Co-sell Coaching: Episode 1, Carve Partners - AMA
PLEASE NOTE: If you are planning to attend this event, please either use the 'Add to calendar' option below the "Attend" button, or create your own calendar reminder. Clicking attend will not automatically add this event to your calendar, and you will not receive any email notifications reminding you about the event. Join us for Co-sell Coaching, where your peer Microsoft partners will walk you through their best practices on how to co-sell effectively through the marketplace. Our first community event in this series will feature Carve Partners. Join to learn: Unlock Faster Growth: Why you should prioritize co-selling Get Started the Right Way: How to create a co-sell strategy and get started Maximize Your Impact: How to prioritize deals and build your co-sell pipeline Engage Microsoft Sellers: What to expect and how to get their attention Keep Winning: What to do after a co-sell win to build ongoing momentum Each Co-sell Coaching event features a live Q&A with Microsoft partners and Microsoft subject-matter experts.Meet customer business needs with flexible billing schedules in the marketplace
Co-authored by Trevor_Yeats Today, we’re announcing that Microsoft now offers flexible billing schedules through private offers to better align with customer needs. Flexible billing schedules are available globally to all marketplace-supported currencies. Watch these demo videos to learn more about flexible billing schedules. The value for your customers and for you With flexible billing schedules, customers can buy with confidence knowing that private offers can be customized for virtually any contract value and billing timeline to align with their requirements. Partners can tailor customer private offers and multiparty private offers to meet those requirements. This streamlines sales and accelerates deal velocity. With over 100 partners in our private preview, we’re excited to make this capability publicly available. Many of these partners have achieved remarkable success, closing deals worth millions of dollars. “Flexible billing in Microsoft marketplace has significantly improved how our sales teams engage with customers. It allows them to meet each organization's and customer's procurement needs, whether it's aligning with fiscal year budgets or accelerating project timelines from evaluations to implementations. Additionally, it helps with managing cloud commitment benefits. This flexibility has made it easier for our customers to purchase and deploy solutions faster, without waiting for specific budgets to become available. We can now set up flexible billing schedules to accommodate their needs.” Brett Ferancy, Global Alliance Leader, Abnormal AI Example use cases See below for some real-world examples of how partners and customers are leveraging flexible billing. Variable pricing with specific dates. In this example, the customer pays a setup fee at the start of billing, followed by variable pricing throughout the contract to match consumption patterns and budget cycles. 3-year deal $80M total Notes Immediate charge when billing starts $2M Setup fee – 1 st month 01 Jan 2025 $5M Year 1 installment #2 15 Jul 2025 $3M Year 1 installment #3 01 Jan 2026 $10M Year 2 installment #1 15 Jul 2026 $10M Year 2 installment #2 01 Jan 2027 $20M Year 3 installment #1 15 Jul 2027 $30M Year 3 installment #2 Variable quarterly billing. In this example, the customer pays a setup fee at the start of billing, followed by variable pricing each quarter. 1-year deal $10M total Notes Immediate when billing starts $2M Q1 01 Jun 2025 $3M Q2 01 Sep 2025 $2M Q3 01 Dec 2025 $3M Q4 Delayed start for billing. In this example, the customer gets the first two months free, followed by varied payments throughout the contract to match budget cycles 2-year deal $25M total Notes Immediate when billing starts $0M Free – 2 months 01 Mar 2024 $10M Year 1 fee 15 Jan 2025 $5M Year 2 installment 1 01 Jul 2025 $10M Year 2 installment 2 How it works To start using flexible billing for private offers: The software partner creates a private offer in the marketplace. Currently flexible billing supports SaaS flat rate offers, VM software reservations, and professional services. Partner must choose “Customize SaaS plans and Professional Services” or “Customize VM software reservations” when creating a new private offer. On the configure pricing page, under “billing frequency,” the partner will select “flexible schedule when the contract duration is 1-year or greater.” The software partner creates the billing schedule with up to 70 installments up to $100,000,000 USD, or any of the currencies supported by marketplace, over the length of the deal. There is also an option to book an immediate charge when billing starts or delay the first charge to a date in the future. Private offers can have up to ten included product plans. Each plan has its own billing frequency and may include a unique flexible schedule. A flexible schedule does not apply to all plans included in the private offer and must be set up independently. The software partner can also create a schedule in their customer’s local billing currency using the market pricing template. The customer accepts and purchases the private offer with the flexible billing schedule. For a multiparty private offer, the process is the same except: The software partner sends the private offer to the channel partner. The channel partner adds their price adjustment percentage aligned to the flexible billing schedule and passes it to the customer. Eligibility Any company who is part of the Microsoft AI Cloud Partner Program can sell on the marketplace through private offers with flexible billing. Details are provided in our documentation, but at a high-level: Be a member of the Microsoft AI Cloud Partner Program (it’s free to join) Sign the marketplace publisher agreement Publish your offer Sell private offers with flexible billing In addition, we have many support resources for partners depending on where they are on their marketplace journey. For example, software development companies can join ISV Success for tools and resources that help them publish their solution and maximize its reach on the marketplace. Get started with flexible billing on marketplace We invite you to start leveraging these new improvements to flexible billing today. Learn more by visiting aka.ms/flexbill-docs.Ignite 2025: Drive the next era of software innovation with AI
Artificial intelligence is unlocking new possibilities and redefining what’s achievable. Software companies, startups, ISVs and AI Natives are leading the charge, using AI to speed up delivery, scale effectively, and unlock new business potential. Microsoft empowers software companies to unlock growth through AI-driven innovation, empowers their developers to ship faster and scale through programs, incentive and Microsoft Marketplace. There is clear momentum in AI innovation, led by forward-thinking software companies. For instance, Microsoft Marketplace now offers 4,000+ AI Apps and Agents—more than any other marketplace—as well as additional cloud solutions designed to help customers accelerate their innovation. Software company acceleration at Microsoft Ignite. This week at Ignite, Microsoft is empowering software companies across three key areas: 1. Unlock growth with AI Software companies can access a broad choice of models, tailor them to their use case, and create AI apps and agents that deliver outcomes while using responsible AI to protect data and reduce risk. New announcements: Unified tools catalog in Microsoft Foundry (Public preview) New Microsoft Foundry updates in preview will enable developers to enrich agents with real-time business context, multimodal capabilities and custom business logic through a unified Tools catalog of Model Context Protocol (MCP) servers built with security and governance in mind. The catalog includes Unified tool discovery, deep business integration, new tools for prebuilt AI services, and custom tool extensibility. Managed instance on Azure App Service (Public preview) Enables organizations to move web applications to the cloud with just a few configuration changes, saving the time and effort of rewriting code. Whether .NET web apps are running on-premises or in virtual machines, developers will be able to modernize them into a fully managed platform-as-a-service (PaaS) environment and future-proof their infrastructure. The result is faster app modernization with lower overhead and access to cloud-native scalability, built-in security and Azure’s AI capabilities. Cohere joins Microsoft Foundry’s first-party model lineup (Public preview) Cohere’s leading language models (Command A, Embed 4 and Rerank) are now available directly from Azure, giving customers fast, secure, and compliant access without third-party dependencies. Delivered with Azure-native governance, observability, networking, and billing, Cohere on Azure enables organizations to build high-performance retrieval, classification, and generation workflows at enterprise scale. Introducing Anthropic's Claude models in Microsoft Foundry (Public preview) Microsoft and Anthropic are expanding their existing partnership to provide broader access to Claude for businesses. Customers of Microsoft Foundry will be able to access Anthropic’s frontier Claude models including Claude Sonnet 4.5, Claude Opus 4.1, and Claude Haiku 4.5. This partnership will make Claude the only frontier model available on all three of the world’s most prominent cloud services. Azure customers will gain expanded choice in models and access to Claude-specific capabilities. 2. Accelerate development Ship faster with AI-assisted workflows, build across clouds and open-source stacks, and use databases that speed data access and analysis to quickly move from prototype to production. New announcements: Systems innovation (Private preview) Remote storage throughput of up to 20 GBps, up to 1 million remote storage IOPS and network bandwidth of up to 400 Gbps, enabling significant performance improvements for the latest Azure VM series. Azure Boost is a server subsystem designed by Microsoft consisting of purpose-built software and hardware that offloads server virtualization processes traditionally performed by the hypervisor and host OS. Various storage and network intensive workloads will benefit the most from these new performance specifications. Microsoft Defender for Cloud + GitHub Advanced Security (Preview) With Microsoft Defender for Cloud and GitHub Advanced Security, you can protect cloud-native applications across the full app lifecycle from code to cloud. This natively integrated solution helps connect software developers and security teams while staying in the tools they use every day; to prioritize the most critical risks exposed in production and fix these risks faster with AI-powered remediation. Azure HorizonDB PostgreSQL (Private preview) A new PostgreSQL cloud database service delivering high speed and elastic scalability for building or modernizing mission-critical applications. Integrated with Microsoft Foundry, Microsoft Fabric, Visual Studio Code and more, Azure HorizonDB streamlines development. Modern authentication with Microsoft Entra ID and security features like Microsoft Defender and private endpoints support enterprise-grade protection. 3. Scale with confidence Turn innovation into revenue with Microsoft Marketplace by expanding your reach through the partner ecosystem, unlocking go-to-market benefits, and differentiating with offers that stand out. New announcements: Global release of Microsoft Marketplace (General availability) Microsoft Marketplace — your trusted source for cloud solutions, AI apps, and agents — is now globally available following its launch in the United States in September. All traffic from legacy storefronts (Azure Marketplace and AppSource) is now redirected to Marketplace.Microsoft.com. Featuring the industry’s largest catalog of AI apps and agents, Marketplace extends the Microsoft Cloud, helping customers accelerate their AI-first transformation with tens of thousands of vetted solutions from our partner ecosystem. These solutions integrate easily with Microsoft products, delivering faster time-to-value. Microsoft Agent 365 (Preview) Extend the existing infrastructure that you use for managing people to agents. Agent 365 equips your agents with the same apps and protections, tailored to agent needs, saving IT time and effort on integrating agents into business processes. It includes leading Microsoft security, productivity and collaboration solutions: Defender, Entra and Purview to protect and govern agents; Microsoft 365 productivity and collaboration apps and Semantic Index to accelerate their productivity; and Microsoft 365 admin center to manage agents. We're already seeing great examples from Devin, Genspark, Glean, Kasisto, Manus AI, n8n, ServiceNow, Workday, and more. Unified programs for software companies – App Accelerate (Public preview) Our Partner Program is focused on delivering more value for software companies, and we’ve identified an opportunity to simplify the Microsoft AI Cloud Partner Program (MAICPP) offers available to software companies today. We're announcing a new offering for software development companies, available in 2026—combining incentives, benefits, and co-sell resources across existing offerings such as ISV Success, and Marketplace Rewards—into one streamlined pathway for partners. App Accelerate brings together ISV Success, Marketplace Rewards, and more into a single-entry point, creating a unified and simplified experience to help partners accelerate their growth through Microsoft Marketplace. Early access to co-sell benefits (Pilot) As part of our new unified offer, we’re creating an additional route for software companies to access co-sell benefits. This pathway is designed for partners who may not have reached the $100K milestone in Marketplace Billed Sales (MBS) or Azure Consumed Revenue (ACR) but demonstrate readiness in other critical areas. This early access option is nomination-based, with eligibility determined by criteria such as Microsoft Azure Consumption Commitment (MACC), customer traction, and pipeline strength. Resale enabled offers (General availability) Analysts estimate nearly 60% of cloud marketplace business will be channel-led by 2030. With a partner ecosystem of 500K+ —Microsoft Marketplace is fully embracing the channel-led Marketplace opportunity with the general availability of resale enabled offers. Resale enabled offers enable software companies to empower channel partners to manage their Marketplace listings through a repeatable model designed for scale. This helps software companies break through to new markets without adding overhead while channel partners maintain their customer relationships while getting the added value of Marketplace. Sales of eligible solutions also count toward customers’ Azure consumption commitments, opening the door to larger, more strategic deals funded by pre-committed cloud budgets—creating stickier relationships and fueling growth. Featured Ignite sessions Whether you're attending Ignite in person or joining online, these sessions are designed to help software companies build smarter, scale faster, and unlock new growth opportunities. Tuesday, November 18 – 1:00pm PT Agents, apps, and acceleration: Helping software companies grow Explore the opportunity for AI apps and agents. Learn how to build experiences that matter and get best practices from other leading software companies. Wednesday, November 19 – 10:15am PT Benefits for accelerating software company success Discover resources available across the build, publish, and grow journey in MAICPP. Hear how peers are using AI investments and go-to-market benefits to grow. Wednesday, November 19 – 5:00pm PT Executing on the channel-led Marketplace opportunity for partners Discover practical strategies across diverse dealmaking scenarios to grow business and deepen Microsoft partnerships. Keep the momentum going—explore more Ignite sessions and activities created with software companies in mind. Let’s create the future together You are redefining what’s possible with AI. Microsoft is here to help you create the future. Get started Get resources to help grow your software development company Use ISV Success to build faster with AI tools, services, and expert support Publish your solution and reach millions of customers on the Microsoft Marketplace Access App Advisor and get step-by-step guidance to build, publish, and sell your app or agentLock in marketplace terms for up to five years with multiyear contract durations
Co-authored by Trevor_Yeats We’re excited to announce that the Microsoft marketplace now supports multiyear contract durations—enabling customers and partners to lock in terms and pricing for up to five years. New options include four and five-year terms for SaaS and Professional Services, and two, four, and five-year terms for Virtual Machine Software Reservations (VMSR). These contract durations are available globally across all marketplace-supported currencies. The value for your customers and for you With multiyear contract durations, customers can buy with confidence knowing they will have stability and continuity of service, making it easier to plan and forecast expenses and lock in substantial savings that often come with longer contracts. Partners benefit by supporting customers’ budget needs, strengthening customer relationships, reducing administrative burdens, and growing reliable revenue streams. “Our customers value five-year contracts for the stability and long-term value they provide. With multiyear contracts now available in Microsoft marketplace, we can better align with their operational timelines, reduce renewal cycles, and focus on building lasting relationships—while driving predictable revenue.” Sue Wilkinson, Global Director of Partners, IFS How it works To enable multiyear contract durations, software partners must take the following steps: Create a public offer with multiyear contract durations. Partners must ensure their public offers include extended contract terms before they can create private offers with those durations. Partners have two options: Update an existing public plan to support new options for extended durations (i.e., four and five-year options for SaaS offers and two, four, and five-year options for VMSR), or Create a new public plan that includes multiyear contract durations. Create private offers with multiyear contract durations. Once a public offer with multiyear contract durations is published, partners can configure private offers that leverage those durations. Notes: As of October 31, multiyear contract durations are available for CSP offers. Existing customer agreements cannot be modified mid-term to extend contract length. Customers must cancel their current plan and purchase a new one that includes the desired extended duration. Creating multiyear contracts with flexible billing schedules Partners can create private offers that combine multiyear contract durations with flexible billing options—like quarterly, semiannual, or bimonthly—making it easier to align with customer needs and streamline sales. “Microsoft’s recent launch of multiyear contracts and flexible billing has been a game changer, simplifying the buying process and enhancing the customer experience. We can now build private offers in the Microsoft marketplace in a more natural way that mirrors our contracts in the platform.” Sue Wilkinson, Global Director of Partners, IFS Learn more about flexible billing schedules and capturing the marketplace opportunity. Eligibility for multiyear contracts and how to get started Any company who is part of the Microsoft AI Cloud Partner Program can sell on the marketplace with multiyear contract durations. Details are provided in our documentation, but at a high-level: Be a member of the Microsoft AI Cloud Partner Program (it’s free to join) Sign the marketplace publisher agreement Publish your public offer with multiyear contract durations. Sell private offers with multiyear contract durations. In addition, we have many support resources for partners depending on where they are on their marketplace journey. For example, software development companies can join ISV Success, within the Partner Program, for tools and resources that help them publish their solution and maximize reach through the marketplace. Learn more by visiting: Microsoft commercial marketplace transact capabilities FAQs: https://aka.ms/multiyear-FAQsCo-sell Coaching: Episode 2, Abnormal Security - AMA
PLEASE NOTE: If you are planning to attend this event, please either use the 'Add to calendar' option below the "Attend" button, or create your own calendar reminder. Clicking attend will not automatically add this event to your calendar, and you will not receive any email notifications reminding you about the event. Join us for Co-sell Coaching, where your peer Microsoft partners will walk you through their best practices on how to co-sell effectively through the marketplace. Our second community event in this series will feature Brett Ferancy, Global Alliance Leader at Abnormal Security. Join to learn: The value of co-selling with Microsoft Proven best Practices for effective co-sell execution Scaling through the marketplace and multiparty private offers (MPOs) Each Co-sell Coaching event features a live Q&A with Microsoft partners and Microsoft subject-matter experts.Join us at Microsoft's campus for the Ultimate Partner LIVE event!
The countdown is on - Ultimate Partner LIVE in Redmond, WA on May 1st – 2nd is fast approaching, and you won’t want to miss it! This is the event for connecting with Microsoft executives, partners, and industry experts driving ecosystem growth and shaping the future. Join us as we take over the iconic Microsoft Conference Center for two action-packed days. It’s your opportunity to engage directly with Microsoft leaders, learn from expert panel discussions, immerse yourself in hands-on workshops, and experience a targeted partnering experience. Microsoft’s ongoing support of Ultimate Partner, along with its sponsorship of the Ultimate Partner LIVE event, highlights the importance of ecosystem-led growth. A special thank you to all the Microsoft leaders below who plan to take the stage and those who coordinate behind the scenes to make this event a success. Over 30 industry-leading speakers and award-winning partners will grace the stage and share insights that will shape the future of cloud go-to-market strategies. The two-day agenda will cover topics such as: Prepare Your Microsoft Business for FY26 The Marketplace Ecosystem Opportunity The State of the Marketplace Ecosystem Microsoft’s AI & Software Vision Forging the New World of Data & AI Defining the Marketplace of the Future for SMBs The Power of Partnerships: Building AI Together Perspective of a Microsoft Marketplace POTY Award Winner Embracing Change and Pivoting for Success Acre of Diamonds: How to Leverage the Opportunity with Microsoft Unlocking the Opportunity Through Ecosystem Thinking The Partner Perspective for Ecosystem Thinking Future of Distribution Co-Selling Journey Celebrating Microsoft: 50 Years of Tectonic Shifts And more! Why This Event is Critical: We are standing at a pivotal moment: AI is advancing faster than most organizations can keep up with. Accelerate Microsoft FY25 Q4 priorities and understand FY26 opportunities. Microsoft Marketplace is poised for explosive growth. Go-to-market success now demands tighter alignment and precision from partners than ever before. Why You Can’t Afford to Miss This Event: Exclusive Access to Microsoft Decision-Makers The executives setting the agenda for FY26 will be in the room. You’ll gain clarity on FY26. Nicole Dezen, Chief Partner Officer & CVP Global Partner Solutions will kick us off, and you will hear from leaders across the Software, Services, Reseller, Marketplace, and Sales Organizations. Know exactly how to align your business, resources, and messaging to what Microsoft actually cares about this fiscal year. Interactive Workshops to Sharpen Your Skills How to co-sell smarter with Microsoft How to design GTM plays that convert How to win with commercial marketplace motions With Industry Experts like Reis Barrie, CEO of Carve Partners, John Jahnke, CEO of Tackle.io, Sam Gong, SVP Marketing at WorkSpan, Rebecca Jones, Chief Growth Officer of Bridge Partners, Erin Figer, Founder of Core Consulting, and leaders from The Partner Masters, Suger and more hosting immersive workshops, be prepared to learn and implement. Proven Frameworks for Delivering Results Vince Menzione will share his 7 Principles of Successful Partnerships—developed from working with top-performing partners across the ecosystem. Other experts will share frameworks for marketplace, co-selling, GTM, and more Networking Opportunities to Accelerate Your Business This will be a curated executive room where you'll connect with partner leaders, advisors, and Microsoft stakeholders in high-trust conversations that spark real opportunities. You’ll leave with a tighter, more strategic network—and future deals in motion. An Intentionally Designed Experience with Real-World Impact Every detail of this event—from the location in Redmond to the experience design—is built to support meaningful conversations, clarity, and action. What People Say: “What an incredible experience at the Ultimate Partner Live Executive Summit. Two days packed with relationship building, business growth, and learning – it felt like months of progress compressed into 2 days.” Steven Karachinsky, CEO at Ziro “Really loved the vibe and amazing conversations with the partners at the Ultimate event! I think you absolutely have the right formula to create impact for the entire ecosystem with such a gathering.” Sandy Gupta, VP, Ecosystems of Global Software Companies at Microsoft “The event was informative, insightful, and inspiring. Your ability to put into words the tectonic shift we are all experiencing is refreshing! Thanks for being the trailblazer by providing thoughtful content and curated partner experiences. We have all been craving this for so long.” Regina Manfredi, EVP, General Manager at Crayon Group US “Attending this event was like striking gold 🙂 As a startup founder focused on co-sell and partnership, the validation and insights I gained at this event were invaluable; the future of partnerships and alliances is clearly bright. Vince Menzione, you are truly a powerhouse, and I wish you continued success! Most importantly, thank you for streaming the entire event, was truly incredible.” Archana Vadya, Founder & CEO at PartneRite “A big shout out to Vince Menzione for bringing this scale event (Ultimate Partner LIVE in Dallas) to life! It was a mega effort, and the results were amazing. Just look at the abundance of LinkedIn posts! It was an absolute pleasure sharing the stage with so many incredible speakers and colleagues from Microsoft and several of our partners like WorkSpan, Carve Partners, BDO, EY, Archive360, Sage, PartnerTap.” Kevin Peesker, (former) President, SMC - Small, Medium, Corporate Business at Microsoft This will prove to be the most valuable two days for your business in the first half of 2025. Ultimate Partner LIVE is a premium, focused, two-day immersive experience that will equip you with the tools and insights to lead through change and drive measurable results in FY26. Register now and use code ULTIMATEVIP50 at checkout for an exclusive discount.Microsoft Marketplace Rewards FY26: Partner incentives, Azure sponsorships, and growth strategies
As Microsoft continues to expand its commercial marketplace ecosystem, the Microsoft Marketplace Rewards program introduces powerful new FY26 incentives for software development companies and channel sellers. From Azure sponsorships to co-sell enablement and performance-based marketing benefits, this program is designed to accelerate partner growth and drive cloud solution adoption. In this article, we break down the key updates, eligibility criteria, and strategic actions partners can take to maximize their presence and profitability in the Microsoft commercial marketplace. Marketplace Rewards Overview The Marketplace Rewards program is available to all participants in the Microsoft AI Cloud Partner Program who publish and sell software in the Microsoft Marketplace and now includes channel partners who are enrolled in multiparty private offers (MPO). Whether you are publishing your own solution or reselling third-party offers, the program is structured to recognize and support your contribution to Microsoft’s ecosystem. Rewards are based on Marketplace Billed Sales (MBS) over the trailing 12 months. As performance increases, partners gain access to benefits that enhance visibility, marketing reach, and seller engagement. To get started, software companies should ensure their offers are transactable and channel partners should enroll to sell multiparty private offers. Monitoring performance through the Revenue Dashboard in Partner Center is essential to track progress and unlock benefits. Performance-Based Benefits Marketplace Rewards are tiered based on billed sales, with each level unlocking specific benefits designed to amplify brand visibility and accelerate demand generation. For example, reaching $100K in billed sales qualifies a partner for press release support featuring a Microsoft quote and $10,000 in Azure Sponsorship which can be used to sell future marketplace offers. At $500K, partners can participate in a Marketplace Rewards testimonial. A $1M threshold unlocks the opportunity to publish a partner or customer success story. At $8M, partners gain access to Microsoft seller webinars and Azure sponsorships of $200,000. These benefits are designed to reward high-performing partners and provide strategic marketing and sales support aligned with Microsoft’s go-to-market initiatives. Azure Sponsorships Azure sponsorships offer free Azure usage to customers, helping partners and resellers accelerate deal closure and adoption. These sponsorships are available for EA and PAYG subscriptions only and are not applicable to CSP or MCA agreements. The duration of the sponsorship depends on deal size. Deals under $100K qualify for a 90-day sponsorship, while deals of $100K or more are eligible for 180 days. For deals under three years, the sponsorship amount must not exceed 3% of the Total Contract Value (TCV). To take advantage of this benefit, submit requests using the Azure Sponsorship Submission Form. Co-Sell Enablement Partners and channel sellers who meet co-sell criteria gain access to Microsoft’s global sales force. This includes opportunities to participate in internal webinars and receive direct seller engagement. To qualify, offers must be transactable and correctly tagged in Partner Center. Documentation should clearly articulate the value proposition and include compelling customer success stories. By aligning with Microsoft’s co-sell strategy, partners can significantly expand their reach and accelerate pipeline development. Getting Started To activate Marketplace Rewards and Azure sponsorships, software companies must publish a transactable offer in Microsoft marketplace and channel partners must first enroll in Multiparty Private Offers. Monitoring performance in Partner Center is critical to understanding eligibility and tracking progress. For onboarding support, channel partners are encouraged to contact channelready@microsoft.com. Microsoft’s FY26 Marketplace Rewards program presents a strategic opportunity for software development companies and channel sellers to grow their business, increase visibility, and deepen engagement with Microsoft. By aligning go-to-market strategies with marketplace performance goals, partners can unlock resources that accelerate success. To explore the full program details and hear directly from Microsoft experts, watch the Marketplace Rewards for FY26 – Office Hours RecordingCommitment to partner-focused strategies: bringing renewals to the marketplace
Remember, Microsoft offers a 50% reduced agency fee for renewals. This counts for customer opportunities that originated both on and off the marketplace. Off marketplace renewals help bring new business to the marketplace. We’ve created a simple experience for partners to self-attest to the renewal status of a private offer during private offer or multiparty private offer setup (pictured below). By attesting that the deal is a renewal, all transactions against the private offer will automatically receive the 50% discounted agency fee throughout the entire term of the private offer. The reduced agency fee for renewals offers a seamless way to introduce new customers to the marketplace. By adopting the marketplace, partners can co-sell with Microsoft for larger deals. Partners consistently tell us that deals are more substantial when processed through the marketplace rather than outside of marketplace, due to Microsoft seller engagement and the Microsoft Azure Consumption Commitment (MACC) customer benefit. Since we announced the renewal fee discount in October 2024, approximately 50% of renewals are new marketplace customers, helping partners create new and larger customer opportunities and building momentum with Microsoft sellers. With a promise to be partner-focused, Microsoft is committed to maintaining a simple and transparent fee structure: 3% standard fee for transactions across all marketplace offer types. 50% reduced agency fee for customer renewals via private offer. Customers contribute 100% of all marketplace purchases on Azure IP co-sell offers towards their Microsoft Azure Consumption Commitment (MACC), with no limit. As the fiscal year-end approaches, use renewals as a lever to help to close marketplace deals. Remember, private offers must be purchased by the end of May to count towards fiscal year 2025 (July 1, 2025 - June 30, 2026). Bringing renewals to the marketplace is a strategic move that gives customers the benefits of purchasing through the marketplace, while helping you with new co-sell opportunities. Learn more about the 50% discounted agency fee for customer renewals.Unlocking your Microsoft commercial marketplace potential with TD SYNNEX
In today's rapidly evolving digital landscape, software development companies are constantly seeking ways to maximize their market reach and profitability. The upcoming TD SYNNEX webinar will highlight key strategies and insights for achieving these goals through the Microsoft commercial marketplace. TD SYNNEX, a global distributor, is Microsoft’s largest Indirect Solutions Provider serving and enabling over 30,000 reseller customers every day around the world. Let's dive into the essential takeaways from the webinar and explore how TD SYNNEX can help you unlock your marketplace potential and capture the SMB/SMC opportunity. What you’ll learn The webinar, led by myself (Charlie Barnett), Tracy Holtz, and Bri Berry, will focus on the importance of partner and vendor engagement through digital marketplaces. With predictions indicating a 40% growth 1 in partner and vendor engagement by 2025, and more than 50% of hyperscaler marketplace sales 2 expected to be via channel partners by 2027, the need for software development companies to adopt marketplace strategies is more critical than ever. Unlocking profitability & SMB scaling One of the key areas to be discussed is the operational flow and private offer models that can drive profitability and SMB scaling. TD SYNNEX's StreamOne® platform plays a pivotal role in this process by simplifying vendor onboarding, providing better data insights, and driving discovery. The platform's unique integration stack with marketplaces allows software development companies to expand their market reach effortlessly. Fireside chat: Navigating the Microsoft commercial marketplace During the fireside chat portion of the webinar, the experts will address several challenges faced by software development companies in their expansion efforts. These include keeping up with the rapid pace of change and innovation in DX technologies, balancing the demand and supply of these technologies, and adapting to changing customer expectations. TD SYNNEX helps mitigate these challenges by offering comprehensive support and strategic guidance. To summarize, TD SYNNEX provides software development companies: Simple onboarding, access to new cloud partners with no integration effort Optimized GTM investments with our strategic Microsoft relationship Faster time to market, scalable model for SMB/SMC targeting Managed partner authorizations if required TD SYNNEX's role in the hyperscaler marketplace conversation TD SYNNEX's vision as the marketplace of marketplaces is to consolidate and streamline routes to market for software development companies. By simplifying access to solutions across the entire IT ecosystem, TD SYNNEX enables partners to keep up with the rapid pace of change and innovation in DX technologies. Why this matters Co-selling with Microsoft can be a transformational growth lever for software development companies, yet it's true potential is often misunderstood. The insights and strategies shared during the TD SYNNEX webinar will provide a roadmap for achieving scalable growth and maximizing market reach. By partnering with TD SYNNEX and leveraging the StreamOne® platform, software development companies can unlock their Microsoft commercial marketplace potential and drive success in the digital age. Join us on May 20, 2025 at 8:00 AM PDT for a fireside chat to learn more. Register here Read more about how TD SYNNEX supports software development companies here: Accelerating ISV Growth: Diversifying Your Market to Amplify Your Opportunity Contact Marketplacesales@tdsynnex.com with questions. 1: Source: IDC FutureScape: Worldwide Digital Business Strategies 2024 Predictions, Doc #US50120323. October 2023 2: Source: Canalys Special Report: Now and next for hyperscaler marketplaces. August 2024How Silverfort leveraged Azure Marketplace to achieve rapid growth
In today's fast-paced business environment, the ability to close deals quickly and efficiently is crucial. Silverfort, a leader in identity protection, has demonstrated how leveraging the Azure Marketplace can significantly accelerate sales processes and drive substantial growth. In just two years, Silverfort went from $0 to over $10 million in Marketplace Billed Sales (MBS), showcasing the power of strategic marketplace utilization. About Jonathan Jonathan Nativ is Director of Strategic Alliances at Silverfort and is responsible for managing Silverfort’s partnerships with its Technical Alliances. For the past 16 years Jonathan has worked in various companies in technical and customer-facing roles. Prior to joining Silverfort in 2019, Jonathan worked at CyberArk where he built and managed the Training Services. At Silverfort Jonathan held various positions including Sales Engineer for EMEA & APAC as well as Sales Director for APAC. Who we are Silverfort is a cybersecurity company specializing in identity protection across various environments, including on-premises, cloud, and hybrid networks. Their platform integrates seamlessly with existing Identity and Access Management (IAM) solutions to provide comprehensive security without requiring changes to the systems. Key features of Silverfort include: Adaptive Multi-Factor Authentication (MFA): Extends MFA to all systems and environments, enhancing security without disrupting operations Runtime Access Protection (RAP): Protects identities in real-time by integrating with IAM infrastructure Identity Threat Detection and Response (ITDR): Detects and responds to identity-based attacks in real-time Non-Human Identity (NHI) Security: Secures machine identities alongside human identities Authentication Firewall: Implements Zero Trust policies to prevent unauthorized access. Silverfort's technology is trusted by over 1,000 organizations, providing a high return on investment by simplifying and enhancing identity security. Achieving remarkable growth Silverfort's journey began with a clear vision: to harness the capabilities of the Azure Marketplace to streamline procurement and enhance sales efficiency. By integrating Silverfort’s offerings into the marketplace, they were able to reach a broader audience and simplify the purchasing process for their customers. This strategic move not only increased visibility but also facilitated faster deal closures, contributing to their impressive growth in MBS. Streamlining procurement One of the key advantages of the Azure Marketplace is its ability to simplify procurement. For Silverfort, this meant reducing the friction typically associated with traditional sales processes. Customers could easily find and purchase Silverfort's solutions directly through the marketplace, leveraging their existing procurement relationships with Microsoft. This streamlined approach allowed Silverfort to close deals faster and with less effort, ultimately boosting their sales figures. A case study: closing a seven-figure deal A prime example of Silverfort's success through the Azure Marketplace is their recent collaboration with Microsoft to close a seven-figure deal with a large oil and gas company in the UK. This deal highlights the significant impact of marketplace procurement on both the speed and size of transactions. The ability to procure through the Azure Marketplace played a pivotal role in this deal. By offering a seamless purchasing experience, Silverfort and Microsoft were able to expedite the procurement process, reducing the time required to finalize the agreement. Additionally, the marketplace's flexible pricing models and standard contracts provided the oil and gas company with the confidence and security needed to commit to a substantial investment. Driving larger deals The streamlined procurement process not only speeds up deal closures but also enables larger transactions. For Silverfort, the Azure Marketplace's ability to facilitate customized terms and negotiated pricing was instrumental in securing the seven-figure deal. This flexibility allowed Silverfort to tailor their offering to meet the specific needs of the oil and gas company, resulting in a more substantial and mutually beneficial agreement. Conclusion Silverfort's success story is a testament to the transformative power of the Azure Marketplace. By leveraging the marketplace's capabilities, Silverfort was able to achieve rapid growth, streamline procurement, and close significant deals with ease. Their journey from $0 to over $10 million in MBS within two years underscores the potential for businesses to enhance their sales processes and drive substantial growth through strategic marketplace utilization. As Silverfort continues to innovate and expand, their partnership with Microsoft and the Azure Marketplace remains a cornerstone of their success. For businesses looking to accelerate their sales and simplify procurement, Silverfort's experience offers valuable insights and inspiration. Don’t miss this rare opportunity to ask experts your toughest co-sell questions live on May 14 th at 9:00 AM PDT during the Co-Sell Coaching session – Register Now
