“Over 80% of Marketplace transactions are still self-service today, but the bulk of the revenue is enterprises buying large contracts,” Matt Yanchyshyn, vice president of AWS Marketplace and Partner Services, tells BI senior technology analyst Anurag Rana. Yanchyshyn explains how AWS Marketplace has evolved from an app-store-style catalog into an enterprise procurement channel offering private offers, co-sell, services, and software. The discussion unpacks why AI agents are the fastest-growing category on Marketplace, the shift toward solution bundles and how AWS is approaching model flexibility, governance and security as agents increasingly do discovery via MCP-style integrations.

AWS Marketplace VP on the Agent Buying Boom

Tech Disruptors

# Full Transcript

**Podcast:** Tech Disruptors

## Participants

- **Anurag Rana** (Bloomberg Intelligence)
- **Matt Yanchishan** (AWS Marketplace and Partner Services)

## Transcript

Hi, everyone. Welcome to another episode of the Tech Disruptors podcast. My name is Anurag Rana. I'm a technology analyst at Bloomberg Intelligence, part of Bloomberg's research department with 500 analysts and strategists working across all major world markets.

Our guest on today's podcast is Matt Yanchishan. Matt is the vice president for AWS Marketplace and Partner Services. He has been with AWS for almost 14 years and has led multiple AWS service teams and technical sales organizations, including AWS Control Tower, AWS Service Catalog, AWS Well-Architected, and now all engineering for AWS's partner organization.

Before joining AWS, Matt spent a decade at the Associated Press. Welcome to the podcast, Matt. Thanks. Good to be here. On today's podcast, we'll do a deep dive into what kind of software products enterprises are buying on AWS Marketplace. We'll also go into how AI agents have become the fastest growing category of products in AWS's history, which agents are seeing the fastest adoptions, and how it is changing the software industry's pricing model. So, Matt, to start off with, let's please start with your background.

Yeah, sure. So, like you said, I've been with AWS a long time now, since the early days of the cloud, about 14 years. And yeah, I lead a service portfolio that includes the AWS Marketplace, but also AWS License Manager, AWS Partner Central, and AWS RTB Fabric. The easiest way to think about my role is it's all the ways that customers engage with third parties, with partners across AWS services, and all the ways that those partners do business and go to market with AWS.

So we have systems to help them sort of automate and operationalize how they do business. I have an engineering background, but, you know, like you said, from my time at the AP, maybe a bit of a winding road and atypical path. I used to work in broadcast video, satellite tech, that kind of stuff. I was actually hired as a broadcast video solutions architect at AWS 14 years ago, but eventually got back into leading large engineering teams today. So, Matt, for a lot of people who are not familiar with the Amazon Marketplace,

please tell us about this in detail, you know, what is the process by which third parties can place their software on the AWS platform? How do you get paid? It sounds very much like the Apple App Store to me. Yeah, you know, it's funny. We like to joke, it's actually quite serious, that there's a whole generation of C-levels who grew up in the App Store generation, who are now quite comfortable in their current positions doing B2B purchases and sort of that immediate App Store-like way. And that's part of the reason why I think Marketplace continues to be successful.

It is like an App Store in the sense that it started as a self-service marketplace, ...

AWS Marketplace VP on the Agent Buying Boom

Transcript

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AWS Marketplace VP on the Agent Buying Boom

Transcript

Built for investment professionals

Every day you wait, your competitors are findingedge in conversations you're not hearing.

Every day you wait, your competitors are finding
edge in conversations you're not hearing.