Microsoft Marketplace Partner Digest
What's new in Marketplace Convert more buyers into customers Microsoft recently expanded Marketplace listing capabilities with enhancements to free trials and the introduction of an option to request private offers, giving partners more ways to engage buyers at different stages of the purchasing journey. Customers can now discover and evaluate solutions through expanded trial experiences and transition more easily into paid subscription discussions by requesting custom pricing and terms directly from your Marketplace listings. ✨ Help customers evaluate your solution with free trials What's new On July 23 we announced the release of Marketplace enhanced trial capabilities. Customers can try solutions with confidence with the free trials in Microsoft Marketplace. Trials are available for multiple offer types, including SaaS, Azure virtual machines, Dynamics 365, and Power BI offers. New capabilities include: Custom meter trials: Partners can configure trials for SaaS solutions with metered pricing. Flexible trial durations: Partners can now configure SaaS trial durations from 1 to 180 days. Partner analytics: Partners can access SaaS trial analytics - including free trials initiated, active free trials, free trials converted, free trials not converted, and average trial duration - all within Partner Center Insights workspace. Customer discovery and management: Customers can better discover and manage trials. Upgrade to paid subscription during trial: Customers can upgrade to paid subscription at public pricing any time during a SaaS trial. Why it matters With enhanced trial capabilities in Microsoft Marketplace, partners can run self-service trials that make it easier for customers to try before they buy — whether for metered, per-user, or flat-rate pricing offers. Marketplace gives partners one place to manage trials end to end — from provisioning and mid-trial changes to insights — while improving offer discoverability through improved search, filters, and dedicated trial badges. Recommended action Review your Marketplace offers and trial strategy. For eligible SaaS offers, evaluate whether free trials can help you engage with more qualified buyers, faster. 📖 Learn more about free trials for SaaS ⚡ Customers can now request a private offer on Marketplace What’s new As of July 20, you can add a private offer request option directly on your Marketplace product pages. Customer requests are captured as Marketplace leads in referrals workspace and connected customer relationship management (CRM) integrations you’ve setup. This setting is disabled by default. You can easily activate it for applicable public offers. Why it matters More and more customers are seeking customized contracts and subscription pricing and terms tailored to their individual needs. This simple call to action reduces friction and helps you start the conversation with prospective buyers. Recommended action In the Marketplace offers workspace of Partner Center, update each of your offers for which you provide customers private offers. Enable the Request Private Offer setting and republish the offer. Events Recent events Multiparty private offers expand channel growth opportunities in Australia, Japan and South Africa Multiparty private offers continue to help software companies accelerate channel-led sales through Microsoft Marketplace. This past month, we hosted two region-focused Marketplace office hours sessions designed to help partners better understand local market opportunities, engage distributors and resellers, and scale Marketplace transactions through channel ecosystems in Australia and Japan. Whether you're looking to expand an existing Marketplace motion or explore new geographic opportunities, these sessions will provide practical guidance and market-specific insights to help you grow. See a list of currently supported countries/regions. Check out the recorded sessions: • Channel growth in Australia (English) • Channel growth in Japan (Japanese) Helping developers build, monetize, and scale AI solutions with Marketplace Discover how Microsoft Marketplace helps software companies access AI models and developer tools, accelerate application development, and reach customers through Microsoft's global commercial ecosystem. Learn how to monetize applications and agents without building and maintaining your own commerce and distribution infrastructure. Watch the recording Upcoming events Build AI-powered solutions, monetize through Microsoft Marketplace, and scale revenue through Microsoft expertise, skilling, and investments. Frontier Accelerate for Marketplace is an upcoming unified offering for software development companies to bring AI-powered solutions to market, drive customer acquisition and revenue growth, and scale through Microsoft Marketplace with technical guidance, skilling, and investments aligned to every stage of growth. 📆 Join us on August 26th before general availability to learn about the new offering, benefit alignment, migration guidance, and enrollment requirements. Next steps Turn insights into FY27 success — starting today. Ready to carry the momentum forward from MCAPS Start for Partners? Get everything you need to refine and execute your FY27 strategy in the Partner Activation Zone, including session recordings, ready-to-use playbooks, and tools to start building pipeline. Leverage your Marketplace Rewards benefits Discover use cases and how to leverage your Azure sponsorship. With Marketplace Rewards Azure sponsorships, eligible software development companies can increase sales through Microsoft Marketplace by using the sponsorships for customer deployments tied to Marketplace deals—and to offset infrastructure costs from eligible free trial offers. 📍Review the Marketplace Rewards Azure sponsorship policy guide for the latestWhat's preventing your Marketplace growth engine from scaling?
Many SDCs know where they want to go with Marketplace, but struggle to turn individual activities into a repeatable growth motion. The latest in the Sell more with App Advisor blog series, asks: ✅ What part of your Marketplace journey is most repeatable today? ✅ Where do you still rely on manual effort or tribal knowledge? ✅ If you could eliminate one friction point between building, publishing, and growing, what would it be? Read the blog and share your thoughts: Build a Repeatable Marketplace Growth Engine with App Advisor The responses could generate useful insights for future Marketplace content and help identify common challenges across the community!Clarity at every stage: App Advisor turns Marketplace complexity into action
For software development companies, the Microsoft Marketplace journey isn’t always linear. It’s a series of decisions: what to build, how to package it, how to publish, and how to sell it, each with real dependencies and real friction.
UX Changes Need Approval?
Hey everyone. Quick question regarding Microsoft approvals. We’ve already secured approval for our test and production environments, but we recently changed out a new, slightly refreshed UX for the feature (this is still in out testing as we can't release without Microsoft's approval). Does anyone know if we need to re-submit for approval for a minor UX change? And if we do, can we just drop an email to the CSPP team, or do we need to fill out the official form as a brand-new request? Thanks in advance!Dragon Copilot and Microsoft Marketplace are transforming the way healthcare is delivered
If AI has so much promise in healthcare, why does it still feel so hard to apply in everyday workflows? That question is starting to shape much of the conversation across the industry. Healthcare teams aren’t debating whether AI matters anymore, they’re focused on how to make it work in environments that are already stretched thin. Reality: Healthcare has a capacity problem Healthcare isn’t dealing with a demand problem; it’s dealing with a capacity constraint. In fact, 79% of healthcare workers say they don’t have enough time or energy to do their work, 51% of healthcare leaders say productivity needs to increase, and 79% are confident AI will play a role in expanding organizational capacity. That pressure shows up everywhere: in documentation backlogs, fragmented and click-heavy workflows, administrative overload, and ultimately less time spent with patients. This is where the conversation around AI is shifting; not toward adding more tools but toward removing friction from the workflows that already exist and helping care teams move faster with less overhead inside the flow of care. That reality came through clearly during a recent Microsoft Marketplace Customer Office Hour on Dragon Copilot and Microsoft Marketplace: how to operationalize AI within real-world clinical workflows and enterprise healthcare environments that are experiencing a capacity problem. Instead of focusing on future-state possibilities, the conversation centered on what it takes to move from promise to practice, and where AI can start delivering value today. That distinction matters because developers, healthcare architects, and AI engineers are no longer asking whether AI can create value. The industry has largely accepted that it will play a meaningful role across healthcare. The real challenge is how to integrate into environments already burdened by operational complexity, fragmented workflows, regulatory pressures, and disconnected technologies. In practice, most healthcare organizations aren’t lacking data or systems, they’re struggling with how those systems work together. Clinicians and administrative teams operate across EHRs, reimbursement platforms, documentation tools, referral systems, messaging apps, and care coordination workflows that often function in isolation. Each additional screen, handoff, or disconnected experience introduces friction, and over time that friction compounds into inefficiencies that impact clinicians, administrators, and ultimately patients. This is why AI cannot simply sit on top of existing systems as another productivity layer; it needs to act as an orchestration layer that reduces complexity directly within the flow of care. That shift fundamentally changes how we think about healthcare AI, moving from isolated features to embedded intelligence that supports the workflows where care teams already spend their time. Dragon Copilot as a clinical workflow platform Dragon Copilot is not positioned as just another ambient listening tool or conversational assistant. It's designed as a clinical workflow platform that integrates into how care is delivered. While voice capabilities like ambient listening and natural language interaction are foundational, the real value comes from combining contextual intelligence, workflow automation, and extensibility. In practice, that means clinicians can access relevant information directly within their workflow, reduce fragmentation across systems, and act using natural language without constantly switching between tools. Extending healthcare AI through Microsoft Marketplace What makes this even more compelling is how Dragon Copilot extends through AI apps and agents connected via Microsoft Marketplace. This shifts the conversation from a single AI solution to a broader ecosystem approach. Instead of relying on monolithic systems to solve every problem, healthcare organizations can layer specialized AI capabilities directly into their workflows. During the session, we walked through examples like coding and charge capture, denial prevention, eligibility verification, medication safety checks, and patient education each addressing a specific operational need without requiring organizations to replace core systems. From a technical perspective, what stands out is not just automation, but the ability to reduce workflow re-entry and repetitive administrative loops. Today, many processes require clinicians and administrators to document, submit, reprocess, and reconcile information across disconnected systems. By embedding AI into those workflows, whether for coding validation, reimbursement support, or clinical guidance, organizations can streamline those cycles, improve continuity between systems, and reduce the compounding operational burden that slows teams down. What does this mean for healthcare developers For developers building healthcare solutions, this shift opens meaningful opportunities across workflow orchestration, AI-assisted compliance, operational intelligence, policy validation, and real-time financial support. More importantly, it reflects a broader architectural change in how healthcare technology is evolving. Rather than attempting to replace existing systems, the industry is moving toward connected AI services that extend and augment what’s already in place. This approach matters because healthcare organizations rarely overhaul core infrastructure all at once. Instead, they evolve incrementally by layering new capabilities into existing workflows. Dragon Copilot, combined with Microsoft Marketplace, is designed to support that model. AI agents can surface insights, automate repetitive tasks, and support decision-making while staying embedded within established clinical environments, helping developers build solutions that are practical, scalable, and aligned with how healthcare systems actually operate today. The strategic value of ecosystem extensibility As the importance of ecosystem extensibility continues to grow, Microsoft is intentionally building beyond a standalone healthcare AI solution. Instead, the focus is on creating an ecosystem that enables connected intelligence across clinical and operational workflows. For developers, this shift has real implications. It directly impacts how quickly solutions can be built, how easily they can be deployed, and how far innovation can scale. Without extensibility, progress is constrained by the roadmap of a single platform. With it, developers and healthcare technology providers can target highly specific workflow gaps with purpose-built solutions. That opens the door to a new class of innovations from AI agents and workflow accelerators to embedded clinical decision support and healthcare-specific automation designed to fit seamlessly into existing environments and address the nuanced needs of modern care delivery. Reducing adoption friction in enterprise healthcare The Marketplace component of this strategy directly addresses some of the most persistent barriers to adoption in enterprise healthcare. Organizations can simplify procurement, reduce vendor onboarding friction, streamline licensing, and consolidate billing through Microsoft’s existing purchasing infrastructure. From a developer and software company perspective, this is significant because historically the challenge in healthcare hasn’t been building new capabilities but getting them adopted and scaled in complex environments. By reducing the effort required to evaluate, purchase, deploy, and operationalize AI solutions, Marketplace changes the pace at which organizations can move from experimentation to real-world implementation. That efficiency becomes critical as healthcare shifts from isolated pilots to production-scale deployments, where speed, integration, and operational alignment ultimately determine whether AI delivers meaningful impact. From AI experimentation to production-ready workflows Healthcare AI is no longer confined to pilots or conceptual experimentation. Organizations are now evaluating production-ready solutions that can integrate directly into enterprise workflows. That shift brings a different set of expectations for developers and architects. Instead of asking whether AI can generate useful outputs, the focus has moved to operational questions: Can these systems integrate seamlessly into clinician workflows? Will they reduce complexity without introducing disruption? Can they scale reliably, perform consistently, and meet regulatory requirements? These are not just AI challenges, they’re deeply rooted in systems integration, workflow design, operational engineering, and enterprise architecture. Success depends not only on model performance, but on how well AI fits into the realities of healthcare delivery, supports care teams in context, and operates within the constraints of highly regulated, mission-critical environments. Designing for operational value, not just model innovation This is exactly why the conversation matters for the healthcare developer community right now. Future success in healthcare AI will depend less on model novelty and more on how well those models integrate into real workflows. Most healthcare organizations are already navigating fragmented environments filled with disconnected systems, and the solutions that deliver lasting value will be the ones that reduce cognitive load, minimize context switching, surface information at the right moment, and integrate naturally into day-to-day clinical work. In that sense, the challenge becomes less about AI in isolation and more about systems design. Meaningful progress won’t come from standalone copilots operating outside enterprise infrastructure. It will come from connected ecosystems where AI services, workflow accelerators, and operational tools work together seamlessly. That’s how intelligent healthcare workflows take shape: not as a single application, but as a coordinated system designed around how care is actually delivered. Why this direction matters for the developer ecosystem Dragon Copilot is emerging not just as a healthcare AI experience, but as a platform that brings together workflow intelligence and ecosystem extensibility. By connecting directly into operational healthcare workflows and enabling integration through Microsoft Marketplace, it creates new opportunities for healthcare developers, enterprise architects, and workflow automation providers to build solutions that are both targeted and scalable. While the ecosystem is still evolving, the strategic direction is becoming increasingly clear: AI agents and connected applications are moving closer to the workflow layer itself. In healthcare, that proximity matters. The solutions that integrate most naturally into day-to-day operations, rather than existing alongside them, are the ones most likely to drive meaningful adoption and long-term impact. Watch the full session For organizations building healthcare software, enterprise AI systems, workflow automation platforms, or operational healthcare technologies, the Microsoft Marketplace Customer Office Hour session provides valuable insight into how Microsoft is approaching healthcare AI at ecosystem scale. 👉 Learn more and watch the full session here: Healthcare innovation with Dragon Copilot and Microsoft Marketplace Additional Resources You can learn more through Microsoft Marketplace, the Marketplace Customer Office Hours series, the Microsoft Marketplace Community, and the Dragon Copilot apps and agents resources.Discover new Microsoft Marketplace innovations announced at Microsoft Build
At Microsoft Build, Microsoft shared new opportunities for software development companies and partners to build, scale, and monetize AI apps and agents through Microsoft Marketplace. Explore how Microsoft Marketplace is helping software companies accelerate go-to-market strategies, expand customer reach, simplify procurement, and unlock new revenue opportunities across the Microsoft ecosystem. Learn how organizations can take advantage of Azure and Marketplace capabilities to support AI innovation and deliver enterprise-ready solutions faster. Whether you’re building intelligent applications, growing your commercial marketplace presence, or exploring new ways to monetize AI-powered solutions, this is a valuable resource for understanding the latest Microsoft Marketplace announcements and opportunities coming out of Build. 👉 Read more: Build, scale, and monetize apps and agents with Microsoft MarketplaceAccelerate your AI or agent build to sell on Marketplace with Quick-Start Development Toolkit
Want to skip right to coding in minutes? Start with the interactive wizard in App Advisor Building AI products quickly is becoming table stakes. Building them in a way that supports scalability, repeatability, and a path to commercialization is where software companies create advantage. The challenge now is reducing the time between identifying an opportunity and getting developers working inside a proven structure that supports real deployment outcomes. That’s where the AI, agentic, and Copilot branch of the Quick-Start Development Toolkit helps. Embedded directly within App Advisor, Quick-Start Development Toolkit helps software companies move from concept to implementation faster using guided development patterns, trusted architectures, deployable reference code, and practical resources designed to reduce friction across the development process. Build AI & agentic products faster without starting from scratch Development teams often know the customer scenario they want to solve. What slows momentum is deciding where to begin, selecting architecture patterns, and aligning implementation decisions across teams. The Quick-Start Development Toolkit helps remove that uncertainty. By answering a few focused questions about what you want to build, who it serves, and the products you’re building with, you’re matched with a development pattern designed to accelerate execution. Each development pattern includes: Self-serve, click-to-deploy reference code aligned to your scenario, Sample solution architecture to help visualize products and reduce guesswork, and Practical how-to resources and implementation guidance to overcome friction points, Everything is structured to support faster decision making and help teams move confidently into development. Accelerate development with purpose-built AI accelerators The AI and agent branch of Quick-Start Development Toolkit includes development accelerators designed around high-value scenarios, so your team can spend less time assembling foundations and more time building differentiated experiences. Each of these accelerators is built and fully maintained by Microsoft experts, so you can be confident your code template isn’t stale. Our most popular accelerators include: Multi-Agent Custom Automation Engine Accelerator: Delegate complex, repetitive tasks to AI agents that act on your behalf—executing work efficiently, reducing manual effort, and ensuring results align with your organization's standards. Conversation Knowledge Mining Accelerator: Improve contact center performance with AI-powered conversation intelligence—analyzing audio and text data on a large scale to show insights, improve service, and drive smarter decisions. Accelerate agentic applications for Unified Data Foundations (with Microsoft Fabric): Accelerate decision making at scale with secure, agentic AI built on a unified data foundation with two use cases for sales performance and customer insights. Each pattern includes common use cases, related resources, and pathways to adjacent scenarios so teams can continue progressing without losing momentum. The goal is to help your team move from experimentation to a product that can be packaged, deployed, and prepared for customers. You can see more of our accelerators here Coming this week: The Microsoft IQ solution accelerator leverages a shared intelligence layer to unify data, knowledge, and workflows, enabling AI-powered insights and coordinated actions for measurable business outcomes. Build with Microsoft Marketplace outcomes in mind Development choices shape commercial outcomes. Starting with trusted architecture and structured implementation guidance can help reduce redesign cycles later when preparing to package, publish, and scale. Quick-Start Development Toolkit helps software companies: Shorten time from idea to deployable AI product, Improve alignment across implementation decisions, Reduce development overhead through reusable foundations, and Create repeatable pathways toward publishing and selling. When development starts with clarity, commercialization becomes easier. Keep moving forward with App Advisor Quick-Start Development Toolkit is embedded within App Advisor because building is only one stage of the journey. App Advisor helps connect decisions across design, development, publishing, and growth so teams can continue moving forward with less context switching and more confidence. As your solution evolves, App Advisor provides curated, step-by-step guidance to help you prepare for Marketplace readiness and make the next decision faster. Ready to start? Explore Quick-Start Development Toolkit Start where you need help with App AdvisorAI apps and agents: choosing your Marketplace offer type
Choosing your Marketplace offer type is one of the earliest—and most consequential—decisions you’ll make when preparing an AI app for Microsoft Marketplace. It’s also one of the hardest to change later. This post is the second in our Marketplace‑ready AI app series. Its goal is not to push you toward a specific option, but to help you understand how Marketplace offer types map to different AI delivery models—so you can make an informed decision before architecture, security, and publishing work begins. You can always get a curated step-by-step guidance through building, publishing and selling apps for Marketplace through App Advisor. This post is part of a series on building and publishing well-architected AI apps and agents in Microsoft Marketplace. The series focuses on AI apps and agents that are architected, hosted, and operated on Azure, with guidance aligned to building and selling solutions through Microsoft Marketplace. Why offer type is an important Marketplace decision Offer type is more than a packaging choice. It defines the operating model of your AI app on Marketplace: How customers acquire your solution Where the AI runtime executes Determining the right security and business boundaries for the AI solution and associated contextual data Who operates and updates the system How transactions and billing are handled Once an offer type is selected, it cannot be changed without creating a new offer. Teams that choose too quickly often discover later that the decision creates friction across architecture, security boundaries, or publishing requirements. Microsoft’s Publishing guide by offer type explains the structural differences between offer types and why this decision must be made up front. How Marketplace offer types map to AI delivery models AI apps differ from traditional software in a few critical ways: Contextual data may need to remain in a specific tenant or geography Agents may operate autonomously and continuously Control over infrastructure often determines trust and compliance How the solution is charged and monetized, including whether pricing is usage‑based, metered, or subscription‑driven (for example, billing per inference, per workflow execution, or as a flat monthly fee) The buyer’s technical capability, including the level of engineering expertise required to deploy and operate the solution (for example, SaaS is generally easier to consume, while container‑based and managed application offers often require stronger cloud engineering and DevOps skills) Marketplace offer types don’t describe features. They define responsibility boundaries—who controls the AI runtime, who owns the infrastructure, and where customer data is processed. At a high level, Marketplace supports four primary delivery models for AI solutions: SaaS Azure Managed Application Azure Container Virtual Machine Each represents a different balance between publisher control and customer control. The sections below explain what each model means in practice. Check out the interactive offer selection wizard in App Advisor for decision support. Below, we unpack each of the offer types. SaaS offers for AI apps SaaS is the most common model for AI apps and agents on Marketplace—and often the default starting point. With a SaaS offer, the AI service runs in the publisher’s Azure environment and is accessed by customers through a centralized endpoint. This model works well for: Multi‑tenant AI platforms and agents Continuous model and prompt updates Rapid experimentation and iteration Usage‑based or subscription billing Because the service is centrally hosted, publishers retain full control over deployment, updates, and operational behavior. For multi-tenant AI apps, this also means making early decisions about Microsoft Entra ID configuration—such as how customers are onboarded, whether access is granted through tenant-level consent or external identities, and how user identities, roles, and data are isolated across tenants to prevent cross-tenant access or data leakage. For official guidance, see the SaaS section of the Marketplace publishing guide and the AI agent overview, which describes SaaS‑based agent deployments. Plan a SaaS offer for Microsoft Marketplace. Azure Managed Applications for AI solutions In this model, the solution is deployed into the customer’s Azure subscription, not the publisher’s. There are two variants: Managed applications, where the publisher retains permissions to operate and update the deployed resources Solution templates, where the customer fully manages the deployment after installation This model is a strong fit when AI workloads must run inside customer‑controlled environments, such as: Regulated or sensitive data scenarios Customer‑owned networking and identity boundaries Infrastructure‑heavy AI solutions that can’t be centralized Willingness or need on part of the customer or IT team to tailor the app to the needs of the end customer specific environment Managed Applications sit between SaaS and fully customer‑run deployments. They offer more customer control than SaaS, while still allowing publishers to manage lifecycle aspects when appropriate. Marketplace guidance for Azure Applications is covered in the publishing guide. For more information, see the following links: Plan an Azure managed application for an Azure application offer. Azure Container offers for AI workloads Container offer AI workloads—typically on AKS—using container images supplied by the publisher. This model is best suited for scenarios that require: Strict data residency Air‑gapped or tightly controlled environments Customer‑managed Kubernetes infrastructure The publisher delivers the container artifacts, but deployment, scaling, and runtime operations occur in the customer’s environment. This shifts operational responsibility, risk and compute costs away from the publisher and toward the customer. Container offer requirements are covered in the Marketplace publishing guide. Plan a Microsoft Marketplace Container offer. Virtual Machine offers for AI solutions Virtual Machine offers still play a role, particularly for specialized or legacy AI solutions. VM offers package a pre‑configured AI environment that customers deploy into their Azure subscription. Compared to other models, they offer: Updates and scaling are more tightly scoped Iteration cycles tend to be longer The solution is more closely aligned with specific OS or hardware requirements They are most commonly used for: Legacy AI stacks Fixed‑function AI appliances Solutions with specialized hardware or driver dependencies VM publishing requirements are also documented in the Marketplace publishing guide. Plan a virtual machine offer for Microsoft Marketplace. Comparing offer types across AI‑specific decision dimensions Rather than asking “which offer type is best,” it’s more useful to ask what trade‑offs you’re making in an AI app delivery model comparison. Key lenses to consider include: Who operates the AI runtime day‑to‑day Where customer data and AI prompts inputs and outputs are processed and stored Example: When evaluating Saas vs managed apps for AI, check industry specific compliance requirements to evaluate whether the data has to remain in the customer’s tenant or it can be sent to the publisher’s tenant. How quickly models, prompts, and logic can evolve The balance between publisher control and customer control How Marketplace transactions and billing align with runtime behavior SaaS Container (AKS / ACI) Virtual Machine (VM) Azure Managed Application What it is Fully managed, externally hosted app integrated with Marketplace for billing and entitlement Containerized app deployed into customer-managed Azure container environments VM image deployed directly into the customer’s Azure subscription Azure native solution deployed into the customer’s subscription, managed by the publisher Control plane Publisher‑owned Customer owned Customer owned Customer owned (with publisher access) Operational model Centralized operations, updates, and scaling Customer operates infra; publisher provides containers Customer operates infra; publisher provides VM image Per customer deployment and lifecycle Good fit scenarios • Multi‑tenant AI apps serving many customers • Fast onboarding and trials • Frequent model or feature updates • Publisher has full runtime control • AI apps or agents built as microservices • Legacy or lift-and-shift AI workloads • Enterprise AI solutions requiring customer owned infrastructure Avoid when • Customers require deployment into their own subscription • Strict data residency mandates customer control • Offline or air‑gapped environments are required • Customers standardize on Kubernetes • Custom OS or driver dependencies • Tight integration with customer Azure resources Typical AI usage pattern Centralized inference and orchestration across tenants • Portability across environments is important • Specialized runtime requirements • Strong compliance and governance needs Different AI solutions land in different places across these dimensions. The right choice is the one that matches your operational reality—not just your product vision. Note: If your solution primarily delivers virtual machines or containerized workloads, use a Virtual Machine or Container offer instead of an Azure Managed Application. Supported sales models and pricing options by Marketplace offer type Marketplace offer types don’t just define how an AI app and agent is deployed — they also determine how it can be sold, transacted, and expanded through Microsoft Marketplace. Understanding the supported sales models early helps avoid misalignment between architecture, pricing, and go‑to‑market strategy. Supported sales models Offer type Transactable listing Public listing Private offers Resale enabled Multiparty private offers Azure IP Co‑sell eligible SaaS Yes Yes Yes Yes Yes Yes Container Yes Yes Yes No Yes Yes Virtual Machine Yes Yes Yes Yes Yes Yes Azure Managed Application Yes Yes Yes No Yes Yes What these sales models mean Transactable listing A Marketplace listing that allows customers to purchase the solution directly through Microsoft Marketplace, with billing handled through Microsoft. Public listing A listing that is discoverable by any customer browsing Microsoft Marketplace and available for self‑service acquisition. Private offers Customer‑specific offers created by the publisher with negotiated pricing, terms, or configurations, purchased through Marketplace. Resale enabled Using resale enabled offers, software companies can authorize their channel partners to sell their existing Marketplace offers on their behalf. After authorization, channel partners can independently create and sell private offers without direct involvement from the software company. Multiparty private offers Private offers that involve one or more Microsoft partners (such as resellers or system integrators) as part of the transaction. Azure IP Co‑sell eligible When all requirements are met this allows your offers to contribute toward customers' Microsoft Azure Consumption Commitments (MACC). Pricing section Marketplace offer types determine the AI pricing models available. Make sure you build towards a marketplace offer type that aligns with how you want to deploy and price your solution. SaaS – Subscription or flat‑rate pricing, per‑user pricing, and usage‑based (metered) pricing. Container – Kubernetes‑based offers support multiple Marketplace‑transactable pricing models aligned to how the workload runs in the customer’s environment, including per core, per core in cluster, per node, per node in cluster, per pod, or per cluster pricing, all billed on a usage basis. Container offers can also support custom metered dimensions for application‑specific usage. Alternatively, publishers may offer Bring Your Own License (BYOL) plans, where customers deploy through Marketplace but bring an existing software license. Virtual Machine – Usage-based hourly pricing (flat rate, per vCPU, or per vCPU size), with optional 1-year or 3-year reservation discounts. Publishers may also offer Bring Your Own License (BYOL) plans, where customers bring an existing software license and are billed only for Azure infrastructure. Azure Managed Application – A monthly management or service fee charged by the publisher; Azure infrastructure consumption is billed separately to the customer. Note: Azure Managed Applications are designed to charge for management and operational services, not for SaaS‑style application usage or underlying infrastructure consumption. Buyer‑side assumptions to be aware of For customers to purchase AI apps and agents through these sales models: The customer must be able to purchase through Microsoft Marketplace using their existing Microsoft procurement setup Marketplace purchases align with enterprise buying and governance controls, rather than ad‑hoc vendor contracts For private and multiparty private offers, the customer must be willing to engage in a negotiated Marketplace transaction, rather than pure self‑service checkout Important clarification Supported sales models are consistent across Marketplace offer types. What varies by offer type is how the solution is provisioned, billed, operated, and updated. Sales flexibility alone should not drive offer‑type selection — it must align with the architecture and operating model of the AI app and agent. How this decision impacts everything that follows Offer type selection for AI apps and agents ripples through the rest of the Marketplace journey. They directly shape: Architecture design choices Security and compliance boundaries Fulfillment APIs and billing integration Publishing and certification requirements Cost, scalability, and operational responsibility Follow the series for updates on new posts. What’s next in the journey With the offer type decision in place, the focus shifts to turning that choice into a production‑ready solution. This includes designing an architecture that aligns with your delivery model, establishing clear security and compliance boundaries, and preparing the operational foundations required to run, update, and scale your AI app or agent confidently in customer environments. Getting these elements right early reduces rework and sets the stage for a smoother Marketplace journey. See the next post in the series: Designing Production‑Ready AI App and Agent Architectures for Microsoft Marketplace. Key resources See curated, step-by-step guidance to help you build, publish, or sell your app or agent (no matter where you start) in App Advisor Quick-Start Development Toolkit can connect you with code templates for AI solution patterns Microsoft AI Envisioning Day Events How to build and publish AI apps and agents for Microsoft Marketplace Get over $126K USD in benefits and technical consultations to help you replicate and publish your app with ISV SuccessSuccess with AI apps and agents on Marketplace: the end-to-end
Preparing an AI app or agent for Microsoft Marketplace requires solving a broader set of problems—ones that extend beyond the model and into architecture, security, compliance, operations, and commerce. These requirements often surface late, when teams are already moving toward launch. Teams often reach the same milestone: the AI works, the demo is compelling, and early customers are interested. But when it’s time to publish, transact, and operate that solution through Marketplace, gaps emerge—around security, compliance, reliability, operations, or commerce integration. Whether you are demo ready or starting with a great AI idea, this series is designed to address those challenges across the AI app publishing lifecycle through a connected, end‑to‑end journey. It brings together the decisions and requirements needed to build AI apps and agents that are not only functional, but Marketplace‑ready from day one. You can always get a curated step-by-step guidance through building, publishing and selling apps for Marketplace through App Advisor. This post is part of a series on building and publishing well-architected AI apps and agents on Microsoft Marketplace. The series focuses on AI apps and agents that are architected, hosted, and operated on Azure, with guidance aligned to building and selling solutions through Microsoft Marketplace. Why an end‑to‑end journey matters A working AI app does not automatically mean a Marketplace‑ready AI app. Marketplace readiness spans far more than model selection or prompt engineering. It requires a holistic approach across: Architecture and hosting design Security and AI guardrails Compliance and governance Operational maturity Commerce, billing, and lifecycle integration While guidance exists across each of these areas, it is often fragmented. This series connects those pieces into a single, reusable mental model that software companies can use to design, build, publish, and operate AI apps and agents—supporting end‑to‑end AI readiness with confidence. This first post frames the journey. Each subsequent post goes deep into one stage. The marketplace‑ready AI app and agent lifecycle At a high level, Marketplace‑ready AI apps and agents follow this lifecycle: Define how the AI app and agent will be delivered Identify industry compliance and regulatory requirements Design a production‑ready AI architecture Embed security and AI guardrails into the design Validate compliance and governance Build and test an MVP with potential customers Build for quality, reliability, and scale Integrate with Marketplace commerce Prepare for publishing and go‑live Operate, monitor, and evolve safely Promoting your AI app and agent to close initial sales This lifecycle is intentionally introduced once, at a high level and serves as an AI app launch checklist, where decisions made earlywill shape everything that follows. Throughout the series, this lifecycle serves as a shared reference point. Step 1: Decide how your AI app and agent will be packaged and delivered The first decision is how the AI app and agent will be delivered through Marketplace. Offer types—such as SaaS, Azure Managed Applications, Containers, and Virtual Machines—are not just listing formats. They are delivery models that directly impact: Identity and authentication Billing and metering Deployment responsibilities Operational ownership Customer onboarding experience Supported sales models Choosing an offer type early helps avoid costly redesigns later. Step 2: Design a production‑ready AI architecture Marketplace AI apps and agents are expected to meet enterprise customer expectations for performance, reliability, and security. Architecture decisions must account for: Customer business, compliance, and security needs Offer‑specific hosting best practices For example, SaaS offers typically require: Tenant isolation Environment separation Strong identity boundaries Architecture must also support both AI behavior and Marketplace lifecycle events, such as provisioning, subscription changes, and entitlement checks. Step 3: Secure the AI app and agent and define guardrails Security cannot be treated as a certification checklist at the end of the process. AI introduces new risks beyond traditional applications, including expanded attack surfaces through prompts and inputs. Frameworks such as the OWASP GenAI Top 10 provide a useful lens for identifying these risks. Guardrails must be enforced: At design time through architecture and policy decisions At runtime through monitoring, enforcement, and response AI‑specific incident response must also factor in privacy regulations and customer trust. Step 4: Treat AI agents as compliance‑governed systems AI agents and their data are first‑class compliance subjects. This includes: Prompts and responses Contextual and training data Actions taken by the agent These artifacts must be auditable and governed inline, not retroactively. At the same time, publishers must balance compliance with intellectual property protection by enabling explainability and transparency without exposing proprietary logic. Step 5: Build for quality, reliability, and scale Marketplace buyers expect predictable behavior. AI apps and agents should formalize: Quality and evaluation frameworks Reliability and performance targets Scaling and cost optimization strategies Quality, reliability, and performance directly influence customer trust and satisfaction. Step 6: Integrate with Marketplace commerce and lifecycle APIs Marketplace is not “just a listing,” but a runtime contract that depends on AI commerce integration. For transactable offers that help you sell globally direct to customers or through channel and allow customers to count sales of your app against their cloud commitments, Marketplace becomes an operational contract. Subscription state, entitlements, billing, and metering are runtime responsibilities of the application. For SaaS offers, SaaS Fulfillment APIs define the source of truth for subscription lifecycle events. Integrate Marketplace lead flows with your CRM using the Marketplace lead connector for CRM Step 7: Prepare for publishing, certification, and go‑live Publishing requires more than code completion. Marketplace certification validates: Security posture Customer experience Operational readiness Using templates, checklists, and tooling such as Quick Start Development Toolkit, Marketplace Rewards resources, and App Advisor reduces friction and rework. Step 8: Operate and evolve safely after go‑live Launch is not the end of the journey. AI apps and agents evolve continuously, making: Safe deployment strategies CI/CD discipline Rollback and monitoring practices This is essential for protecting both customers and publishers. Operational maturity also includes maintaining Marketplace offer assets (store images) as the product evolves. Use this framework to help you build a production ready AI app and agent, well architected, secured, reliable, scalable and integrated with Microsoft Marketplace global commerce engine. Step 9: Promote your AI app and agent Becoming Marketplace‑ready does not end at publication. AI app and agent success also depends on how effectively the solution is discovered, evaluated, and trusted by customers within Microsoft Marketplace and the broader Microsoft ecosystem. Promotion in Microsoft Marketplace is tightly integrated with how customers discover and purchase solutions. AI apps and agents are surfaced through Marketplace search, categories, and in‑product experiences, and once your AI app or agent becomes Azure IP co-sell eligible - the purchase of your offer can count towards your customers' Microsoft Azure Consumption Commitments (MACC) motivating customers to buy your offer. This reduces buying friction and accelerates evaluation‑to‑purchase transitions. Top activities to grow your sales: Optimize your listing once you publish your app, by getting an agentic review of your published listing in seconds, based on Marketplace listing best practices and expert Microsoft editorial guidance. Promote your Marketplace offer and track your engagement following best practices. Manage and nurture leads from trials to purchase, and from purchase to higher level SKUs. Private offers, which allow publishers to create customer-specific or negotiated offers directly through Marketplace, including multiparty private offers involving Microsoft channel partners Sell through channel, use resale enabled offers to enable resellers and channel partners to sell your app to their customers, Co-sell motions, where eligible AI apps and agents are sold jointly with Microsoft sellers and count toward customer cloud consumption commitments Effective customer engagement depends on alignment between how the AI app and agent is positioned and how it is delivered. Clear descriptions, accurate architectural boundaries, and transparent operational expectations help customers move confidently from discovery to production adoption. For publishers, programs such as ISV Success provide guidance and tooling to help align technical readiness, Marketplace requirements, and go‑to‑market execution as AI apps and agents scale through Microsoft Marketplace. Sales don't happen by accident, it's essential you engage in promoting your marketing. When promotion is treated as a first‑class step in the lifecycle, it reinforces trust, accelerates evaluation, and increases the likelihood that an AI app and agent transitions from initial interest to sustained use. How to use this series This series is designed to be used in two ways: Read sequentially to understand the full Marketplace‑ready journey Use individual posts alongside Microsoft Learn content, App Advisor, and Quick Start resources for deeper implementation guidance This series provides a structured, end‑to‑end view of what it takes to move from a working AI app and agent to a solution that customers can trust, deploy, and buy through Marketplace. It is designed to complement hands‑on implementation guidance, including Microsoft Learn resources such as Publishing AI agents to the Microsoft marketplace, and to help software companies navigate Marketplace readiness with fewer surprises and less rework. The upcoming post is about choosing your marketplace offer type which defines the operating model of your AI app or agent on Marketplace and influences key architectural decisions for your app or agent. Key resources See curated, step-by-step guidance to help you build, publish, or sell your app or agent (no matter where you start) in App Advisor, Quick-Start Development Toolkit Microsoft AI Envisioning Day Events How to build and publish AI apps and agents for Microsoft Marketplace Get over $126K USD in benefits and technical consultations to help you replicate and publish your app with ISV Success
