Table of contents

- Marketplace Listings

- Usage Metering

- Revenue Insights

- Events and Notifications

- Miscellaneous and best practices

- Vendor Assessment 

Marketplace Listings FAQs

How does Labra ensure progress in the FlyOut integration process?

Labra ensures progress in the FlyOut integration process by scheduling calls to initiate the listing process, creating IAM Roles for both OppSync and FlyOut integrations, starting to build AWS Marketplace listings for the FlyOut integration, and implementing the Labra Offer in the Salesforce environment while AWS is testing the listings. They also continue the OppSync integration process with the SF team.

 

Do product requirements and prerequisites for listing differ by cloud marketplace?

Yes, all clouds have their own set of prerequisites and requirements that need to be fulfilled for a product to be eligible for listing.

 

How does Labra FlyOut help with meeting requirements?

With our team of professional experts, you will receive personalized, hands-on support to ensure your product meets all cloud provider requirements and compliances. Any deficiencies identified will also be identified and mitigated by our subject matter experts in collaboration with your team.

 

How does the onboarding process for Labra FlyOut work?

The onboarding process is extremely simple where you can submit your listing information and onboard onto FlyOut and your preferred Cloud Marketplace in a single go.

 

Can my other team members help in creating the listing?

Yes, you can work in collaboration with as many team members as you would like to be able to give all the required information in our new smart and effortless onboarding form, which will create your listing.

 

Will Labra need access to my Marketplace account?

Yes, we will need you to set up the necessary Cloud account access and security configurations in your Cloud marketplace seller account. These are required so that Labra can manage your listings effectively.

 

What products can Labra FlyOut support?

We currently support the following product types:

1. SaaS
2. Container
3. Professional Service

Please note that ii and iii are currently only supported for AWS Marketplace but will soon be supported on other cloud platforms.

 

What are the requirements for AWS marketplace SaaS listing?

To list a SaaS product on the AWS Marketplace, there are several requirements
that need to be met:

1. AWS Account: You need to have an AWS account to list your product on the AWS Marketplace.
2. Product Requirements: Your SaaS product must meet the requirements laid out by AWS. This includes having a web-based interface, being hosted on AWS, and supporting one-click deployment for AWS customers.
3. Pricing Model: You need to have a clear and transparent pricing model for your product. AWS Marketplace supports several pricing models including free, bring-your-own-license, pay-as-you-go, and subscription.
4. Customer Support: You need to provide customer support for your product. This includes having a support website, a support email, and a support phone number.
5. Legal Compliance: You need to comply with all applicable laws and regulations, including data privacy and security laws.
6. Integration with AWS Marketplace APIs: Your product needs to integrate with the AWS Marketplace Management Portal and use the AWS Marketplace Product Metering Service and Entitlement Service.
7. Product Content: You need to provide detailed product information, including product descriptions, logos, images, and usage instructions.
8. End User License Agreement (EULA): You need to provide a EULA that customers will agree to when purchasing your product.

Please note that these are general requirements and may vary depending on the specific type of product you are listing. For the most accurate and up-to-date information, please refer to the official AWS Marketplace documentation or contact the AWS Marketplace Seller Operations team.

 

How long does it take to get listed on AWS Marketplace through Labra.io?

Getting listed on the AWS Marketplace through Labra.io typically takes between 2 to 6 weeks after you have provided the complete listing information. This timeline can vary depending on several factors, including the complexity of the product, the completeness and accuracy of the listing information provided, and AWS's review process. Please note that this is an estimated timeline and actual times
may vary.

 

How soon my listing will get approved?

As per the context provided, the approval process for a new SaaS listing on AWS Marketplace can take anywhere between 2 to 4 weeks, depending on AWS's availability to test it. However, please note that this is an estimated timeline and actual times may vary. Factors such as the completeness and accuracy of your listing information, as well as the complexity of your product, can influence the approval time. For the most accurate information, I recommend reaching out directly to AWS Marketplace Seller Operations.

 

What is the process for AWS testing the listings?

The process for AWS testing the listings involves several steps. After the integration and testing on your end are completed, you need to notify the AWS team by replying to their email. They will then test the subscription flow and verify that your vendor AWS account has successfully called the Entitlements API. This is followed by you using the seller portal to provide any final updates to your product details and pricing. Once all updates have been made, you will be given a final chance to review and provide formal approval to make your listing public.

 

What are Allowlisted AWS accounts?

This refers to the process of granting access to specific AWS accounts to purchase and use your product on AWS Marketplace. It's a security feature that allows vendors to control which accounts can access their product, especially if they want to restrict access to a limited set of customers or partners.
Think of it as a guest list for a party. Only those accounts that are on the list (allowlisted) are allowed to access and purchase your product.

 

Usage Metering FAQs

How can I meter from Labra FlyOut?

The seller can meter from the Labra Platform, where we provide the functionality to submit the metering of products purchased by the buyer. Once the seller logs in to the Labra Platform and has a few products already listed with us, they can click on the contract icon provided next to the product for which they want to meter. After clicking on the contracts icon, they will be redirected to the Contract Listing Page, where they can see all the contracts that are available for different buyers of that product. There, they can update, add the meterings on the text field provided next to different dimensions, and submit it. Then, Labra will send these meterings to AWS on the seller’s behalf and also send the notification via email and Slack (if configured).

Seller logs in to the Labra FlyOut → Go to products listing page → Click on the contracts icon for the product → Select the contracts that you want to meter and add the usage → Click on submit → Click on Confirm Submit metering

 

How do I define a Metering Plan?

Sellers define a Metering Plan by specifying the unit of measure, pricing details, and relevant metrics for their software product. This plan serves as the basis for tracking and reporting usage.

 

What metrics can be used for Usage Metering?

Metrics can vary based on the nature of the software. Common metrics include the number of users, data volume processed or stored, compute resources utilized, and transaction counts.
How frequently should usage data be reported?
Sellers typically report usage data periodically, often at regular intervals such as daily or monthly. The frequency depends on the agreement between the seller and AWS Marketplace.

 

Can I update my Metering Plan after it is defined?

Yes, sellers can update their Metering Plans to adapt to changing business needs. This flexibility allows for adjustments to metrics, pricing, and other plan details.

 

What is the AWS Marketplace Metering Service API used for?

The API is used by sellers to submit usage data to AWS Marketplace. It facilitates automated reporting and integration with the seller's systems.

 

Can customers view their usage and billing information?

Yes, customers can view their usage and billing information through the AWS Management Console. This transparency helps them understand their consumption and associated costs.

 

What is the benefit of using Usage Metering in AWS Marketplace?

Usage Metering allows for more flexible and cost-effective pricing models, as customers only pay for the actual resources or features they use. It provides transparency and control over software consumption.

 

Can customers set up budgets and alerts for their AWS Marketplace usage?

Yes, customers can set up budgets and alerts to monitor their AWS Marketplace spending. This helps them manage costs and avoid unexpected charges.

 

Are there any restrictions on the types of software that can use Usage Metering?

While many types of software can leverage Usage Metering, there may be some restrictions based on the nature of the software. Sellers should review the AWS Marketplace guidelines to ensure compliance or consult with us.

 

What happens if a customer exceeds their subscribed usage limits?

AWS Marketplace allows sellers to define overage charges or take specific actions if a customer exceeds their subscribed usage limits. This is typically part of the Metering Plan definition.

 

Is AWS Marketplace Usage Metering available in all AWS regions?

AWS Marketplace services, including Usage Metering, are generally available in multiple AWS regions. Sellers can choose the regions where they want to make their products available.

Usage Dimensions vs. Contract Dimensions. What to use? 

Usage dimensions and contract dimensions serve different but complementary purposes in managing your AWS resources and costs effectively.
Usage Dimensions (optional) provide detailed metrics on how much of each AWS service you are consuming. Examples of dimensions include users, hosts scanned, and GB of logs ingested. While optional, these dimensions are highly useful for:

• Monitoring and reporting on resource consumption.
• Identifying areas for resource optimization to reduce costs.
• Understanding how your AWS costs are incurred.

Contract Dimensions relate to the terms of your financial commitments to AWS services, such as Reserved Instances or Savings Plans. They are crucial for:

• Managing and maximizing savings through committed usage.
• Budgeting and forecasting future costs based on current commitments.
• Ensuring compliance with contractual obligations and facilitating financial auditing.

By using both usage and contract dimensions, you gain a comprehensive understanding of your AWS environment, allowing for better cost management and more informed decision-making regarding resource allocation and future commitments.

 

How do the API identifiers work?

This name is visible in billing reports and reports that aren't external-facing and is used internally by AWS to keep track of your product and distinguish it from others. The maximum length for the API name is 15 characters, is case sensitive, and must use underscore instead of spacing.

Example:
Let's say you have a product called "Labra FlyOut - Cloud Marketplace Management (Contract)"

• • API Identifier: flyout_mgmt_contract

Revenue Insights FAQs

How can I access Revenue Insights?

Revenue Insights is accessible through the side panel of the seller screen. Navigate to the "Revenue Insights" section to explore detailed analytics.

What data is included in the financial performance graphs?

The financial performance graphs include data from AWS CAS data covering revenue, costs, and usage metrics.

 

Can I customize the time range for reports?

Yes, sellers can customize the time range to generate reports for specific periods, such as daily, weekly, or monthly.

 

How does Revenue Insights impact pricing strategies?

Revenue Insights provides valuable data on usage patterns, helping sellers optimize pricing strategies based on actual product consumption.

 

Can I download detailed reports for further analysis?

Yes, sellers have the option to download detailed reports in various formats for further analysis outside the Labra Portal.

 

How frequently is the data in Revenue Insights updated?

The data in Revenue Insights is updated as soon as new reports are generated, ensuring that sellers have access to the latest data.

 

Events and Notifications FAQs

Who on my team will get email notifications for different events?

You can choose as many stakeholders from your team to receive listing notifications. It is not necessary to have the same stakeholder for each event, i.e., based on the listing event, you can choose who from your team you want to notify. Most customers share their group email list for notifications depending on type of event.

 

Which of my Slack channels will receive notifications?

You can choose any Slack channel in your workspace where you want to get all listing notifications.

 

Are there any more events for which I can get notifications?

No, AWS only shares the above-mentioned events with us, on which we can send you notifications.

 

What happens to events if our HTTP Webhook faces downtime?

Labra ensures that the webhook receives events even if it faces downtime momentarily or for about 8 hours with our retry mechanism built to take care of such scenarios. Labra still maintains a copy of your webhook event in case retries exhaust.

 

I have received a "Payment failure for an AWS Marketplace agreement" notification email from AWS, however, the agreement ID listed in that email does not match to any of our existing marketplace agreements. What are the possible reasons for it and how to fix it?

Payment failure emails are sent by AWS when the payment method used by buyer isn't compatible with AWS. If you have received this notification it means that the agreement isn't active, and the buyer has to change the payment method and accept the offer again.

Following are the reasons for payment failures:

1. The payment method is missing, invalid, or unsupported.
2. The payment was declined by buyer.
3. Your Amazon Internet Services Private Limited (AISPL) account limits the use of debit or credit cards for new purchases with a contract pricing model. If you have an AISPL account, contact AWS Customer Service to update your default payment method. For more details, see Restriction on credit and debit card purchases for AISPL customers using AWS Marketplace at the AWS Marketplace Blog website.
4. Your private offer includes a payment schedule. However, your default payment method isn't set to invoicing terms.

Miscellaneous and best practices FAQs

How can I grant Eventbridge access?

To run the attached Cloud Formation Template (CFT)

This is in accordance with changes implemented by AWS. AWS will be using Eventbridge to communicate all buyer events with sellers. This change gives Labra permission to listen to certain events from AWS which will enhance your experience.

We would like to offer you two months, extending until the end of May, to implement the proposed changes. We trust this timeframe will be sufficient for making this change and appreciate your efforts towards making these adjustments.

 

 

How do I add mp-notification@labra.io email to custom notification section?

There are two use cases where this will be used (see Fig. 1 for reference):

1. FDA offers
   Whenever an FDA offer is accepted, currently there is no way for Labra to know it. AWS does not send any event until the day the agreement starts. Thus you would have a delay in receiving a notification from Labra and the offer status on CRM as well as UI would not be accepted. Using this email, we can be up to date and update all platforms in real time.
2. Professional and container listings Private offers
   Same as an FDA, currently there is no technical way for Labra to know when an offer is accepted. This email would be used as the trigger point of acceptance and then data across CRM and UI would be pulled from AWS.

If you currently use or intend to use any of the above two features then you can either add the email address or let us know by replying to this email and we will update. If you don't, the features won't work as expected.

Fig. 1

 

How do I enable 'Demo' and 'Request a private offer' buttons in my AWS listing?

AWS Marketplace has introduced a new feature that allows customers to request product demonstrations and private offers directly from sellers' product listing pages. This enhancement helps customers accelerate the process of evaluating products and further reduces the time required for procurement.

While browsing through product listings, customers can now easily request outreach from an AWS representative by simply filling out a form on the listing page of participating sellers. The AWS representative will then work with the buyers to understand their specific needs and relay their request to the respective sellers. Subsequently, the sellers will provide product demonstrations or initiate private offer discussions with the interested customers. By streamlining these tasks, customers can quickly connect with the appropriate seller contacts, facilitating efficient product assessments and optimizing the time-to-value for software purchases.

 

Benefits:

1. Accelerated product evaluation
   Customers can request product demos directly from the listing page, allowing them to assess the software more efficiently and make informed purchasing decisions faster.
2. Reduced procurement cycle times
   By enabling direct communication with sellers and streamlining the process of requesting demos and private offers, customers can significantly reduce the time required for the procurement cycle.
3. Simplified process
   The new feature eliminates the need for customers to search for seller contact information or go through multiple channels to request product demos or private offers, making the process more convenient and user-friendly.
4. Optimized time-to-value
   By facilitating quicker product evaluations and procurement, customers can potentially start realizing the value of the purchased software sooner, enhancing their overall time-to-value.
5. Better customer experience
   The ability to request demos and private offers directly from the listing page improves the overall customer experience on AWS Marketplace, making the platform more user-friendly and efficient.

Here is how the buttons (Fig. 2) and the forms (Fig. 3) look on AWS.

Fig. 2

 

Fig. 3

 

 

Where can I see the status of my listing?

1. After you finish building your AWS Marketplace listing on FlyOut, you can check the status of your listing on the Labra UI.
   
   
   Fig. 4
   
   
2. Once the Listing is passed on to AWS, you can also check the status directly on your AWS Console by logging into the AMMP and clicking on one of the following links:
   For SaaS products: https://aws.amazon.com/marketplace/management/products/saas?#
   For Professional Services products: https://aws.amazon.com/marketplace/management/products/professionalservices
   
   
   
   Fig. 5

 

How long will it take for my AWS listing to get approved?

As soon as you finish your listing, Labra will conduct a series of tests to see that all AWS requirements are met, including going through the purchasing flow and onboarding the product. (SLA ~1-2 days)

Once Labra has finished this testing, the listing will be submitted for AWS review. AWS doesn’t have a set SLA, as there is a request queue on their side for testing listings, so as soon as your number comes, they pick it. Some are picked in days, while others have lagged for weeks, but as soon as an AWS agent starts working on your listing, the UATs shouldn’t take long. As per Labra’s experience, AWS takes an average of one month to complete all tests and make the listing Live.

 

How can I raise a Support request for AWS?

If you ever need direct help from AWS, you'll need to raise a support ticket on the AMMP. Follow these three simple steps to raise a support request to AWS:

1. Sign in to the AWS Marketplace Management Portal (AMMP).
2. Scroll to the bottom of the page and click on 'Contact us', or;
   Click here to submit a support request
   Either way, you ought to end up here:
   
   
   
   
3. Fill out the form, specifying your requirements.
   If your support request is regarding another Failed request to AWS, make sure to add the following information to streamline the process:
   • Request ID
   • Product ID
   • Direct response to Audit Error

 

Can I view my public offers on CRM as well?

Yes, you can view all your public offers inside your CRM or our UI.

 

Can I manage the entire end-to-end process for creating private offers via Labra? Can I also manage this from my CRM?

Yes, Labra allows you to manage the entire full-stage process for creating and managing your Private Offers from inside our UI or your own CRM, making it easier for your Sales team to control all offers.
Usage Metering

 

How do I add/delete users post-onboarding?

1. Go to 'Settings' on the left sidebar.
   
   
   
   
2. Select the 'Labra platform' tab, and then click on 'User management'
   
   
   
   
3. Click the yellow 'Add user' button at the top, right corner.
   
   
   
   
4. Add your team member's email and set a role for them (Staff or Admin). You can add several users at a time. Click on 'Invite' to send the account sign-in to the necessary users.
   
   
   
   
5. To delete a user, click on the user you want to delete in the 'User management' tab.
   
   
   
   
6. In the pop-up, click the 'Delete User' button on the bottom left corner.
   
   

 

Vendor Assessment FAQs

How quickly can we migrate our existing listing over to your tool? Please provide time estimates for main steps/milestones?

Migrating a listing to labra is a self serve process and usually can be completed within 2 weeks. It doesnt require any engineering bandwidth or doesn't incure any downtime. Milestones are as below.

1. [Seller] Sign up at labra.io
2. [Seller] Create a cloud formation stack in your AWS account to grant access to Labra.
3. [Seller] Choose the listings you want to migrate to Labra.
4. [Seller][Optional] Configure registration page if you want to move the fulfilment to labra.
5. [Seller] Set notification emails. 
6. [Labra][Optional] If fulfilment URL has to be changed as configured in step 3 above, then request is created on AWS for the change.
7. [AWS] AWS initiates UAT and pushes the changes live. 

Time estimates (in business days) 
*Time estimates will be lesser if fulfilment url doesn't have to be changed. 

1. For Seller ~ 3-4 days
2. For labra ~ 1 day
3. For AWS ~ 2-3 days

Can we self-service updates to our listing page or do we need to work with your team to manage and push updates?

Yes, all updates to listing page can be updated directly from our UI. 

Can we customize our registration page to match company branding? Is this self-service? Is it hosted on your domain or ours?

1. Yes registration page can be customized to match company branding.
2. It is completely self service. Can be changed and updated at any point of time.
3. By default, it is hosted on Labra's domain. Although there is a provision to allow it to be hosted on your your domain as well. 

Is your SFDC integration a managed package? On AppExchange?

1. SFDC app is a managed package. 
2. Labra's salesforce app is in progress of getting listed on AppExchange. Will be on AppExchange by end of Q3 2024.

Can we create private offers in your UI without accessing the AWS MP portal?

Yes. You can create, update and cancel offers directly from our UI without having to access AMMP.

Do we have the ability to create all contract types from your portal? New private offers? Contract extensions, renewals, expansions? Are there any contract types that your portal does not support?

Yes. All types of offers can be created from our UI. Labra supports all below mentioned offer types for all kinds of product types. SaaS contract, SaaS subscription, Professional services and Container image.

1. Net New private offer
2. ABO (Renewals/Expansion/Extension)
3. FDA (Future dated offers)
4. Resale Authorizations (CPPO)

Can we send (email) AND track the private offer lifecycle from your portal? If not, is there another workflow?

Yes, for all offers created through labra, an email goes out to the buyer automatically based on the recipients you choose. You can also track the status of the offer as it goes from sent to viewed to accepted.

Can we customize the email sent to customers? Are we able to automatically cc emails? (team aliases for visibility)

Email sent to customers can be customized to match your branding.  The emails that go out to customers don't have a cc email at the moment. Although there are similar internal emails that you will receive as a seller to keep you in the loop.

Can we send private offers from SFDC? Does this happen on the Opportunity record in SFDC?

Yes private offers can be directly send from SFDC to AWS without needing to login to labra's UI. It can be done from opportunity record or any other record that is linked with opportunity for eg: Quote.

Can we track a private offer lifecycle in SFDC? (create, send, accept, book)

We have three status at the moment in SFDC. Offer sent, viewed and accepted. Once an offer is accepted a complementary subscription is created in SF. 

Can your SFDC integration update a custom field in SFDC once an offer is accepted?

Our SFDC integration doesn't do this by default but a salesforce flow can be created on top of our app. For eg: when offer status moves to offer accepted, change a certain field on the linked opportunity. 

Can reps create their own private offers in SFDC? If so, are there controls to manage or gate this?

Reps can create their own private offers. We have permission sets in place so that not everyone can create offers and only certain people with those permissions can. There are many automations in place as well which can be used to create offer automatically without manual intervention. We also have approval flows in place where a sales rep can create offer but it will only be sent to AWS after it is approved.

Does your produce make a "virtual PO" after an order is accepted? If not, what do you recommend as the bookable artifact?

As soon as the offer is accepted we send a email notification which contains all the details of the offer, the subscription, dimensions and TCV. This is usually used by sellers as a bookable artifact.

Can we report on all private offers outstanding and accepted by customer name by date? Please confirm if can happen in your UI w/o CSV exports.

If you are using the salesforce app, then reporting can be done as all offers will be stored in salesforce itself.

On Labra UI, exporting of offer is not yet available.

Can we report on invoice amount, collection amount, and disbursement amount by customer name and date? Please confirm if can happen in your UI w/o CSV exports.

Yes, you track all invoices raised, disbursed, undisbursed and also defaulted (Past the payment due date). This report can be exported as well.

Can we report on private offer contract end dates for renewal planning? Please confirm if can happen in your UI w/o CSV exports.

Yes, on salesforce you can track all existing subscriptions. This list can be sorted using expiration date giving you a pipeline for renewals.
Same report is available on the UI as well.

Can your system notify us of contract end dates via email or Slack?

Labra notifies you a set number of days before contract expiry via email and slack. Plus also notifies you once the contract has expired.

Can you notify us of private offer acceptance via email or Slack?

Yes. 

Do you have a report showing cash collected and expected cash collected/disbursed by customer by month?

Yes, all invoices can be tracked and sorted by customer to get the collected/disbursed data month-wise.

How long does it take to implement the co-sell function (into SFDC and the APN Portal)?

We are seeing an average of 2 weeks on onboarding time depending on sellers availability. If additional configurations have to be added for automation purposes on salesforce then that is handled case by case basis.

Can we push Opps into ACE from your portal?

Yes.

Can we push Opps into ACE from SFDC?

Yes. AWS referred opps will also sync to SFDC. Our integration is bidirectional and instant.

Can we bulk push Opps into ACE from SFDC?

Yes. 

Do we have full visibility into the status of our APN opps from your portal? Can we make edits to the opps from the portal (ie move to Launch)?

Yes.

Can we put a gate in place before opps are sent from SFDC --> ACE? (ie. Reps file their own opps and the partner team reviews before being pushed to ACE)

Yes. There is a field on referral which can be turned off if you dont want it to sync to ACE.