Vanta Says AWS Marketplace Sales Passed $100M
Vanta gave no period or channel mix for the figure. Its AWS listing posts 12-month list prices from $14,000 for companies of 1 to 20 employees, with Vanta named as seller.
TL;DR
- Vanta says it has passed $100 million in AWS Marketplace sales, a milestone it posted on LinkedIn on November 5.
- For a compliance tool sold to companies that run on AWS, the marketplace looks like a primary channel.
- Vanta hasn't said how much of it AWS co-sell sourced and how much came from buyers paying through their own AWS bill.
Vanta says it has sold $100 million of software through AWS Marketplace.
The compliance company posted the milestone on its LinkedIn account on November 5. It called the marketplace "a simpler way for customers to buy." Vanta gave the figure no ARR label, start date or split by motion, so it reads as cumulative sales since Vanta listed. It's company-stated and unaudited.
The total matters less than what it shows about how Vanta sells. For a compliance tool bought by companies that already run on AWS, the marketplace looks like a main channel to purchase. Vanta treats it that way, with list prices posted on the listing itself.
Vanta's AWS listing is built to close a sale
Vanta's AWS listing names Vanta as the seller and posts 12-month list prices. Essentials starts at $14,000, Plus at $21,500 and Professional at $23,000, each for companies of 1 to 20 employees. Add-on modules run from $6,000 to $22,250.
The listing says pricing is tiered by company size and program complexity, and it supports express private offers. A buyer can see a starting price, ask for a private offer and pay through their AWS bill. With more than 6,000 AWS customers listed, Vanta's pitch is that buyers can draw down AWS committed spend and consolidate billing.
In October 2025 Vanta signed a strategic collaboration agreement with AWS, with full support for private offers and channel partner private offers (CPPOs), and it sponsored re:Invent. Chief Revenue Officer Stevie Case framed the agreement as a growth lever.
The channel's costs grow with the volume
Tackle's 2026 State of Cloud GTM report surveyed more than 100 B2B SaaS companies in summer 2026.Vanta isn’t in it, and we read its findings as the case for caution about the number. Tackle sells marketplace tooling, so this is vendor research on a channel it profits from. Its sample skews toward large, established vendors and toward cybersecurity.
Tackle's top finding cuts close to Vanta's category. Cybersecurity sells more through cloud marketplaces than any other category, the report says, but its leaders are the least convinced the channel pays off. Across the sample, 75% said hyperscaler requirements are growing faster than the support they get, and 61% called co-sell referral volume too low.
AWS takes a cut of every marketplace transaction. Under its 2024 fee schedule, public SaaS listings pay 3%. Private offers pay 3% under $1 million in contract value, 2% up to $10 million and 1.5% above that. Renewals pay 1.5%, and CPPO deals add 0.5%.
At 1.5% to 3%, $100 million in sales would mean roughly $1.5 million to $3 million in fees to AWS, by our estimate. Vanta gave no period for the $100 million, and anything booked before the January 2024 cut was charged at the old, higher rates.
A big marketplace number is eye-catching but says nothing about margin, or about who sourced the deals. Vanta hasn't said how much came from AWS co-sell, from resellers or from buyers who found the listing themselves. A commenter asked under the post and got no answer.
The collaboration agreement carries the economics
In Tackle's survey, vendors with a signed collaboration agreement more often reported higher marketplace deal sizes, 51% against 32% for those without. They also more often reported shorter cycles, 41% against 26%. The figures are self-reported from a tooling vendor's sample, but they point to the same lever Vanta pulled in 2025.
The same survey says 53% of vendors name committed spend as the channel's top benefit. As we covered, OpenAI's marketplace now lets enterprise AI commitments pay for HubSpot and Salesforce. Budget that buyers have already committed is increasingly spent where it sits.
For a compliance tool, that matters more than for most. A SOC 2 or ISO program is often bought by an engineering-led company that already pays AWS every month. Selling where that bill lives removes a step between a buyer's decision and a signed order.
The $100 million can't settle how much AWS brought to Vanta versus how much Vanta brought to AWS.
A marketplace total without a mix is a story, not a channel
Vanta’s $100 million is one vendor’s figure, but the marketplace is becoming a default route for software sold to teams that build on a cloud. Tackle’s survey adds the catch, since the categories selling most through marketplaces are the ones that trust them least.
A vendor that knows what share AWS sourced, what resellers brought and what buyers found on their own can negotiate the fee and the co-sell from it. So far, Vanta has published a cumulative total and a LinkedIn post.
a simpler way for customers to buy
If the hyperscalers keep raising requirements faster than support, the second group will find out what the channel costs before it finds out what the channel returns.
