Pipeline Prioritization with Marketplace Propensity Scoring

A note of gratitude to the Marketplace Rewards team + a recommendation for my partner peers:  Marketplace Propensity Scoring has proven to be an exceedingly powerful tool for prioritizing pipeline and accelerating sales cycles.

Offered as a Marketplace Rewards benefit, propensity scoring provides you with a score that ranks your pipeline prospects by their likelihood (0 to 100) to transact through Marketplace.

We combine this with our co-sell conversations a) to help our buyer identify who on their own IT team has the necessary permissions to buy through Marketplace and b) to gain insight into the customer's MACC status (ie, are they behind pace and therefore keen to decrement via Marketplace purchases).  We've shaved a full month off our historical sales cycle since implementing this into our process three quarters ago.

Side note on another way valuable way to use this benefit:  We also lead with Marketplace in opportunities with a propensity score of 0.  Three times we've been successful in being a customer's first-ever Marketplace transaction.  It took a lot more effort, but we do it because it demonstrates for our Microsoft friends our commitment to the co-sell motion . . . and they LOVE it when we help them establish a precedent on which they can build the customer's Marketplace muscle.

#MarketplaceChampions