Welcome to another edition of our Partner Spotlight series, where we continue to highlight the trailblazers shaping app and agent innovation across the Microsoft Marketplace. Each feature dives into the unique journey of a partner building AI-powered solutions, leveraging the Microsoft ecosystem, and delivering transactable offers that are redefining how customers engage and buy.
In this article, I connected with Michal Pisarek from Orchestry to explore their story, their path as a Microsoft partner, and how they’re helping organizations get Copilot-ready with smarter governance and streamlined adoption.
About Michal [MP]: Michal Pisarek is CEO and Janitor of Orchestry, a Microsoft 365 governance platform that helps enterprises tighten permissions, streamline lifecycle management, and stay Copilot-ready. A multi-year Microsoft MVP and Service Adoption Specialist, he has led product and go-to-market in the Microsoft ecosystem for more than 15 years, including co-founding Bonzai Intranet (acquired in 2018). He speaks and writes on Microsoft 365 governance, permissions, and adoption.
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[JR] Tell us about Orchestry. What products or services do you offer?
[MP]: Orchestry is a Microsoft 365 management platform for IT admins and platform owners. We help organizations improve security, governance, and adoption by giving clear visibility across Teams and SharePoint, highlighting what matters, and making it easy to act. Our product surfaces issues, recommends next steps, and lets teams remediate quickly so the tenant stays healthy and Copilot-ready.
[JR] What problem does Orchestry solve for your customers?
[MP]: Microsoft 365 generates a lot of signals and not much guidance. Orchestry turns that noise into a ranked list of fixes, like overshared sites, ownerless teams, and risky groups, and lets you remediate these issues quickly, easily and at scale.
[JR] Which Microsoft technologies or services does Orchestry leverage?
[MP]: Orchestry is all-in on the Microsoft stack. We are built on Azure, using Azure Front Door, Azure App Services, Entra ID, and Azure DevOps. We securely use Microsoft Graph to gather data and perform actions, and we rely on multiple Azure storage services, including Azure Cosmos DB, Azure Table Storage, and Azure SQL Server. To ensure world-class security, we use Defender for Cloud, Azure Key Vault, Microsoft Purview, and more.
[JR] What motivated you to publish a transactable offer on the Microsoft Marketplace, and what buying friction did it remove?
[MP]: Our buyers already purchase in Microsoft Marketplace, so meeting them there made sense. We published Orchestry for Microsoft 365 as a transactable offer because it uses a procurement path they trust, with approval flows their finance team recognizes. Making the offer transactable removed two consistent blockers: adding us as a new vendor and negotiating non-standard payment terms. Private offers allow us to match how budgets actually work, including monthly billing when that clears the gate.
Where a customer is eligible, Microsoft Azure Consumption Commitment (MACC) gives them a clean way to fund the purchase without finding new budget. There are fewer internal handoffs, faster agreement on terms, and a shorter path from evaluation to deployment.
[JR] What business impact have you seen since publishing your offer?
[MP]: We have seen faster progress on two fronts. When Marketplace is part of the motion, the sales cycle moves more quickly because customers can evaluate and purchase without switching systems. On the procurement side, vendor onboarding drops away, and payment terms are simpler.
Our first Marketplace deal closed in under 60 days, and typical procurement through Marketplace has gone from about 120 days to under 30. That aligns with what we see broadly: ~25% faster sales cycles and ~75% shorter procurement when customers transact through Marketplace.
[JR] Did you use Microsoft programs or benefits such as ISV Success, Marketplace Rewards, or Co-sell to support publishing and go-to-market? Which ones mattered most?
[MP]: Different programs helped at different stages. Microsoft for Startups (Pegasus) was a key accelerator for us, aligning us with Microsoft field motions and getting our offer ready for Marketplace. Our listing is Azure benefit eligible, so customers can draw down MACC where applicable, which has been important in late-stage deal navigation. We are IP co-sell ready, and we also participate in Marketplace Rewards, which let us use Azure credits, earn sales rebates, and get dedicated support from a Microsoft account rep.
[JR] How has transacting directly on the marketplace influenced your sales strategy and customer engagement?
[MP]: We bring Microsoft Marketplace into the conversation at the first budget discussion. Finance gets the instrument they already use, security stays on a familiar review path, and the project team can move from trial to purchase without switching systems.
The net effect is that we spend less time debating how to buy and more time on why to buy. Where a customer is eligible, MACC resolves funding quickly. Where terms are the issue, a private offer lets us tune length and billing without reopening legal. Because evaluation, purchase, and provisioning sit inside the Microsoft ecosystem, the handoff from proof of value to deployment is cleaner and the perceived risk is lower.
Internally, Marketplace is a defined selling motion: early alignment on route to buy, late-stage precision on terms, fewer distractions in the middle.
[JR] Can you share one customer example that shows a before and after because of Marketplace?
[MP]: For a recent deal, the problem wasn’t interest, it was budget cadence.
We typically sell on annual terms, but we kept the transaction inside Microsoft Marketplace and issued a private offer with monthly billing. That aligned spend to their cash flow, used an approval path finance already recognized, and converted a “next fiscal” conversation into an immediate start.
[JR] How did you approach building securely on Microsoft Azure, including key architecture choices, your data model, and any verifiable certifications?
[MP]: Security starts with the platform. We build on Microsoft Azure and authenticate with Microsoft Entra ID, integrating with Microsoft 365 through Microsoft Graph where appropriate.
We follow Microsoft cloud security best practices, and we operate with continuous monitoring via Drata, regular vulnerability scanning, independent penetration testing, and annual third-party audits. We maintain SOC 2 Type II and are in the process of getting ISO 27001 as well.
Microsoft Azure has all the key security certifications that our customers expect and trust, so it was the platform of choice for us to build our business on.
[JR] How is Orchestry using, or planning to use, AI today, including Copilot readiness, and what business outcomes have customers seen?
[MP]: We approach this in three parts: how we help customers get Copilot-ready, how we use AI ourselves, and how that shows up in the product.
Copilot is only as good as the permissions and content behind it, so Orchestry tightens access, reduces oversharing, cleans ROT (redundant, obsolete, and trivial), and puts guardrails in place. In practical terms, we identify overshared sites and ownerless workspaces, flag risky groups, recommend right-sizing access, and give admins one-click remediations and workflows so Copilot is working with the right material.
The Orchestry team uses Microsoft 365 Copilot across the business, GitHub Copilot in engineering, and AI for analysis and prototyping, which shortens research, speeds routine code work, and helps us test ideas faster.
In large tenants preparing a Copilot pilot, the first pass focuses on exposure and hygiene: remove or downgrade risky sharing links, eliminate ownerless Teams, and produce an archive-ready list of stale sites. Customers commonly clean up about 75% of unused Teams within 10–14 days, which quiets the noise and moves the pilot faster.
In one case, storage cleanup paired with Microsoft 365 Archive freed 34+ TB, lowering costs and giving the customer a cleaner Copilot baseline.
The goal is straightforward: less oversharing, faster remediation, and Copilot answers grounded in what people are actually permitted to see.
[JR] How is Orchestry thinking about the role of agents in Microsoft 365, and what opportunities do you see for agent-driven automation in governance and remediation workflows?
[MP]: At Orchestry, we see agents as the next major shift in M365 governance and automation. As organizations scale their use of agents, governance will become critical — and we intend to lead there.
Our vision is simple: Orchestry will not only monitor and govern Microsoft 365 agents, but it will also be the agent that automatically fixes issues behind the scenes. One day, admins will log in to Orchestry and see “Everything is good,” because the platform will have already handled it.
[JR] What key takeaways would you share with partners considering a similar path, and how has the Marketplace experience shaped your roadmap?
[MP]: Publish transactable sooner than your instinct. Decide private-offer rules before the first redline. Only name programs and certifications you can substantiate; procurement will ask.
Marketplace is now a core go-to-market pillar for us because it shortens closing, makes it easier for Microsoft sellers to engage, and keeps our team focused on product and outcomes instead of paperwork.
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