Strengthening ISVs in the Era of AI: Introducing the ISV Security Series
The ISV Security Series aims to help Independent Software Vendors (ISVs) and Software as a Service (SaaS) companies navigate the complexities of cybersecurity in the AI era, providing tools and insights to enhance their security posture.Ignite Recap - What's new in ISV Success - AI benefits and more
At this year’s Ignite, we announced new benefits in ISV Success designed to support software companies as they build new AI powered apps and publish to the commercial marketplace. During this session, we also spoke with Mike Mason, Global Alliance Director from Varonis, as he shared how they have leaned into the commercial marketplace to grow their business. For additional details on eligibility for the new and expanded benefits, check out our previous post. Technical guidance to help you get started The team highlighted new opportunities for technical guidance focused on building AI powered solutions, including new AI Envisioning events. AI Envisioning Days offer sessions for both business and technical teams that help participants identify generative AI use cases and then build with a proven development framework. These events kicked off in November and are held monthly across 3 time zones. To take advantage of these sessions, you can register here. In addition to these events, ISV Success now offers software companies 1:1 AI consults tailored to their specific app development needs. Developer tools & resources to get to market faster ISV Success participants can now use Azure credits towards GitHub Copilot to accelerate development. GitHub Copilot is the most widely adopted AI development tool built by GitHub and OpenAI and offers code completion and automatic programming to help with repetitive tasks. Additionally, ISVs with certified software designations are now able to access financial incentives through ISV Success and Marketplace Rewards. These incentives are available through the new Advanced Package and offer up to $150K for AI and analytics projects and up to $50K to migrate end-customers to an ISV’s Azure-based solution. Richer benefits and accelerated rewards for AI projects ISVs currently building AI apps and intending to publish a transactable offer on the marketplace now qualify for the ISV Success expanded package. This package provides $25K in Azure to offset development costs and 50 hours of 1:1 technical consults. Once published, these ISVs will have the ability to unlock GTM benefits through Marketplace Rewards earlier, which include customer propensity scoring and Azure sponsorship. Best practices from Varonis’ Mike Mason During an interview on stage, Mike shared his advice for other software companies looking to grow their business on the Microsoft commercial marketplace. Meet customers where they are Varonis first moved to transact on marketplace over two years ago for a customer that wanted to use their Microsoft Azure Consumption Commitment (MACC) to purchase Varonis’ solution. Customers continue to indicate that they prefer the seamless procurement process and single invoice offered through marketplace transactions. Bring channel partners along Varonis is a channel first business and has participated in the marketplace MPO launches across the US and UK. For ISVs looking to sell alongside their partners in marketplace, Microsoft maintains an MPO list of eligible partners. If an ISV finds that their partner is not yet listed, they can email channelready@microsoft.com to get that partner added. Internal alignment and enablement is key Varonis has strategically brought along teams across the business – including Finance, Operations, Marketing and Sales – for a unified approach to marketplace that has contributed to their success. As the Global Alliance Director, Mike travels to each region and shares marketplace results and success stories. To watch the full “What’s new in ISV Success – AI benefits for software companies and more” session from Ignite 2024 click here. To learn more about the benefits of ISV Success, check out the ISV Hub. Ready to enroll in ISV Success? Visit the sign-up form.ISV Success: New and expanded benefits for software companies with AI projects
As an ISV pursuing new AI solutions, you're changing the way businesses solve complex challenges and meeting the demand of global customers looking to do more with AI. That’s why we’re bringing new resources and financial incentives to ISV Success—benefits that are designed to help software companies build innovative AI applications and grow sales in the commercial marketplace. New AI benefits & incentives: 1. Technical guidance AI Envisioning Events - learn from our generative AI experts during interactive AI Envisioning Events with sessions designed for both business and technical teams. These monthly sessions will help you identify the most impactful AI use cases for your business and then create a development plan for execution. Check out our events page to sign up. AI Consultations - software companies in ISV Success also receive free AI-focused 1:1 consults to support scenarios that include extending Copilots, integrating AI services, and responsible AI practices. To accelerate development and uplevel your team, all participants can now access GitHub Copilot using Azure credits and take AI certification exams with free vouchers. 2.Expanded package for AI apps ISVs with high-potential AI projects will be upgraded from core to expanded package. With up to 50 hours of technical consultation and additional Azure credits, you’ll be set up to build and test new market-place ready apps. These ISVs also receive GTM benefits, including customer propensity scoring and Azure sponsorship to close deals, through marketplace rewards at an earlier stage. To find out if your project is eligible, schedule an Architecture Design Session or Architecture Review Session in Partner Center, or reach out to your Engagement Manager to learn more. 3. New advanced package with financial incentives ISV Success now offers a new advanced package for ISVs with a certified software designation. These ISVs are eligible for up to 100K in financial incentives to build and deploy AI and analytics apps. Additionally, there is an opportunity for ISVs to qualify for up to 50K in financial incentives to migrate end-customers to Azure-based applications. Visit the offer benefits page on the ISV Hub to learn more about the advanced package. To become eligible for certified software designations, partners must meet the following criteria: - Have a transactable offer in the marketplace - Undergo a technical review for interoperability with Microsoft products - Demonstrate a proven track record of customer success ISVs that qualify for the advanced package can access financial incentives in the incentives workspace. Note: these incentives have previously been available as part of the Azure Innovate and Azure Migrate and Modernize offers. Take advantage of these benefits For current ISV Success members, many of these benefits are available now in yourPartner Center Dashboard if qualified. If you’re not enrolled and are ready to explore what ISV Success can offer your business, apply today to access our benefits package. Learn more by visiting the ISV Hub and chatting with our AI-assistant.Key Insights from Ultimate Partner Live
Ultimate Partner LIVE - Executive Summit '24, a Microsoft sponsored event, recently took place in Dallas Texas on October 22-23 rd . The two-day event was filled with relationship-building, business growth opportunities, and learning, exceeding many attendees’ expectations in content, quality, and connections. Microsoft’s support of Ultimate Partner as an Official Community this year, along with its presence, highlighted the strength of ecosystem-led growth. A special thank you to all the Microsoft leaders who worked behind the scenes to make this event a success. Industry-leading speakers and award-winning partners shared insights that will shape the future of cloud go-to-market strategies. Over 34 leaders graced the stage brimming with world-class learning, demonstrating what thought leadership is all about. They included: Greg Sarafin, Global Vice Chair - Partner Ecosystem, EY John Jahnke, CEO, Tackle.io Sandy Gupta, VP Ecosystems of Gobal Software Companies, Microsoft Mayank Singh Bawa, CEO and founder, WorkSpan Mike Reinhart, CEO, Quisitive Regina Manfredi, Executive VP, General Manager, Crayon Dux Raymond Sy, Chief Brand Officer, AvePoint Ultimate Partner LIVE featured keynotes, panels and sessions across a range of topics including: The current tectonic shifts in the tech ecosystem State of the Ecosystem Growth opportunities with Microsoft marketplaces and AI developments Selling and co-selling with Microsoft Winning marketing tactics and effective partnering tools From broad insights into the ecosystem and market trends to award-winning partner case studies and hands-on technical workshops, the event provided valuable and energizing guidance for Microsoft partners on aligning with Microsoft’s FY objectives. If you were unable to attend this event, here are some key takeaways: 7 Principles Framework for Successful Partnerships Ultimate Partner has a unique point of view and understanding of partnerships grounded in experience and represented in our 7 Principles Framework for Successful Partnerships. A key tenant to the Framework, is understanding that Hyperscalers, such as Microsoft, are a critical component to the ecosystem transformation. Customers and their needs are central to the 7 principles framework. Canalys research shows that complex IT purchases involve up to 7 partners, known as the “7 seats at the decision table.” Hyperscalers, marketplace, and co-selling all influence the customer in the decision-making process. The Rise of the Chief Partner Officer Partnerships are no longer confined to sales functions; they are now recognized as a key business pillar. The emergence of the Chief Partner Officer role underscores this evolution, with responsibilities encompassing financial decisions, strategic alignment, and client value creation. AI is set to play a significant role, potentially replacing traditional systems of record and reshaping the SaaS landscape. During the State of the Ecoystem session, Greg Sarafin discussed the need for partner leaders to lead at a Chief Partner Officer level. CPOs need to engage the C-suite on strategy, finance at a P&L level, and GTM leadership to communicate and coordinate how businesses should engage the ecosystem opportunity. State of the Ecosystem The current partner landscape is focused on capital efficiency, driven by a need for AI integration, productivity, and operational leverage. The shift from traditional alliances to broader multi-leader alignments is reshaping how companies go to market. The marketplace is now a primary consideration, affecting how systems integrators (SIs) engage with customers. Efficiency and Innovation were central, with innovations that used to take 18 months now scaling in just 6 months. This accelerated pace necessitates a new level of financial acumen and a focus on partnerships that directly impact the P&L. Microsoft Company Priorities Microsoft's main priorities are Copilot, AI, and Marketplaces. If you are a partner in the Microsoft ecosystem and are not aligned with these three priorities, it's time to reconsider your focus to ensure alignment, especially as Microsoft is now a $3+ trillion market cap company—larger than some of the world's biggest economies. Microsoft's massive network of 17M people in their ecosystem, creates enormous scale and opportunities. Go-to-Market Priorities Microsoft sellers are incentivized not only for consumption and marketplace revenue but also for Copilot and AI design wins. Take advantage of these opportunities to strengthen your relationship with Microsoft, which may require involving your product teams to meet these priorities. For any partner manager new to managing Microsoft relationships, it's essential to learn the jargon and acronyms, understand existing programs, build relationships at various organizational levels, internalize seller incentives and metrics, navigate cultural nuances (especially if you've previously managed partnerships with Google, Amazon, or Oracle), and follow the Microsoft Customer Engagement Methodology (MCEM) process. Partner Opportunity Microsoft's biggest challenge is providing enough technical resources for partners who want to co-build customized AI and Copilot solutions. This creates a significant opportunity for partners to step in and fill this gap. A very common theme during the event is that companies must ensure their data is clean and more importantly that their tenant is secure, before rolling out. All the experts suggest going through Assessment and Governance exercises to make sure your "house is in order" before implementing new AI solutions. The Ultimate Partner Event showcased a world where adaptability, efficiency, and collaboration are crucial. The future is about leveraging partnerships to drive success and embracing the changes brought on by technology, AI, and shifting market dynamics. The Ultimate Partner Event showcased the alliance landscape evolving at a rapid pace, and those who stay agile and partner-driven will be the ones who thrive. The call to action was clear: continue to invest in partnerships, refine business strategies, and use technology to support mutual growth. Key Themes and Strategies for Success The event highlighted Seven Principles to Unlock Success, all centered on creating effective partnerships: Growth Mindset: Embrace change and see opportunities where others see challenges. Executive Commitment: Partnerships require executive-level buy-in to drive success. Vision and Value: Establish a bold mission with a long-term vision, accompanied by a well-defined strategy. Maniacal Focus: Measure what matters, set clear key results, and hold accountability. Brand and Storytelling: Clearly articulate your unique strengths and how you differentiate from competitors. Delivering Results: Focus on building a flywheel of success that amplifies your brand. Agility: Adapt swiftly to changing conditions to ensure long-term success. Partners are hungrier than ever to learn, network, and get in front of their peers. We are committed to our mission, even more than ever. If you missed Dallas, clear your calendars for 2025. You don’t want to miss what’s coming next—we are just getting started, and the best is yet to come. Join the Ultimate Partner Experience Community - it is in its early days, and we are building a community of leaders in the hyperscaler space. DM John Menzione to learn more or visit our website. We are looking for future chapter leaders as we expand in 2025.Marketplace at Microsoft Ignite 2024!
We're less than 2 weeks away from Microsoft Ignite 2024, happening the week of November 18!Whether you’re joining us virtually or in Chicago, we have more content than ever to help software companies, partners, and customers find success through the Microsoft commercial marketplace. The marketplace is the most partner-focused business platform, and our breakout sessions cover the latest marketplace capabilities, benefits, and tips to enable your growth. With “How to capture the marketplace opportunity” (BRK343), learn how the marketplace helps you reach more customers, simplify sales, and unlock growth. This session includes information about changes to Microsoft’s agency fee, how to identify MACC accounts in Partner Center, and how to sell through Microsoft sales channels. In “Activating the channel through the marketplace” (BRK344), explore a variety of dealmaking scenarios and get guidance on additional ways to monetize with features like multiparty private offers and professional services. With “What’s new in ISV Success – AI benefits for software companies and more” (BRK350), you’ll hear about new benefits and cash incentives available now through ISV Success, as well as learn how your AI applications can qualify you for accelerated rewards. To better understand the value of marketplace for customers, don’t miss “More than a storefront, unlocking value through the marketplace” (BRK125). This session will explain how the marketplace makes it easier for organizations to discover, try, purchase, and manage cloud and AI solutions so they can spend smarter and move faster. There will be a demo on how to build a custom copilot using a model-as-a-service and ISV solution from the marketplace. If you’re joining us in Chicago, marketplace experts will be available for questions in the MAICPP area onthe Hub floor of the convention center. Our two in-person theater sessions will go even deeper on many of the ideas discussed in breakout sessions: “10 tips for marketplace success” (THR679) “Step-by-step instructions to activate multiparty private offers” (THR681) It’s not too late to join us virtually! Register for Microsoft Ignite today.Unlock the Billion Dollar AI Opportunity: Join the Ultimate Partner Executive Summit
Are you seeking to understand how to capture the massive AI opportunity with Microsoft in FY25? It’s not too late to join Ultimate Partner LIVE - Executive Summit ’24, a Microsoft sponsored event, taking place in Dallas, Texas, on October 22-23rd to learn how.Introducing the AI-powered assistant on ISV Hub
We are excited to announce the launch of our AI-powered assistant on ISV Hub , designed to support ISVs at every stage of their journey to the Microsoft commercial marketplace. Whether you're exploring ISV Success for the first time, building innovative solutions, publishing on the commercial marketplace, or focused on growing your business, our AI-powered assistant is here to help.
