We hosted our second SaaS Mondays , Live on Fridays on Friday. Topic: The Importance of Cloud Marketplaces in Bringing New SaaS Offerings to Market Host: Michael Cooper, GTM Lead at Omnistrate

Featured Guests:

• Sridhar Adusumilli – CEO, Labra.io
• Markus Kaiserr – AWS Architect
• Bill Tarr – AWS SaaS Factory

Here is a summary of the session, and a link to the the recording if you missed it.

Cloud Marketplaces Are Now Table Stakes for SaaS Startups

Just a few years ago, AWS Marketplace was seen as a nice-to-have. Today? It's a strategic requirement for SaaS startups that want to break into the enterprise space.

Whether you’re trying to close your first six-figure deal or scale with Fortune 500s, the signal is clear: you need to meet your customers where they buy — and that’s increasingly through AWS Marketplace.

📈 AWS Marketplace Is Booming

Here are a few eye-opening stats that highlight just how far AWS Marketplace has come:

• 350,000+ active buyers use AWS Marketplace each month
• $8B+ in annual transaction volume, and growing fast
• Several ISVs now exceed $1B in annual sales through Marketplace alone
• Listings have grown 40%+ YoY, reflecting the surge in SaaS vendor adoption.

A rising number of large enterprise customers now require Marketplace purchases to count against committed AWS spend (EDP/PPA).

“If you’re building B2B SaaS and you’re not planning around Marketplace — you’re already behind,” said Michael Cooper, GTM Lead at Omnistrate.

Why Startups Must Integrate with AWS Marketplace Early

From simplifying procurement to enabling faster co-sell motions, AWS Marketplace delivers real-world advantages:

• Simplifies Enterprise Procurement: Marketplace makes you a line item on your customer’s AWS bill — bypassing legal, security, and procurement bottlenecks.

• Speeds Up Deal Cycles: With private offers and standardized contracts, startups can close deals in days rather than months.

• Unlocks Access to Committed Spend: Enterprise buyers love that Marketplace purchases count toward their AWS EDP/PPA discounts — making your solution an easier internal “yes.”

• Opens Doors to AWS Co-Sell: Marketplace listings integrated with the AWS ACE platform allow field sellers to bring you into deals and vice versa — giving you warm introductions to AWS accounts.

🛠️ What the Integration Actually Involves (Briefly)

At a technical level, SaaS startups need to:

• Select a listing model – typically SaaS Contract or Subscription
• Implement a few APIs – such as ResolveCustomer and MeterUsage, for entitlement and billing
• Build a landing page – for registration and account linking
• Complete AWS’s FTR (Foundational Technical Review) – to meet architecture and security standards.

It’s a manageable lift — but time-consuming and error-prone for first-timers.

This Is Where Partners Like Labra.io Come In

If the AWS Marketplace ecosystem feels like an acronym soup (ACE, PPA, FTR, CPPO…), you’re not alone. That’s why startups turn to experienced AWS Marketplace partners like Labra.io to guide the way.

Labra Helps Startups:

• Get Listed — Fast: Labra has helped dozens of SaaS companies go from “we need to be on Marketplace” to “live listing” in a matter of days — not weeks or months. They abstract away the complexity of API integrations, usage metering, and buyer registration.

• Avoid Common Pitfalls: From choosing the right pricing model to configuring private offers and understanding compliance flags, Labra helps avoid costly mistakes that delay launches.

• Provide a No-Code Marketplace Integration Layer: No engineering time? No problem. Labra provides a configurable solution to handle registration, billing integration, and lifecycle management without requiring you to build anything from scratch.

• Enable Co-Sell with AWS: Labra doesn’t just get you listed — they prepare your team to co-sell effectively with AWS field teams.

That includes: - Guidance on deal registration via AWS ACE - Aligning your offering to AWS field seller incentives - Packaging deals as Private Offers or CPPOs (Channel Partner Private Offers)

📈 Support Post-Launch Growth

Once you’re live, Labra helps you evolve beyond tactical listings to treat Marketplace as a scalable GTM channel — supporting free trials, renewals, expansions, and partner-led deals.

“We don’t just help startups get listed — we help them build repeatable revenue through Marketplace,” said Sridhar Adusumilli, CEO of Labra.io.

Beyond Listings: Marketplace as a Growth Engine

AWS Marketplace has matured far beyond a billing mechanism. Here’s how startups are leveraging it in 2025:

• Product-led growth via Free Trials
• Compliance-as-a-signal through Vendor Insights (SOC 2, ISO 27001)
• Multi-party selling with CPPO
• Global reach with built-in tax compliance and billing support

Bill Tarr from AWS SaaS Factory emphasized this shift: “We’ve gone from ‘Marketplace is nice’ to ‘Marketplace is critical.’ Especially for startups targeting enterprise, this isn’t optional anymore.”

Final Thoughts: SaaS Startups Can’t Afford to Wait

Whether you’re just starting out or scaling into the enterprise, integrating with AWS Marketplace is no longer a “maybe someday” — it’s a strategic priority.

And if you’re unsure where to begin or already feeling behind — you don’t have to go it alone.

Ready to Launch Your Marketplace Strategy?

🧩 Need help integrating with AWS Marketplace fast?

📈 Want to enable co-sell and start closing deals through AWS?

🎯 Need advice on Marketplace pricing, packaging, or positioning?

Talk to the experts:

👉 Get in touch with Labra.io

👉 Explore Omnistrate’s SaaS solutions

And don’t forget to follow us for the next SaaS Mondays, Live on Fridays session!