The marketplace ecosystem continues to grow, with Canalys predicting that sales of cloud marketplaces like AWS, Azure and GCP will expand at a compound annual growth rate (CAGR) of 85% and reach $45 billion by 2025. This is an enormous opportunity for ISVs to sell their products on these marketplaces and close deals faster. For Independent Software Vendors (ISVs), cloud marketplace operations involve managing the entire life cycle of their marketplace listed offers efficiently to accelerate deals and boost revenue. At its core, Cloud Marketplace Operations is concerned with the following key workflows:
Key Cloud Marketplace Operations Workflows:
- Simplifying Listing Management on Cloud Marketplaces
- Ensuring your Offer is a Transactable Offer
- Automating Marketplace Purchase Lifecycle
- Automating Private Offer Lifecycle Management
- Boosting Co-sell operations to accelerate deals
- Optimizing Revenue Operations for Quick Revenue Recognition
Managing these workflows manually is both resource-intensive and time-consuming for most ISVs, primarily because of platform complexities and stringent norms by hyperscalers. This slows your SaaS growth and even incurs revenue losses for inefficient resource deployments. At SaaSify, we aim to solve these challenges for ISVs by automating the entire cloud marketplace operations and scaling workflow. Our no-code self-service platform enables your team to identify the right opportunities seamlessly. It also helps craft tailored GTM strategies to capitalize on those opportunities by leveraging our real-time insights, advanced analytics, and on-demand expert advisory guidance.
SaaSify cloud GTM platform has helped 500+ ISVs launch over 1000 active listings and generate $500M+ in revenue through its cloud GTM platform. We enable faster marketplace onboarding, simplified deal execution, and scalable revenue growth — all with zero engineering dependency.
The Need for Cloud Marketplace Operations Management
Did you know that the leading 20% of Independent Software Vendors (ISVs) drive close to 80% of revenue in cloud marketplaces? While the hyperscalers level the field for ISVs worldwide, only a handful make a name for themselves. The most critical differentiator is how they manage cloud marketplace operations to boost visibility and convert opportunities into revenues.
In short, operational excellence is the new key to cloud marketplace success in 2025, spanning from listing approaches and transaction workflows to revenue management and scalable models of growth. The efficiency of resource management, marketplace operations, and strategic collaborations within the marketplace ecosystem will determine growth, accelerate deal closures, and optimize revenue potential.
Below is a breakdown of common marketplace challenges, their impact on ISVs, and how SaaSify addresses each of them with purpose-built solutions:
| Challenge | Impact on ISVs | How SaaSify Helps |
|---|---|---|
| Listing on cloud marketplaces demands high effort, time, and technical skill | Delays product launch and increases dependency on engineering teams | Enables listing go-live in just two weeks |
| Manual listing requires complex technical integrations | Often necessitates hiring developers, raising operational costs | Eliminates coding needs with a no-code, self-service GTM platform |
| Managing listings across AWS, Azure, and GCP is fragmented and inefficient | Inconsistent branding and buyer confusion across marketplaces | Centralizes multi-cloud listing management from a single dashboard |
| Private offer workflows are manual and prone to delays and errors | Slower deal cycles reduce sales velocity and revenue growth | Automates the private offer lifecycle for faster, accurate execution |
| Co-sell efforts lack real-time coordination with cloud partners | Ineffective collaboration leads to missed co-sell opportunities | Streamlines co-selling through CRM connectors and real-time sync |
| Revenue operations are manually handled, leading to errors | Payment delays and inaccuracies affect cash flow and financial reporting | Automates billing and revenue recognition for faster, error-free cycles |
Simplifying Listing Management on Cloud Marketplaces
While ISVs manage initial profile setup and create listings, your offer integration with the marketplace is usually a complex task, demanding engineering expertise. This often delays the time-to-market by months and even leads to rejection. With SaaSify, you can source the heavy engineering to our expert team while your team can focus on building strategies .
The entire onboarding and product launching process is accomplished in two weeks with SaaSify. Our pre-configured API integration templates give a major boost to your cloud marketplace launch experience by eliminating the need to hire engineering experts for marketplace integration.
Once live, your listing becomes the very first encounter for customers on the cloud marketplaces, revealing your product story and usefulness. A well-optimized listing is essential for effective delivery of your value propositions and ensuring easy discoverability. We recommend ISVs towards crafting descriptions that deliver value to the visitors by adding the problem-solving statements. This will capture the expectation of buyers and facilitate a fluid purchase experience.
As ISVs continue, they tend to find the task of developing product briefing and pricing daunting, mostly because of a lack of experience or unfamiliarity with the ecosystem. The challenge becomes more daunting when dealing with listings across multiple cloud platforms. Maintaining consistency in pricing, descriptions, and metadata on AWS, Azure, and Google Cloud can easily become a logistical nightmare. With SaaSify, multi-cloud listings are simplified through a unified dashboard. Users merely choose their desired platform for listing or managing a solution, and the dashboard automatically collects all marketplace data pertinent to it, facilitating the consistent implementation of strategies.
Let us look at what our experts guide for effective marketplace listing management.
Tips for Effective Marketplace Listing Management
Optimize Your Listings to Engage Buyers
When listing on AWS, Microsoft Azure, or Google Cloud Marketplace, ISVs need to clearly and briefly describe the application of their solution. A good listing emphasizes problem solving through the product with clear descriptions , pricing models, and transaction options that enable enterprise buyers to find, evaluate, and purchase the solution. Once published, ISVs must update their listings to remain relevant in terms of ongoing trends. This involves:
- Updating product description and emphasizing key features
- Adjusting pricing strategies in line with market demand
- Enhancing marketplace SEO with relevant keywords
- Leverage customer reviews and case studies to drive engagement
To more effectively map marketplace listings to consumer preferences, ISVs must offer complimentary demos, trial promotions, and calls to action (CTAs) inviting potential buyers to test the product, thus reducing adoption barriers.
Provide Clear and Compelling Product Information
Emphasize the key benefits, characteristics, and points of difference of your SaaS offering. This definition will help buyers know how it will be useful to them in everyday life. To maximize this, also provide use cases that showcase value. Keep your descriptions brief but informative so buyers can make easy decisions.
Make Use of Great Calls-to-Action (CTAs)
According to your lead conversion strategies, use CTAs like “Start Free Trial,” “Request Private Offer,” or “Contact Sales” to guide potential customers to their next step. This will improve your communication channels so that you can offer customers discounts and promotions or customize your product according to their feedback. Make sure your CTAs are visible, compelling, and easy to interact with. ISVs can also test different placements of CTAs to maximize conversion rates.
Apply Flexible Pricing and Custom Offers
Leverage marketplace tools and programs to offer customized solutions that match the business needs of the customer, thus maximizing opportunities for cash conversion. This may include usage-based pricing or specially crafted private offers.
For multiparty deals, think about presenting different pricing models, including usage-based, tiered, or enterprise pricing. Use private deals and multiparty structures to personalize pricing for large customers. Provide free trials and temporary discounts as well to drive faster adoption.
Streamline Your Multi-Cloud Listing Management
As ISVs expand their offerings in different marketplaces, managing listings efficiently across multiple cloud providers becomes a critical part of cloud marketplace operations management. SaaSify, a premier cloud go-to-market platform, makes it easy to keep pricing, descriptions, and metadata consistent so that listings are optimized and coherent across AWS, Azure, and Google Cloud from one integrated dashboard.
Ensuring your Offer is a Transactable Offer
While ISVs can choose a preferred listing type, as we discussed above, or choose to use the marketplace platform as a catalogue for their product. Studies show that transactable offers exert maximum revenue impact. This is because:
- Marketplace transaction fees are brought down to just 3%, allowing vendors to retain a larger portion of the deal value.
- ISVs gain the flexibility to set custom revenue shares for cloud provider partners, strengthening collaborative selling.
- Access to customer-committed cloud budgets becomes more seamless, unlocking new and existing spend across accounts.
- Accelerated deal velocity with simplified tax handling—marketplace providers take care of tax collection and remittance.
- The ability to offer both public and private pricing options directly via the marketplace storefront.
- Gain entry to verified marketplace tools and services designed to drive business expansion.
- Open doors for co-selling initiatives with hyperscalers and channel partners, leading to increased revenue opportunities.
Marketplace buyers expect ease, clarity, and speed. Research shows that 86% of them are willing to spend more for exceptional experiences, and 81% of companies view customer experience as a top-tier differentiator.
This means that if you’re not offering a direct purchase path via cloud marketplaces, you’re unintentionally inviting buyers to explore alternatives. Here’s how SaaSify helps you turn transactable offers into a customer experience advantage:
Ease of Buying
Transactable offers give buyers instant access to the product with just a few clicks. This boosts quick revenue recognition. With SaaSify, you can launch these offers quickly—no engineering work needed.
Self-managed Purchases
With transactable offers, buyers are not dependent on approvals or a team to accept the purchase request. SaaSify helps you with tools that reduces the buying friction and enhance the procurement experience of your customers, strengthening your relationships for future upselling or cross-selling.
Pre-committed Fund Access
Most enterprise customers already have pre-committed budgets waiting to be used – you need a transactable offer for them to spend it with you. SaaSify not only helps you publish those offers fast—it also gives you unlimited listing options, pricing guidance, and deal support to help customers get the most out of their committed spend.
Trust Building
When a buyer sees your offer listed directly on Azure, AWS, or GCP, it brings built-in confidence. SaaSify adds to that with advanced reporting that shows you exactly how your offers are performing. You know what’s working. So do your customers.
Easy Scalability
Whether your customers are ramping up usage or scaling back, transactable offers make it simple to adjust. With SaaSify, you can offer flexible SKUs that align with their needs and upgrade your pricing model as you grow. It’s a win-win on both sides.
Automating Marketplace Purchase Lifecycle with CRM Integration
Automating your Marketplace Purchase Lifecycle is a simplified way to manage a bulk transactions and complex workflows sequentially without deploying additional resources. This saves time, helps the ISVs meet the buyer’s expectation of timeline compliance, strengthens the relationships with the buyer, and accelerates renewals and new deals.
At SaaSify, we make it easy and accessible for everyone by leveraging our no-code integration. The no-code integration enables users to operate the new interface without any additional training. In this process, we integrate the marketplace with the users’ native CRM with our CRM connectors (HubSpot/Salesforce) or provide them with a unified dashboard to manage multi-cloud marketplace workflow from one interface.
With an integrated CRM, your sales team doesn’t need to toggle between platforms to view metrics, check status, or manage other cloud marketplace operations- everything you need for an effective co-sell drive is available within your unified dashboard.
SaaSify sees the integrated CRM interface as a strategic shift to managing your marketplace operations in a more targeted way, primarily with the perspective of saving on your operational costs and maximizing SaaS sales.
Automating the Private Offer Lifecycle Management from CRM
Manually creating and forwarding private offers in cloud marketplaces often takes longer than expected. Between filling out partner details, validating pricing, and navigating hyperscaler portals, teams spend more time managing the process than moving deals forward.
With SaaSify, this entire lifecycle is automated—right from creating an offer to getting it in front of the right partner for acceptance. Let’s walk through how it works and how automation simplifies each step.
You start by configuring your offer logic just once. Using SaaSify’s intuitive interface, you can:
- Map fields from your CRM (like Salesforce or HubSpot) directly to the private offer fields.
- Define conditions that trigger offer creation—such as opportunity stage, deal value, or cloud partner name.
- Assign workflows that determine what happens next (e.g., who should approve the offer internally or which hyperscaler the offer should be pushed to)
This setup becomes your reusable template for future offers—ensuring consistency, accuracy, and zero duplication of work.
Successful offer creation is critical for:
Accelerating Deal Closure
Customers can quickly procure SaaS solutions against their pre-approved cloud budgets.
Increasing Revenue Scalability
Offering flexibility allows ISVs to serve a broad and diverse customer base, ranging from SMBs to large corporations.
Strengthening Partnerships in the Cloud
Offer development aligns ISVs with hyperscalers’ GTM strategies, supporting co-selling and incentive potential.
Looking to explore a technical walkthrough? Connect with SaaSify experts to book a free demo!
Boosting Co-sell Operations to Accelerate Deals
When co-selling with your cloud sellers, channel partners, or other marketplace partners, ISVs need to establish an uninterrupted communication channel with the marketplace. Secondly, opportunity identification and conversions should be covered at a defined pace to maintain the interest of buyers and avoid missed opportunities. This necessitates the need to synchronize actions on co-selling, and SaaSify helps you achieve that through CRM Integration for co-selling.
As soon as you or your marketplace partner identify an opportunity, you leverage our integrated CRM interface to swiftly connect and plan strategies that resonates with the buyer’s intent and convert the opportunity into closed deal.
CRM Integration for Co-selling
CRM Integration establishes a direct connection between the marketplace and your native CRM. This means that your team gets real-time access to marketplace metrics within your native CRM. Whether it’s a new enquiry or engagement on a software requirement, your team gets the ability to prepare strategies even before you receive the offer request.
Additionally, CRM users can leverage their own customer data base to track software requirements, liaison with the prospect and create a new co-sell opportunity. In this case, your team sends the co-sell request to the cloud partner for acceptance.
Once accepted, your sales team and the cloud sellers collaborate to work under a single experience to convert the identified opportunity into a closed deal.
Here’s how SaaSify co-sell automation helps ISVs accelerate deals:
Bidirectional Opportunity Sync
Effortlessly manage, track, and collaborate on co-sell opportunities with your cloud partner from directly within your CRM to ensure every deal stage, update, and engagement stays perfectly aligned—without delays or repetitions.
Simplified Deal Initiation
Turn CRM-based opportunities into co-sell engagements with just a few clicks. Instantly access your published solutions from co-sell portals and link the right offers—be it SaaS listings or marketplace deals—to each opportunity with precision.
Real-Time Collaboration with Partner Sellers
Engage directly with hyperscaler’s field reps and co-sell managers inside your workflow. Real-time engagement eliminates platform toggling and fosters quicker decisions, smoother coordination, and stronger win rates.
Smart Alerts & Instant Visibility
Get real-time status changes and action alerts delivered through Teams, email, or your preferred channel—so everyone from sales to alliances stays in the loop and ready to respond at each stage of the sales cycle.
Easy-to-Use Dashboard
Track the progress of your co-sell pipeline with a clean, customizable dashboard. Get the insights you need to take quick action and grow your cloud partnership.
Do More with Less
Run your co-sell motion efficiently. Save time, reduce back-and-forth, and increase revenue potential without adding extra workload to your team.
Simple Access for Everyone
Let any team member view and manage opportunity updates—no need to be a Partner Center expert. Improve visibility and coordination across departments.
“SaaSify’s integration of AWS ACE with our CRM automated our Co-Sell processes, significantly reducing our Partnerships team’s workload. This seamless automation enhanced tracking, efficiency, and revenue growth, and allowed us to connect with AWS teams globally easily and quickly, thus accelerating our Co-Sell efforts and AWS Partnership.”
Senior Strategic Cloud Alliances Manager, CAST AI
Optimizing Revenue Operations for Quick Revenue Recognition
Periodically optimizing revenue operations and aligning them with evolving Cloud Marketplace (CMP) trends is essential for ensuring long-term sustainability. RevOps teams must incorporate parameters that keep cross-functional departments cohesive and aligned. With SaaSify’s transparent, role-based access platform, ISVs can maintain a streamlined and autonomous workflow—ensuring the concerned departments fulfil their actions at the right time to avoid missed opportunities.
Here are a few expert-recommended practices to help you continuously refine your cloud GTM strategy.
Eliminating Manual Revenue Mapping
Revenue recognition rules are complex, especially with variable billing models across marketplaces. Without automation, finance teams spend days reconciling bookings with actual usage or license delivery. SaaSify’s automation platform can pre-map revenue schedules to each deal’s unique structure—ensuring accurate deferrals, compliant timing, and faster close cycles.
Creating Workflow Synchronization Across Teams
In many companies, finance, sales, and operations run on parallel tracks. But revenue recognition depends on cross-functional alignment. Optimized revenue ops establish trigger-based workflows—for instance, automatically kicking off recognition events once delivery confirmation or usage thresholds are met. This removes silos and ensures finance doesn’t wait on manual updates to proceed.
Ensuring Accuracy in your Claims
As consumption scales, compiling the usage data and presenting it to the customer demands precision. While manual billing may involve accuracy and reconciliation challenges, SaaSify’s automated billing workflow ensures quick approvals for metered consumption. For lump-sum subscribers and others, here are a few best practices our experts recommend to simplify the claim process and accelerate both approval and revenue recognition.
Popular Billing Models in the Cloud Marketplaces
Pay-As-You-Go (PAYG) Billing
Key Benefits: No upfront commitments; stimulates recurring revenue, and matches enterprise cloud spend.
Subscription-Based Billing
Key Benefits: Straight purchases from listing pages, avoids third-party engagement, and provides reliable cash flow.
Hybrid Billing (Subscription + PAYG)
Key Benefits: Custom pricing for businesses, steady revenue streams, and flexible consumption choices.
Contract-Based (Private Offer) Billing
Key Benefits: Provides discounts, milestone-based invoicing, bulk prices, and versatile payment plans.
Flexible Pricing Models
ISVs must choose a model that balances customer affordability with predictable revenue generation. PAYG models are scalable for users but require effective usage tracking.
ISVs can leverage SaaSify’s no-code platform to gain real-time deal insights, supporting informed decision-making. On the other hand, subscription models guarantee recurring income but may require tiered pricing structures to appeal to a wider range of customers. By offering adaptable, hybrid pricing strategies, ISVs can maximize revenue while addressing the diverse needs of buyers.
Automated Billing
Relying on manual billing processes can result in inaccuracies, payment delays, and operational challenges. Implementing automated billing systems makes real-time monitoring of usage, precise invoicing, and seamless integration with cloud marketplace financial schemes.
SaaSify’s self-service model gives ISVs the capability to automate their entire marketplace billing process, enhancing the precision of invoicing for sales professionals and operational productivity. Real-time charge computation becomes possible with such automation, permitting ISVs to adopt pricing methods that more directly respond to the needs and purposes of buyers.
Revenue Tracking
Tracking revenue is important to develop an efficient sales strategy. Our solution provides real-time analytics, insights, and reports that enable your sales team to recognize trends, detect revenue loss, and understand customer behavior better to optimize pricing strategies. Understanding customer consumption patterns can also improve upselling and cross-selling efforts, resulting in data-driven decisions that increase profitability and enhance customer satisfaction.
Benefits of SaaSify – Powerful Integrated Interface
SaaSify unifies CRM, co-sell, and marketplace workflows into one integrated, no-code environment— empowering your teams to scale GTM efficiently and collaboratively.
Unified dashboard: Manage your entire marketplace workflow and reduce context switching.
Easy-to-use interface: Unlock automation for your sales team with zero upskilling.
Multi-cloud operations: Operate across AWS, Azure, and GCP from one dashboard.
No-code CRM connectors: Simplify the co-sell lifecycle without leaving your system of record.
Enhanced deal visibility: Sync data bidirectionally across CRM and cloud marketplaces.
Automated offer lifecycle: Manage private offers through seamless CRM integration.
Advanced analytics: Forecast sales and act fast with actionable CRM insights.
Data-driven decisions: Boost GTM with integrated insights and smarter actions.
Billing automation: Maximize usage-based billing with accurate, real-time tracking.
Real-time alerts: Stay updated on Slack, MS Teams, or email from anywhere.
Way Forward
Since more demand for higher-level solutions arises, companies look for a streamlined procurement and usage process. Even though old channels of sales continue to be in practice, they are not nimble enough to respond to the expectations of buyers in 2025. Direct procurement of SaaS is becoming archaic, with software buyers favoring cloud marketplaces due to their speed and efficiency.
Being a leading cloud go-to-market platform, SaaSify is helping ISVs capitalize on this new SaaS distribution trend by streamlining their cloud marketplace operations and helping them craft tailored strategies that result in successful transactions.
Our no-code self-service cloud GTM platform empowers your sales team to effectively manage cloud marketplace operations and leverage marketplace-enabled tools to simplify and enhance SaaS sales without requiring product engineering changes, complex configurations, coding issues, or further training.
Looking to explore a technical walkthrough? Connect with SaaSify experts to book a free demo!
