How AWS reps are partnering with Flywl for better marketplace deals

Ready to make stronger marketplace deals faster than ever before? 

In a recent internal-only webinar for AWS, Flywl Founder & CEO Ankur Srivastava sat down with AWS’s Rebecca Antuna-Pollock, Partner Sales Manager, and Steve Haddock, Senior Enterprise Account Manager to talk about how AWS representatives are using Flywl as an extended account team for bigger, faster marketplace deals. 

When it comes to marketplace deals, buyers face a number of challenges: 

• Invoice reconciliation challenges force buyers to plateau on marketplace adoptions
• Cost allocation is difficult because marketplace spend sits under the AWS umbrella 
• Companies pause spend when they can’t reconcile marketplace transactions internally 
• Procurement leaders lack visibility and control over vendor lists in the marketplace 

With Flywl acting as an extension of your account team, it’s possible to turn existing accounts into repeatable Marketplace revenue. That means more volume in the marketplace, fewer FP&A roadblocks, and better PPAs. 

Watch the full webinar replay here to get access to an exclusive Flywl onboarding template.

How to use partners like Flywl to secure predictable marketplace revenue

AWS reps are increasingly using Flywl’s Compass to enhance the cloud marketplace buyer’s journey.  Here’s what a typical engagement looks like.

First, the buyer identifies their current and potential commitments.  Flywl works with the buyer to structure that commitment in a way that leverages marketplace and cross-service discounts. Then, Flywl integrates into cost usage reports to track commitments. 

In the buyer environment, Flywl integrates into your TAS (i.e., Coupa or ServiceNow) to extrapolate their spend in a complete data set, which includes details such as product, vendor name, procurement channel, start and end dates, contract value, and more. Once Flywl has the data set in hand, they move to spend modeling. 

“This is the game changer,” Antuna-Pollock said. “This is what automates everything for us. [It’s an] easy button for the partner sales managers.” 

In the event a buyer indicates a shortfall, Flywl can assess how they’re doing against their commitment. Flywl can automatically detect overages in your spend, so if a buyer makes a $10 million commitment and goes over that cost, they may choose to renew under a more appropriate agreement. 

Next, Flywl matches all available ISVs from buyer inventory to AWS marketplace listing via Discovery APIs. The buyer receives a hero report that aggregates commitments, shortfalls, overages, and available budget. Contracts outside their renewal dates can be moved up using the future data contract and flexible payment scheduler features. This enables buyers to renew early and affect their drawdown commitments. Finally, buyers receive a hero report they can present to the CFO. 

The benefits of marketplace + Flywl private offer promotions 

Flywl has reimagined the private offer experience by starting it from the buyer side, rather than the seller side. 

Private offer promotions in the marketplace provide infrastructure credits to buyers, but procurement leaders often struggle with allocating those credits in reporting systems. Flywl private offer promotions (FPOP) provide cash rebates to buyers without impacting your quota—while offering buyer incentives at the same time. For instance, Flywl can recommend buyers transact deals directly, and suggest appropriate deal terms. 

“We remind them, ‘Hey, you’re buying this directly through the ISV procurement channel,” said Srivastava. “We’re going to recommend you buy this through the AWS marketplace. Here’s a million-dollar drawdown utilization you’ll be able to affect since you have a three-year deal with the AWS.” 

Throughout this process, Flywl validates listings as present on the cloud marketplace by collecting search and propensity-to-buy data for buyers. If buyers intend to upgrade, Flywl can apply applicable cashback rebates to the buyer’s contract. 

With buyer cloud IDs centralized in one location, Flywl has also introduced the ability for buyers to structure streamlined payments in accordance to their commitments. They can align with the CFO’s forecast if desired. They can upload their contract, receive benchmarking data, and submit a request for sellers to create private offers. 

Flywl tracks transaction details, including MPOP (Marketplace Private Offer Promotions) and FPOP credits received. Finally, Flywl can use its CPPO function to drive deals forward. Its financial system reconciliation integration enables chargeback and cost center allocation. 

How Flywl identified solutions for Rehrig Pacific’s $500k market revenue gap

Rehrig Pacific faced a $2.5 million revenue shortfall after a major deal fell through for their MES solution. After months of plateauing in the marketplace, they approached AWS for help renegotiating their agreement. When AWS partnered with Flywl to find a solution, that changed the game. 

Rehrig Pacific initially resisted focusing on the marketplace. But observing how Flywl negotiated a deal for Workday sparked their interest. 

“Ankur’s customer obsession really spoke to them and helped negotiate a better deal,” Haddock said. “At the end of the day, he did this all in good faith because they didn’t have a relationship with Workday at the time.” 

Haddock said as a result, Rehrig’s VP of IT and CFO knew they needed Flywl in their corner. 

“They were like, ‘If this is the value Flywyl will bring to the table, we need these guys. We need them now.’ And they’ve fully embraced it,” he said. 

Today, AWS and Flywl have a list of all Rehrig Pacific’s vendor contracts over the next three years. 

“We’ve identified how we can solve that half-million dollar gap in marketplace to help them achieve it,” Haddock said. “So it’s been a great experience. They’ve been wonderful to work with. Rehrig is loving what [Flywl brings] to the table. I think it’s just a tremendous value-add that we need to engage with more of our customers.” 

How to get started with Flywl at no cost 

Want to know more about partnering with Flywl for better marketplace deals—and get started for free? Antuna-Pollock and Haddock have negotiated a deal for AWS reps to make Flywl available to buyers at no cost. Learn more and register here.