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Net revenue after cloud partner fees is the amount your software business keeps from a marketplace transaction after the marketplace fee and transaction-specific deductions. Start with the receipts attributable to the offer, then subtract the marketplace fee, refunds or credits, applicable transaction taxes or withholding, and any channel or wholesale deduction. Keep the result separate from profit after delivery: hosting, infrastructure, support, and other costs you pay to deliver the software come out in a later contribution calculation.
There is no universal “cloud partner fee.” The rate and fee base depend on the marketplace, product or offer type, public versus private terms, channel structure, geography, tax model, and contract. The examples below use published AWS Marketplace and Microsoft Marketplace documentation; confirm the live offer and statement before using a rate in a forecast or accounting entry.
Define which net figure you need
Marketplace reports use several different “net” concepts. Choose one before putting a percentage into a spreadsheet; otherwise a correct arithmetic result can answer the wrong business question.
Marketplace seller net revenue
This is the offer revenue remaining after marketplace-level deductions. A practical working formula is:
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Marketplace seller net revenue = offer receipts − marketplace fee − refunds and credits − applicable transaction taxes or withholding − channel or wholesale deductions
Use the signed amounts and fields in the marketplace statement. Do not assume that every tax is a deduction from your receipt: in some transactions the platform collects tax from the buyer, while tax charged on the platform fee or withholding can reduce your payout.
Collected and disbursed amounts
A marketplace may have earned the net revenue without having collected it from the customer or paid it to you yet. For cash reconciliation, distinguish:
- Collected net revenue: the portion for which the buyer has paid the platform.
- Uncollected net revenue: earned or billed amounts still awaiting customer payment.
- Disbursed net revenue: the amount the platform has paid to you.
- Undisbursed net revenue: the amount not yet included in a seller payout.
A bank deposit can therefore be lower than calculated seller net revenue even when the fee percentage is correct.
Contribution after cloud delivery costs
If you want the amount left after delivering the service, continue with a separate calculation:
Contribution after cloud delivery costs = marketplace seller net revenue − seller-paid hosting, infrastructure, support, and other delivery costs
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This prevents you from treating a cloud-usage bill as another marketplace fee or subtracting the same cost twice. A marketplace service fee reduces the transaction receipt; your own infrastructure bill reduces contribution.
The line items to collect before calculating
Download the transaction, earnings, billing, and payout exports for the same period and currency. Record each item at the level needed to match a transaction or invoice.
- Offer receipts: the software license, SaaS subscription, usage charge, or other amount attributable to the offer.
- Fee base: whether the marketplace fee is calculated on a list price, discounted price, total contract value, or another defined base.
- Marketplace fee and rate: use the statement’s fee amount and actual rate when available, rather than applying a remembered standard percentage.
- Refunds and credits: include gross refunds and any related fee or tax refunds shown in the report.
- Taxes and withholding: identify buyer-collected tax, tax on the platform fee, withholding, and seller-of-record responsibilities separately.
- Channel or wholesale deductions: capture reseller, distributor, or channel economics that are not already included in the marketplace fee.
- Currency and rounding: preserve transaction currency and the platform’s rounding rules until the final conversion.
- Identifiers: retain the transaction reference, order ID, asset ID, usage reference, or equivalent key for reconciliation.
Calculation procedure
- Identify the marketplace and offer. Record the provider, product type, public or private status, channel arrangement, geography, contract dates, and currency. Do not mix an AWS public SaaS rate with an AWS private-offer rate, or either with a Microsoft transaction.
- Determine the fee base. Read the offer and agreement to find whether the fee applies to gross receipts, a discounted price, total contract value, or a field defined by the marketplace. For a private offer, use the contract value band or other stated rule.
- Start with offer receipts. Use billed software revenue for the transaction, not a bank deposit that may combine multiple orders or periods.
- Subtract the marketplace fee. Prefer the fee amount in the earnings or disbursement report. If you calculate it, keep the exact rate and fee base beside the result.
- Apply refunds and credits. Include the customer refund and any fee refund or tax refund as separate signed lines. A credit in a later period may require an accrual or adjustment to the original transaction.
- Apply transaction taxes or withholding according to the statement. Do not subtract a buyer tax that the platform collected and remitted unless the report defines it as reducing your net. Include tax charged on the platform fee or a withholding amount when it actually reduces the payout.
- Subtract channel or wholesale amounts. For a reseller or channel offer, use the contractual deduction and check whether the marketplace already netted it from the amount shown.
- Label the result. Call it marketplace seller net revenue, collected net revenue, or disbursed net revenue as appropriate. Then calculate contribution after cloud delivery costs in a separate row.
- Reconcile to the platform reports and payout. Match identifiers, compare currencies, and explain timing differences before posting a variance.
AWS Marketplace examples
AWS publishes different listing-fee rules by offer type and contract structure. The figures below are standard published rates on the AWS fee page, effective January 5, 2024; they are not a universal rate card for every transaction. Check the current offer and AWS fee schedule before using them.
Public offers
| AWS public-offer type | Published listing fee | Illustrative calculation on $10,000 receipts |
|---|---|---|
| SaaS | 3% | $10,000 − $300 fee = $9,700 before refunds, tax, withholding, or channel deductions |
| Server, AMI, container, or machine learning | 20% | $10,000 − $2,000 fee = $8,000 before other deductions |
| AWS Data Exchange | 3% | $10,000 − $300 fee = $9,700 before other deductions |
The examples assume $10,000 is the fee base and contain no refund, tax, withholding, or channel adjustment. A real statement may use a different base or show the fee directly.
Private offers based on total contract value
AWS lists these private-offer listing fees by total contract value (TCV):
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|---|---|---|
| Below $1 million | 3% | $30,000 on $1,000,000 used as an illustrative base |
| $1 million to below $10 million | 2% | $40,000 on $2,000,000 |
| $10 million or more | 1.5% | $150,000 on $10,000,000 |
| Renewals | 1.5% | $15,000 on $1,000,000 |
The first illustrative row uses exactly $1 million to show the arithmetic; AWS’s wording places a value below $1 million in the 3% band, so confirm the boundary treatment in the signed terms. The table is not a quotation or forecast of your contract.
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Channel partner private offers
AWS says channel partner private offers add 0.5 percentage points to the listing fee. It also states that the fee is based on the discounted price the independent software vendor offers to the channel partner. For example, if the applicable underlying rate is 2%, the channel-partner listing fee would be 2.5% on the defined discounted-price base, before any separate wholesale or channel economics. Do not apply the uplift to a gross list price unless the offer terms define that as the base.
AWS report terminology
AWS defines seller net revenue as “The total amount billed for the transaction, net of AWS Marketplace fees, refunds, and US sales and use tax.” That definition appears in the Collections and disbursement dashboard field definitions. It is a report definition, not a statement that every tax in every geography is handled identically.
In the AWS reports, keep these fields distinct:
- Gross revenue is the amount billed for product usage or monthly fees.
- Listing fee and listing-fee percentage show the platform charge and its rate.
- Gross refund, fee refund, and tax refund show refund adjustments.
- Seller net revenue reflects the AWS definition above.
- Collected and uncollected net revenue indicate buyer payment status.
- Disbursed and undisbursed net revenue indicate seller payout status.
- Currency and transaction reference ID support currency-aware matching.
The AWS Marketplace Seller Guide also presents an illustrative data-feed formula of net revenue = gross revenue − listing fee − tax − COGS. Treat that as the guide’s example based on its defined transaction fields, not as a replacement for the broader marketplace formula or your accounting policy.
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Microsoft Marketplace example
Microsoft’s current marketplace documentation describes a standard 3% store service fee for transactable offers, producing a 97% effective earnings rate before other applicable adjustments. In Microsoft’s example, a $100 monthly SaaS license pays the publisher $97 and retains $3 as the store service fee. The example separately shows Azure usage cost billed to the publisher, demonstrating that infrastructure cost is not the store fee. See Microsoft’s transact and payout examples.
For a simple transaction with a $100 offer receipt, no refund, no withholding, and no other deduction:
- Offer receipt: $100.
- Store service fee at 3%: $3.
- Marketplace net before other adjustments: $97.
- Subtract the publisher’s own Azure or other delivery costs only when calculating contribution, not marketplace net revenue.
Microsoft’s payout FAQ says the earnings report’s Earning Rate field supplies the actual rate for a transaction. Use that field when it differs from the standard explanation. The Microsoft payout FAQ also describes the 3% fee and 97% effective earnings rate.
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Microsoft Publisher Agreement 8.0, updated September 2025, describes publisher net revenue for offers purchased directly through Microsoft Marketplace as publisher net receipts minus the applicable Store Service Fee and any tax on that fee, if applicable. Read the transaction’s tax treatment and agreement together rather than assuming every geography has the same payout. The agreement is available at Microsoft Publisher Agreement 8.0.
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Suppose a marketplace statement shows $50,000 of SaaS receipts, a 3% fee, a $2,000 customer refund, $400 of withholding, and a $1,500 channel deduction. Assume the statement confirms that each item reduces the seller’s receipt and that no buyer tax is included in the $50,000.
| Line | Amount | Running result |
|---|---|---|
| Offer receipts | $50,000 | $50,000 |
| Marketplace fee (3%) | −$1,500 | $48,500 |
| Refund | −$2,000 | $46,500 |
| Withholding | −$400 | $46,100 |
| Channel deduction | −$1,500 | $44,600 marketplace seller net revenue |
If the seller paid $12,000 for hosting, support, and other delivery costs for the same revenue, contribution after cloud delivery costs would be $32,600. That $12,000 must not also be labeled as a marketplace fee.
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Taxes and withholding
Tax treatment depends on who is seller of record, who collects and remits buyer tax, the customer’s jurisdiction, and whether tax is charged on the platform fee. A report may show buyer tax separately while still defining seller net revenue net of a particular tax category. Use the platform tax report and the transaction’s legal terms; do not apply a blanket sales-tax percentage to every order.
Refunds and credits
Refund timing can make the current-period statement differ from the original sale. Match gross refund, fee refund, and tax refund fields to the transaction reference. If a credit is posted later, preserve the original revenue and record the later adjustment according to your accounting policy.
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Currency and rounding
Calculate in the transaction currency first. Convert only after applying the platform’s fee, refund, and tax fields, using the exchange rate required by your books. Small differences can arise when the marketplace rounds each line while your spreadsheet rounds only the final total.
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How to reconcile a marketplace payout
- Export the detailed earnings or billing report for the period and the payout report for the deposit date.
- Group by transaction reference. For Microsoft, the documented mappings use AssetID, OrderID, and line-item or UsageReferenceID values; use the equivalent AWS identifiers in AWS reports.
- Recalculate the fee from the stated base and compare it with the report’s fee amount and actual rate.
- Match refunds, credits, tax, and withholding as separate lines rather than forcing one unexplained “adjustment.”
- Separate collected from disbursed. An unpaid invoice can be in seller net revenue but absent from the deposit.
- Check payout timing and currency. AWS Insights documentation describes typical Marketplace payment terms of Net 30–60 days from invoice date, but timing is not guaranteed for every transaction or platform. See AWS Insights documentation.
- Document the variance. Classify it as collection timing, partial payment, payout timing, fee or tax deduction, refund, currency conversion, or rounding before escalating it as an error.
Common calculation mistakes
- Using one “cloud fee” percentage. AWS rates vary by offer type and private-offer structure, while Microsoft documents a separate standard store service fee.
- Applying a fee to the wrong base. A discounted-price or TCV rule can produce a different fee from a list-price calculation.
- Calling the bank deposit net revenue. Deposits may exclude uncollected invoices or include only a partial payout.
- Subtracting buyer tax twice. If the platform collected and remitted it and the seller-net field already excludes it, a second subtraction understates revenue.
- Combining platform fee and hosting cost. Keep license receipts, marketplace deductions, and seller-paid infrastructure in separate accounts or spreadsheet rows.
- Ignoring channel economics. A channel partner uplift in the platform listing fee is not necessarily the same as the reseller’s wholesale discount.
- Using a stale rate. AWS’s cited public schedule is effective January 5, 2024, and Microsoft’s cited pages were accessed October 13, 2026. Terms can change; verify the live transaction.
- Rounding too early. Preserve full-precision amounts until the platform’s required reporting currency and final total.
Comparing marketplace offers on an apples-to-apples basis
When evaluating two routes to market, compare both the marketplace receipt and the economics of delivery. Record the following dimensions for each offer:
- Marketplace and exact offer type.
- Public, private, reseller, or channel structure.
- Fee basis: gross price, discounted price, TCV, usage amount, or another defined base.
- Published fee and the transaction’s actual earning rate.
- Refund, credit, tax, and withholding treatment in the relevant geography.
- Currency, conversion, and rounding rules.
- Hosting, infrastructure, support, and other costs paid by the publisher.
- Collection terms and expected payout timing.
Report two labeled outputs: marketplace net receipts and contribution after seller delivery costs. A route with a lower platform fee can still produce less contribution if it requires substantially higher delivery or channel costs.
A spreadsheet layout that avoids double counting
Use one row per transaction or statement line and columns such as:
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- Transaction reference and order or usage identifier.
- Marketplace and offer type.
- Transaction currency.
- Offer receipts.
- Fee base.
- Marketplace fee rate.
- Marketplace fee amount.
- Refunds and credits.
- Buyer tax collected or remitted.
- Tax on platform fee or withholding.
- Channel or wholesale deduction.
- Marketplace seller net revenue.
- Collected and uncollected status.
- Disbursed and undisbursed status.
- Seller-paid hosting and infrastructure.
- Support and other delivery costs.
- Contribution after cloud delivery costs.
- Payout date and reconciliation note.
Formula cells should reference the statement’s signed amounts. Keep the report export or agreement version used for each rate so a later rate change does not silently rewrite historical calculations.
What the result means for forecasting
For a forecast, model the fee by offer mix rather than applying one blended percentage unless the blend is calculated from a stated mix. Separate public SaaS, machine or container, private-contract, renewal, and channel transactions where their rules differ. Add assumptions for refund rate, withholding, collection lag, currency movement, and seller-paid delivery cost. Label every assumption as recurring, one-time, promotional, or contract-specific.
Forecast cash separately from earned revenue. A monthly sale can increase seller net revenue in the earning period while the cash arrives later because of customer payment terms and the marketplace payout cycle. This distinction is especially important when a partial payment makes disbursed net revenue temporarily lower than the earned amount.
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