--- title: "AWS Marketplace Punchout With Coupa and SAP Ariba" url: https://www.fours.com/resources/blog/aws-marketplace-punchout-coupa-ariba/ canonical: https://www.fours.com/resources/blog/aws-marketplace-punchout-coupa-ariba/ type: Blog description: "AWS Marketplace punchout with Coupa and SAP Ariba: where the purchase starts, what replaces checkout, and which PO line your invoices will post against." --- # AWS Marketplace Punchout With Coupa and SAP Ariba > Canonical HTML version: https://www.fours.com/resources/blog/aws-marketplace-punchout-coupa-ariba/ 1. [Home](/) 2. [Resources](/resources/) 3. [Blog](/resources/blog/) 4. AWS Marketplace Punchout With Coupa and SAP Ariba # AWS Marketplace Punchout With Coupa and SAP Ariba Your buyer says every purchase goes through Coupa or SAP Ariba. Here is what that changes on AWS Marketplace, from the approval request that replaces checkout to the PO line your invoices will post against. [![Stacy Wu](/authors/stacy-wu.jpg)](/resources/blog/author/stacy-wu/) [Stacy Wu](/resources/blog/author/stacy-wu/) Oct 23, 2026 ![AWS Marketplace Punchout With Coupa and SAP Ariba](/images/blog/aws-marketplace-punchout-coupa-ariba/hero.png) Explore AI Summary [![](/logos/company/openai.svg)](https://chat.openai.com/?q=Read%20and%20summarize%20https%3A%2F%2Fwww.fours.com%2Fresources%2Fblog%2Faws-marketplace-punchout-coupa-ariba%2F%2C%20then%20cite%20the%20source.%20Focus%20on%20what%20it%20says%20about%20AWS%2C%20Marketplaces. "Summarize with ChatGPT")[![](/logos/company/anthropic.svg) ](https://claude.ai/new?q=Read%20and%20summarize%20https%3A%2F%2Fwww.fours.com%2Fresources%2Fblog%2Faws-marketplace-punchout-coupa-ariba%2F%2C%20then%20cite%20the%20source.%20Focus%20on%20what%20it%20says%20about%20AWS%2C%20Marketplaces. 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"Summarize with Perplexity") Table of Contents - [What is AWS Marketplace punchout?](#what-is-aws-marketplace-punchout) - [How does a purchase through Coupa or SAP Ariba work?](#how-does-a-purchase-through-coupa-or-sap-ariba-work) - [What changes for usage, server and free products?](#what-changes-for-usage-server-and-free-products) - [What should an AE check before a procurement-system buyer approves?](#what-should-an-ae-check-before-a-procurement-system-buyer-approves) - [Which PO line will your charges produce?](#which-po-line-will-your-charges-produce) - [Which invoicing settings does the buyer control?](#which-invoicing-settings-does-the-buyer-control) - [Frequently asked questions](#frequently-asked-questions) - [Takeaways](#takeaways) _AWS Marketplace punchout is the cXML connection between AWS Marketplace and a buyer’s Coupa or SAP Ariba procurement system. The buyer requests approval instead of subscribing, their procurement system runs its workflow, and the purchase order it issues completes the subscription. The buyer sets it up; the seller’s job is to know what it changes._ * * * Acme’s AE has the terms agreed with Globex when procurement sends a short note: every software purchase goes through Coupa. The champion won’t accept the offer in AWS Marketplace the usual way. They will request approval, a requisition will move through Globex’s approvers, and a purchase order will come back to AWS. Each step changes something the deal desk planned: when the deal closes, which approvals the buyer sees, and how many invoices Globex’s AP team can post against the PO. AWS has been building out this path. Its product page lists “One setup for procurement and invoicing” among recent enhancements, and its Invoicing API now carries a `MarketplacePunchOutEnabled` setting in the procurement portal preferences, beside e-invoice delivery and purchase order retrieval. This guide covers how a punchout purchase runs, a pre-close checklist for an AE whose buyer works this way, which PO line your charges produce, and which invoicing settings belong to the buyer. For the wider picture of the buyer’s side, start with [how enterprise buyers buy through a marketplace](/resources/blog/how-enterprise-buyers-buy-through-a-marketplace/). ## What is AWS Marketplace punchout? **AWS Marketplace punchout is a cXML integration that brings AWS Marketplace into the buyer’s procurement system, so a purchase runs through that system’s approvals.** In AWS’s words, “This integration creates an access point into a third party’s catalog, known as a punchout.” Four facts frame it: - **Two systems.** AWS supports Coupa and SAP Ariba. Amazon Business is a different thing: “AWS Marketplace and Amazon Business are separate and require different PunchOut integrations with Coupa and SAP Ariba.” - **Software and services.** AWS says it “supports digital software, solutions, and professional services products. AWS Data Exchange products are not supported.” - **The buyer configures it.** The setup runs from the buyer’s AWS management account, with the `AWSMarketplaceProcurementSystemAdminFullAccess` managed policy, and needs a procurement-system account with administrator access. Nothing in it is configured on the seller’s side. - **It starts in test mode.** On Coupa, “The AWS Marketplace configuration defaults to test mode being enabled,” and Ariba integrations are tested in the Ariba test environment before AWS moves them to production. ## How does a purchase through Coupa or SAP Ariba work? **The buyer finds the product, requests approval instead of completing the purchase, and the purchase order their procurement system issues completes the subscription on AWS.** In AWS’s description, it runs in four steps: 1. **Find.** The buyer reaches the AWS Marketplace catalog from their procurement system. Where they start differs by system (see the table below). 2. **Request.** “On the product’s subscription page, instead of completing the purchase, the user requests approval. The request is sent back to a shopping cart in the procurement system to complete the approval process.” 3. **Approve.** The procurement system runs the approval workflow the buyer has configured. 4. **Complete.** After approval, the procurement system’s purchase order system “automatically completes the transaction on AWS Marketplace” and tells the user the subscription is ready. “The requester doesn’t need to return to AWS Marketplace to complete the purchase,” and AWS emails the AWS account that was used. The two systems differ in where the purchase starts and how the integration is set up: Coupa SAP Ariba **Where users start** Coupa’s Open Buy search, the AWS Marketplace catalog under **Shop Online**, or AWS Marketplace itself The **Catalog** tab, then the AWS Marketplace catalog. “Ariba users must initiate their purchase from within Ariba, not AWS Marketplace” **AWS-side setup** The buyer’s administrator, in **Manage procurement systems**, with a Buyer ID, Supplier ID and shared secret The buyer works “with the AWS Marketplace operations team to create a Level 1 punchout” **Leaving test mode** The buyer’s administrator turns test mode off The buyer contacts AWS to move to production **PO number at checkout** When the admin sets the redirect setting to off, “the customer gets a checkout experience that allows purchase order number entry” Ariba customers “who start their journey in AWS Marketplace” get the same checkout **Approval redirect URL** `ApprovalRequestRedirectUrl` in the Invoicing API, “only supported for Coupa” Not supported If the buyer also runs a Private Marketplace, there is a gate before the requisition. AWS says that once it is activated, “your procurement system redirects to your Private Marketplace instead of AWS Marketplace,” and the approval request goes to procurement only once the product is approved there. [When a buyer’s private marketplace blocks your deal](/resources/blog/private-marketplace-approval/) covers who opens that gate. ## What changes for usage, server and free products? **Usage pricing is approved as a budget estimate, server annual agreements take two approvals, and free or BYOL products can skip approval altogether.** AWS sets out each case: What the buyer is buying What goes for approval What follows A SaaS product with usage-based pricing A budget estimate for expected usage Charges are “billed monthly against the approved purchase order” at actual usage, “regardless of your initial estimate.” Above the estimate, the buyer “may need to submit an additional purchase requisition to cover the difference” A server annual agreement (AMI, container or Helm chart) First the pay-as-you-go agreement, which “defaults to $10,000 (this amount is not invoiced against)“ After AWS receives that PO, a second approval “which will show the total contract value” A free or BYOL product Nothing, if the buyer has turned on pre-approval: “There are two settings, one each for Free and BYOL” With pre-approval off, “$0.00 orders are produced in the customer’s procurement system” An amendment made in the AWS Marketplace console, or a multi-product offer The same request as any purchase: AWS says both “follow the same request and approval path as any other purchase” AWS doesn’t say how their PO lines are classified, so ask the buyer rather than assume Free trials are the one case with nothing to post: “Free trials don’t generate an invoice in the procurement system, because they don’t have a charge associated with them.” ## What should an AE check before a procurement-system buyer approves? **Confirm the integration is in production, where the purchase starts, how long approval takes against the offer’s expiry, and what the approvers will see.** Work through this list with the champion and their procurement team before the offer goes out: 1. **Is the punchout in production?** In test mode on Coupa, “transmitted purchase orders will not result in a subscription and will not generate an invoice.” AWS warns that otherwise “users in your system will appear to be creating requests, but no software will be purchased.” A newly connected buyer is the case to ask about. 2. **Where will the purchase start?** On Ariba, inside Ariba. On Coupa, from Open Buy, Shop Online or AWS Marketplace. Ask procurement which route their policy requires before you send the offer link, because a buyer who takes the checkout route enters the PO number there instead. [Who sets the PO on a cloud marketplace purchase](/resources/blog/purchase-order-numbers-on-cloud-marketplaces/) covers that field. 3. **Does the champion know there’s no accept step?** Their click is a request for approval. Nothing is subscribed until the purchase order comes back, and then the subscription happens without them. 4. **Will the offer outlast the approval?** AWS’s answer when a subscription doesn’t appear after the requisition was approved: “Check whether the private offer expired or its expiration date changed while approval was pending in Coupa/Ariba; if so, resend the revised private offer to Coupa/Ariba for approval.” Set the expiry date past the buyer’s approval cycle. In Fours, that is the **Expiry Date** on the private offer form, “the deadline for the buyer to accept the offer.” 5. **For usage pricing, who sizes the estimate?** The estimate is what procurement approves, and real usage is billed against that PO. Give the champion expected usage, so the PO isn’t spent before the term is out and a second requisition isn’t needed. 6. **For a server annual agreement, are the approvers expecting two requests?** The first shows the $10,000 default, which AWS doesn’t invoice against. Tell the approvers so they don’t read it as your price, and expect the total contract value on the second. 7. **For a free or BYOL product, is pre-approval on?** If not, the buyer’s system records a $0.00 order, and a requisition still runs. 8. **Has AP been told which PO line will post?** The next section is the answer to send. ## Which PO line will your charges produce? **AWS classifies each line item it sends to the procurement cart by the offer’s pricing terms: a single non-usage charge becomes a Service line that takes one invoice, and usage or more than one charge becomes a Material line that can take many.** “AWS Marketplace automatically classifies each line item based on the pricing terms of the offer,” using United Nations Standard Products and Services Codes (UNSPSC): Line item type UNSPSC code When AWS uses it How it posts **Service** (amount-based) `81162000`, IT Service Delivery ”An offer with a single, non-usage charge,” such as a contract upfront charge or a $0 agreement Quantity 1 at the full charge. “Only one invoice can post against the purchase order line” **Material** (quantity-based) `43232701`, Software ”Any usage-based charge,” such as pay-as-you-go, or “an offer with more than one charge,” such as multiple flexible payment schedule (FPS) installments Quantity is the amount divided by 0.01, at $0.01 each. “Multiple invoices can post against the purchase order line” Read against the offers a deal desk builds: - **One upfront payment on a contract** produces a Service line and one invoice against it. - **An installment plan** produces a Material line, against which multiple invoices can post. AWS’s example is FPS installments, and installment plans are what AWS calls “flexible payment schedules” on a private offer. AWS’s line-item rule doesn’t otherwise name private offers. - **Usage pricing** produces a Material line. - **A contract with usage on top** depends on how the buyer structures the PO lines. As a single line item, any usage or more than one charge makes it Material: “Only an offer with a single, non-usage charge is classified as Service.” As split line items, “Contract charges are Service line items and usage charges are Material line items.” AWS’s product page lists fixed and usage charges as separate line items among its recent enhancements. Two consequences for the deal desk. Settle the payment schedule before the offer goes out, because AWS says “You can’t modify the payment schedule on a private offer that has been extended to and subscribed by a buyer.” In Fours, **Payment Installments** sit on the private offer form, for contract, contract-and-subscription combined and agreement-based offers. And tell AP which line to expect, since their system may map it to a category: AWS says Coupa can map `81162000` to a Services category, and AWS adds a `LineType` extrinsic to the cXML purchase order message for further classification. ## Which invoicing settings does the buyer control? **All of them. E-invoice delivery and purchase order retrieval are opt-in settings the buyer turns on in Billing and Cost Management, and Marketplace PunchOut on the same connection defaults to off.** AWS calls e-invoice “an optional, opt-in billing feature that automatically sends your AWS invoices to your procurement portal on the same day it is generated,” for SAP Business Network and Coupa portals, with purchase orders retrieved from the portal so that invoices carry the right PO. Setting Where the buyer sets it Starting state E-invoice delivery **Billing preferences** > **Procurement portal settings** > **Add connection** in the Billing and Cost Management console Off until the buyer opts in. AWS contacts the buyer “within 24 hours to verify your account,” then tests the connection Purchase order retrieval The same connection; `PurchaseOrderRetrievalEnabled` in the Invoicing API Set on or off by the buyer when the connection is created Marketplace PunchOut on the connection `MarketplacePunchOutEnabled` in the Invoicing API ”Defaults to false.” On Coupa, turning it on requires a `MarketplacePunchOutPreference` Invoices that reference the cXML PO AWS Marketplace settings, through a service-linked role Off until the buyer enables it, for SaaS contract products The Invoicing API names the two portals `SAP_BUSINESS_NETWORK` and `COUPA`, and AWS marks its create call as “subject to changing at any time” under its Betas and Previews terms. Once approvals are complete, AWS says it “automatically associates PO numbers to cXML invoices for products transacted.” For which invoice arrives, from whom and when, see [the cloud marketplace invoice handoff guide](/resources/blog/cloud-marketplace-invoices-buyer-handoff/). ## Frequently asked questions ### What is AWS Marketplace punchout? A cXML integration that connects a buyer’s Coupa or SAP Ariba system to AWS Marketplace. The buyer requests approval instead of subscribing, their procurement system runs its approval workflow, and the purchase order it issues completes the subscription on AWS Marketplace automatically. ### Can an SAP Ariba buyer start the purchase in AWS Marketplace? AWS’s buyer guide says “Ariba users must initiate their purchase from within Ariba, not AWS Marketplace.” Its product page adds that Ariba customers who start in AWS Marketplace get a checkout that allows PO number entry. Ask the buyer’s procurement team which route their policy requires. ### Why does a server annual agreement need two approvals? It carries both pay-as-you-go charges and a one-time upfront charge. The first approval covers the pay-as-you-go agreement and defaults to $10,000, which AWS doesn’t invoice against. The second, routed after AWS receives the first PO, shows the total contract value. ### Will the buyer get one invoice or several against the PO? It depends on the offer’s pricing terms. A single non-usage charge, such as one upfront contract payment, becomes a Service line that takes one invoice. Usage charges or several installments become a Material line that can take many. ### Why hasn’t the subscription appeared after the PO was approved? AWS’s answer is to check whether the private offer expired, or its expiration date changed, while approval was pending, and if so to resend the revised offer. Also ask whether the integration is still in test mode, where purchase orders create no subscription. ### Does the seller set anything up for punchout? No. The buyer’s management account and procurement administrator configure the connection, and the invoicing settings are the buyer’s too. The seller’s part is the offer: its pricing terms decide the PO line, and its expiry date has to outlast the approval. ## Takeaways - AWS Marketplace punchout connects AWS Marketplace to Coupa or SAP Ariba over cXML. The buyer requests approval instead of subscribing, and the purchase order from their system completes the subscription. - Ariba purchases start inside Ariba. Coupa buyers can start from Open Buy, Shop Online or AWS Marketplace. Ask procurement which route they use before you send the offer. - Usage pricing is approved as a budget estimate, server annual agreements take two approvals with a $10,000 placeholder, and free or BYOL products can be pre-approved. - A single upfront charge posts as a Service line with one invoice; installments or usage post as a Material line that can take many. Settle the schedule before the buyer subscribes, and tell AP which to expect. - Set the offer’s expiry date past the buyer’s approval cycle, and confirm the integration has left test mode. Fours builds AWS private offers, from the expiry date to the payment installments, and tracks each one to acceptance, so the terms the buyer’s procurement system approves are the terms you meant to send. See how it fits your deal desk in [Fours’ private offer management](/platform/offers/). ## Sources Primary sources for the platform rules cited above. Last verified October 23, 2026. Cloud providers change fees, eligibility, and program terms without notice — check the source before relying on a figure. - [AWS Marketplace Buyer Guide: Integrating AWS Marketplace with procurement systems](https://docs.aws.amazon.com/marketplace/latest/buyerguide/procurement-system-integration.html) — The cXML punchout and how it differs for Coupa (Open Buy, Shop Online, or starting in AWS Marketplace) and SAP Ariba (Catalog tab; Ariba users must initiate their purchase from within Ariba); the approval request that replaces completing the purchase and the PO system that completes the transaction; the usage budget estimate and the additional purchase requisition; no invoice for free trials; the two-step server annual approval that defaults to $10,000, not invoiced against; the Free and BYOL pre-approval settings and $0.00 orders; the UNSPSC table (Service 81162000, one invoice; Material 43232701, multiple invoices), classification by the offer's pricing terms, single versus split line items, and the LineType extrinsic; the note on invoices referencing the cXML purchase order for SaaS contract products - [AWS Marketplace Buyer Guide: Configuring AWS Marketplace to integrate with Coupa](https://docs.aws.amazon.com/marketplace/latest/buyerguide/procurement-system-integration-coupa.html) — Configured from the buyer's management account with the AWSMarketplaceProcurementSystemAdminFullAccess policy and a Coupa administrator; Buyer ID, Supplier ID and shared secret; the Enable redirect and Test mode settings; test mode enabled by default, in which transmitted purchase orders will not result in a subscription and will not generate an invoice - [AWS Marketplace Buyer Guide: Configuring AWS Marketplace to integrate with SAP Ariba](https://docs.aws.amazon.com/marketplace/latest/buyerguide/procurement-system-integration-ariba.html) — The same management-account and administrator requirements; a Level 1 punchout created with the AWS Marketplace operations team; testing in the Ariba test environment with no subscription created and no invoice generated, then a move to production with AWS - [AWS Marketplace: Procurement System Integration](https://aws.amazon.com/marketplace/features/procurementsystem) — Coupa and SAP Ariba as the supported systems; digital software, solutions and professional services supported, AWS Data Exchange not; Amazon Business a separate punchout; recent enhancements including one setup for procurement and invoicing, fixed and usage charges as separate line items, and amendments and multi-product offers following the same approval path; the FAQ on a private offer that expired or changed while approval was pending; PO number entry at checkout for Coupa with redirect off and for Ariba customers who start in AWS Marketplace; Private Marketplace redirects; PO numbers associated to cXML invoices - [AWS Billing User Guide: Customizing your Billing preferences](https://docs.aws.amazon.com/awsaccountbilling/latest/aboutv2/billing-pref.html) — Procurement portal settings: AWS e-invoice delivery as an optional, opt-in billing feature that sends invoices to SAP Business Network or Coupa on the day they are generated, with purchase orders retrieved from the portal; the Add connection steps, the testing options, and AWS contacting the customer within 24 hours to verify the account - [AWS Billing and Cost Management API Reference: ProcurementPortalPreference](https://docs.aws.amazon.com/aws-cost-management/latest/APIReference/API_invoicing_ProcurementPortalPreference.html) — The procurement portal preference with ProcurementPortalName SAP\_BUSINESS\_NETWORK or COUPA, EinvoiceDeliveryEnabled and PurchaseOrderRetrievalEnabled, and MarketplacePunchOutEnabled, which defaults to false, with MarketplacePunchOutPreference present when it is true - [AWS Billing and Cost Management API Reference: CreateProcurementPortalPreference](https://docs.aws.amazon.com/aws-cost-management/latest/APIReference/API_invoicing_CreateProcurementPortalPreference.html) — One preference configures e-invoice delivery and purchase order retrieval; MarketplacePunchOutEnabled defaults to false and MarketplacePunchOutPreference is required for Coupa when it is true; the API is marked subject to changing at any time - [AWS Billing and Cost Management API Reference: MarketplacePunchOutPreference](https://docs.aws.amazon.com/aws-cost-management/latest/APIReference/API_invoicing_MarketplacePunchOutPreference.html) — ApprovalRequestRedirectUrl, the URL buyers are redirected to for approval requests, supported only for Coupa - [AWS Marketplace Seller Guide: Private offer installment plans](https://docs.aws.amazon.com/marketplace/latest/userguide/installment-plans.html) — Installment plans, also known as flexible payment schedules, extend private offers with a custom payment schedule; the schedule can't be modified once the offer has been extended to and subscribed by a buyer - [Fours docs: AWS Marketplace Create Private Offer](https://doc.fours.com/aws-marketplace/create-private-offer/) — Fours behaviour: the Expiry Date on the private offer form as the deadline for the buyer to accept, and Payment Installments, supported on contract, contract and subscription combined, and agreement-based private offers ## Keep reading - [AWSAWS Selling Authorizations: How CPPO Deals RunOct 23, 2026](/resources/blog/aws-selling-authorizations/) - [AWSAWS Marketplace Private Offer Types, ComparedOct 19, 2026](/resources/blog/aws-marketplace-private-offer-types/) - [AWSAWS Marketplace Buyer Notifications: What to ChangeOct 14, 2026](/resources/blog/aws-marketplace-buyer-notifications/) - [AWSAWS Marketplace SaaS Registration Page ChecklistOct 14, 2026](/resources/blog/aws-marketplace-saas-registration-page/) [Browse every post on the Fours Blog](/resources/blog/) ### Stay Updated New posts, product updates and marketplace strategy are shared on LinkedIn as they publish. 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