Imagine you’re buying a car.
The sticker price on the website says $50,000.
But when you walk into the dealership, the salesperson whispers:
“For you, we can do $45,000 — plus throw in free servicing for a year.”
That’s exactly what happens inside AWS, Azure, and GCP Marketplaces through something called Private Offers.
And for enterprise deals, it’s pure gold.
What Are Private Offers?
A Private Offer is a custom deal between you and an enterprise buyer, delivered through the cloud marketplace.
Instead of the public “list price” everyone sees, you can:
- Offer custom pricing (discounts or tailored packages).
- Set specific terms and conditions.
- Define deal timelines.
- Deliver it all through the buyer’s trusted cloud invoice.
It’s like having a VIP checkout lane for your biggest clients.
Why Enterprises Love Private Offers
For CIOs and procurement teams, Private Offers are a dream:
- No long procurement cycles. The contract is already inside the marketplace.
- Use existing cloud budgets. Enterprises burn their AWS/Azure/GCP committed spend.
- Faster approvals. The deal comes pre-wrapped in compliance.
- Custom flexibility. Buyers still get pricing and terms tailored to their needs.
In other words: fast, safe, and flexible.
Why Vendors Should Care
Here’s why Private Offers matter for you as a seller:
- Bigger Deals Close Faster
- Instead of 9–12 months of negotiation, enterprise deals close in weeks.
- Easier Procurement
- You ride on the back of the cloud provider’s existing contracts.
- Cloud Seller Incentives
- AWS/Azure/GCP reps get quota credit when deals close via Private Offers. That means they’re motivated to push your deal.
- Trust Multiplier
- Buyers see your deal as safer because it flows through their cloud provider.
A Real-World Example
A SaaS company selling security tools used Private Offers on AWS Marketplace.
Instead of chasing the buyer’s procurement department for months, they closed the deal in 5 weeks.
AWS reps pushed hard because it helped them meet quota.
The buyer was happy because the spend came from their pre-committed AWS budget.
Everybody won.
The Secret Sauce
Here’s the kicker: Private Offers only work if you’ve set up your Marketplace GTM correctly.
That means:
You’ve got FTR approval and competencies (trust signals).
Your listing is optimized.
You’ve enabled co-sell, so cloud reps bring you into deals.
Without these, Private Offers never get triggered.
Final Word
Private Offers are where cloud marketplaces go from being “just another channel” to being a true enterprise sales engine.
For buyers, it’s faster and safer.
For vendors, it’s bigger and quicker revenue.
For cloud reps, it’s quota credit.
That’s why Private Offers are marketplace gold.
At The Scribe, we help companies unlock Private Offers and structure enterprise deals that close faster through AWS, Azure, and GCP. If you want to turn listings into million-dollar contracts, let’s talk.
