Forum Discussion
Transactable vs. non-Transactable marketplace offer?
Peer ISV experiences appreciated.
Throughout this fiscal Msft has pushed hard towards the marketplace transactability with various initiatives and this was strongly presented also at Ignite. The list of arguments from Msft is extensive (buyer behavior, co-sell, multi-party offers, MACCs, etc...).
However I would like to here real-life experiences from peer ISVs who have both transactable and non-transactable offers / have migrated the existing non-transactable offer to transactable offer:
- Impact on lead generation and closed deals?
- Impact on co-sell among Msft and/or CSPs?
- Does MACC eligibility matter?
- Any other pros / cons?
Bonus question: If you have the same offer on both Azure Marketplace and AppSource: Which one has been the place to be? Or both?
Thanks a million in advance! 🙏
5 Replies
Hi Antti, happy to share my experience:
We're transactable in both AppSource and Azure Marketplace. We get most of our inbound leads through AppSource, but we do all our enterprise transactions (private offers) through Azure Marketplace. So for us, being in both places is essential.
Also essential if you're pursuing enterprise deals is MACC eligibility. We actually use the Marketplace Rewards benefit where they will score your target account list for each org's propensity to buy through Marketplace in conjunction with Partner Center's ability to flag which customers have a MACC to prioritize our lead list. We do this because we know enterprise deals can be closed in weeks instead of months when the customer has a MACC and is willing to buy through Marketplace. And of course being MACC eligible is important for your co-sell story to Microsoft sellers.
Main con to overcome - depending on who in the org is your buyer: they might have no idea what a MACC is nor which of their colleagues they need to approach about buying through Marketplace. This is another benefit of co-selling: our Microsoft friends are always able to help us connect our buyer to the person who can push the purchase buttons on our private offer.
Main pro to embrace: the more you sell through Marketplace, the richer the GTM benefits you reap from the Marketplace Rewards program - far and away my favorite program (and favorite people!) Microsoft's ever made available to us partners.
- justinroyal
Microsoft
Great conversation starter, anttikosunen ! I'm very interested to hear what other partners have to say about this. We do have a few success stories/blog articles that touch on the value of publishing transactable:
Fyi, we have now published the transactable offer on both AppSource and Azure Marketplace. To be seen how this change of the offer type + IP Co-Sell Readiness + MACC Eligibility will sky-rocket the results...
I would be happy to share my thoughts and experience.
Feel free to reach out: email address removed for privacy reasons
Thanks JonathanNativ
I see your email address was removed by the moderator(?). Would you mind sending me a message on LinkedIn: https://www.linkedin.com/in/andykosunen/
