co-sell
8 TopicsLock 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: 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. Multiyear contract durations for CSP offers will be enabled later this summer. Until then, partners can create new offers without opting to resell through CSP to take advantage of extended contract durations. 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-FAQs852Views2likes1CommentGet co-sell ready with enablement, executive alignment, and cross-functional collaboration
Is your Organization Co-Sell Ready? So many of us have heard about the value that a strong co-sell GTM motion can have as part of your scaling strategy. After all, the opportunity – represented by many dollar signs - to tap into the hyperscaler ecosystem is hard to ignore. Numerous experts have published great, data-infused content quantifying this opportunity, and because these folks have already done this hard work - I don’t have much to add there. But is your organization truly ready to execute and realize any of this value? That’s where I can help - having built one very successful co-sell program with Microsoft (and one that was not so successful). Standing up a co-sell program will likely require challenging existing norms within your business. It's not just about having a great product or being listed on Azure Marketplace; it's about activating every part of the business in coordination. This may be entirely new and unfamiliar for your finance team, deal desk, sellers and even your customers. For simplicity's sake, I am closely associating co-sell with the ability to sell through Marketplace. Over the past few years, Marketplace has grown in importance for Microsoft, much like it has for many of the fastest scaling companies in the world - just look at Wiz. These questions - while not exhaustive - will help you think ahead, identify potential gaps, and assess your organizational readiness to build your best-fit co-sell strategy: Overall Strategy Is high growth or ensuring profitability the larger goal? Are you going after sales-led Enterprise customers or a PLG (product-led growth) motion? Do you have a clearly defined partnership strategy and line of reporting? How much of the business value is cemented by services vs SaaS? Product & Technology Is your product built on Microsoft’s technology stack and if so, what solutions? What is the sign-up & implementation workflow for new customers? What runs on Azure, and is this running on your tenants, the customer’s tenant, or a hybrid set up? How open is your product organization to sharing the product roadmap? Legal & Privacy & Compliance What does your contracting process look like? Are you open to using Microsoft’s standard marketplace terms and conditions? What does an ordinary infosec / privacy review look like for your customers? What legal requirements are critical for your product’s functionality- and does this align with what is contained in a standard marketplace T&C? Finance What are your booking rules and requirements? What is the margin on your product? How and when are your sales reps compensated – (e.g., are you comp neutral)? What is your stance and capability to offer spiffs to your sellers? Operations (Sales and otherwise) How are you operationalizing lead sharing, and who owns this? What does your CRM hygiene and sales cycle look like? What does the process from quote-to-proposal look like? How and where would Marketplace purchases fit into your existing sales process? Sales / Revenue / Customer Success What are you selling, and to whom? How comfortable are your customers with Marketplace? Are your sellers experienced in co-selling with other partners and do your sellers have clear expectations for what they can gain through co-sell? What about the channel - how do reseller motions and referrals fit in? Marketing Do you already have great materials packaged for partners and customers? Are you verticalized in your marketing & messaging approach? Do you have a dedicated partner marketing function? Are you delivering thought leadership on key verticals and solution areas - and if so, how does this align to Microsoft’s highest priority topics? A couple of closing thoughts: You’ll need to align and collaborate with more teams than you might think - because this may represent a significant change. Change is even harder when people don’t understand how it impacts them, and the people needed to make it happen. Gain support by building a clear strategy and setting clear expectations of what to expect from month-1, month-12, month-18 and beyond. You need to establish what "good looks like" and be prepared to back this up with data. It takes a village to raise a GTM strategy. Thinking ahead will help you prevent something that is unfamiliar from becoming something that is uncomfortable. Learn more If you're interested in learning strategies for building your co-sell approach, I invite you to join me on June 18 to hear tips and insights from our experience creating a successful co-sell program—including common pitfalls to avoid. You can register here. ___________________________________________________________________________________________________ Mike Marzano leads global cloud, data, and platform alliances for the Experience Intelligence Platform, Contentsquare. Over the past three years, he has built and scaled Contentsquare’s Microsoft co-sell and marketplace motion from the ground up—driving over $40 million in billed revenue through Marketplace and high-impact field alignment. A member of the Microsoft Retail Partner Advisory Council, Mike brings two decades of enterprise SaaS experience to his work, combining sharp execution with a deep understanding of how to unlock customer value through co-sell and Marketplace programs. He lives in New York City with his wife and 2yr old son. Contentsquare is a leader in digital analytics, empowering businesses of all sizes with the insights they need to understand customers and deliver seamless experiences at scale. Its all-in-one experience intelligence platform provides rich and contextual insight into customer behaviors, sentiment, and intent, across all channels, helping businesses continuously deliver the right experience on web, mobile, and apps. More than 1.3M websites worldwide rely on Contentsquare’s AI-powered platform to grow their business, drive customer loyalty, and operate with greater efficiency in a constantly changing world. To learn more, visit www.contentsquare.com98Views0likes0CommentsJoin 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.447Views0likes0CommentsMeet 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.1.4KViews4likes0CommentsHow 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 Now115Views0likes0CommentsUnlocking 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 2024185Views0likes0CommentsCommitment 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.251Views1like0CommentsWhy co-selling with Microsoft is transformational: insights and strategies from Abnormal Security
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 23 rd 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!163Views2likes0Comments