AWS CPPO & Azure MPPO: Reseller Guide for ISVs (2026)

CPPO (Channel Partner Private Offer) is AWS Marketplace's mechanism for enabling authorized channel partners and consulting partners to resell an ISV's listing to their end customers. MPPO (Multi-Party Private Offer) is the Azure equivalent, allowing Microsoft partners to create custom private offers on behalf of an ISV. Both allow ISVs to support a reseller channel through the cloud marketplace without managing billing directly with each partner.

What are CPPO and MPPO?

Both programs solve the same problem: standard marketplace listings are a two-party transaction between the ISV and the buyer. When a channel partner is involved — managing the customer's AWS or Azure account, bundling your product into their managed services, or earning a margin for driving the deal — there is no standard way to accommodate that in a direct private offer.

CPPO and MPPO introduce a third party into the transaction:

• The ISV sets a wholesale price they will accept from the channel partner.
• The partner creates a custom offer to the end customer at their own price, building in their margin.
• The end customer purchases through the partner's account, using the same MACC/EDP committed spend drawdown as any other marketplace transaction.

The ISV receives their wholesale price (minus the cloud provider's transaction fee). The partner receives the difference between the end-customer price and the wholesale price. Everyone wins — and the entire transaction happens inside the cloud provider's billing ecosystem.

Why reseller offers matter

For many ISVs, a significant share of enterprise deals flow through a channel: managed service providers (MSPs) that manage the customer's cloud environment, value-added resellers (VARs) that bundle complementary products, or technology consulting partners who bring the customer to the deal.

Without CPPO or MPPO, these partners face a hard choice: either the customer purchases your product directly from your marketplace listing (cutting the partner out of the transaction), or the deal happens off-marketplace (losing the committed spend drawdown advantage). Both outcomes reduce close rates.

Enabling CPPO/MPPO lets ISVs:

• Close deals where an MSP or VAR manages the buyer's account and insists on being in the transaction.
• Let partners include your product in their managed services bundles — sold as a combined offer through the marketplace.
• Support partner-sourced pipeline without taking over the partner relationship.
• Preserve the committed spend drawdown (EDP, MACC) for the end customer — making their purchase budget-neutral from procurement's perspective.

AWS CPPO: Channel Partner Private Offer

AWS introduced CPPO as part of its commitment to enabling partners in the AWS Marketplace ecosystem. It is the most mature of the three cloud reseller programs.

How AWS CPPO works

1. The ISV creates a distributor offer — a private price floor they will accept from the channel partner. This is not the end-customer price; it is the ISV's minimum acceptable wholesale price.
2. The channel partner (a registered AWS APN Partner with CPPO access) sees the ISV's distributor offer in the AWS Seller Management Portal.
3. The partner creates a Channel Partner Private Offer (CPPO) to a specific end customer — their own price above the ISV's wholesale floor, with their margin built in.
4. The end customer receives the CPPO, visible only to their specific AWS account. They accept and subscribe as they would any private offer.
5. AWS collects payment from the end customer. The ISV receives the wholesale price minus the 3% AWS transaction fee. The partner receives the margin (end-customer price minus wholesale price).

AWS CPPO requirements

• The ISV must have a transactable listing on AWS Marketplace (SaaS subscriptions or SaaS contracts).
• The partner must be a registered AWS APN Partner. Not all APN partners can create CPPOs automatically — AWS must enable CPPO access for specific partners.
• The ISV must explicitly authorize the specific partner to create CPPOs from their listing.
• Each CPPO is scoped to a specific end customer account — the partner designates which buyer account can accept the offer.

AWS CPPO key facts

• The distributor offer does not expire automatically — it remains available for the partner to create CPPOs from until the ISV removes it.
• Individual CPPOs have their own expiry dates, set by the partner when creating the offer.
• ISVs can track CPPO-sourced revenue separately in the AWS Seller Management Portal.
• EDP (Enterprise Discount Program) drawdown applies to CPPO transactions — the end customer can use their EDP committed spend.
• AWS ISV Accelerate co-sell incentives can apply to CPPO deals, depending on the specific program terms for each partner type.

Azure MPPO: Multi-Party Private Offer

Microsoft introduced Multi-Party Private Offers (MPPO) to bring channel resell mechanics to Azure Marketplace. It works within the Partner Center ecosystem, which Microsoft partners already use for CSP and co-sell activities.

How Azure MPPO works

1. The ISV creates a private plan in Partner Center that they make available to authorized partners for MPPO use.
2. A Microsoft partner (CSP-authorized or direct Microsoft partner with appropriate designations) creates an MPPO using the ISV's private plan as a base.
3. The partner customizes pricing and terms for their specific end customer — building in their margin above the ISV's plan pricing.
4. The end customer receives the MPPO through Azure Marketplace. They accept and purchase through the partner's offer.
5. Microsoft collects payment. The ISV and partner receive their respective amounts based on the agreed pricing structure.

Azure MPPO requirements

• The ISV must have a transactable SaaS listing on Azure Marketplace, managed through Partner Center.
• The partner must be an authorized Microsoft Partner — typically a CSP partner or an MPN/MCE partner with the right designations for MPPO access.
• The ISV must enable their listing for multi-party offer creation in Partner Center settings.

Azure MPPO key facts

• The 3% Azure transaction fee applies to the partner's end-customer sale price.
• MPPO supports both the ISV co-sell motion and the partner's CSP motion — a single MPPO can count toward both the ISV's and the partner's co-sell metrics.
• MPPO integrates with the Microsoft Partner Center deal registration system — partners can register the MPPO deal for co-sell credit.
• ISVs retain visibility into MPPO transactions through Partner Center reporting.

GCP: Reseller offers

As of 2026, Google Cloud Marketplace does not have a formal equivalent to AWS CPPO or Azure MPPO. There is no structured three-party mechanism where a partner creates their own marketplace offer on top of an ISV's listing with a distinct wholesale/retail price split.

ISVs working with GCP-focused reseller partners typically handle this in one of two ways:

• Direct private offer with partner margin embedded: The ISV creates a private offer directly to the end customer, but prices it at a level that accounts for the partner's involvement. The partner and ISV settle the margin separately off-marketplace.
• Out-of-marketplace billing: The partner bills the customer directly and the ISV transacts with the partner separately, outside the GCP Marketplace billing system. This forfeits the committed use discount (CUD) drawdown advantage.

GCP's partner marketplace selling capabilities are evolving. ISVs with active GCP partner relationships should check with their Google partner manager for the latest partner-led selling options — this area is developing faster than the public documentation reflects.

CPPO vs MPPO: side-by-side comparison

When to enable CPPO/MPPO

Not every ISV needs reseller offer programs from day one. Consider enabling CPPO or MPPO when:

• You have active channel partnerships where partners bring you enterprise deals and expect to be in the transaction.
• An enterprise buyer is purchasing through a managed service provider that manages their AWS or Azure account — and the MSP needs to control the billing relationship.
• A partner manages the customer's cloud environment and wants to bundle your product into their managed services offer.
• You want to enable a partner-led motion where partners drive pipeline independently, and you provide the product at a wholesale rate.
• Deals are stalling because partners cannot structure the transaction to include their margin inside the marketplace.

Frequently asked questions