The Fee Structure Nobody Explains Clearly
Cloud marketplace fees are simultaneously simple and confusing. Simple because the base commission is straightforward: 3–5% of transaction value. Confusing because the actual fee depends on listing type, deal structure, partner involvement, and program enrollment.
AWS Marketplace Fees
| Category | Rate |
|---|---|
| Standard SaaS | 3% |
| AMI/Container (annual) | 3% |
| AMI/Container (hourly) | 5% |
| ISV Accelerate co-sell deals | As low as 1.5% |
| Professional Services | 3% |
AWS disbursement: Net 60 from the end of the month in which the customer paid.
Azure Marketplace Fees
| Category | Rate |
|---|---|
| Standard (all listing types) | 3% |
| IP Co-Sell eligible deals | 3% (same rate, but with co-sell benefits) |
| MPO (Multiparty Private Offers) | 3% on ISV portion |
Azure disbursement: Net 30–45 from the transaction date.
GCP Marketplace Fees
| Category | Rate |
|---|---|
| Standard (all listing types) | 3% |
| MCPO program participants | 3% (offset by consumption incentives) |
GCP disbursement: Net 30–45 from the transaction date.
Net Revenue Example
On a $100,000 deal:
- AWS (standard): $97,000 net to ISV
- AWS (ISV Accelerate): $98,500 net to ISV
- Azure: $97,000 net to ISV
- GCP: $97,000 net to ISV
Hidden Fee Considerations
- Payment processing: Marketplace handles payment processing — no additional Stripe/payment gateway fees
- Currency conversion: Handled by the marketplace at standard FX rates
- Refunds: The fee on refunded transactions is typically returned to the ISV
- CPPO/MPO partner margin: This is not a marketplace fee — it's the channel partner's markup
Fees in Context
A 3% marketplace fee on a deal that closes 60 days faster has a net-positive financial impact when you account for the time value of revenue and the reduction in direct sales cost. Marketplace fees should be evaluated as a customer acquisition cost, not as a margin reduction.
Automatum's analytics dashboard shows your net revenue after fees across all three marketplaces. Visit automatum.io to see your true marketplace economics.
No spam. Just the latest releases and tips, interesting articles, and exclusive interviews in your inbox every week.
.svg)
