Multiparty private offers in Microsoft Marketplace are expanding to 30 countries across Europe
We're excited to share that beginning on May 27, multiparty private offers through Microsoft Marketplace will expand to 30 countries in Europe. Further expansion to Australia, Japan, and South Africa will be available July 15—with more markets to follow. Multiparty private offers empower channel partners to bring vetted solutions to their customers to differentiate while companies developing software can lean on the partners’ local expertise to scale to new markets. Learn more: aka.ms/MPOEEAblog Additional resource: we recently hosted a Marketplace community event on Multi‑currency private offers in Microsoft Marketplace. Given this recent announcement about multiparty private offer expansion, I encourage you to access the recording. You will learn how to confidently navigate local currency transactions, understand how timing impacts payments, and apply best practices when executing deals across geographies.
Marketplace offers as transactable and azure benefit eligible
Query about Marketplace listings - I want to upload a new offer as SaaS. I want to make sure it's transactable and also have the azure benefit tag added to it. I have the banking and tax profile approved and completed. I'm unable to find how do I get the Azure benefit eligible tagged to this offer (or is there a pre-requisite). I have reviewed the Marketplace best practices but unable to find how do I exactly go about doing it.How to get heard by Microsoft and win more together
At Ultimate Partner LIVE Bellevue, May 11-13, some of the sharpest practitioners in the Microsoft ecosystem are coming together to share what works. These are candid, practitioner-led sessions built for senior leaders who need to walk away with something they can use, not a framework to revisit in six months. 🏛️ Sessions Worth Your Time 💰 Marketplace Meets AI: The New Route to Partner Revenue Cyril Belikoff, VP Microsoft Azure · Jon Yoo, CEO Suger Cyril Belikoff helped architect the unified Microsoft Marketplace and launched the resale enabled offer, which lets channel partners bundle software development company solutions and transact against Azure commit. Within the 1st week of GA, partners were already processing deals at scale. Cyril joins Vince Menzione and Jon Yoo, CEO of Suger, on Day 1 to cover where the AI-driven marketplace motion is heading and what partners need to do now to capture their share of the revenue flowing through it. Cyril’s advice for the partner still on the sideline is direct: do not try to boil the ocean. Get listed. Create offerings. Figure out 1 or 2 deals, transact them, and see the opportunity. This session gives you the map. 🎯 From Attention to Trust: The New Rules of Hyperscaler Go-To-Market Ashleigh Vogstad, CEO Transcends · Leigh Ann Campbell, Principal REV Alliances We are no longer in an attention economy. You are not competing to be seen. You are competing to be trusted, and the shift has a specific mechanism. AI agents are already making procurement decisions using verified signals: co-sell track records, Partner Center data, marketplace history, certifications. The partners building that record now are building an advantage that compounds quickly and is difficult to replicate later. Leigh Ann Campbell has driven over $200 million in influenced and net-new revenue through the Microsoft partner ecosystem. She knows what happens to a referral the moment it lands in Partner Center and what you need to do to make sure it does not die there. Ashleigh Vogstad, CEO of Transcends, brings the broader GTM lens on how the trust economy is changing what buyers respond to and where most partner marketing misses the mark. 🚀 Partner to Pipeline: Activating your GTM Strategy Reis Barrie, CEO Carve Partners · Greg Goldkamp, Sr. Director Microsoft This is the rare combination of a partner who has built real pipeline through Microsoft’s co-sell motion and a Microsoft leader who can tell you directly what gets field attention and what gets ignored. Most software companies approach co-sell as a relationship exercise. The ones generating real pipeline treat it as a system. They know which solution plays are active in the current fiscal year. They show up in seller conversations before a deal is open. They make it easy for a Microsoft seller to bring them in because the pitch is already mapped to what that seller is measured on. This session covers how to build that system, from first registration in Partner Center through closed pipeline. 🔗 From Connector to Catalyst: Today’s Alliance Manager Erin Figer, Founder CORE Consulting · Christine Bongard, CEO The WIT Network · Steven Karachinsky, CEO ZIRO Erin Figer helped build the co-sell practices at Microsoft, AWS, and Google Cloud when those programs were still being designed. She brings a reframe that changes how the best alliance teams operate: before you can market with a hyperscaler, you have to market to them. Treat Microsoft like a customer. Understand their priorities, their fiscal calendar, their field incentives. Build the internal credibility that gets you pulled into deals instead of chasing them. Joined by Christine Bongard and Steven Karachinsky, this session covers what the transition from connector to catalyst looks like in practice and what separates the alliance managers who generate revenue from those who manage relationships. 💡 Why the practitioner track matters These are not panel discussions with safe answers. This audience asks direct questions, and the speakers in these sessions are prepared to give direct answers. These sessions run across both days alongside 2 full tracks of mainstage content covering marketplace, distribution, AI strategy, and Microsoft’s channel priorities heading into FY27. 📅 UP LIVE Bellevue · May 11–13, 2026 InterContinental Hotel, Bellevue, WA 🌟 Exclusive discount for Microsoft partners Use code ULTIMATEVIP50 at checkout for a special discount reserved for Microsoft partners. 👉 Register for UP LIVE Bellevue Ultimate Partner® is the premier independent platform for technology partnership leaders, uniting the hyperscaler ecosystem to achieve their greatest results through partnering. An official Microsoft GPS recognized community.Turn your Azure commitments into smarter cloud investments with Microsoft Marketplace
Discover how organizations are using Microsoft Marketplace as a strategic procurement engine to optimize Azure spend, streamline purchasing, and accelerate time to value. Learn how aligning software purchases with Microsoft Azure Consumption Commitment (MACC) can unlock cost savings, improve visibility, and ensure every dollar of cloud investment is fully optimized—helping teams make more informed, outcomes-driven decisions. Read the full article: Optimizing Azure spend with Microsoft Marketplace | Microsoft Community Hub Watch the recorded conversation: Using Microsoft Marketplace to optimize Azure spend - Microsoft Marketplace CommunityDrive stronger Microsoft alignment and unlock co-sell growth at Ultimate Partner LIVE
Join Microsoft and leading ecosystem experts May 11–13 at Ultimate Partner LIVE in Bellevue, WA to learn how to better engage with Microsoft and unlock new co-sell opportunities. This event brings together experienced practitioners to share what works when it comes to aligning with Microsoft priorities, building stronger seller relationships, and increasing visibility within the Marketplace ecosystem. Attendees will hear insights first-hand from practitioner lead sessions and gain practical strategies to improve partner-to-Microsoft engagement, refine go-to-market execution, and accelerate growth through more effective collaboration. Whether you’re looking to strengthen your Marketplace presence or scale co-sell success, this session delivers actionable insights you can apply immediately. Learn more and see which sessions you should attend How to get heard by Microsoft and win more together | Microsoft Community HubFirm AI for professional services: governed, agentic workflows built on Microsoft Azure
In this installment of our Partner Spotlight series, we’re highlighting partners building industry-focused AI solutions and bringing them to customers through Microsoft Marketplace. I connected with Richard Baskerville from Intapp to learn how the company is delivering Firm AI—governed, agentic capabilities designed specifically for professional and financial services firms—while aligning with Microsoft Azure for security, scale, and enterprise procurement. Intapp’s approach shows what it looks like to pair deep vertical workflow expertise with a trusted cloud platform so customers can adopt AI in a way that is both practical and accountable. About Richard Baskerville Richard Baskerville is a Senior Director at Intapp, where he helps shape strategic AI alliances across the Microsoft ecosystem and beyond. _______________________________________________________________________________________________________________________________________________________________ [JR] Tell us about Intapp. What inspired the founding of the company, and what problems do your solutions help customers solve? [RB] Intapp was founded on a durable observation: professional firms—law firms, accounting practices, private capital firms, and investment banks—operate differently than general enterprises. Their workflows are shaped by client relationships, professional obligations, and regulatory requirements that generic software was never designed to handle. Our founders saw that these firms were either building bespoke systems at enormous cost or forcing themselves into enterprise tools that didn’t fit. Today, Intapp delivers Firm AI—governed AI purpose-built for professional services. Our solutions span the full firm lifecycle: business development through Intapp DealCloud, time capture and billing through Intapp Time, and risk and compliance management across Intapp Conflicts, Intake, Terms, Walls, and Employee Compliance. Underpinning it all is Intapp Celeste, our agentic AI platform, which puts AI to work on the specific workflows that drive firm performance—while keeping humans accountable and in control. For firms where every engagement carries professional liability, that governance layer isn’t a feature; it’s the foundation. [JR] What industries or types of organizations do you primarily serve today? [RB] Intapp serves professional and financial services firms exclusively. That focus is intentional—and it’s what makes us different. Our customers are law firms, accounting and consulting practices, investment banks and advisory firms, private capital managers, and real assets firms. Many are among the largest in their categories globally. These firms share characteristics that set them apart from general enterprises: partnership structures, billable-hour economics, client conflict management, regulatory oversight, and relationship networks spanning decades. Generic CRM or ERP tools aren’t built for these dynamics. Intapp is. That vertical depth—built over more than 20 years—is what Firm AI means in practice: AI that understands the context of a law firm partner’s client obligations or a dealmaker’s fund-level requirements, not just the general shape of business software. [JR] What were your initial expectations for Microsoft Marketplace when you first started your journey? [RB] Our initial expectation was straightforward: Marketplace would give us a cleaner path to transact with customers already operating inside the Microsoft ecosystem. Many of our customers—large law firms and financial services firms—had already committed significant Azure spend through enterprise agreements. Marketplace offered a way to meet them commercially where they already were. What we underestimated was how much Marketplace would shape the broader partnership. We went in expecting a distribution channel. What we found was a framework that connected co-sell, Azure consumption alignment, and joint go-to-market in ways that changed how our teams engaged. The commercial mechanics—particularly MACC drawdown eligibility—became a real conversation-opener with procurement and finance stakeholders, not just a contract path. [JR] What applications do you have available in Microsoft Marketplace, and how do they help customers? [RB] Intapp has 12 SaaS solutions available in Microsoft Marketplace today, transacted via private offers. They span the full professional services firm lifecycle—from relationship intelligence and deal management with Intapp DealCloud, to time capture with Intapp Time, to risk and compliance management across Intapp Conflicts, Intake, Terms, Walls, and Employee Compliance. Because we focus exclusively on professional and financial services, customers aren’t buying horizontal software adapted for their industry; they’re buying solutions designed for their workflows, compliance obligations, and client structures. Looking ahead, Intapp Celeste—our agentic AI platform—will be available in Marketplace via a consumption-based, metered model. That structure matches how agentic AI gets used: variably, tied to real firm activity, and governed end-to-end. [JR] What were the biggest lessons you learned early on when selling through Marketplace? [RB] Three lessons stood out early: Listing is the beginning, not the end. Initial traction required deliberate investment in co-sell enablement—ensuring Microsoft field teams could position Intapp clearly, not just point to a catalog entry. Specificity wins. Our customers are sophisticated buyers. What worked was leading with vertical relevance—speaking directly to the compliance requirements of a law firm or the relationship-data challenges of a private capital manager. Private offers require commercial fluency. Helping customers understand how Intapp maps to Azure commitments—and helping Microsoft sellers tell that story—made a material difference in deal velocity. [JR] How has your business changed with a transactable offer on the Marketplace? [RB] Transactable offers have changed how deals close. Customers with existing Azure commitments can apply Intapp spend against their MACC, removing a procurement obstacle that previously added months to cycles. Finance and procurement can work within familiar Microsoft frameworks rather than running separate vendor onboarding. Marketplace has also expanded our reach. Microsoft’s field organization has relationships we can’t replicate at scale, and co-sell has helped translate that reach into qualified pipeline—especially in segments where we previously had limited coverage. And the signal matters: being transactable in Marketplace reinforces that Intapp is an enterprise-grade partner, not a niche point solution. [JR] How has collaborating with Microsoft sellers impacted your Marketplace growth? [RB] Microsoft sellers are the activation mechanism for our Marketplace offers. Without field alignment, a listing is a catalog entry. With it, it becomes a joint pipeline motion. We’ve invested in enablement—giving sellers the vertical context to position Intapp credibly in front of legal and financial services CIOs, and making it easy to bring us into deals where Azure capabilities are already in the conversation. That alignment shows up in specific segments. In private capital and investment banking, Microsoft enterprise relationships often predate ours—co-sell provides warm introductions backed by a trusted infrastructure partner. In legal, where Microsoft 365 is near-universal, that adjacency and deep interoperability creates natural entry points. Co-sell turns those adjacencies into active pipeline rather than theoretical opportunity. [JR] What has made the co-sell relationship with Microsoft particularly valuable for Intapp? [RB] Co-sell works because it’s structurally aligned, not just commercially convenient. Microsoft’s investment in these verticals—through industry clouds, compliance frameworks, and dedicated field teams—maps directly onto Intapp’s customer base. We’re selling into the same firms, with the same platform expectations underpinning both offerings. What makes it particularly valuable is the mutual trust transfer. Firms hold Microsoft to a high standard for security, data governance, and regulatory compliance. When Microsoft sellers bring Intapp into the conversation, that credibility extends to us and compresses the trust-building phase of an enterprise cycle—especially in regulated industries. [JR] How does Microsoft Marketplace fit into Intapp’s long-term growth strategy? [RB] Marketplace is central to how we scale Firm AI globally. Our ambition is to be the governed AI platform of record for professional firms across legal, private capital, accounting, and advisory. Helping customers decrement MACC through Marketplace purchases is a clear win-win because it aligns platform investment with workflow outcomes. The upcoming Marketplace availability of Intapp Celeste which will offer different commercial models for customers (e.g. consumption based) marks the next phase. As Celeste deepens integration with Microsoft 365, Teams, and Azure AI services, the commercial and technical stories converge—customers can both buy and operate within an architecture where Firm AI and Microsoft’s platform reinforce each other. [JR] What advice would you give other SDCs who are just starting their Microsoft Marketplace journey? [RB] Three things matter most early on: Earn the co-sell relationship before you need it. Invest in enablement early so Microsoft sellers have enough vertical context to represent your value clearly. Get your commercial model right for the channel. Understand how private offers interact with Azure commitments, and plan for consumption-based pricing where it fits AI usage. Lead with a sharp point of view. The partners who gain traction fastest are the obvious choice for a specific industry workflow or problem—know what that is and communicate it consistently. _______________________________________________________________________________________________________________________________________________________________ Closing reflection Intapp’s Marketplace journey shows that industry-specific, governed AI wins when it’s paired with an enterprise platform customers already trust. By making solutions transactable—especially through private offers that align to customer’s existing Azure commitments—Intapp reduces procurement friction and accelerates adoption. And like many successful partners, their growth ultimately comes down to enablement: clear vertical messaging and tight co-sell alignment that turns Marketplace presence into a real, qualified pipeline.Turning co-sell readiness into real Microsoft Marketplace revenue
Achieving co-sell readiness in Microsoft Marketplace is only the beginning. Many software development companies reach this milestone but struggle to translate it into meaningful pipeline and consistent seller engagement. Join Microsoft partner and special guest Trunal Bhanse, CEO and co-founder at Clazar, as he breaks down what separates companies that are simply “co-sell ready” from those that successfully build active, revenue-generating partnerships with Microsoft sellers. Drawing on real-world insights from hundreds of marketplace partners, we’ll explore the operational habits, processes, and strategies that drive faster deal velocity, larger deal sizes, and stronger collaboration with the Microsoft field. You'll learn: How to create seller-focused collateral that drives Microsoft field engagement Best practices for working effectively with your Partner Development Manager (PDM) How to improve referral response times to increase co-sell opportunities You'll walk away with: A practical checklist to improve Microsoft seller engagement immediately Proven strategies to generate more co-sell opportunities A clearer understanding of how to operationalize your marketplace motion for consistent growth How do I participate? Select Add to calendar to save the date, then click the Attend button to save your spot, receive event reminders, and participate in the Q&A.* If you can’t make the live event, don’t worry. You can post questions in advance and catch up on the answers and insights later in the week. This session will be recorded and available on demand immediately after airing. It will feature AI-generated captions during the live broadcast. Human-generated captions and a recap of the Q&A will be available by the end of the week. * Don’t see the Attend button? Sign in to your Marketplace Tech Community account or register for the Tech Community and join the conversation!Optimizing Azure spend with Microsoft Marketplace
As someone deeply involved with Microsoft Marketplace product marketing team, I was excited to host our recent customer office hour session with Trunal Bhanse, CEO of Clazar. Our conversation focused on using Microsoft Marketplace to optimize Azure spend. The session explored how organizations can leverage Marketplace as a strategic procurement engine and maximize their cloud investments. Setting the stage: Marketplace as a growth engine Every organization today is striving to become a frontier firm—enriching employee experiences, reinventing customer engagement, and reshaping business processes. With AI at the center of transformation, the question often arises: should we build or buy AI solutions? If buying, how do we procure them efficiently and securely? That’s where Microsoft Marketplace comes in. It’s your trusted source for cloud solutions, AI apps, and agents, offering the largest catalog in the industry. Marketplace is fully integrated with Microsoft Cloud, providing a seamless experience from discovery to deployment. Whether you need standard contracts, private offers, or multi-year agreements, Marketplace adapts to your procurement needs and ensures your transactions are visible in the Azure cost management portal. Azure spend optimization: The power of Microsoft Azure Consumption Commitment (MACC) A major focus of our session was the Microsoft Azure Consumption Commitment (MACC). This agreement allows organizations to commit to a certain level of Azure consumption in exchange for discounted rates. The beauty of MACC is that eligible Marketplace transactions decrement your commitment dollar-for-dollar. That means when you purchase MACC-eligible solutions through Marketplace, you’re directly funding your cloud investments and maximizing your discounts. Our conversation covered how to identify MACC-eligible solutions using tools like Azure Marketplace Compass, the Azure portal, and Marketplace storefront. With over 4,000 eligible solutions available, most organizations can find the software they need and align it with their MACC commitments. This approach is especially valuable at fiscal year-end or when budgets are tight, allowing you to leverage your commitment for critical investments. Operationalizing Marketplace procurement To truly optimize spend companies should start with an inventory of all solutions currently deployed or planned for procurement across their organization. By mapping this inventory against MACC-eligible offers, they can ensure every purchase maximizes commitment and discounts. Security and governance are also paramount. Marketplace enables role-based access controls and private marketplaces, so only authorized employees can procure approved applications. This walled-garden approach gives administrators full control over what’s available for procurement. Partner solutions and automation To bring the MACC optimization process to life, Clazar provided a live demonstration of their platform which specializes in automation of this process. Their solution enables organizations to seamlessly match their software inventory against MACC-eligible offers, giving procurement and finance teams consolidated visibility into spend and streamlining the entire procurement workflow. With robust integrations for single sign-on-systems and automated dashboards, Clazar empowers customers to instantly identify eligible applications and make faster, more informed decisions about their Azure Marketplace investments Microsoft Marketplace is more than a procurement platform—it’s a strategic lever for optimizing Azure spend, accelerating innovation, and simplifying operations. By aligning purchases with MACC commitments, organizations unlock savings, streamline processes, and gain unparalleled visibility into their cloud investments. To learn more, watch the full recording of our conversation here: Using Microsoft Marketplace to optimize Azure spend - Microsoft Marketplace Community Resources Microsoft Marketplace: Microsoft Marketplace | cloud solutions, AI apps, and agents Azure Consumption Commitment (MACC) benefit: Azure Consumption Commitment Benefit - Marketplace customer documentation | Microsoft Learn Cost management for Microsoft Marketplace purchases: Cost management for Microsoft Marketplace purchases - Marketplace customer documentation | Microsoft LearnWhat partners need to know before Microsoft’s new fiscal year
At Ultimate Partner LIVE Bellevue, May 11–13, a lineup of senior Microsoft executives will take the mainstage to share what is shifting, what it means for your business, and how the most aligned partners are responding. Here is who to know. Stephen Boyle, CVP, Enterprise Partner Solutions Stephen leads Microsoft’s enterprise partner sales organization and brings a direct view of how the ecosystem is performing at the highest levels. In his fireside with Vince Menzione, he will share what the most successful partners are doing differently as AI moves from a conversation to a core business motion. For any partner navigating co-sell, enterprise alignment, or ecosystem positioning heading into FY27, this is the session that sets the frame. Alex Zagury, CVP, Global Channel Sales Alex brings a perspective most Microsoft leaders do not have, more than a decade at Cisco where she built a $9B+ partner-managed business and led the integration of the $28B Splunk acquisition. She joined Microsoft to apply that experience to the indirect channel. Her session covers FY27 channel priorities: where Microsoft is investing, what the most successful CSP and indirect partners are doing right now with AI and Copilot, and why the partners who have moved to an outcomes-based model are already seeing compounding growth. Jose Gomez Cueto, General Manager, Americas SMB The $777B SMB opportunity is Microsoft’s largest addressable market, and Jose leads it across the Americas. His session addresses what it means for an SMB customer to become a Frontier Firm, and why MSPs are the critical link in making that happen. He will also share how Microsoft moved faster to bring SMB-specific AI products to market than it ever has before, and what that signals for the rest of FY27. Cyril Belikoff, VP, Microsoft Azure and Industry Clouds Cyril has been at the center of some of the most significant structural changes Microsoft has made to how partners transact. He helped architect the unified Microsoft Marketplace and launched the Resale Enabled Offer, which enables channel partners to bundle ISV solutions and transact against Azure commit. His session addresses where the AI-driven marketplace motion is heading and what partners need to do now to capture their share of the revenue flowing through it. More Microsoft on the Agenda Microsoft leaders Greg Goldkamp, Monica French, Erwin Visser, Mira Ayad, and others will deliver practical, execution-focused content across co-sell, distribution, the SMB channel, and AI strategy throughout both days. This is not a product showcase or a keynote built for an audience of thousands. It is a room of 250+ senior partner executives, 2 days of mainstage and spotlight sessions, and direct access to the Microsoft leaders whose priorities will shape the next 12 months. 📅 UP LIVE Bellevue · May 11–13, 2026 InterContinental Hotel, Bellevue, WA 🌟 Exclusive discount for Microsoft partners Use code ULTIMATEVIP50 at checkout for a special discount reserved for Microsoft partners. 👉 Register for UP LIVE Bellevue Ultimate Partner® is the premier independent platform for technology partnership leaders, uniting the hyperscaler ecosystem to achieve their greatest results through partnering. An official Microsoft GPS recognized community.
How to turn co-sell readiness into consistent Microsoft Marketplace revenue growth
Achieving co-sell readiness is a critical milestone, but many software development companies struggle to translate that status into consistent pipeline and meaningful Microsoft seller engagement. Join Microsoft partner and special guest Trunal Bhanse, CEO and co-founder at Clazar, as he shares practical insights on how to move beyond readiness to build active, revenue-generating partnerships with Microsoft sellers. Drawing on real-world experience from marketplace partners, the session will explore the operational strategies, processes, and habits that drive stronger collaboration with the Microsoft field, faster deal velocity, and increased opportunity creation. Attendees will also learn how to create seller-focused collateral, improve referral response times, and work more effectively with Partner Development Managers. Whether you are refining your co-sell motion or looking to unlock more value from Microsoft Marketplace, this session provides actionable guidance to help you operationalize your strategy and drive repeatable growth. Register for the online webinar on May 7th | 8:30 AM PDT: Turning co-sell readiness into real Microsoft Marketplace revenue You can also learn more tips and best practices for by reading From co-sell ready to co-sell active: How to drive Microsoft seller engagement | Microsoft Community Hub
