Co-selling with Microsoft can be a transformational growth lever for software development companies, yet it's true potential is often misunderstood. Many organizations jump into co-selling without fully grasping the intricacies involved—overlooking critical best practices and lessons learned from real-world experience. At Abnormal Security, true co-sell success has been achieved through a meticulously crafted strategy built on practical insights and a deep commitment to partnering with Microsoft. I’m excited to share more about our own co-sell journey, what I have learned through the process, and advice I would share with other partners in Episode 2 of Co-sell Coaching, coming to the marketplace community on April 23rd at 9:00 am PDT
About Brett:
Brett Ferancy has nearly 20 years of experience working with Microsoft in various capacities as well as building out successful global alliance programs. Brett joined Abnormal Security over 2.5 years ago and has supported initiatives that drove significant growth, success and modernized the Azure Marketplace approach in regions globally. Additionally, Brett has been a highly engaged a Marketplace Community Champion since the community was first built in 2023
Who we are
Abnormal Security is a recognized leader in cloud email security, dedicated to protecting organizations from advanced email threats. Our innovative approach and industry expertise have positioned us as a trusted partner within the Microsoft ecosystem. Our journey from being an unmanaged partner to becoming managed was a transformation that redefined our market approach – and one we are eager to share in our upcoming Co-sell Coaching episode.
Abnormal Security's co-sell journey
The evolution of our co-sell approach with Microsoft has been defined by continuous learning and strategic adaptation. Early on, it became clear that success isn’t merely about being listed on a platform—it’s about creating genuine value through thoughtful collaboration. Through a strategic, repeatable co-sell strategy, we have successfully navigated from an unmanaged partner to managed globally.
Real world insights and co-sell lessons learned along the way
In my Co-sell Coaching session, I will discuss the following topics
- Transforming our business: how Abnormal Security’s refined co-sell strategy moves the needle with Microsoft teams, removes pipeline noise, and creates true collaboration.
- Engaging Microsoft sellers: how targeted collaboration with Microsoft’s field teams has streamlined the sales process unblocked deals and accelerated wins. From my experience, engagement starts with consistent, thoughtful referrals added to Partner Center; this focuses the efforts on meaningful opportunities to drive positive customer outcomes.
- Building a resilient pipeline: how small changes can drive large outcomes. For example, sharing win wires after a co-sell win or, for a partner-led opportunity, sending a note to the Microsoft sales team that highlights the win. Simple gestures such as these have opened doors for new collaboration opportunities.
- Actionable co-sell insights: practical, repeatable, actionable insights that build momentum with Microsoft teams to drive transformative business acceleration.
Why this matters
Co-selling with Microsoft isn’t simply about being listed on the marketplace—it’s about fundamentally transforming your approach to growth. A strategic co-sell partnership integrates your solution into a dynamic ecosystem, builds trust, and unlocks new avenues for market expansion. At Abnormal Security, our refined approach has set a benchmark for how ISVs can achieve sustainable, long-term success by tapping into the full potential of the Microsoft ecosystem.
If you’re ready to discover what it takes to excel in the Microsoft ecosystem and learn from real-world insights, this session is a must-attend. Join us on April 23rd to ask your toughest questions and walk away with actionable strategies that will redefine your co-sell journey. I’ll be answering questions along with Microsoft co-sell subject-matter experts during the session!
Don’t miss this exclusive opportunity to transform your co-sell strategy.
Register today!
