You Built a Great Product. Now Where Are the Enterprise Deals?

You've got a compelling SaaS product, a sales team that knows how to close, and a pipeline full of enterprise prospects. But quarter after quarter, the same friction appears: procurement drags on, legal red-lines your MSA for weeks, and IT security wants a risk assessment before anyone signs.

AWS Marketplace isn't just a distribution channel anymore — it's the fastest path through enterprise procurement. Over 400,000 active customers transact on AWS Marketplace, and deals that once took six to nine months close in days when the buyer can check out using their existing AWS account.

Step 1: Register as an AWS Partner

Everything starts in the AWS Partner Network (APN). Go to aws.amazon.com/partners and create a partner account. The process is free and takes less than 30 minutes. Navigate to the AWS Marketplace Management Portal (AMMP) to register as a seller, provide tax and banking information.

Step 2: Complete the Foundational Technical Review (FTR)

The FTR is AWS's security and architectural baseline for ISVs. It evaluates your product across security, reliability, performance efficiency, and operational excellence. Start your FTR early — at least 8 weeks before your target launch date.

Step 3: Choose Your Listing Type

AWS Marketplace supports several listing types: SaaS Listings (most common), AMI Listings (infrastructure software), Container Listings, and Professional Services. For most SaaS companies, SaaS Contracts is the right starting point — it unlocks MACC eligibility and maximizes deal velocity.

Step 4: Define Your Pricing Model

You need to define dimensions — the units you're charging for — before configuring pricing. Common dimensions include seats/users, API calls, data processed, and events ingested. Private Offers let you negotiate custom pricing with individual buyers — how 80% of enterprise deals actually close.

Step 5: Configure Metering

If using usage-based pricing, implement the AWS Marketplace Metering Service. Your application must call the MeterUsage API once per hour per dimension per customer. This integration is where ISVs without dedicated DevOps capacity get stuck.

Step 6: Prepare Your Listing Assets

Required assets include product title, short and long descriptions, highlights, product logo, screenshots, categories and keywords, and support information.

Step 7: Build Your Fulfillment URL and Webhook

AWS requires a Fulfillment URL that handles new subscriber registration and an SNS subscription to receive subscription lifecycle events.

Step 8: Test in the Sandbox

AWS provides a test environment where you can simulate the complete subscriber flow without real money changing hands.

Step 9: Submit for AWS Review

Review typically takes 3–7 business days. Most first-time submitters go through at least one revision cycle.

Step 10: Enroll in ISV Accelerate

Benefits include access to AWS Sales teams, reduced listing fees, priority placement, and SaaS Revenue Recognition.

The No-Engineering Path

Automatum eliminates the engineering work. Our platform handles metering integration, subscriber lifecycle management, private offer creation, and analytics — all without you writing a line of Marketplace-specific code. We've taken 60+ ISVs through this process.

Automatum can take you from zero to listed in as little as four weeks. Book a conversation with our team to map out your path to launch.