer transactions. The Offer ID column contains the identifier for the offer signed by the customer. The Offer Visibility column indicates whether the offer is public or private. The Monthly Billed Revenue report is generated every month and has offer visibility and offer ID information. When an invoice gets generated for a customer, it appears in the Monthly Billed Revenue report covering the appropriate billing period.

Offer Submission Process

This process is for creating relatively uncomplicated private offers. If you're creating a private offer with any of the following, you must follow the Custom Private Offers process:

  • Bring Your Own License model (BYOL)

  • Upfront billing for a suite of products

  • Unlimited access to a license for one cost

Note

You can't create private offers for 2nd party (2P), AMI Monthly, SaaS redirect, or AMI-based delivery using AWS CloudFormation products, or for limiting customer usage.

To create a private offer

  1. Sign in to the AWS Marketplace Management Portal and choose Offers.

  2. On the Manage Private Offer page, choose CREATE AN OFFER.

  3. On the Create Private Offer page, select the product from the drop-down list and enter the AWS account ID of the AWS Marketplace customer. If your customer is paying for the product in installments, select Allow buyers to pay for this product in installments (ISV only). Verify the information that you entered and then choose NEXT.

    Note

    Selecting Allow buyers to pay for this product in installments (ISV only) enables you to offer your customer a payment schedule with annual payments that aren't evenly distributed, multiple payments for a multi-year deal, or quarterly payments. For instructions on configuring your private offer for installment payments, see Flexible Payment Scheduler.

  4. On the Create an Offer page, verify the product name and buyer ID.

  5. For Step 1: Input Offer price, enter the pricing information that you negotiated with the customer.

  6. For Step 2: Upload End User License Agreement, drag and drop or upload the EULA PDF file.

  7. For Step 3: Offer Expiration and Acceptance Date, enter the number of days that the offer is valid for.

    Note

    This is the number of days after the customer accepts the offer that the terms of the agreement are active. After the number of days has lapsed, the price and EULA revert to the terms listed in the public offering.

  8. For Buyer needs to accept the offer by, enter the date when the offer is no longer available if not accepted.

    Note

    This is the date that the offer becomes null and void, and the customer can't accept the offer under the custom terms that you have specified.

  9. Choose REVIEW OFFER.

  10. On the Review Offer page, verify the offer information and the PDF file. Then do one of the following:

    • If the offer is correct, choose EXTEND OFFER.

    • If the offer is incorrect, choose EDIT OFFER and make any required changes.

The offer should appear on the Manage Private Offer page in approximately 45 minutes. To view the offer, sign in to the AWS Marketplace Management Portal and choose Private Offer. This opens the Manage Private Offer landing page.

Custom Private Offers

Custom private offers are offers that are manually published by the AWS Marketplace Business Development (BD) Operations team. This process must be used to create private offers for Bring Your Own License model (BYOL), billing upfront for a suite of products, and unlimited access to a license for one-cost contracts. The steps for each private offer type are different. The BD team will contact you if they need information specific to your private offer request.

To request a custom private offer, email the AWS Marketplace Customer Desk (mpcustdesk@amazon.com) team or work with your customer advisor or BD contact. The team will email you instructions, including forms that you must complete and return for review. After you have returned the completed forms, the team review the offer to ensure that it conforms with existing billing mechanisms and meets the minimum deal threshold. If the offer is approved, the process takes 5–7 business days from first contact with AWS Marketplace. When your private offer is published on AWS Marketplace, the AWS Marketplace Customer Desk team emails you a link to the private offer, which is visible to the buyer in their AWS Marketplace portal.

These are the process milestones:

  1. If the listing isn't public, the AWS Managed Catalog Operations (MCO) team creates a new listing to build the offer from. You need to complete the product load form and submit it to the AWS Marketplace Customer Desk. The listing is published using the standard publishing process. This adds another 3–5 business days to build the offer.

  2. You and the customer must agree to new pricing dimensions or the EULA that constitutes the private offer. For custom private offers that AWS manually publishes, a custom transaction request form (TRF) is required to delineate the details of the offer. If the customer uses the normal subscription invoicing process, you must sign the TRF, but the customer doesn't. If the customer uses nonstandard invoicing, you and the customer must sign the TRF. To get the TRF or to submit the completed TRF, email the AWS Marketplace Customer Desk or contact your customer advisor or BD contact.

  3. Your private offer is published based on the listing in milestone 1 and the subscription detail in the TRF. The offer appear on the customer’s AWS Marketplace Manage Private Offer page.

  4. A banner indicates that a private offer available is available for the customer. After the customer accepts the offer, they're invoiced for the purchase using the same tools used for all AWS Marketplace transactions. If the offer used nonstandard invoicing, AWS bills the customer directly, and the customer is granted access to the product in their library.

Custom private offers that go through this process appear in reports just like other private offers.

To create a custom private offer with a flexible payment schedule, see Flexible Payment Scheduler.

Experience for the Buyer of a Seller Private Offer

As you create and execute a private offer, you and the customer have steps to complete. The experience for the customer is as follows:

  1. A customer with a private offer can access the offer directly by the link provided to them. The link might come from the seller of record or the AWS Marketplace Customer Desk, or through the banner at the top of the page for the product that the private offer is for. The link takes the customer to the product fulfillment page, which requires the customer to authenticate with credentials (root IAM user) for the account that the offer was extended to: the payer account for the customer. Private offers must be accessed from the AWS Marketplace page. Customers can also find the most recent private offer by visiting the public product's detail page and choosing Continue to access the product's fulfillment page. After authenticating with the account’s credentials, the customer has a blue banner indicating that they have a private offer. To access the most recently created private offer for that product, the customer follows the link in the banner.

  2. When the customer is ready to accept the private offer, the customer chooses Accept Offer in the pricing box. From that point until the expiration date noted in the pricing box, any running instances, annual software purchases, metering records, or contract purchases are charged at the rates shown in the private offer. Customer use of the software doesn't change from customer usage of a product with a public offer. Whether for a deployed instance or a new instance, customer usage is charged at the new private offer price after the offer is accepted.

Subscribing to the private offer doesn't require launching a new instance of the software. Accepting the private offer modifies the price of existing instances to correspond to the private offer price. If a product offers 1-click launch, the customer can deploy a new instance of the software. If a product defaults to 1-click launch, the customer can accept a private offer without launching a new instance by choosing Manual Launch on the fulfillment page. As with all AWS Marketplace products, the customer can use the Amazon EC2 console to deploy more instances.

Reporting for Seller Private Offers

AWS Marketplace seller private offers appear on the existing seller reports and in the reports relevant to the offer. The Offer ID and Offer Visibility fields contain information about the offers.


          Example of Private Offers Reporting

The Offer ID field contains the unique offer ID generated for the private offer. It's blank unless the report entry is for a private offer. The Offer Visibility field indicates whether the report entry is a public or private offer. For all AWS Marketplace seller private offers, the entry is marked private.

Frequently Asked Questions

Product Listings

Q. Which product types are not supported by the Custom Private Offer program?

AMI monthly, products delivered using AWS CloudFormation templates that have multiple AMIs, 2nd party (2P) products, and SaaS redirect products.

Q. How do I know which product listing to use? Can the product listing I want to use support a custom private offer?

Contact the AWS Marketplace Customer Desk (mpcustdesk@amazon.com), your business development contact, or your customer advisor.

Forms and Buyer Information

Q. Can I use only the customer’s account on the TRF?

Yes. AWS Marketplace can find all linked accounts from just an account that is a payer account. Some customers have multiple payer accounts, so confirm the account structure with the customer early in your discussions.

Q. What does the customer need to know about master payer accounts and how to subscribe to a custom private offer?

The master payer account must subscribe to the private offer first. This ensures that the private pricing stays in sync across AWS Marketplace systems and the linked accounts.

Private Offer Publishing

Q. How long will it take to publish my custom private offer?

Depending on the offer requirements, expect 5–7 business days.

General Questions

Q. Are private offers available in the AWS GovCloud (US) Region?

Yes, Private Offers are available for the AWS GovCloud (US) Region provided that the users have AWS GovCloud (US) accounts.

Q. I created an AWS Marketplace seller private offer listing, but my customer is not getting the terms and conditions I provided in the offer. Why?

To receive the terms of the offer, the customer must accept the offer. You can provide a URL to the fulfillment page for the offer, or the customer can navigate to your product page on AWS Marketplace and choose the page banner that indicates there is a private offer available.

Q. Are instance sizes in the same order on the Private Offer page as they are on the product details page?

Not necessarily. The order of instance size might be different than they appear on the product detail page. As you enter prices for instance size, verify the pricing.

Q. I created an offer but can't view the fulfillment page. Why?

By default, only the customer can see the fulfillment page for the private offer. To view the fulfillment page, you must include your account when you create the offer.

Q. Is there a limit to the number of accounts I can add to an offer?

Yes. You can add 10 accounts that are payer accounts to an offer.

Q. Does an AWS Marketplace seller private offer listing enforce service limits?

No. A buyer (customer) can use or deploy as much of a service at the negotiated rate unless the ISV limits the service in some way, such as by limiting usage based on the reported entitlements for SaaS contracts products.

Q. Can an AWS Marketplace seller private offer listing update tiered pricing levels for SaaS metering automatically?

No. AWS Marketplace seller private offer listings can't change the pricing level for a given pricing tier based on timing. For example, an offer can't charge $0.80/hour for three months and then change pricing to $0.60/hour thereafter for the same pricing tier.

Q. Can an AWS Marketplace seller private offer listing upgrade contracts for SaaS Contracts products automatically?

For SaaS contracts, private offer listings don't monitor usage. Buyers can manually upgrade to new contracts levels at any time, but it is up to the ISV to define contract tiers, enforce service limitations, and advise customers to manually upgrade to higher contract tiers when needed.

Q. What is the difference between seller private offers and seller private offers for AWS Marketplace Channel?

Seller private offers are self-service. They can be created by the seller without AWS Marketplace involvement. Seller Private Offers for AWS Marketplace Channel is used to create a custom seller private offer that requires AWS Marketplace engagement and support. Creating an offer that has multiple sellers of record also requires AWS Marketplace engagement and support.

Q. What does the release of seller private offers for AWS Marketplace Channel mean for consulting partners?

Seller private offers for AWS Marketplace Channel enables consulting partners to receive custom pricing and EULA terms through AWS Marketplace. Through the use of private offer for AWS Marketplace Channel, consulting partners can consolidate more of their purchase on their AWS bill, take advantage of consolidated billing, cost analytics, and renewal management. Consulting partners can lower their software costs while buying through AWS Marketplace. If desired, consulting partners can also receive a specific EULA to cover any required custom terms.

Q. Do I need to make any changes to billing settings of my account?

Yes. You must set your billing preferences to invoicing, not credit card billing.

Q. How do I get set up on net invoicing terms?

Contact your AWS Marketplace channel account manager at awsmp-cam@amazon.com or mpcustdesk@amazon.com.

Q. Can I use seller private offer for AWS Marketplace Channel from the Amazon EC2 console? 

No, all seller private offers for AWS Marketplace Channel must start on the AWS Marketplace site to review specific terms. After you subscribe to an AMI-based product, you can use the AMI ID to deploy the product from the Amazon EC2 console. After a private offer is accepted, any products initially deployed through the Amazon EC2 console receive the new price.

Q. How do I check my usage of products purchased with a seller private offers for AWS Marketplace Channel?

Products with a private offer show up like any other AWS Marketplace product on your monthly bill. You can also use detailed billing to view your usage. Each has a line item corresponding to each type of usage. The product title is appended with “- Private Offer.”

Q. Does a seller private offers for AWS Marketplace Channel listing enforce service limits?

Seller private offers for AWS Marketplace Channel listings don't enforce a service limit. A consulting partner can use or deploy as much of a service at the negotiated rate unless the seller limits the service in some way, such as by limiting usage based on the reported entitlements for SaaS contracts products.

Q. Can a seller private offers for AWS Marketplace Channel listing automatically update tiered pricing levels for SaaS metering?

No. Seller private offers for AWS Marketplace Channel listings can't change the pricing level for a given pricing tier based on timing.  For example, an offer can't charge $0.80/hour for three months and then change pricing to $0.60/hour thereafter for the same pricing tier.

Q. Can a seller private offers for AWS Marketplace Channel listing automatically upgrade contracts for SaaS contracts products?

For SaaS contracts, private offers for AWS Marketplace Channel listings don't monitor usage. Consulting partners can manually upgrade to new contract levels at any time, but it's up to the seller to define contract tiers, enforce service limitations, and advise customers to manually upgrade to higher contract tiers when needed.

Q. I am having trouble with creating my offer. How do I get support?

Contact the AWS Marketplace Customer Desk at mpcustdesk@amazon.com.

Q. I want to create an offer and cannot figure out how to do it through the AWS Marketplace Management Portal. How do I get support?

Contact the AWS Marketplace Customer Desk at mpcustdesk@amazon.com.

Q. I am having trouble or have questions with my offer. How do I get support?

Contact the AWS Marketplace Customer Desk at mpcustdesk@amazon.com or an AWS Marketplace channel account manager at awsmp-cam@amazon.com.