The major cloud service providers — Amazon Web Services (AWS), Google Cloud, and Microsoft Azure — offer businesses preferential pricing through structured long-term spending agreements.
Under these agreements, customers commit to a minimum annual spend that they can fulfill either through direct cloud service usage or by purchasing third-party solutions from the provider’s marketplace.
While each provider designs its commitment program differently, they share fundamental principles in how customers can meet their obligations. The distinctions between programs, however, significantly influence how businesses engage with and purchase through these platforms.
For vendors selling through cloud marketplaces, these commitment programs create meaningful sales opportunities. Customers often prefer to purchase third-party solutions through these marketplaces since the spending counts toward their cloud commitments. The specific rules and restrictions around each provider’s commitment fulfillment can therefore materially impact a vendor’s marketplace strategy and success.
This primer analyzes the commitment policies of AWS, Google Cloud, and Azure, highlighting key differences and providing strategic guidance for vendors navigating these marketplace ecosystems.
