Cloud marketplaces are gaining momentum as a preferred sales channel for businesses, offering access to new customers and markets. As per Canalys, cloud marketplace is expected to be $240B by 2025, a CAGR of 84%. In addition to this, on a combined basis for AWS, Microsoft Azure and Google Cloud, total customer cloud commitments on marketplaces reached almost US$360 billion by the end of Q1 2024.
These trends make marketplaces essential for all businesses seeking access to customers with cloud commitments. Besides, procuring on cloud marketplaces offer speed and efficiency, resulting in accelerated sales cycles, higher deal sizes and increased win rates. Partnering and Sales teams therefore, are increasingly leveraging marketplaces to meet ambitious growth targets. However, managing these marketplace transactions is more complex as sales teams juggle multiple selling routes, Quoting and compliance processes, and CRM and Marketplace Management systems that often mimic and replicate existing sales and deal desk workflows.
In most companies, Marketplace processes are added over and above the existing sales processes of quoting and negotiation, and are required to be compliant with the organizational policies and approvals. This results in duplication of effort and adds friction for companies looking to scale their Marketplace transactions.
As the deal volume increases, revenue operations/deal strategy teams are under immense pressure to close transactions at scale. Any duplication of effort during this critical period can increase the risk of errors, delays, or even missed deals. Without the right tools to automate these workflows, managing compliance with internal company processes, and sending offers to customers in a timely manner will remain a challenge.
WorkSpan’s Marketplace Private Offer Management with CPQ Integration helps partner managers and deal desk teams streamline and accelerate the creation of private offers by seamlessly integrating their Sales processes and CRM systems with their marketplace processes and systems. Let’s dive into how this solution transforms your Offer management process.
With WorkSpan’s CPQ integration, AWS partners can:
- Automate private offer creation based on approved quotes
- Reduce manual tasks through auto-filling private offer details from CRM to cut down administrative tasks.
- Manage compliance by controlling edits and approvals to maintain policy adherence.
- Real-time sync to keep private offers aligned with CRM updates, avoiding data inconsistencies.
- Customize automation with configurable workflows that fit your specific needs.
- Scale private offer rollout to customers without increasing sales and deal desk team’s workload.
How WorkSpan CPQ Integration Works
WorkSpan simplifies the complex workflow involved in marketplace private offers by automating the process from quote generation to offer approval and buyer acceptance.
Note: WorkSpan offers flexibility to add controls for AEs and Deal Desk teams to review private offer drafts and publish offers to buyers. Reconciliation Reports are covered as an add-on Operations Service by WorkSpan.
Why CPQ Integration Matters
For AWS Partners, CPQ integration allows seamless scaling of transactions and improves collaboration across departments, ultimately driving higher revenue growth.
"WorkSpan’s innovation in CPQ integration is a perfect example of why we continue building AWS Marketplace as an API-first product. Our WorkSpan partnership allows us to meet our partners on their tools of choice and unlock complex, yet streamlined, selling motions through AWS Marketplace." - Karthik Balakrishnan, General Manager, AWS Marketplace Core, AWS.
Seamless Collaboration Across Teams
With CPQ integration into marketplace offers, multiple business units—like sales, deal desk, and finance—are aligned. This unified system ensures that everyone operates with the same data, reducing errors and improving coordination throughout the private offer lifecycle process.
Accelerated Sales Cycles and Faster Deal Execution
With automated private offer generation, sales teams can respond instantly to customer requests. Faster quote-to-order cycles ensure deals are closed quickly, enhancing sales performance.
Measurable Business Impact
Businesses using CPQ integrated with marketplace processes report faster sales cycles, reduced revenue leakage, and improved operational efficiency, helping them achieve growth without increasing headcount.
Scalable and Customizable Automation
With configurable workflows, CPQ integration adapts to the needs of your business. Whether you need full automation or manual approval checkpoints for compliance, the WorkSpan solution integrates seamlessly into your process, offering scalability without the need for adding resources.
When is the Right Time for CPQ Integration?
Many organizations believe CPQ integration into marketplace processes is only necessary when they have a large sales team or complex pricing models. However, the reality is that CPQ integration offers value far earlier than most companies realize. It’s not about the size of your team or the complexity of your processes—it’s about improving efficiency, accelerating deals, and eliminating errors at every stage of the marketplace sales process.
Here are signs it's time to consider CPQ integration:
- Looking to grow sales via Marketplace without increasing team size: Automating offer creation from opportunities and approved quotes eliminates the need to grow your team.
- Compliance Risk: You want to ensure that the issued Offers match approved quotes.
- Need faster response - You need a faster turnaround time from your Deal Desk team for issuing Private Offers.
With WorkSpan’s Marketplace Private Offer Management with CPQ integration, AWS partners and their teams can eliminate the manual effort from private offers, streamlining every step of the process—from quote generation to final offer submission.
Request a Demo Today
Transform your marketplace private offer management with WorkSpan’s CPQ integration. Let us show you how to eliminate manual effort, boost productivity, and improve deal velocity. Request a demo today and see the difference for yourself!
Ashish leads Product Management at WorkSpan, where he drives innovation to deliver on the vision of Scalable Next-Gen Partnerships by building applications and platform capabilities, empowering enterprise partners with seamless, scalable ecosystem management solutions. Known for his strategic vision and hands-on approach, Ashish has launched and scaled multiple market-leading products, including one acknowledged by Forrester. With over a decade in the Partner Ecosystem domain, he brings deep expertise in building products fostering impactful partnerships that enhance co-selling efficiency, optimize marketplace operations, and drive revenue growth.
