2. Splunk
Date it joined $1bn AWS Marketplace club: April 2025 (annual)
Cumulative AWS Marketplace sales: $3.4bn-plus
Total annual revenues: $4.2bn (Splunk), $53.8bn (Cisco)
This Cisco-owned observability software vendor is part of the $1bn AWS Marketplace club – and then some.
In April 2025, Gretchen O’Hara, Vice President of Worldwide Channels and Alliances at Splunk, announced that it had hit $3.4bn in cumulative sales on the platform, “including more than $1bn in the past year alone”.
Talking to IT Channel Oxygen, Alexandra Turbitt, Group Vice President, EMEA Partner Organisation and Digital Sales at Splunk, confirmed that Splunk’s offerings have been available on AWS Marketplace since 2017.
She urged partners looking to maximise AWS Marketplace success to “understand its value around simplified procurement cycles, secure deployment and consolidated billing”.
Q&A with Alexandra Turbitt, Group Vice President, EMEA Partner Organisation and Digital Sales, Splunk
AWS Marketplace appears to be a much bigger route to market for ISVs than Microsoft and Google’s marketplaces (where $1bn announcements have been notable by their absence). Can you give any indication of how much sales you have done, or are doing, through either?
Splunk’s offerings have been available on AWS Marketplace since 2017. Splunk on Cloud can be deployed as SaaS across 15 AWS Global regions.
Our customers recognise a number of benefits of acquiring our solutions via AWS Marketplace including simpler purchasing, centralised procurement, and streamlined vendor assessments. In addition, they can retire spend against their AWS PPAs.
We are now also expanding our cloud footprint within Microsoft and GCP.
What is your partner strategy for AWS Marketplace, and can you give any indication of how much of your AWS Marketplace business involves partners?
As a partner-first organisation, we continue to further enable partners to transact via AWS Marketplace and we are accelerating this through targeted partner enablement and joint campaigns.
With AWS Cloud Commits growing rapidly, we are continuously ramping up our partner ecosystem to convert these commits into closed deals.
What advice would you have for channel partners eager to build hyperscaler marketplace revenue streams?
Our advice for channel partners would be to:
Understand AWS Marketplace value around simplified procurement cycles, secure deployment and consolidated billing. It is also important to differentiate themselves by complementing Splunk’s value proposition with their services and build value added offerings/solutions that drive customer outcomes.
Hyperscaler marketplaces are increasingly about integrated solutions. Therefore, going forward, we will begin to co-create multi-partner offers that bundle channel partner design, implementation, etc. with our SKU.
Thirdly, there is an opportunity for partners to build and deliver standardized, repeatable offerings with clear pricing models for specific industries.
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