The AWS Marketplace listing fee is a percentage of pre-tax total contract value that varies by product type, offer type, contract size, channel involvement, and buyer region. There is no single marketplace fee — and the difference between the best and worst case on the same revenue is large enough to change a pricing decision.
“What does the marketplace take?” is the first question finance asks, and the honest answer is a table, not a number.
That answer is unsatisfying but useful, because the variables are ones you control. Deployment method, offer type, contract size, whether a partner transacts, and how you structure a renewal all move the rate — sometimes by more than an order of magnitude on the same dollar of revenue.
Everything below comes from AWS’s published listing fee schedule, effective 5 January 2024, with the professional services change of June 2026. No modelled figures, no internal numbers.
How much does AWS Marketplace charge sellers?
AWS Marketplace charges a listing fee calculated on the pre-tax total contract value (TCV) of a transaction. There is no fee for having a product available — you pay when you sell.
For public offers, the fee is set by deployment method:
- SaaS — 3%
- Server (Amazon Machine Image, container, and machine learning) — 20%
- AWS Data Exchange — 3%
For private offers, the fee is set by contract value instead:
- Less than $1M — 3%
- $1M to less than $10M — 2%
- $10M or more — 1.5%
- All renewals — 1.5%
Two modifiers stack on top. Channel Partner Private Offer (CPPO) products carry a 0.5% uplift on the listing fee, regardless of offer type or deployment method. And professional services offerings have a 0.5% listing fee for private offers — reduced from 2.5% on 16 June 2026, with new private offers receiving the reduced rate and existing offers and subscriptions keeping their original terms.
Regional fees are additive where they apply. AWS publishes an additional 1% for South Korea, effective 1 April 2025 — so a SaaS private offer under $1M to a South Korean buyer is 4%, not 3%.
The arithmetic, deal by deal
The rates only mean something applied to a deal. Five worked examples, using the published schedule.
1. A $250,000 SaaS private offer, direct.
TCV is under $1M, so the private offer rate is 3%.
$250,000 × 3% = $7,500 — you net $242,500.
2. The same $250,000 deal, sold through a channel partner at 15% margin.
CPPO adds 0.5%, taking the rate to 3.5%. Critically, AWS calculates the listing fee on the discounted price the ISV offers the channel partner, not the customer’s price.
$250,000 − 15% = $212,500 to you.
$212,500 × 3.5% = $7,437.50
You net $205,062.50 — the channel cost you $37,437.50 against the direct case, of which the marketplace uplift is a rounding error and the partner margin is everything.
3. A $2,000,000 SaaS private offer.
TCV crosses into the second tier, so the rate is 2%.
$2,000,000 × 2% = $40,000.
Had that same revenue arrived as four separate offers of $500,000, each would sit in the 3% band: $2,000,000 × 3% = $60,000. Structuring one contract instead of four saved $20,000 — the tiers reward consolidation, and splitting a deal for administrative convenience has a price.
4. Renewing that $2,000,000 agreement.
All renewals are 1.5%.
$2,000,000 × 1.5% = $30,000, against $40,000 on the original. Marketplace revenue gets cheaper as it ages, which is worth knowing before you model marketplace as a permanently expensive channel.
5. A $250,000 transaction on a server product, public offer.
$250,000 × 20% = $50,000.
The same revenue as example 1, at 6.7× the fee, because of deployment method alone. This is the single largest fee lever on AWS Marketplace, and it is a product packaging decision, not a pricing one.
And for services: a $100,000 professional services private offer now costs $100,000 × 0.5% = $500, against $2,500 under the previous 2.5% rate. If you have been keeping services off the marketplace on fee grounds, that assumption is out of date — selling professional services on AWS Marketplace covers what qualifies.
The cost lines nobody puts in the model
The listing fee is the visible cost. Four others are real and routinely omitted.
The discount you gave to win the deal. Marketplace transactions frequently carry a negotiated discount that direct deals would not. If a marketplace deal closes at 10% off list to secure committed-spend drawdown, that 10% dwarfs a 3% listing fee. Model them together or you are optimising the smaller number.
Channel margin. As example 2 shows, partner margin is the dominant cost in any resold deal. The marketplace uplift is 0.5%; the partner is fifteen or twenty times that. CPPO vs MPO covers how each cloud handles it.
Working capital. Marketplace revenue arrives as a disbursement on the marketplace’s schedule, net of fees, after the buyer pays. That gap between recognising revenue and holding cash is a financing cost even when it never appears as one. Marketplace billing and revenue operations covers the disbursement cycle.
Operations. Every marketplace adds a console, an offer format, an entitlement model, and a reconciliation job. That cost is a headcount question long before it is a tooling question — and the reason to compare platform pricing against the hours it replaces rather than against the listing fee.
What the fee buys
Set against all of it: a marketplace transaction can draw down the customer’s committed cloud spend, arrives through a procurement path they already approved, and skips the vendor onboarding cycle that stalls enterprise deals. For a customer sitting on an AWS EDP commitment, buying through the marketplace is spending money they have already promised to spend.
That is what the percentage is for. The question is never “is 3% expensive” in the abstract — it is whether 3% buys a shorter cycle and a larger deal than the alternative. For most enterprise motions it does. For a high-volume, low-value self-serve product delivered as a server image at 20%, it may not, and the correct response is to change the packaging rather than abandon the channel.
Frequently asked questions
What are AWS Marketplace fees for sellers? AWS charges a listing fee on the pre-tax total contract value. Public offers are 3% for SaaS and AWS Data Exchange and 20% for server products. Private offers are tiered by contract value: 3%, 2%, or 1.5%.
Does AWS charge to list a product? No. There is no fee for having a product available on AWS Marketplace. The listing fee applies only when a transaction happens.
How much does a CPPO deal cost? Channel Partner Private Offer products carry a 0.5% uplift on the listing fee regardless of offer type or deployment method. The fee is calculated on the discounted price the ISV offers the channel partner.
What is the AWS Marketplace fee for professional services? All professional services offerings have a 0.5% listing fee for private offers, reduced from 2.5% on 16 June 2026. Existing offers and subscriptions keep their original terms.
Are renewals cheaper on AWS Marketplace? Yes. All private offer renewals are charged at 1.5%, regardless of the tier the original contract fell into.
Are there extra fees by country? Yes, and they’re additive. AWS publishes an additional 1% regional listing fee for South Korea, effective 1 April 2025, on top of the standard rate.
Takeaways
- There is no single marketplace fee. Deployment method, offer type, contract value, channel, and buyer region each move it.
- Deployment method is the biggest lever: 3% for SaaS against 20% for server products on the same revenue.
- Tiers reward consolidation. One large private offer can cost materially less than several smaller ones for identical revenue.
- Renewals are 1.5%, so marketplace revenue gets cheaper as it ages.
- The professional services rate is now 0.5%. If services stayed off the marketplace on fee grounds, revisit that decision.
- Model the discount, the channel margin, and the disbursement lag alongside the fee. They are usually larger than it is.
Fees are the visible cost; reconciliation is the expensive one. See how marketplace billing and metering in Suger ties every transaction, fee, and disbursement back to the agreement it came from.
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