Make.com has announced an AWS partnership and a listing on the AWS Marketplace, positioning the platform for enterprise procurement teams that prefer to buy through their existing cloud provider. The announcement came through Make.com's official press channel and represents a significant push toward enterprise customers.
On the surface, this is just another marketplace listing. Look closer, and it signals where Make.com (and parent company Celonis) is taking the platform strategically. Here's what it actually means.
What "AWS partnership" actually entails
From the announcement, two distinct things are happening:
1. AWS Marketplace listing. Make.com is now purchasable through the AWS Marketplace, meaning enterprises with AWS spend commitments can apply their AWS budget to Make.com subscriptions. This is procurement-level integration — invoicing, billing, and contract terms flow through AWS.
2. AWS technical partnership. More vaguely defined, but typically means co-engineering on integrations, reference architectures, and joint go-to-market motions. The press release didn't detail specifics, but the typical pattern includes:
- Better integrations with AWS services (S3, Lambda, EventBridge, Bedrock for AI workflows)
- Reference architectures published jointly
- Joint sales motion for enterprise accounts
- Possibly AWS Marketplace SaaS contracts (multi-year deals through AWS)
Why marketplace listings matter
For SMB Make.com users, this changes nothing. You still buy directly from Make.com with a credit card.
For enterprise customers, this is meaningful for three reasons:
1. Procurement efficiency. Most large companies have multi-year AWS Enterprise Discount Programs (EDP) with committed spend. AWS Marketplace purchases count toward that commitment. So instead of going through a new vendor approval process for Make.com, IT/finance can buy through the existing AWS relationship in days instead of months.
2. Centralized billing. One AWS invoice instead of a separate Make.com invoice. Easier to manage, easier to attribute to cost centers, easier for finance teams.
3. Compliance posture. AWS Marketplace listings carry an implicit "this vendor has been vetted by AWS" signal. For risk-averse enterprises, this lowers internal friction for adoption.
What this signals strategically
The AWS partnership is part of a clear pattern from Make.com over the past 18 months: increasingly explicit enterprise positioning.
Look at the trajectory:
- 2024: Celonis acquires Make.com — gives Make access to Celonis's enterprise sales motion
- Early 2025: Make ships SSO, RBAC, audit logs at the Enterprise tier
- Mid-2025: Make AI Agents launch — agent-capable iPaaS becomes a real enterprise sell
- Early 2026: Make Grid launches — observability is enterprise table-stakes
- Mid-2026: Make CLI ships — DevOps/platform team adoption pathway
- Now: AWS Marketplace — procurement enables enterprise distribution
Read this as: Make.com is positioning to compete with Workato, Tray.io, and Mulesoft for enterprise iPaaS budgets, not just SMB Zapier-replacement budgets. The pricing, feature set, and now distribution all support this direction.
Implications for the broader market
Three competitive impacts worth noting:
For Zapier: Bad news. Zapier is still primarily SMB-focused with limited enterprise traction. Make.com moving upmarket leaves Zapier with a narrower band of "above free tier, below enterprise" that's a competitive minefield (Pabbly Connect, Albato, Integrately all attack the lower end).
For Workato: Mixed news. Workato's enterprise iPaaS positioning is now under more direct attack from Make.com. But Workato's deep enterprise app integrations (NetSuite, SAP, ServiceNow) still differentiate. The pricing gap (Workato is 5-10x more expensive) gives Make.com room to win mid-market deals.
For n8n: Most interesting. n8n's positioning has been "self-hosted alternative to Make.com." If Make.com keeps adding enterprise capabilities (audit logs, SSO, governance), n8n's "we're more flexible because self-hosted" argument becomes more important but also less broadly relevant. Smaller technical teams may still prefer n8n; larger enterprises with security/compliance teams may not.
What enterprise buyers should consider
If you're evaluating Make.com for enterprise deployment in light of this announcement:
If you have AWS EDP spend — definitely use the marketplace route. Lower procurement friction, applied to your existing commit, simpler internal approval.
If you're on Azure or GCP — wait for similar marketplace listings (likely coming based on this pattern). Or buy direct from Make.com for now and renegotiate later.
For technical evaluation — the partnership doesn't change Make.com's core capabilities. The platform you're evaluating today is the platform you'll buy. Don't overweight the AWS connection for technical decisions.
For SOC 2, ISO 27001, compliance questions — request the latest compliance package from Make.com sales. The AWS partnership doesn't automatically transfer AWS's compliance posture to Make.com — they have their own certifications.
What I'd watch next
Three things to track over the next 6-12 months:
- Azure and GCP marketplace listings. If Make.com is serious about enterprise distribution, they'll be on all three major clouds within 12 months.
- Joint AWS reference architectures. Watch for AWS-published architecture diagrams featuring Make.com — these are key signals of go-to-market intent.
- Make.com price changes at the enterprise tier. Companies that move upmarket typically reprice. Make.com's enterprise pricing has been opaque so far; this may evolve.
Bottom line
The AWS partnership is a procurement and distribution move, not a product change. If you're an SMB Make.com user, your day-to-day experience won't change. If you're at a larger company evaluating automation platforms, Make.com just became significantly easier to buy.
For Solution Partners and agencies, this opens a new buyer profile: enterprise customers who couldn't easily procure Make.com before but now can. Worth proactively reaching out to existing client relationships at larger companies to flag this option.
Official press announcement at make.com/en/press.