Private Offers on Cloud Marketplaces: How They Work

Learn how Flywl Private Offers work on AWS and Azure — covering FPO structure, EDP/MACC drawdown, the approval flow, and when to use each marketplace.

Private offers are the primary way enterprise software deals close on cloud marketplaces. Rather than buying at public list price, a seller creates a customized offer for a specific buyer with negotiated pricing, payment terms, and contract duration. Flywl makes creating and managing private offers faster and more powerful with Flywl Private Offers (FPOs).

What is a Flywl Private Offer (FPO)?

A Flywl Private Offer (FPO) is a Flywl-structured private offer that bundles three distinct advantages into a single transaction:

Seller incentives — custom pricing, multi-year term options, and flexible payment schedules tailored to the buyer's financial calendar
Buyer drawdown optimization — the purchase applies toward the buyer's existing cloud commitment (EDP on AWS or MACC on Azure), maximizing the value of committed spend
Flywl Credit rebates — cash rebates for the buyer funded by Flywl, separate from and in addition to any seller discount

What distinguishes FPOs from standard marketplace private offers is that they start from the buyer side, not the seller side. Flywl identifies where a buyer holds active commit budget and recommends that the transaction route through the right marketplace to maximize their drawdown — rather than waiting for a seller to push an offer that may not align with how the buyer's budget is structured.

FPOPs (Flywl Private Offer Promotions) extend this further by providing direct cash rebates to buyers without impacting the seller's quota. FPOPs allow sellers to create compelling buyer incentives without touching their own quota attainment.

How private offers are submitted and approved

Seller creates the offer

In Beacon, go to Private Offers > Create New Offer. Set the buyer account, pricing, term length, and incentive structure. Beacon surfaces the buyer's EDP or MACC balance if Flywl has commit data for that account, so you can model the offer around their actual drawdown capacity.

Buyer receives the offer

The buyer gets a notification in their marketplace account (AWS Marketplace, Azure Marketplace, or Google Cloud Marketplace) and, if they're a Flywl buyer, in Compass — their procurement control center.

Buyer reviews

The buyer can view exactly how the purchase applies toward their EDP or MACC balance, what drawdown it triggers, and the value of any Flywl Credits they'll earn. Compass gives buyers full visibility into the financial impact before they accept.

CFO/Finance approval

For larger deals, Compass generates a hero report the buyer can present directly to their CFO. The report aggregates commit utilization, shortfalls, available drawdown, and projected savings — giving finance teams the summary they need to approve quickly.

Buyer accepts

The buyer clicks Accept in their marketplace. The transaction is processed and recorded by the marketplace in real time.

Seller confirmation

Beacon logs the closed deal, updates your pipeline, and attributes revenue to the correct marketplace. The drawdown is reflected immediately — no manual reconciliation required.

How FPOs decrement MAC and EDP in real time

One of the most operationally significant advantages of transacting through Flywl is real-time commit tracking — for both the buyer and the seller.

MAC (Marketplace Acquisition Cost) tracks the total cost of a marketplace transaction. When a buyer accepts an FPO, Flywl calculates the exact drawdown amount against their EDP (AWS) or MACC (Azure) before the offer is even sent, so both parties know the financial impact upfront.
The decrement happens in real time. As soon as the transaction is processed by the marketplace, Compass reflects the buyer's updated commit balance — no waiting for monthly billing cycles or manual exports.
Sellers see the same update in Beacon, confirming the deal closed and that the drawdown was applied to the buyer's commitment. This shared visibility builds trust and reduces back-and-forth between finance teams on both sides.
Reconciliation timelines shrink dramatically. Traditional marketplace reconciliation can take months of manual work across invoicing systems. With Flywl's integrations into FP&A tools like SAP, Oracle, and Workday, close-out timelines are reduced to as little as two weeks.

AWS vs Azure — when to use each

Best for buyers with an active EDP (Enterprise Discount Program)

AWS Marketplace is the most widely used cloud marketplace for enterprise software, and EDP is the primary mechanism through which enterprise buyers apply committed AWS spend toward software purchases. Key considerations for routing through AWS:

Standard private offers: The seller creates an offer directly for the buyer in AWS Marketplace. EDP drawdown applies automatically upon acceptance.
CPPO (Channel Partner Private Offer): Flywl acts as the channel partner, reselling your ISV solution via a custom private offer on AWS Marketplace while preserving the buyer's EDP drawdown.
Flexible payment scheduling: Multi-year deals with annual or monthly payment options are fully supported, allowing buyers to align payments with their fiscal calendar.
Deal velocity: Flywl is an AWS Platinum partner and has closed $5M+ in AWS Marketplace deals, giving you access to AWS partner sales relationships that accelerate approvals.

Choose AWS when your buyer's committed spend lives primarily in their EDP agreement, or when the deal structure calls for a channel-routed CPPO.

Google Cloud Marketplace private offers follow a similar pattern. Flywl is fully transactable on GCP. Contact your Flywl account manager for GCP-specific private offer guidance.

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