Sales Model FAQ
What's the sales model?
There are two tracks. You can run one or both across your client base — see the program overview for the full walkthrough of each.
- Resell Anava through Google Cloud Marketplace (the primary track). You're a Google Cloud reseller: a member of the Google Cloud Partner Network, authorized in its Resale Subprogram. Each client holds its own Marketplace entitlement, on a Cloud Billing subaccount you set up and manage. You create a private offer for each client, at your own price.
- Run your managed service on Anava (wholesale). You hold one Anava entitlement on your own Google Cloud billing account and manage every client tenant underneath it yourself. Clients never deal with Google or Anava directly — you bill them yourself, on your own paper, at your own price.
Does my client need a Google Cloud account?
Under the reseller track, yes — each client needs its own Cloud Billing subaccount, which you set up and manage, and a Google account to accept the private offer you create for them. Under the managed (wholesale) track, no — you are the only party with a Google Cloud relationship for these clients; they never see one.
Who invoices the end client?
Under the reseller track: Google invoices you, the reseller, at your partner price — Google doesn't invoice your client, and Anava doesn't invoice you. You invoice your client yourself, on your own terms, at your own price. Under the managed track: you invoice your client directly, on your own paper. Either way, Anava is never the one billing your client, and Anava never invoices you.
What am I actually reselling?
Anava's own service, measured in device-hours and AI units — never Google's underlying model access itself. This is a requirement of Google Cloud's own terms of service, not a house style choice.
Is there a discount for reselling, or buying wholesale?
Your partner tier sets a resell-track and managed-track discount: Registered 20%/25%, Advanced 25%/30%, Strategic 30%/35%, published in the program overview. On the resell track, the discount is delivered through a multi-use reseller private offer plan that Anava sends you once you're onboarded — not a standing discount that applies automatically to every purchase on your billing account. Your exact private offer is still confirmed case by case, and nothing in this documentation is itself an offer or a binding commercial term.
If I register a client, is it protected from someone else selling to them?
Registering tells Anava about the opportunity. Once Anava approves your registration, Anava routes that client's deals to you for your tier's protection window (90, 120, or 180 days depending on tier). Google Cloud Marketplace itself has no mechanism to stop a client from buying elsewhere — this protection is Anava routing deals on its own side, not a Marketplace-enforced exclusivity. A registered deal's higher discount comes in a single-use reseller private offer plan for that client, computed as your tier's own resell discount plus a deal-registration bonus (capped so it never exceeds the program's overall reseller discount ceiling).
What happens after I'm approved to resell?
Anava sends you a multi-use reseller private offer plan carrying your tier's discount. You accept it once, in Partner Sales Console. From there, you create a private offer for each client yourself, at your own price, once you've set up their Cloud Billing subaccount.
What's not offered yet?
Monthly statements, and any statement export or API, and any payout or commission structure beyond the published tier discounts.
What does the client actually need?
Under the reseller track, a Cloud Billing subaccount, which you set up for them, and a Google account with access to it to accept your private offer. Under the managed (wholesale) track, nothing beyond an existing relationship with you — your client needs no Google Cloud account, no Marketplace account, and no direct relationship with Anava at all; you manage their tenant and bill them yourself.
Terms may change; your signed partner terms govern.