--- title: "What a Marketplace Dollar Actually Costs You" url: https://www.suger.io/resources/blog/what-a-marketplace-dollar-costs-you/ canonical: https://www.suger.io/resources/blog/what-a-marketplace-dollar-costs-you/ type: Blog description: "AWS Marketplace fees explained with worked arithmetic: listing fee tiers by contract value, the 20% server rate, CPPO uplift, and the 0.5% services fee." --- # What a Marketplace Dollar Actually Costs You > Canonical HTML version: https://www.suger.io/resources/blog/what-a-marketplace-dollar-costs-you/ 1. [Home](/) 2. / 3. [Resources](/resources/) 4. / 5. [Blog](/resources/blog/) 6. / 7. What a Marketplace Dollar Actually Costs You # What a Marketplace Dollar Actually Costs You AWS Marketplace fees are not one number. They move with product type, offer type, contract value, the channel, and the buyer's country — with worked arithmetic for each. [![Shirley Guo](/authors/shirley-guo.jpg)](/resources/blog/author/shirley-guo/) [Shirley Guo](/resources/blog/author/shirley-guo/) Aug 6, 2026 ![What a Marketplace Dollar Actually Costs You](/images/blog/what-a-marketplace-dollar-costs-you/hero.png) Explore AI Summary [![](/logos/company/openai.svg)](https://chat.openai.com/?q=Read%20and%20summarize%20https%3A%2F%2Fwww.suger.io%2Fresources%2Fblog%2Fwhat-a-marketplace-dollar-costs-you%2F%2C%20then%20cite%20the%20source.%20Focus%20on%20what%20it%20says%20about%20AWS%2C%20Billing%20%26%20Metering. "Summarize with ChatGPT")[![](/logos/company/anthropic.svg) ](https://claude.ai/new?q=Read%20and%20summarize%20https%3A%2F%2Fwww.suger.io%2Fresources%2Fblog%2Fwhat-a-marketplace-dollar-costs-you%2F%2C%20then%20cite%20the%20source.%20Focus%20on%20what%20it%20says%20about%20AWS%2C%20Billing%20%26%20Metering. 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"Summarize with Perplexity") Table of Contents - [How much does AWS Marketplace charge sellers?](#how-much-does-aws-marketplace-charge-sellers) - [The arithmetic, deal by deal](#the-arithmetic-deal-by-deal) - [The cost lines nobody puts in the model](#the-cost-lines-nobody-puts-in-the-model) - [What the fee buys](#what-the-fee-buys) - [Frequently asked questions](#frequently-asked-questions) - [Takeaways](#takeaways) _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](/resources/blog/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](/resources/blog/cppo-vs-mpo-multiparty-private-offers/) 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](/resources/guides/marketplace-billing/) 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](/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](/resources/blog/aws-edp-what-sellers-need-to-know/) 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](/platform/billing-metering/) ties every transaction, fee, and disbursement back to the agreement it came from. ### Stay Updated Get the latest Cloud GTM insights, product updates, and marketplace strategies delivered to your inbox.