I've had our products listed on AWS Marketplace for a while now, but I'm not seeing much traction. I'm curious for those who have succeeded (or chosen to focus less on it):
* Did you find that AWS Marketplace helped you generate new leads, or was it more about closing existing deals?
* What specific strategies did you employ that made a difference (like private offers, aligning sales teams, utilizing AWS co-sell opportunities, or increasing marketing spending)?
* How long did it take for you to notice any meaningful impact?
I'm eager to learn from real experiences to figure out how much effort we should invest in this channel.
1 Answer
From my experience, AWS Marketplace doesn't really create a lot of brand new demand by itself. It's most effective when it's used to speed up deals or clear up procurement hurdles, especially if the buyer already knows they want your product. It's easy for teams to assume that just being listed will lead to discovery, but it really doesn't work that way. Tight collaboration with your field sales teams and using private offers definitely helped me simplify things like billing and security. If your traction is low, think of Marketplace more as a support tool rather than a primary channel for growth.
Yeah, totally agree! Most of the time, I’ve only heard about products on the marketplace from the vendor themselves suggesting it, or offering a private deal. I rarely browse the marketplace for new solutions.