AWS Marketplace vs Direct

Pricing differences.

Overview

AWS Marketplace vs direct purchase chooses how customers procure software. Marketplace consolidates the customer’s bill at the cost of AWS commission; direct keeps the full margin at the cost of per-vendor procurement.

• Pricing differences. Marketplace adds AWS commission (typically 3-5%); direct keeps the full vendor margin.
• Procurement simplicity. Marketplace consolidates onto the AWS bill; enterprise procurement teams already have the AWS contract.
• Direct: lower vendor cost. No AWS commission; the buyer who cares about price picks direct.
• Direct plus hybrid. Per-vendor PO and contract for direct; dual listing supports both paths and lets customers choose.

The approach

The practical approach: dual listing supports both paths, Marketplace for enterprise simplicity, direct for cost-sensitive buyers, customer chooses, documented differences. The team’s discipline produces customer choice without operational tax.

• Dual listing. Both AWS Marketplace and direct; supports the customer’s procurement preference.
• AWS Marketplace for enterprise. Procurement consolidation; the customer uses existing AWS contract terms.
• Direct for cost-sensitive. Lower vendor cost; the buyer who runs the math picks the cheaper path.
• Per-customer choice. Customer picks the procurement path; the vendor does not impose.
• Document the differences. Per-path rationale published; supports buyer decisions and operational reviews.

Why this compounds

The discipline compounds across customer cohorts. Each correct procurement path produces ongoing customer satisfaction; the team’s commercial maturity grows; the procurement story matches buyer reality.

• Better customer fit. Right procurement for the customer; the buyer experiences a path that matches their existing process.
• Better revenue. Marketplace expands reach; AWS-committed buyers buy through Marketplace by default.
• Better operational fit. Right path matches customer ops; the contracts and POs flow through familiar systems.
• Institutional knowledge. Each path teaches procurement patterns; the team’s commercial muscle grows.

AWS Marketplace vs direct is a commercial decision that pays off across years. Nova AI Ops integrates with AWS Marketplace, surfaces patterns, and supports the team’s commercial discipline.