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Shirley Guo

Covers Marketplace billing and revenue operations

Shirley Guo

Shirley Guo covers the money side of cloud marketplaces — usage metering, invoicing and disbursement, what a marketplace transaction actually costs, and the work of getting marketplace revenue to reconcile.

  • usage metering
  • invoicing and disbursement
  • marketplace fees
  • refunds
  • revenue reconciliation

23 articles

Your Year-End Marketplace Reporting Checklist
Billing & Metering

Your Year-End Marketplace Reporting Checklist

Year-end close is where a year of marketplace shortcuts comes due. The reconciliations a finance team should run before closing the books, in order.

Shirley Guo
Migrate Marketplace Metering Without Downtime
Billing & Metering

Migrate Marketplace Metering Without Downtime

Moving billing platforms is where usage-based sellers get scared, because metering is the one thing that feeds a real buyer invoice. Here is the cutover plan that drops no records and double-bills no one.

Shirley Guo
AWS Marketplace Net Payment Terms for Private Offers
Billing & Metering

AWS Marketplace Net Payment Terms for Private Offers

AWS now lets sellers set Net 30, 45, 60, or 90 payment terms on a private offer. Here's what each term does, what the buyer sees, and how the CPPO ceiling works.

Shirley Guo
The Monthly Marketplace Close Checklist
Billing & Metering

The Monthly Marketplace Close Checklist

The monthly marketplace close is the same five moves every cycle. Here they are in dependency order, so each step has the data the next one needs.

Shirley Guo
The AWS Marketplace Professional Services Listing Fee Cut
Billing & Metering

The AWS Marketplace Professional Services Listing Fee Cut

AWS cut the professional services listing fee from 2.5% to 0.5% in June 2026. Here's the exact before/after and the new margin math on a services attach.

Shirley Guo
The Marketplace Credit Request, at Scale
Billing & Metering

The Marketplace Credit Request, at Scale

A marketplace credit request needs different evidence on every cloud. Here is what AWS, Microsoft, and Google Cloud each require to issue one.

Shirley Guo
When Usage Records Fail: Batching and Retries
Billing & Metering

When Usage Records Fail: Batching and Retries

A rejected usage record is unbilled revenue with a deadline on it. The response codes tell you which failures to retry and which to fix — and they are not the same failures.

Shirley Guo
Designing Metering Dimensions You Won't Regret
Billing & Metering

Designing Metering Dimensions You Won't Regret

Metering dimensions are the hardest thing to change after launch and the easiest to rush before it. Five questions to answer before you publish.

Shirley Guo
Tax and Withholding on Marketplace Revenue
Billing & Metering

Tax and Withholding on Marketplace Revenue

Who remits tax on a marketplace sale depends on the country, and the marketplace decides. The structure finance needs before the first payout.

Shirley Guo
Seller of Record: Why It Changes Your Books
Billing & Metering

Seller of Record: Why It Changes Your Books

On a marketplace, somebody else invoices your customer and collects the cash. That one fact reshapes your AR, your tax exposure and the conversation with your auditor.

Shirley Guo
Why Your Marketplaces Report Different Numbers
Billing & Metering

Why Your Marketplaces Report Different Numbers

Three consoles, three revenue figures, none of them wrong. The differences are structural — different clocks, different payout triggers, different definitions of the same dollar.

Shirley Guo
AWS Marketplace Contract Pricing vs Usage Pricing
AWS

AWS Marketplace Contract Pricing vs Usage Pricing

The difference is not commercial, it's architectural. A contract product verifies entitlements and never meters. A subscription product meters every hour or you don't get paid.

Shirley Guo
How to Cancel an AWS Marketplace Subscription
AWS

How to Cancel an AWS Marketplace Subscription

The cancellation path depends entirely on what the buyer bought. A subscription ends from a console page; a contract goes through AWS Support inside a 48-hour window most people miss.

Shirley Guo
Cloud Marketplace Metrics Worth a Dashboard
Cloud GTM

Cloud Marketplace Metrics Worth a Dashboard

Most marketplace dashboards report what already happened. The metrics worth building are the ones that change a decision — and each one needs a named source dataset.

Shirley Guo
Refunds and Cancellations on AWS Marketplace
AWS

Refunds and Cancellations on AWS Marketplace

AWS Marketplace refunds and cancellations are now self-service for sellers. Here's the full path from request to disbursement adjustment — and what can't be undone.

Shirley Guo
What a Marketplace Dollar Actually Costs You
AWS

What a Marketplace Dollar Actually Costs You

AWS Marketplace fees are not one number. They move with product type, offer type, contract value, the channel, and the buyer's country — with worked arithmetic for each.

Shirley Guo
Finance 101: Bridging the GAAP on Marketplace Revenue
Finance

Finance 101: Bridging the GAAP on Marketplace Revenue

A Finance leader's guide to cloud marketplace accounting, covering revenue recognition, fees, AR, cash flow and reconciliation across AWS, Azure and GCP.

Shirley Guo
RevOps 101: Running Marketplace Deals Like Any Other Deal
RevOps

RevOps 101: Running Marketplace Deals Like Any Other Deal

A RevOps leader’s first guide to understanding why cloud marketplace deals create policy, workflow, and ownership failures, and what to do about it.

Shirley Guo
100% Real-Time Financial Accuracy: Automate Cloud Marketplace Transactions with Suger & NetSuite
Billing & Metering

100% Real-Time Financial Accuracy: Automate Cloud Marketplace Transactions with Suger & NetSuite

Suger + NetSuite automate cloud marketplace transactions for real-time financial accuracy — fewer manual errors and faster revenue recognition.

Shirley Guo
Breaking Down Silos: How Automated Usage Metering Drives Revenue Growth
Billing & Metering

Breaking Down Silos: How Automated Usage Metering Drives Revenue Growth

Automate cloud service metering across AWS, GCP, and Azure with Suger — streamline usage-based billing and accelerate revenue recognition.

Shirley Guo
How Suger Power Automated Usage Metering for ISVs – Cut Reconciliation Time by 90%
Billing & Metering

How Suger Power Automated Usage Metering for ISVs – Cut Reconciliation Time by 90%

Automate usage-based billing with Suger to eliminate manual reconciliation and cut invoice processing time by 90% for cloud marketplace ISVs.

Shirley Guo
Unlock Revenue Potential: AWS SaaS Revenue Recognition Program
AWS

Unlock Revenue Potential: AWS SaaS Revenue Recognition Program

Discover how AWS's new SaaS Revenue Recognition Program can help APN Partners boost sales, enhance co-selling, and unlock new revenue opportunities.

Shirley Guo
Simplifying Usage Metering Across Cloud Marketplaces: A Guide for SaaS Companies
Cloud GTM

Simplifying Usage Metering Across Cloud Marketplaces: A Guide for SaaS Companies

Effective usage metering strategies for SaaS on AWS, Azure, and GCP — using Suger's unified API to enhance growth and profitability.

Shirley Guo
All Suger blog articles

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