At this year’s Ignite, we announced new benefits in ISV Success designed to support software companies as they build new AI powered apps and publish to the commercial marketplace.
At this year’s Ignite, we announced new benefits in ISV Success designed to support software companies as they build new AI powered apps and publish to the commercial marketplace. During this session, we also spoke with Mike Mason, Global Alliance Director from Varonis, as he shared how they have leaned into the commercial marketplace to grow their business.
For additional details on eligibility for the new and expanded benefits, check out our previous post.
Technical guidance to help you get started
The team highlighted new opportunities for technical guidance focused on building AI powered solutions, including new AI Envisioning events. AI Envisioning Days offer sessions for both business and technical teams that help participants identify generative AI use cases and then build with a proven development framework. These events kicked off in November and are held monthly across 3 time zones. To take advantage of these sessions, you can register here.
In addition to these events, ISV Success now offers software companies 1:1 AI consults tailored to their specific app development needs.
Developer tools & resources to get to market faster
ISV Success participants can now use Azure credits towards GitHub Copilot to accelerate development. GitHub Copilot is the most widely adopted AI development tool built by GitHub and OpenAI and offers code completion and automatic programming to help with repetitive tasks.
Additionally, ISVs with certified software designations are now able to access financial incentives through ISV Success and Marketplace Rewards. These incentives are available through the new Advanced Package and offer up to $150K for AI and analytics projects and up to $50K to migrate end-customers to an ISV’s Azure-based solution.
Richer benefits and accelerated rewards for AI projects
ISVs currently building AI apps and intending to publish a transactable offer on the marketplace now qualify for the ISV Success expanded package. This package provides $25K in Azure to offset development costs and 50 hours of 1:1 technical consults. Once published, these ISVs will have the ability to unlock GTM benefits through Marketplace Rewards earlier, which include customer propensity scoring and Azure sponsorship.
Best practices from Varonis’ Mike Mason
During an interview on stage, Mike shared his advice for other software companies looking to grow their business on the Microsoft commercial marketplace.
Meet customers where they are
- Varonis first moved to transact on marketplace over two years ago for a customer that wanted to use their Microsoft Azure Consumption Commitment (MACC) to purchase Varonis’ solution. Customers continue to indicate that they prefer the seamless procurement process and single invoice offered through marketplace transactions.
Bring channel partners along
- Varonis is a channel first business and has participated in the marketplace MPO launches across the US and UK. For ISVs looking to sell alongside their partners in marketplace, Microsoft maintains an MPO list of eligible partners. If an ISV finds that their partner is not yet listed, they can email channelready@microsoft.com to get that partner added.
Internal alignment and enablement is key
- Varonis has strategically brought along teams across the business – including Finance, Operations, Marketing and Sales – for a unified approach to marketplace that has contributed to their success.
- As the Global Alliance Director, Mike travels to each region and shares marketplace results and success stories.
To watch the full “What’s new in ISV Success – AI benefits for software companies and more” session from Ignite 2024 click here.
To learn more about the benefits of ISV Success, check out the ISV Hub.
Ready to enroll in ISV Success? Visit the sign-up form.
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