The Language of Cloud Marketplace

Cloud marketplace comes with its own dense vocabulary — acronyms, program names, and technical terms that insiders use fluently and newcomers find baffling. This glossary covers the 50 most important terms organized by category.

General Marketplace Terms

• Cloud Marketplace: A digital storefront operated by a cloud provider (AWS, Azure, GCP) where third-party software vendors list and sell their products to cloud customers.
• ISV (Independent Software Vendor): A company that develops and sells software. In marketplace context, the seller listing products on cloud marketplaces.
• Transactable Listing: A marketplace listing where buyers can subscribe and pay directly through the marketplace. Required for co-sell programs and committed spend eligibility.
• Private Offer: A custom-priced marketplace listing visible only to a specific customer account. The primary mechanism for enterprise deals.
• Public Listing: A marketplace listing with standard pricing visible to all marketplace visitors.
• Committed Spend: A multi-year financial commitment a customer makes to a cloud provider, which marketplace purchases can count against.
• Co-Sell: A joint selling motion between an ISV and a cloud provider's field sales team.

AWS-Specific Terms

• ACE (APN Customer Engagements): AWS's portal for managing co-sell opportunities with AWS field sales.
• AMMP (AWS Marketplace Management Portal): The seller console for managing AWS Marketplace listings.
• APN (AWS Partner Network): AWS's partner program. Membership required for marketplace listing.
• CPPO (Channel Partner Private Offers): AWS mechanism allowing channel partners to create private offers on behalf of ISVs.
• EDP (Enterprise Discount Program): AWS's committed spend program. Marketplace purchases count toward EDP commitments.
• FTR (Foundational Technical Review): AWS's security and architectural review for ISV products.
• ISV Accelerate: AWS's co-sell program for marketplace-listed ISVs. Provides fee reductions and field sales access.
• Seller Prime: Top-tier designation within ISV Accelerate for high-performing marketplace sellers.
• MeterUsage API: AWS API for reporting usage-based consumption to the marketplace billing system.

Azure-Specific Terms

• MACC (Microsoft Azure Consumption Commitment): Azure's committed spend program. MACC-eligible purchases count toward the customer's commitment.
• IP Co-Sell Eligible: The highest co-sell tier on Azure, where Microsoft sellers have financial incentive to recommend your product.
• MPO (Multiparty Private Offers): Azure mechanism for three-party marketplace deals (ISV + channel partner + customer).
• ACR (Azure Consumed Revenue): Revenue metric tracking Azure infrastructure consumption driven by an ISV's product.
• Partner Center: Microsoft's portal for managing Azure Marketplace listings and co-sell activities.
• AppSource: Microsoft's business application marketplace (now unified with Azure Marketplace).
• App Accelerate: Microsoft's benefits program for commercial marketplace publishers.

GCP-Specific Terms

• CUD (Committed Use Discounts): GCP's committed spend mechanism. Marketplace purchases can count against CUDs.
• ISV Solution Connect: GCP's co-sell program matching ISV solutions with Google Cloud customer needs.
• MCPO (Marketplace Consumption Partner Offer): GCP incentive program rewarding ISVs who drive GCP consumption.
• MCCP (Marketplace Cloud Consumption Partner): GCP program for accelerating co-sell between ISVs and Google Cloud field sales.
• Partner Advantage: Google Cloud's partner program framework.
• Cloud Commerce Procurement API: GCP's API for managing marketplace billing integration.

Pricing and Billing Terms

• Metering: The process of measuring and reporting software usage to the marketplace for billing purposes.
• Dimensions: The units you charge for on marketplace (seats, API calls, GB processed, etc.).
• SaaS Contract: A marketplace pricing model based on upfront commitments for defined entitlements.
• Usage-Based Pricing: Pricing where the customer pays based on actual consumption of defined dimensions.
• Flexible Payment Scheduler: AWS feature allowing installment billing for annual or multi-year contracts.
• Disbursement: The payout from the marketplace provider to the ISV after commission deduction.

Partnership Terms

• PDM (Partner Development Manager): Your primary point of contact at the cloud provider for co-sell strategy.
• PDR (Partner Development Representative): Cloud provider role focused on pipeline generation with ISV partners.
• Channel Partner: A reseller, distributor, or managed service provider who sells ISV products to end customers.
• VAR (Value Added Reseller): A channel partner who adds services or customization to an ISV product before reselling.
• SI (Systems Integrator): A company that specializes in implementing and integrating technology solutions for enterprise customers.
• CSP (Cloud Solution Provider): Microsoft's channel partner designation for companies authorized to resell Azure services.

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