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Community Blog Unleash Your Growth Potential with Alibaba Cloud's Marketplace Channel Program

Unleash Your Growth Potential with Alibaba Cloud's Marketplace Channel Program

This Program empowers you to offer discounts to qualified Tier 1 Resellers and Distributors, driving increased adoption of your Marketplace products and business growth.

Are you a Premium or Innovated Marketplace ISV partner looking to boost your sales and reach a wider audience? The Alibaba Cloud Marketplace Channel Program is designed to help you do just that.
This program unlocks powerful resources and incentives, allowing you to tap into a vast network of resellers and distributors, expanding your market reach and ultimately driving greater revenue.

1. Marketplace Channel Program Introduction

For our Premium and Innovated Marketplace ISV partners, we open our Alibaba Cloud channel resources for more business opportunity income through Marketplace. Marketplace ISV partner agrees that Resellers may be provided with discounts in relation to their or End Users’ purchase of the Products the Marketplace.

Discount Scope: Discounts are only available to specified T1 Resellers and Distributors, including Tier1 Resellers(T1), but do not extend to Tier2(T2) Resellers.
● T1 Reseller can choose from three-tiered discount rates: 10%, 20%, or 30%.
● The Distributor gets an additional 5% discount on top of the T1 Reseller’s chosen discount rate.
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2. A Simple and Efficient Process

Just need 3 step to publish your channel discount through Marketplace Seller Portal.

  1. Sign Online Amendment: Submit a simple amendment request through the Marketplace Seller Portal, which typically receives approval within 1-2 days. An email notification will automatically be sent to you once approved.
  2. Setup Discount: Configure your discount rates on Seller Portal.
  3. Notification to ALL T1 Reseller & Distributor : Once the discount is set up, all T1 Resellers and Distributors will receive an email notification within 1-2 days, informing them about the information.
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3. Channel Partner Key Business Models

The Marketplace Channel Program offers two key business models tailored to different partner needs.

3.1 Direct Reseller:

● Definition: Reseller Model develops customers to use Alibaba Cloud services, or develops their own product on top of Alibaba Cloud, then resale to customer.
● Who can be a reseller: This model is open to a wide range of entities including SIs, ISVs, VARs, aggregator, wholesaler and etc.
● Invoice Flow: Alibaba Cloud issues an invoice to the reseller, who in turn invoices their customer.
● Reseller Profit: Alibaba Cloud provide base discount to reseller, and reseller can earn quarterly incentive if they meet quarterly revenue tiers.

3.2 Distributor (Invite Only):

● Definition: Distributor Model can develop customer and tier 2 resellers, and then tier 2 resellers develop customers to resale Alibaba Cloud.
● Invoice Flow: Alibaba Cloud invoices the Distributor, who then invoices Tier 2 Resellers. The Tier 2 Reseller ultimately invoices their customer.
● Distributor Profit: Alibaba Cloud provide base discount to distributor, and distributor can earn quarterly incentive if they meet quarterly revenue tiers.
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4. Channel Partner Onboarding Benchmark

To ensure a successful partnership, Alibaba Cloud sets specific benchmarks for both Direct Resellers and Distributors. These benchmarks ensure partner commitment and expertise:

4.1 General Benchmark (for both Direct Resellers and Distributors):

● Legal and valid International business entity over 1 year.
● Enterprise email account.
● Eligible international Bank Account in registered territory.
● Considerable Registered capital.
● Mature customer management and operation capabilities.
● Capable to invoice customers.
● Expertise in IT service, system integration, software development and etc.

4.2 Specific Benchmark for Direct Resellers:

● At least 2 dedicated sales & presales for Alibaba Cloud
● Commit to obtain at least 2 ACP within 3 months after onboarding

4.3 Specific Benchmark for Distributors (Invite Only):

● At least 4 dedicated sales & presales for Alibaba Cloud
● Commit to obtain at least 4 ACP within 3 months after onboarding
● Rich experience in managing Tier 2 reseller
● First year commitment at least 1.5M USD. Exceptions will be submitted by BD for special application.

Join the Marketplace Channel Program Today

The Alibaba Cloud Marketplace Channel Program offers a powerful platform for ISVs to expand their reach, boost sales, and drive new revenue. By collaborating with a network of Resellers and Distributors, you can tap into a vast customer base and accelerate your growth in the cloud marketplace.
Contact Alibaba Cloud Marketplace today to learn more about the program and explore the opportunities for your business.

Marketplace ISV Channel Program
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