SPEAKER: Thank you for your interest in the Google Cloud
Marketplace, where your customers can discover,
procure, deploy, and manage top cloud solutions
from Google Cloud and its partner ecosystem.
This video covers the private offer creation
flows step by step and is intended
for marketplace partners.
In addition to this tutorial, partners
interested in maximizing your success on Google Cloud
Marketplace should check out our Google Cloud Marketplace
partner fundamentals course, linked in the description.
Let's dive in.
Producer Portal is where partners
onboard Google Cloud Marketplace can manage their products.
Partners can access it by clicking
on Producer Portal on the Marketplace left navigation
from within the Google Cloud Console.
Publishing a product unlocks simple online distribution
directly to Google Cloud customers in over 200 regions
worldwide, or, optionally, through a Google Cloud
reseller.
When publishing a transactable product to Google Cloud
Marketplace, you can select the purchasing model that
works best for your solution.
We offer enterprise-ready purchasing models
with the option of free trials.
Our purchasing models are free.
Customers can use your product free of charge.
Bring your own license.
Customers pay you directly for the product.
Usage-based and commitments.
Customers pay for your product based on metrics
that you choose.
Additionally, you can create minimum spend commitments
using private offers.
Flat fees-- customers pay a flat rate for access
to software and its features.
Flat fees with usage--
customer pays a fee for using the software, which includes
a feature set and usage.
Any additional usage incurred beyond what's included
in the fee is charged for.
Once you have onboarded with your preferred purchasing model
and have published a transactable product,
you can configure a negotiated enterprise contract
called a private offer.
This capability is the second option in the producer portal's
left side navigation menu.
Click on Private Offers tab.
Within Private Offers, you'll be greeted
with an option to create a private offer
and by a table view, where you can
see any prior private offers you have generated
to send out to your customers.
There's a lot of relevant information
here, including the different states of your private offers.
To create a new private offer, click Create Offer.
You'll enter the private offer creation
flow, which will guide you through each step
in the configuration process.
The first step is to select the product
and plan you want to create the private offer for.
In this example, we'll choose a SaaS product.
However, private offers can also be created
for VM and Kubernetes products.
For this example, we will select a plan
onboarded with a flat fee with usage purchase model.
Upon selecting the plan, you'll see the default feature
set that this product includes in the public plan view.
You can modify these features for the private offer
by selecting Update Features.
This enables you to customize the availability and quantities
per feature for this specific deal.
Click Next.
Now, you will indicate the recipient
of this private offer.
This can be either an end customer or a reseller
if the product is being resold.
You'll enter it in the customer billing
account, which the customer or reseller can provide.
Within the description of this video,
we've linked documentation to help customers find the ID.
Then, you will enter the customer organization name,
the name of the specific point of contact
at the customer to whom you'll send
the offer, their email address, and any
notes you'd like to include in the customer's
view of the offer.
This private offer will apply to all customer projects assigned
to the specified billing account.
Click Next.
You'll then provide a sales contact who the customer would
reach out to at your organization
if they have any questions on this private offer.
You can also add notes that your organization will see
in the private offer dashboard.
We've seen partners use this for order numbers, procurement IDs,
or other CRM IDs to track deals within tools
they use internally.
Click Next.
You will now configure the pricing and payments
for this private offer.
This is where you select the payment schedule, contract
duration, and discounts for this deal.
Click on Configure to set up these details.
Here, you can specify a custom contract duration
and installment schedule.
Each installment can be up to a year long,
and each subsequent installment must
be of equal or larger value than the previous installment.
For example, you could configure a three-year contract
with three equal annual prepayments,
or each payment could be larger than the last
if you and the customer expect usage
to grow over the contract's duration.
But don't worry about future-proofing your offer now.
You can add installments to active deals
or modify them as long as they haven't occurred yet, and as
long as the total contract value remains constant or grows.
Next, you will enter an offer acceptance deadline.
This is the latest date by which the customer
can accept the offer.
It can be up to three months from the offer publish date.
Expiration is always at the very end
of the day, 11:59 PM Pacific time, on the selected date.
If the customer does not accept the offer before this deadline,
the customer will no longer have access to it
and its status will show as expired in your private offer
dashboard.
Click Next.
Almost finished.
Now, select the software license terms
you want the customer to agree to for your solution.
You can use Google's standard End User License Agreement,
EULA, or you can upload a custom deal-specific one
in PDF format.
You also provide a display name for these custom terms
so the customer can easily identify them.
Reusing previously agreed-to terms with an existing customer
could save time by allowing you and your customer
to skip redundant legal reviews.
Click Next.
Now that you've fully configured your private offer,
you can review it for accuracy.
Double check that it's precisely what you and your customer
have negotiated, especially the included features and pricing
details.
When comfortable with this private offer configuration,
click Generate URL.
If there are any lingering errors,
the UI will indicate them.
If the private offer is error-free,
you will be reminded that you will not
be able to modify any parameters once you click Generate URL.
You can always replace a private offer
if you need to start over.
Once you click Generate URL, you can copy and paste it
into an email to your customer, so they can easily
access it directly.
We provide an example message you
can use for inspiration in our Sending
an Offer documentation, which we'll also
link to in the description.
Once the customer accepts your offer,
it will go into effect immediately
for VM and Kubernetes products.
For SaaS products, your organization
may need to approve the entitlement before customer
usage can begin.
Whether you select Approve Offer in the private offers overview
table or via API, please ensure resources
are ready to deploy before approval.
And that's it.
With Google Cloud Marketplace private offers,
your customers can discover, procure, deploy,
and manage the cloud software they
want with the flexible pricing, payment, and terms they need.
Thank you for being a Google Cloud partner.