How to keep control of the sale during marketplace transactions

Avoid getting cut out of the deal

By Sydney Herren, Director of Sales, Partners & Alliances

Unpacking the transaction workflow

immixGroup is recognized by Amazon Web Services (AWS) as a designated seller of record (DSOR). As a DSOR, we have rates that are only associated with AWS Marketplace that channel partners can access. immixGroup has an AWS Marketplace dedicated deal desk that assists our channel partners with creating and delivering private offers to their end users. 

Add your terms and services to the offer, if applicable, and then provide the offer to your customer. With an accepted offer, you, your customer, immixGroup, and AWS Marketplace will be notified and the software will be delivered.

Familiarize yourself with Marketplace language

There are a lot of terms to navigate when selling through AWS Marketplace. Here are the ones you need to know:

Channel Partner Private Offer (CPPO): These offers may include discounted rates from the list price of public offers and enable you to customize and configure products.

Public listing: These are offers in which a product is purchased at list price directly through AWS. There is minimal seller involvement, the product is not discounted, and it can’t be changed from the publicly listed configurations.

AWS Enterprise Discount Program (EDP): This private pricing program for enterprises provides a discount for a purchase commitment. Under an EDP, customers are already committed to spending a certain amount within Marketplace, and their budget is “burned down” as products and services are purchased.

Overcome federal procurement obstacles. Sell on your own terms.

As a channel partner, you’re uniquely positioned to provide holistic solutions using the optimal technologies that integrate well and work in harmony. Marketplace offers another way for you to transact deals — and you have the ability to provide custom pricing, licensing terms, and your own additional services. immixGroup provides the resources to bring together the supplier, channel partner, and end customer to provide a seamless transaction flow. This flow overcomes the challenges faced in federal procurement by providing:

• Contract vehicles
• Support for small businesses
• Role-based governance
• Compliant licensing
• Approved product list
• Funding workflow

Control the sale

After all the hours and resources you put in to meet the customer’s needs, it can be incredibly frustrating when your organization can’t take the sale across the finish line. The problem is often when it leaves your hands and goes to the customer’s procurement process.

immixGroup helps you understand how to maintain control throughout every step of the sales cycle, even when it’s out of your hands.

• Align AWS Marketplace features and programs to meet common needs for federal procurement officers.
• Streamline procurement from years to weeks.
• Reduce costs for buyers and sellers across government.
• Ensure transactions meet the scope of government regulations.
• Provide governance controls to ensure continued compliance.

Read more details about immixGroup Marketplace at Marketplaces are here to stay (immixgroup.com). Increase your sales potential by leveraging AWS Marketplace and contact an immixGroup representative to get started.

Sydney Herren is the director of sales, partners and alliances for immixGroup. This public sector business of Arrow Electronics delivers mission-driven results through innovative technology solutions for public sector IT demands.

Visit http://www.immixgroup.com/ for more information.

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