How AWS Partners can use Labra and CPPOs to co-sell more efficiently

AWS helps ISVs to optimize selling software, and enterprises to optimize procurement, on AWS Marketplace by offering an alternative to public list pricing: Marketplace Private Offers (MPPOs), usually shortened to just Private Offers. Enterprise Buyers can use MPPOs to buy software on specific terms but still leverage the standard Marketplace contracts and AWS budget. 

However, AWS have taken the Private Offer concept further with Consulting Partner Private Offers (CPPOs) for two reasons:

1. Some enterprises want to procure software indirectly from their trusted Consulting Partners and not directly from an ISV.
2. Some ISVs are “channel-led” and want to extend their Buyer reach through Consulting Partners.

How do CPPOs work?

CPPOs connect the triangle between Buyer, ISV, and Consulting Partner. There are two steps in the process:

1. ISV and Consulting Partner create a Resell Agreement in the Marketplace portal.
2. The Consulting Partner creates a Private Offer for the Buyer, based on that Resell Agreement, in the AWS Marketplace portal

CPPO benefits for the ISV, the Consulting Partner, and the Buyer

How the Labra platform makes CPPOs more efficient

The Labra platform builds upon the efficiency of the AWS Marketplace by optimizing processes like CPPO in three ways:

1. Bring user tasks into their CRM rather than having to use multiple portals.
2. Automated workflows, notifications and updating the CRM.
3. Improve data and visibility for smoother cloud commerce that can scale.

The optimization of CPPO can be seen when comparing how they are managed without and with the Labra platform:

CPPO without Labra - Unoptimized	CPPO with Labra - Optimized
Partner staff need to manually use AWS Marketplace portal and their CRM to create and track CPPOs.	CPPO actions like Create Resell Agreement brought into CRM, removing the need to use AWS Marketplace Portal.
Manually communicate with Consulting Partners via email, making manual CRM updates.	Agreement is automatically sent to the Reseller.
Manual checking of CPPO status through its lifecycle, with manual CRM updates.	CRM is automatically updated as the agreement status updates.
Manual tracking of disbursements in numerous AWS Marketplace portal reports with CRM.	The Labra Platform will also be sending notifications/reminders on all important events

Table 2: The benefits of using Labra for CPPOs

Summary

AWS Marketplace makes software procurement more efficient, and CPPOs increase this efficiency by enabling co-sell between an ISV and a Consulting Partner.

Labra is a Distributed Cloud Commerce Management platform that accelerates cloud commerce for ISVs and Consulting Partners through the framework of Build-Market-Co-sell.

ISVs can manage CPPO Resell Agreements from within their CRM and make Private Offers to buyers.

Automation in the Labra platform ensures that the workflow happens and the CRM is updated so the partner never misses an offer and always has accurate, up-to-date information.