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In this webinar, Reis explains a partners' growth stage and what’s next. Carve built Microsoft Partnership Playbooks — 6 stage-specific guides based on everything they’ve learned helping partners win.
Know exactly what to do, right now — whether you’re just getting listed or scaling GTM with Microsoft.
Get your playbook:
➡️Take the 30-second quiz
➡️Get your custom playbook
➡️Make the right next move
TomasMeilus2025Microsoft
Hi as the event is outside my timezone times, where can I watch this?
- CurtisMarx
Excellent session, Reis! We've just hit Tier 1 ISV Status w/ Microsoft and am curious how effective you've noticed Microsoft's outsourced co-sell desk to be. I've submitted deals well in advance of a close date, only to sit for weeks without response from the Co-Sell Desk. Often times the Microsoft seller is not identified, sometimes they are, but no proactive outreach to assist w/ setting up a first call. Have you experienced this 'co-sell limbo', where you / your customers are left waiting if they're not in Partner Center daily refreshing a deal's status until the seller is identified?
- justinroyal
Hi dustinsegura - we'd like to get some more info from you to help address your feedback. We'll follow up by sending you a message on the actual community site. Can you check your community messages inbox? Thanks so much!
Absolutely! Looking forward to it.
- JillArmourMicrosoft
Community Manager
Thats a wrap! Thank you for joining our Co-sell Coaching: Episode 1, Carve Partners AMA. The video recording is now available on-demand at the top of this page.
We will be locking this event to new comments. To continue the conversation, please head to the Marketplace Community discussion board.
As a question, I was wondering how we can leverage Co-sell when we don't necessarilly sell to IT teams within our customer companies?
Great question BernardoTerra !
Companies not selling into IT are actually some of my favorite co-sell use cases.
Not selling into IT in my mind makes your Microsoft 'better together' story even strong. Microsoft has deep relationships with IT however if your bringing a new avatar to the engagement then Microsoft can often help you get to departments that you don't have relationships with and you can often help Microsoft build deeper relationships with folks that MSFT may not.
Really strong value for both sides in my mind.
When we are talking about co-sell and selling via marketplace, typically procurement and/or IT is involved at some point, having MSFT who has relationships in those departments as a part of the deal is often VERY helpful.
Hope that helps!
-RB
Thank you so much for this session today, it was really helpful!
So glad you got value!
How long does it typically take to get to Scaling?
That is a good question, but also a very hard one to answer without knowing your specific situation. At a high level a partner who is already selling at scale and has the alignment internally to make this a priority motion.
I would usually say 9-12 months before you are truly selling at scale with Microsoft.
This is a high value activity, many times that comes with equal effort in before you get to a point where you can call it fully operationalized.
Hope that was helpful,
RB- RajeshRamankutty
Hi there - I think of coselling as a multi-year journey. Think of the first year as the time to build awareness of your solution/company, sharpen your pitch to Microsoft sales teams, and promote your initial success. Generally, Year 2 is when you will see a lot of this awareness work start to pay off in terms of proactive scaling.
Really liked you advice on how best performing ISVs operate. Thank you!
So glad you got value ToniKeskinen180ops - feel free to add me on LinkedIn, always happy to chat cosell and ISV 😀
I'd like to be able to network with other ISV marketing teams at the same stage of the journey as us (we are co-sell eligible for all products) so we can share our experiences and learn. What's the best way to do that?
- justinroyal
Hi AnneWoollett - I encourage you to get active in the marketplace community! The community discussion board is an opportunity for you to engage directly with other SDCs and Microsoft SMEs focused on your success. You can start new conversations or engage in existing ones. The community is also where we share news, announcements, and other resources for accelerating your success on the marketplace.
Thank you Justin!
