Multiparty private offers are creating new opportunities for channel-led growth in Australia
The launch of multiparty private offers in Australia marks more than the availability of a new Microsoft Marketplace capability. It signals a meaningful shift in how software companies, channel partners, distributors, and Microsoft can collaborate to deliver customer outcomes through a single commercial experience. For years, many partner-led software transactions followed a fragmented model. A software company sold the application. A reseller owned the customer relationship. A services partner supported deployment or implementation. The customer then had to navigate separate commercial relationships, invoices, and procurement steps. Each participant added value, but the commercial process often created unnecessary complexity. Multiparty private offers help address that challenge by bringing software companies and channel partners into one Marketplace transaction. The model gives partners a more structured way to collaborate on customer opportunities, align commercial roles, and simplify procurement through Microsoft Marketplace. For partners developing a Marketplace strategy in Australia, this capability creates a practical path to combine software, customer expertise, implementation knowledge, and Microsoft cloud investments into a more cohesive go-to-market motion. Microsoft Marketplace is becoming a go-to-market platform Organizations are modernizing infrastructure, strengthening security, and improving data and analytics capabilities while looking for simpler ways to procure and deploy cloud solutions. Software remains a critical part of these initiatives, but customers often need more than a single application. They need software, implementation expertise, managed services, and customer-specific customization to come together in a practical solution. Microsoft Marketplace provides a framework for bringing those elements together. Software companies can publish applications through Marketplace while channel partners contribute implementation expertise, managed services, and customization for regulatory or proprietary needs. Microsoft cloud services provide the platform foundation, and Marketplace creates the commercial pathway that supports the software solution. This approach allows partners to move beyond individual product conversations and focus on solving broader business challenges. Instead of discussing a single application, partners can bring together software from relevant software companies with Azure, security, data and analytics capabilities, implementation support, and customer-specific customization. The result is a larger customer conversation centered on outcomes rather than individual technologies. Multiparty private offers bring multiple partners together in one transaction Multiparty private offers are designed to support collaborative selling through Microsoft Marketplace. The workflow begins when a channel partner identifies a customer opportunity. That opportunity may come from a software renewal, an Azure modernization project, a security initiative, or a broader business transformation need. After the opportunity is qualified, the channel partner engages the software company. The software company creates a multiparty private offer in Partner Center and extends it to the channel partner. The channel partner can then customize the offer, add margin, and present the final customer-ready offer through Marketplace. Once the customer accepts and purchases the offer, Microsoft manages invoicing and payment processing. Microsoft collects payment from the customer and distributes funds according to the transaction structure. This approach reduces operational complexity while preserving the commercial role of both the software company and the channel partner. For customers, the value is a more streamlined purchasing experience. They can acquire a partner-led software solution through a single Marketplace transaction instead of coordinating separate commercial relationships across multiple providers. For partners, the value is a clearer structure for collaboration, margin, customer engagement, and participation in Microsoft Marketplace-led sales motions. Channel-led growth is central to Marketplace success Successful software adoption rarely happens without partner expertise. Customers often depend on trusted advisors, managed service providers, systems integrators, distributors, and resellers to evaluate technology options, design solutions, manage implementation, and optimize long-term value. Multiparty private offers recognize that reality by placing the channel partner directly inside the Marketplace transaction. Rather than operating outside the software sale, the channel partner can participate in the commercial workflow and contribute differentiated customer value. For software companies, this model can extend reach through the Microsoft partner ecosystem. Channel partners often have established customer relationships, industry expertise, and delivery capabilities that help software companies enter or expand within target markets. For channel partners, multiparty private offers create a more direct way to participate in Marketplace software transactions. Partners can strengthen customer relationships, collaborate more closely with software companies, and engage Microsoft sellers around opportunities that align with eligible Marketplace offers. The result is stronger commercial alignment across the organizations responsible for delivering customer outcomes. Partners should choose the Marketplace offer model that fits the sales motion Resale enabled offers and multiparty private offers both support channel-led Marketplace selling, but they serve different collaboration patterns. Resale enabled offers are useful when a software company wants to delegate more of the transaction workflow to a trusted channel partner or distributor. In that model, the reseller assumes greater responsibility for creating the offer, managing the customer transaction, and handling partner-to-partner financial arrangements outside Microsoft’s direct view. Multiparty private offers are better suited to collaborative selling scenarios where both the software company and the channel partner remain actively involved in shaping the customer opportunity. The software company creates the offer and sends it to the channel partner, while the channel partner customizes and presents the offer to the customer. Partners deciding between the two models should evaluate several practical factors: The level of collaboration required between the software company and channel partner. Existing distributor or reseller relationships. Preferred payment and revenue recognition models. Geographic availability of each Marketplace capability. Customer purchasing agreements, including whether the customer buys through an Enterprise Agreement, Microsoft Customer Agreement, or Cloud Solution Provider motion. Whether the software company or channel partner needs to manage more of the commercial workflow. Multiparty private offers do not replace resale enabled offers. They expand Marketplace flexibility by giving partners another way to structure customer engagements based on the relationship, transaction model, and customer buying path. Azure benefit eligible offers can strengthen customer conversations Azure benefit eligible offers play an important role in Marketplace transactions because many enterprise customers have Microsoft Azure consumption commitments, commonly referred to as MACC. When customers purchase eligible solutions through Microsoft Marketplace, those purchases can contribute toward fulfilling their Azure consumption commitments. This creates a practical connection between software procurement and cloud investment strategy. Instead of treating a software purchase and an Azure commitment as separate discussions, customers can evaluate how Marketplace procurement may support both technology needs and existing Microsoft cloud commitments. For software companies and channel partners, this context can make customer conversations more relevant and actionable. If a customer has a MACC, partners can prioritize Azure benefit eligible offers and explain how Marketplace purchasing may help the customer apply eligible spend toward that commitment. This is especially important in enterprise sales cycles, where procurement efficiency, budget alignment, and cloud investment optimization can influence how customers evaluate software options. Repeatable Marketplace growth starts with partner readiness Channel partners that want to transact multiparty private offers must complete foundational Marketplace readiness steps. They need to be Microsoft partners, enroll in commercial Marketplace through Partner Center, receive a seller ID, and complete the associated tax and payment profile. Completing these steps helps partners become eligible to participate in multiparty private offer transactions. It can also support broader Marketplace engagement, including Marketplace Rewards and engagement with Microsoft sellers on eligible Marketplace opportunities. Readiness alone, however, is not enough to build a sustainable Marketplace business. Partners also need strategic focus. Rather than pursuing every software vendor relationship, channel partners should prioritize software companies that align with their customer base, delivery capabilities, and growth priorities. A security-focused partner may choose to build relationships with cybersecurity software providers. A data modernization partner may focus on analytics, monitoring, or data platform providers. An application development partner may look for software companies that complement application development, monitoring, or modernization work. By selecting aligned software relationships and creating repeatable solution patterns, partners can turn Marketplace from a transaction channel into a scalable go-to-market motion. The future of Marketplace collaboration is already taking shape Customer interest in Marketplace procurement is increasing as organizations seek more agile purchasing experiences and faster deployment timelines. Industries ranging from financial services to education and mining are exploring how Marketplace can help them simplify procurement and accelerate technology adoption. At the same time, Microsoft sellers are becoming increasingly aligned to Marketplace-driven opportunities, creating additional incentives for collaboration across the ecosystem. Together, these trends point toward a future where Marketplace serves not only as a procurement destination but also as the foundation for solution selling across software companies, distributors, channel partners, and Microsoft teams. Watch the full session to explore the complete Marketplace opportunity The launch of multiparty private offers in Australia creates new possibilities for software companies, distributors, managed service providers, systems integrators, and resellers seeking to expand their Marketplace business. By enabling collaborative selling, simplifying transactions, and aligning customer procurement with Azure investments, multiparty private offers provide a framework for building stronger customer solutions through Microsoft Marketplace. To hear the complete discussion, explore the decision frameworks, and learn directly from the Microsoft experts who shared these insights, watch the full Marketplace partner office hour session and continue the conversation in the Marketplace community. Watch and learn Multiparty private offers through Marketplace: channel growth in AustraliaClarity 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.Why MCAPS Start for Partners on July 22 matters for software development companies
Every new fiscal year begins with questions. Where is customer demand heading? Which technology investments matter most? How can software companies build solutions that stand out in an increasingly competitive Microsoft ecosystem? Software development companies, Marketplace publishers, architects, and developers across our partner community express a common theme: everyone is looking for clarity. Customers are moving quickly from AI experimentation toward operational AI adoption. New opportunities are emerging around agentic applications, modernization, and Microsoft Marketplace growth. At the same time, partners want to know where Microsoft is investing and how they can align their business for success. That is exactly why MCAPS Start for Partners on July 22 matters. This event is designed to help partners start FY27 with a clear understanding of Microsoft priorities, customer demand, and the opportunities ahead. More importantly, it is an opportunity to align early, before the year gains momentum and before critical decisions are made across solution development, go-to-market planning, and Marketplace strategy. The conversation we keep hearing from partners Over the last year, many software companies have invested heavily in AI. Teams have built proofs of concept, launched copilots, explored automation, and experimented with agents. Those efforts have created valuable learning, but customers are now asking a different set of questions. Instead of asking what AI can do, customers are asking how AI can create measurable business outcomes. They want solutions that can be governed, operationalized, and scaled across teams and business units. They want trusted platforms that protect data and intellectual property while helping them move faster. This shift represents something larger than a technology trend. It reflects what Microsoft describes as Frontier Transformation: the movement from isolated AI experimentation toward AI and agents becoming part of repeatable business operations. For software companies and Marketplace publishers, that creates a significant opportunity. The partners who can help customers operationalize AI, modernize applications, and deliver scalable outcomes will be positioned to lead customer conversations in FY27. MCPS for Partners provides an early look into how Microsoft is thinking about this transformation and where partners can create value. Why early alignment matters One lesson learned from working with software partners is that timing matters. The strongest partners rarely wait until priorities become widely understood. They start early. They align their product roadmap, Marketplace strategy, sales motions, and technical investments before demand peaks. MCAPS Start for Partners is designed to provide that early alignment. During the event, Microsoft leaders will share perspectives on FY27 priorities, innovation areas, investment focus, and growth opportunities. Partners will gain visibility into topics including AI innovation, agentic applications, Marketplace growth, co-sell opportunities, security, cloud platforms, and business applications. For developers and technical leaders, this means understanding where customers are investing and how emerging capabilities may influence future solution architectures. For Marketplace publishers, it means learning where discoverability, go-to-market alignment, and Marketplace motions can create growth opportunities. For business leaders, it means connecting Microsoft investments to practical execution plans that support long-term growth. The Marketplace opportunity is becoming more strategic Customers increasingly want streamlined procurement experiences and trusted solution sources. At the same time, partners are looking for scalable ways to expand reach and accelerate customer acquisition. That makes Marketplace more than a publishing destination. It becomes a strategic go-to-market channel. Organizations attending MCAPS Start for Partners will hear how Marketplace fits into broader partner growth strategies and how Marketplace motions can support customer demand generation and co-sell engagement. For software companies, this is an opportunity to think beyond listings and consider how Marketplace can support solution differentiation, visibility, and customer engagement throughout FY27. The most successful Marketplace publishers are not simply reacting to market changes. They are aligning their offerings to where customer demand is moving and where Microsoft is investing. Preparing for the conversations that will shape FY27 As July 22 approaches, partners can consider customer conversations happening today. Where are customers requesting guidance around AI transformation? Which application modernization projects are gaining momentum? How are security, governance, and scalability influencing solution requirements? These questions are increasingly connected. Customers are seeking partners that can help them connect AI, cloud, security, and business outcomes into a cohesive strategy. They are looking for expertise that goes beyond implementation and extends into long-term transformation. MCAPS Start for Partners was designed to help organizations think through those challenges and identify where Microsoft priorities intersect with customer demand. That alignment becomes even more valuable when technical leaders, sales teams, Marketplace owners, marketing teams, and delivery organizations participate together. When everyone hears the same guidance and leaves with shared priorities, execution becomes significantly easier. What attendees should listen for As you participate in the event, consider listening through three lenses: Pay attention to where customer demand is moving. Understanding demand signals can help guide product investments, roadmap decisions, and solution packaging. Look for insights into Microsoft investments and priorities. These insights can help partners determine where to focus skilling, innovation, and go-to-market efforts. Think about differentiation. Customers increasingly want partners who can move beyond experimentation and deliver repeatable outcomes. The organizations that combine technical excellence with operational execution will have a distinct advantage. The goal is not simply to collect information. The goal is to leave the event with clarity about what actions matter most for your organization. Turning insight into action Every fiscal year presents new opportunities, but not every partner starts with the same level of insight. MCAPS Start for Partners provides software companies, developers, architects, and Marketplace publishers with an early opportunity to understand Microsoft’s FY27 priorities, evaluate evolving customer demand, and identify where AI innovation, agentic applications, Marketplace growth, and co-sell opportunities are creating new possibilities. The partners that act early will be better positioned to build differentiated offerings, strengthen customer conversations, and execute with confidence throughout the year. Registration closes soon, and July 22 is quickly approaching. If you have not secured your place, now is the time to act. Register today, invite your cross-functional team, and ensure your organization is prepared for the Microsoft priorities, investments, and customer opportunities that will define FY27. Whether you are responsible for product strategy, solution architecture, Marketplace growth, sales execution, or customer success, MCAPS Start for Partners offers valuable insights that can help transform planning into action. 👉 Register for MCAPS Start for Partners Before July 22Microsoft Marketplace as a platform to support FinOps: Turning cloud spend into business value
FinOps conversations used to focus mostly on cost tracking and budget control. What we’re hearing now from customers is different. The question is no longer just “How do I monitor cloud spend?” It’s “How do I make every dollar count?” That shift is important. FinOps today is about connecting financial accountability to real business outcomes. It’s about understanding not just what you’re spending, but whether those investments are delivering value and how quickly you can optimize when they’re not. This is where Microsoft Marketplace starts to play a more strategic role. The evolving FinOps challenge FinOps is not just about understanding cloud costs; it’s about actively optimizing spend and ensuring every dollar delivers measurable value. At the same time, the role of FinOps teams is expanding. Organizations are managing not only infrastructure costs, but also growing SaaS portfolios, AI workloads, and increasingly complex vendor ecosystems with different pricing and billing models. That fragmentation creates operational friction across finance, procurement, and engineering teams. The rise of AI is accelerating this shift. As AI moves into mainstream use, financial accountability needs to start earlier; at the point where solutions are evaluated, purchased, and integrated into workflows. This requires a more unified approach to managing spend across environments that are only becoming more complex. In this context, Microsoft Marketplace is not a peripheral tool. It’s part of the solution providing a platform that helps organizations bring purchasing, governance, and cost optimization into a more connected, manageable model. Microsoft Marketplace as a platform to support FinOps Microsoft Marketplace is often thought of as a place to find and buy solutions. In practice, it operates as an extension of the Microsoft Cloud connecting discovery, purchasing, and management across Azure, Microsoft 365, and the broader partner ecosystem. It gives organizations flexibility in how they buy, while creating a more consistent way to manage how solutions are introduced into the environment. For FinOps teams, that combination matters. Bringing purchasing into a more centralized model improves visibility and governance. At the same time, flexible commercial options allow organizations to align procurement decisions with how they operate, whether that’s optimizing existing commitments, managing budgets, or scaling usage over time. The goal is straightforward: every dollar of technology spend should be visible, attributable, and easier to plan for. Microsoft Marketplace helps move organizations in that direction by connecting financial accountability more directly to how solutions are evaluated, purchased, and used. Enabling collaboration across teams Effective FinOps depends on tight coordination between finance, procurement, and engineering. Microsoft Marketplace helps make that coordination part of how teams already work, not an extra layer they have to manage. By aligning with existing Azure role-based access models, teams can operate within familiar governance structures while maintaining appropriate controls. A centralized, Microsoft‑vetted catalog reduces the risk of shadow IT and shadow AI, while consolidating purchases across vendors helps minimize duplication and unnecessary spend. The result is a shared operating model where teams have visibility into the same investments, follow consistent processes, and make decisions together, turning collaboration from a best practice into a built‑in capability. Driving ownership and accountability One of the biggest gaps in FinOps isn’t visibility, it’s ownership. When responsibility for usage, renewals, and lifecycle decisions is unclear, inefficiencies compound quickly. Microsoft Marketplace helps close that gap by extending familiar Azure-based tagging and SaaS management capabilities into third-party solution spend. Teams can take direct ownership of their subscriptions, with clear insight into renewal timelines, pricing terms, and lifecycle actions such as renewals or cancellations. Purchase order mapping reinforces that accountability by linking Marketplace transactions to internal budgets and cost centers, ensuring spend is attributed to the right teams instead of getting lost in aggregated billing. The result is a clearer line of sight between decisions, ownership, and financial impact. Reducing complexity through centralization Data fragmentation is one of the most persistent challenges in FinOps. With multiple vendors, invoices, and reporting tools, many organizations struggle to maintain a clear, unified view of their technology spend. Microsoft Marketplace helps address this by bringing third-party purchases into the Azure invoice and Microsoft Cost Management experience. Instead of reconciling across disconnected systems, teams can view both first-party and third-party spend in one place. The impact is practical: less time spent on reconciliation, more consistent reporting, and a scalable way to manage cloud financial operations as environments grow. Shifting the focus from cost to value Cost control still matters, but the conversation around technology investments is clearly shifting toward value. Organizations want to understand not just what they are spending, but how quickly those investments translate into impact. Microsoft Marketplace supports this shift by making it easier to evaluate solutions in the context of speed, flexibility, and alignment with business priorities, not just price. Capabilities like private offers and access to a broad catalog give teams more control over how they purchase and deploy solutions. The result is more informed, strategic decision-making, where financial oversight is directly connected to business outcomes and measurable value. Enhancing financial operations with purchase orders One of the most practical advancements highlighted in the session was the introduction of purchase order functionality for Microsoft Marketplace purchases. Traditional reconciliation of Marketplace spend often requires manual effort, particularly when aligning cloud charges with procurement systems. The purchase order capability simplifies this process by allowing organizations to define, manage, and map purchase orders directly within Azure billing. Teams can assign budgets, track utilization, and map purchases to specific vendors, products, or cost categories. Detailed charge information can be exported, and allocations can be updated within a defined post-invoicing period. This capability strengthens the alignment between financial systems and cloud consumption data, reducing operational overhead while improving accuracy and transparency. Adopting Microsoft Marketplace based on maturity Microsoft Marketplace adoption isn’t one‑size‑fits‑all; it evolves with an organization’s cloud and FinOps maturity. Teams early in their journey often start with low‑risk options like trials or pay‑as‑you‑go offers, helping them establish governance and visibility without adding complexity. As organizations mature, renewal cycles become a natural inflection point to consolidate existing contracts into Marketplace, improving visibility and reducing fragmentation across vendors. For those with established Azure consumption commitments, Microsoft Marketplace becomes a strategic lever, aligning purchases to consumption targets and helping maximize the value of existing investments. At the highest level of maturity, Microsoft Marketplace is built into long‑term planning, where procurement, FinOps, and engineering teams work together upfront to design more efficient, optimized cloud strategies. Key lessons for FinOps practitioners Several lessons stand out from how organizations are using Microsoft Marketplace in a FinOps context. First, Microsoft Marketplace works best when treated as part of your FinOps strategy, not just a purchasing layer. Early investment in visibility and attribution creates a stronger foundation for optimization over time. Second, governance tools, like curated catalogs and purchase order mapping, are most effective when used intentionally to guide how teams buy and manage solutions. These aren’t just controls; they shape behavior. Finally, aligning engineering decisions with financial accountability ensures that technology choices directly support measurable business outcomes, rather than operating in isolation. From spending to strategy Microsoft Marketplace gives organizations a practical way to rethink how technology investments are managed. As cloud, SaaS, and AI spending continue to converge, the need for a more unified approach to financial operations becomes harder to ignore. By bringing visibility, governance, and purchasing into a connected system, Microsoft Marketplace helps organizations move beyond tracking costs toward understanding value. The shift is subtle but important: from reacting to spend after the fact to making better decisions upfront at the point of evaluation and purchase. For teams looking to mature their FinOps practices or better manage Marketplace spend, the next step is to see how this works in practice. The full session offers deeper examples, customer perspectives, and actionable guidance on applying these principles in real environments. Watch and learn: Microsoft Marketplace as a FinOps platform - Microsoft Marketplace customer office hoursDragon 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.Design observability for AI apps and agents selling through Microsoft Marketplace
In the last post, API resilience and reliability patterns for AI apps and agents, we focused on what happens when AI systems encounter failure—and how resilient execution paths keep that failure contained. Timeouts fire with intent. Retries stay bounded. Circuit breakers provide overload protection. When resilience is designed well, your system continues to function even as conditions change, forming the foundation of AI reliability engineering. You can always get 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. Observability for AI systems AI apps and agents are shifting traditional observability, which was designed for systems based on simple assumptions, where requests followed linear paths and workloads behaved predictably. Execution in AI systems consumes tokens at a highly variable rate rather than fixed compute units. Requests unfold across multiple reasoning steps. Agents perform work that spans APIs, models, retrieval layers, and applications. A single interaction may pause, branch, retry, or exit early depending on inferred intent, context, and constraints. Instead of asking whether services are running, observability for AI systems asks: what is the system doing right now—and why? Is an agent spending its time reasoning, waiting on dependencies, retrying tool calls, or exiting early due to enforced limits? Is cost increasing because value is increasing, or because execution paths are expanding without progress? AI observability requirements shift the focus in the following subtle, but critical ways: From resource availability to workflow state From performance metrics to signals From incidents to patterns Core observability dimensions for AI apps and agents Once observability shifts toward understanding behavior, clarity comes from tracking state across the agents in the workflow. For AI apps and agents, observable indicators, such as those detailed below, show how work unfolds and changes during real usage—especially in trials and early adoption: Execution flow shows how a request moves through agents, tools, and workflows. This highlights where execution progresses smoothly, where it slows, and where it concludes early. This makes agent outcomes explainable and keeps behavior consistent across tenants. Cost and token behavior reveals how execution translates into consumption. Token usage per request, per agent step, and per retry shows where value is being delivered and where execution paths expand without proportional benefit. This insight connects runtime behavior directly to Marketplace billing expectations and evaluations. Latency and wait states distinguish active processing from time spent waiting on dependencies. Seeing where time is consumed helps explain slow experiences and guides decisions about optimization, caching, or resilience improvements. Failure classification provides structure when systems degrade and supports effective AI incident management. Separating tool failures from planning failures, and transient issues from terminal exits, keeps investigations focused and prevents protective behavior from being misread as instability. Tenant‑level patterns surface how behavior repeats at scale. Uneven load, and recurring degradation often appear first during trials and shape the customer's perception. Together, these dimensions turn telemetry into understanding—supporting clearer conversations, faster triage, and predictable execution as usage grows. Why observability matters By this point in the journey, your AI app or agent has implemented bounded execution paths, cost controls, and quality of service safeguards. As a result, failure degrades gracefully instead of spreading. These resilience techniques determine how your solution behaves under pressure. The data gathered from observability platforms like Application Insights and Azure Monitor explains why it behaves that way. For AI and agentic systems, infrastructure health alone rarely answers the questions that matter. Services can be up, CPUs can be idle, and queues can look healthy while agents loop inefficiently, retries quietly expand cost, or workflows exit early without delivering value. From the customer’s perspective, the experience feels inconsistent even though the platform appears stable. AI app observability closes this gap by revealing system behavior rather than system status. It shows how requests move, where work concentrates, and how constraints shape outcomes. At Marketplace scale, these patterns repeat across tenants and trials. What appears once during an evaluation often appears again as adoption grows. Observability connects runtime behavior back to the design choices introduced in earlier posts: Usage‑based billing introduced variability in consumption Performance optimization introduced tradeoffs among latency, quality, and cost Resilience patterns introduced controlled failure and bounded execution Observability allows you to explain outcomes during trials, validate assumptions as usage grows, and support post-launch AI operations confidence across customers and environments. Without this visibility, teams react to symptoms. With it, they recognize patterns. From execution paths to behavioral signals Observability begins at the same place resilience begins—API boundaries. These boundaries define where responsibility shifts and where behavior becomes visible. Observability focuses on signals that explain decisions made by the system as it executes instead of relying on raw logs that describe isolated events. Every resilience mechanism emits behavioral signals. Viewed together, these signals provide far more value than logs alone. Logs answer whether something happened. Behavioral signals explain why it happened and how the system responded. Circuit breakers change state as load builds and recedes. Retry loops show whether failures resolve quickly or exhaust their limits. Timeout enforcement reveals where dependencies slow execution. Fallback paths and early terminations show how the system protects itself while preserving outcomes for customers. This perspective matters most for agents. Agent execution unfolds as a series of choices—plan, call a tool, retry, exit early—rather than a single request‑response cycle, which requires monitoring AI agent behavior to remain understandable and consistent at scale. Observability that tracks these decisions makes agent behavior understandable, consistent, and defensible as usage grows across customer tenants. Observability at the agent layer As AI systems become more agent‑driven, observability needs to move closer to where decisions are made. Agents introduce variability by design. They plan, adapt, and choose workflow paths dynamically. Without first‑class visibility into that behavior, execution can appear unpredictable even when the underlying system is healthy. Observability at the agent layer acts as the feedback loop that keeps execution safely bounded. It shows how agents use the freedom you give them—and where that freedom begins to stretch into inefficiency. Observability follows how the agent did its job instead of treating the agent’s interaction as a single outcome. Several indicators help make agent behavior understandable. Step count per request reveals how much reasoning effort a prompt requires. Planning iterations show whether an agent converges quickly or cycles through alternatives. Tool invocation frequency highlights when agents rely heavily on external systems. Early exits compared to full completion explain whether limits and fallbacks activate as designed. Taken together, these indicators help distinguish healthy exploration from inefficient reasoning and degraded execution. An agent exploring briefly before converging adds value. An agent looping through tools without progress signals pressure, uncertainty, or dependency issues. This distinction reinforces a core principle of agentic systems: models reason probabilistically, adapting to context as it changes. Your system observes deterministically—measuring execution, enforcing boundaries, and clarifying outcomes. When those roles stay separate and well‑instrumented, agent behavior becomes transparent, predictable, and ready for Marketplace scale. Observability across environments The type of Marketplace offer you choose shapes what observability customers expect and how responsibility is shared. For SaaS offers, publishers typically own end‑to‑end execution. Observability centers on agent behavior, workflow completion, token usage, latency, and dependency impact across tenants. Publishers rely on consistent signals—often surfaced through tools like Azure Monitor, Application Insights, and Microsoft AI Foundry—to explain how requests behave as scale and load increase. For container‑based offers and Azure Managed Applications, observability expectations are more distributed. Publishers expose clear execution outcomes, limits, and failure signals at application boundaries. Customers, in turn, observe infrastructure health, scaling behavior, and downstream systems within their own environments. This separation ensures each party has visibility into what they control without creating ambiguity. Learn more about Choosing your marketplace offer type for AI Apps and agents. Execution behavior differs across environments for predictable reasons. Scale increases, tenant mix broadens, and external dependencies behave differently under real load. What must stay consistent is how behavior is interpreted. Signal definitions, thresholds, and failure classification should mean the same thing in Dev, Stage, and Prod. Learn more about designing a reliable environment strategy for Microsoft Marketplace AI apps and agents. Staging environments are where this consistency is validated. Observing retries, timeouts, and graceful degradation before production prepares you for Marketplace evaluations, which often resemble production conditions. Observability gaps tend to appear first during customer evaluation—when clarity matters most. Publisher and customer visibility boundaries Purpose: Parallel Post #13 responsibility clarity, now for observability As observability matures across environments, clarity around responsibility becomes essential. For Marketplace solutions, trust grows when publishers and customers each see what they own—and understand where that visibility ends. Publishers are responsible for instrumenting execution paths end to end. That means making workflows traceable, limits visible, and failure modes explainable. Observability should surface behavior—how requests progressed, where execution concluded, and why—rather than exposing raw internal errors that require insider knowledge to interpret. Customers focus their observability on what they control. This includes monitoring downstream systems, infrastructure behavior, and environment‑level alerts within their own estate. When visibility aligns with ownership, teams can act quickly and decisively. Exposing too much internal detail can overwhelm customers and blur accountability. Observing too little behavior creates friction, especially when issues cross boundaries and lack context. Clear visibility enables faster triage, sharper ownership boundaries, and fewer escalations rooted in ambiguity. Observability as an enabler for scale, billing, and trust From a customer’s perspective, observability answers two fundamental questions: Can I understand what happened? and Can I trust this at scale? When the answer to both is clear, observability becomes part of the value your Marketplace offering delivers. When system behavior is visible and explainable, customers gain confidence that adoption and growth will remain predictable. Observability directly supports usage‑based billing by tying execution behavior to measured consumption. Clear visibility into token usage, retries, and execution paths helps validate how usage is calculated and supports transparent billing conversations. It also enables ongoing performance tuning and caching strategies by showing where latency accumulates, where work repeats, and where optimization delivers measurable impact. Observability reinforces confidence in resilience mechanisms, confirming that limits, fallbacks, and degradation paths activate as designed under real‑world conditions. Beyond validation, observability creates a continuous feedback loop. Execution data informs pricing adjustments, guides changes to limits, and helps refine default configurations as customer behavior evolves. What’s next in the journey With execution behavior observable and explainable, the focus shifts to how AI systems are operated safely as change accelerates. The upcoming posts will discuss deployment strategies, CI/CD pipelines for agents, and progressive rollouts build on this foundation—ensuring AI apps evolve confidently as usage and expectations grow. 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 SuccessDesigning a reliable environment strategy for Microsoft Marketplace AI apps and agents
Technical guidance for software companies Delivering an AI app or agent through Microsoft Marketplace requires more than strong model performance or a well‑designed user flow. Once your solution is published, both you and your customers must be able to update, test, validate, and promote changes without compromising production stability. A structured environment strategy—Dev, Stage, and Production—is the architectural mechanism that makes this possible. This post provides a technical blueprint for how software companies and Microsoft Marketplace customers should design, operate, and maintain environment separation for AI apps and agents. It focuses on safe iteration, version control, quality gates, reproducible deployments, and the shared responsibility model that spans publisher and customer tenants. 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 environment strategy is a core architectural requirement Environment separation is not just a DevOps workflow. It is an architectural control that ensures your AI system evolves safely, predictably, and traceably across its lifecycle. This is particularly important for Marketplace solutions because your changes impact not just your own environment, but every tenant where the solution runs. AI‑driven systems behave differently from traditional software: Prompts evolve and drift through iterative improvements. Model versions shift, sometimes silently, affecting output behavior. Tools and external dependencies introduce new boundary conditions. Retrieval sources change over time, producing different Retrieval Augmented Generation (RAG) contexts. Agent reasoning is probabilistic and can vary across environments. Without explicit boundaries, an update that behaves as expected in Dev may regress in Stage or introduce unpredictable behavior in Production. Marketplace elevates these risks because customers rely on your solution to operate within enterprise constraints and support AI scalability for enterprise. A well‑designed environment strategy answers the fundamental operational question: How does this solution change safely over time? Publisher-managed environment (tenant) Software companies publishing to Marketplace must maintain a clear three‑tier environment strategy. Each environment serves a distinct purpose and enforces different controls. Development environment: Iterate freely, without customer impact In Dev, engineers modify prompts, adjust orchestration logic, integrate new tools, and test updated model versions. This environment must support: Rapid prompt iteration with strict versioning, never editing in place. Model pinning, ensuring inference uses a declared version. Isolated test data, preventing contamination of production RAG contexts. Feature‑flag‑driven experimentation, enabling controlled testing. Staging environment: Validate behavior before promotion Stage is where quality gates activate. All changes—including prompt updates, model upgrades, new tools, and logic changes—must pass structured validation before they can be promoted. This environment enforces: Integration testing that supports AI app performance optimization Acceptance criteria Consistency and performance baselines Safety evaluation and limits enforcement Production environment: Serve customers with reliability and rollback readiness Solutions running in production environments, regardless of whether they are publisher hosted or deployed into a customer's tenant must provide: Stable, predictable behavior, supported by deliberate AI workload capacity planning Strict separation from test data sources Clearly defined rollback paths Auditability for all environment‑specific configurations This model highlights the core environments required for Marketplace readiness; in practice, publishers may introduce additional environments such as integration, testing, or preproduction depending on their delivery pipeline. The customer tenant deployment model: Deploying safely across customer environments Once a Marketplace customer purchases and deploys your AI app or agent, they must be able to deploy and maintain your solution across all their environments without reverse engineering your architecture. A strong offer must provide: Repeatable deployments across all heterogeneous environments. Predictable configuration separation, including identity, data sources, and policy boundaries. Customer‑controlled promotion workflows—updates should never be forced. No required re‑creation of environments for each new version. Publishers should design deployment artifacts such that customers do not have to manually re‑establish trust boundaries, identity settings, or configuration details each time the publisher releases a solution update. Plan for AI‑specific environment challenges AI systems introduce behavioral variances that traditional microservices do not. Your environment strategy must explicitly account for them. Prompt drift Prompts that behave well in one environment may respond differently in another due to: Different user inputs, where production prompts encounter broader and less predictable queries than test environments Variation in RAG contexts, driven by differences in indexed content, freshness, and data access Model behavior shifts under scale, including concurrency effects and token pressure, which also affects cost and requires attention to cost optimization for AI apps Tool availability differences, where agents may have access to different tools or permissions across environments This requires explicit prompt versioning and environment-based promotion. Model version mismatches If one environment uses a different model version or even a different checkpoint, behavior divergence will appear immediately. Publishers should account for the following model management best practices: Model version pinning per environment Clear promotion paths for model updates RAG context variation Different environments may retrieve different documents unless seeded on purpose. Publishers should ensure their solutions avoid: Test data appearing in production environments Production data leaking into non-production environments Cross contamination of customer data in multi-tenant SaaS solutions Make sure your solution accounts for stale-data and real-time data. Agent variability Agents exhibit stochastic reasoning paths, which becomes more pronounced when scaling AI agents. Environments must enforce: Controlled tool access Reasoning step boundaries Consistent evaluation against expected patterns Publisher–customer boundary: Shared responsibilities Marketplace AI solutions span publisher and customer tenants, which means environment strategy is jointly owned. Each side has well-defined responsibilities. Publisher responsibilities Publishers should: Design an environment model that is reproducible inside customer tenants. Provide clear documentation for environment-specific configuration. Ensure updates are promotable, not disruptive, by default. Capture environment‑specific logs, traces, and evaluation signals to support debugging, audits, and incident response. Customer responsibilities Customers should: Maintain environment separation using their governance practices. Validate updates in staging before deploying them in production. Treat environment strategy as part of their operational contract with the publisher. Environment strategies support Marketplace readiness A well‑defined environment model is a Marketplace accelerator. It improves: Onboarding Customers adopt faster when: Deployments are predictable Configurations are well scoped Updates have controlled impact Long-term operations Strong environment strategy reduces: Regression risk Customer support escalations Operational instability Solutions that support clear environment promotion paths have higher retention and fewer incidents. What’s next in the journey The next architectural decision after environment separation is identity flow across these environments and across tenant boundaries, especially for AI agents acting on behalf of users. The follow‑up post will explore tenant linking, OAuth consent patterns, and identity‑plane boundaries in Marketplace AI architectures. See the next post in the series: Designing Tenant Linking to Scale Microsoft Marketplace AI Apps. 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 SuccessQuality and evaluation framework for successful AI apps and agents in Microsoft Marketplace
Why quality in AI is different — and why it matters for Marketplace Traditional software quality spans many dimensions — from performance and reliability to correctness and fault tolerance — but once those characteristics are specified and validated, system behavior is generally stable and repeatable. Quality is assessed through correctness, reliability, performance, and adherence to specifications. AI apps and agents change this equation. Their behavior is inherently non-deterministic and context‑dependent. The same prompt can produce different responses depending on model version, retrieval context, prior interactions, or environmental conditions, which is why non-deterministic AI testing is required to evaluate it reliably. For agentic systems, quality also depends on reasoning paths, tool selection, and how decisions unfold across multiple steps — not just on the final output. This means an AI app can appear functional while still falling short on quality: producing responses that are inconsistent, misleading, misaligned with intent, or unsafe in edge cases. Without a structured evaluation framework, these gaps often surface only in production — in customer environments, after trust has already been extended. For Microsoft Marketplace, this distinction matters. Buyers expect AI apps and agents to behave predictably, operate within clear boundaries, and remain fit for purpose as they scale. AI quality evaluation turns those expectations into something observable — and that visibility is what determines Marketplace readiness. 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. How quality measurement shapes Marketplace readiness AI apps and agents that can demonstrate quality — with documented evaluation frameworks, defined release criteria, and evidence of ongoing measurement — are easier to evaluate, trust, and adopt. Quality evidence reduces friction during Marketplace review, clarifies expectations during customer onboarding, and supports long-term confidence in production. When quality is visible and traceable, the conversation shifts from "does this work?" to "how do we scale it?" — which is exactly where publishers want to be. Publishers who treat quality as a first-class discipline build the foundation for safe iteration, customer retention, and sustainable growth through Microsoft Marketplace. That foundation is built through the decisions, frameworks, and evaluation practices established long before a solution reaches review. What "quality" means for AI apps and agents Quality for AI apps and agents is not a single metric — it spans interconnected dimensions that together define whether a system is doing what it was built to do, for the people it was built to serve. The HAX Design Library — Microsoft's collection of human-AI interaction design patterns — offers practical guidance for each one. These dimensions must be defined before evaluation begins. You can only measure what you have first described. Accuracy and relevance — does the output reflect the right answer, grounded in the right context? HAX patterns Make clear what the system can do (G1) and notify users when the AI is uncertain (G10) help publishers design systems where accuracy is visible and outputs are understood in the right context — not treated as universally authoritative. Safety and alignment — does the output stay within intended use, without harmful, biased, or policy-violating content? HAX patterns Mitigate social biases (G6) and Support efficient correction (G9) help ensure outputs stay within acceptable boundaries — and that users can identify and address issues before they cause downstream harm. Consistency and reliability — does the system behave predictably across users, sessions, and environments? HAX patterns Remember recent interactions (G12) and notify users about changes (G18) keep behavior coherent within sessions and ensure updates to the model or prompts are never silently introduced. Fitness for purpose — does the system do what it was designed to do, for the people it was designed to serve, in the conditions it will actually operate in? HAX patterns make clear how well the system can do what it does (G2) and Act on the user's context and goals (G4) ensure the system responds to what users actually need — not just what they literally typed. These dimensions work together — and gaps in any one of them will surface in production, often in ways that are difficult to trace without a deliberate evaluation framework. Designing an evaluation framework before you ship Evaluation frameworks should be built alongside the solution. At the end, gaps are harder and costlier to close. The discipline mirrors the design-in approach that applies to security and governance: decisions made early shape what is measurable, what is improvable, and what is ready to ship. A well-structured evaluation framework defines five things: What to measure — the quality dimensions that matter most for this solution and its intended use cases. For AI apps and agents, this typically includes task adherence, response coherence, groundedness, and safety — alongside the fitness-for-purpose dimensions defined in the previous section. How to measure it — the methods, tools, and benchmarks used to assess quality consistently. Effective evaluation combines AI-assisted evaluators (which use a model as a judge to score outputs), rule-based evaluators (which apply deterministic logic), and human review for edge cases and safety-relevant responses that automated methods cannot fully capture. Who evaluates — the right combination of automated metrics, human review, and structured customer feedback. No single method is sufficient; the framework defines how each is applied and when human judgment takes precedence. When to evaluate — at defined milestones: during development to establish a baseline, pre-release to validate against acceptance thresholds, at rollout to catch regression, and continuously in production to detect drift as models, prompts, and data evolve. What triggers re-evaluation — model updates, prompt changes, new data sources, tool additions, or meaningful shifts in customer usage patterns. Re-evaluation should be a scheduled and triggered discipline, not an ad hoc response to visible failures. The framework becomes a shared artifact — used by the publisher to release safely, and by customers to understand what quality commitments they are adopting when they deploy the solution in their environment. Evaluate your AI agents - Microsoft Foundry | Microsoft Learn Evaluation methods for AI apps and agents Quality must be assessed across complementary AI evaluation methods — each designed to surface a different category of risk, at a different stage of the solution lifecycle. Automated metric evaluation — evaluators assess agent responses against defined criteria at scale. Some use AI models as judges to score outputs like task adherence, coherence, and groundedness; others apply deterministic rules or text similarity algorithms. Automated evaluation is most effective when acceptance thresholds are defined upfront — for example, a minimum task adherence pass rate before a release proceeds. Safety evaluation — a dedicated evaluation category that identifies potential content risks, policy violations, and harmful outputs in generated responses. Safety evaluators should run alongside quality evaluators, not as a separate afterthought. Human-in-the-loop evaluation — structured expert review of edge cases, borderline outputs, and safety-relevant responses that automated metrics cannot fully capture. Human judgment remains essential for interpreting context, intent, and impact. AI agent red-teaming and adversarial testing — probing the system with challenging, unexpected, or intentionally misused inputs (including prompt injection attempts and tool misuse) to surface failure modes before customers encounter them. Microsoft provides dedicated AI red teaming guidance for agent-based systems. Customer feedback loops — structured collection of real-world signals from users interacting with the system in production. Production feedback closes the gap between what was tested and what customers actually experience. Each method has a distinct role. The evaluation framework defines when and how each is applied — and which results are required before a release proceeds, a change is accepted, or a capability is expanded. Defining release criteria and ongoing quality gates Quality evaluation only drives improvement when it is connected to clear release criteria, often enforced through an LLMOps quality gate. In an LLMOps model, those criteria are automated gates embedded directly into the CI/CD pipeline, applied consistently at every stage of the release cycle. In continuous integration (CI), automated evaluations run with every change — whether that change is a prompt update, a model version, a new tool, or a data source modification. CI gates catch regressions early, before they reach customers, by validating outputs against predefined quality thresholds for task adherence, coherence, groundedness, and safety. In continuous deployment (CD), quality gates determine whether a build is eligible to proceed. Release criteria should define: Minimum acceptable thresholds for each quality dimension — a release does not proceed until those thresholds are met Known failure modes that block release outright versus those that are tracked, monitored, and accepted within defined risk tolerances Deployment constraints — conditions under which a release is paused, rolled back, or progressively expanded to a subset of users before full rollout Ongoing evaluation must be scheduled and triggered. As models, prompts, tools, and customer usage patterns evolve, the baseline shifts. LLMOps treats re-evaluation as a continuous discipline: run evaluations, identify weak areas, adjust, and re-evaluate before changes propagate. This connects directly to governance. Quality evidence — the record of what was measured, when, and against what criteria — is part of the audit trail that makes AI behavior accountable, explainable, and trustworthy over time. For more on the governance foundation this builds on, see Governing AI apps and agents for Marketplace readiness. Quality across the publisher-customer boundary Clear quality ownership reduces friction at onboarding, builds confidence during operation, and protects both parties when behavior deviates. In the Marketplace context, quality is a shared responsibility — but the boundaries are distinct. Publishers are responsible for: Designing and running the evaluation framework during development and release Defining quality dimensions and thresholds that reflect the solution's intended use Providing customers with transparency into what quality means for this solution — without exposing proprietary prompts or internal logic Customers are responsible for: Validating that the solution performs appropriately in their specific environment, with their data and their users Configuring feedback and monitoring mechanisms that surface quality signals in their tenant Treating quality evaluation as a shared ongoing responsibility, not a one-time publisher guarantee When both sides understand their role, quality stops being a handoff and becomes a foundation — one that supports adoption, sustains trust, and enables both parties to respond confidently when behavior shifts. What's next in the journey A strong quality framework sets the baseline — but keeping that quality visible as solutions scale is its own discipline. The next posts in this series explore what comes after the framework is in place: API resilience, performance optimization, and operational observability for AI apps and agents running in production environments. See the next post in the series: Designing a reliable environment strategy for Microsoft Marketplace AI apps and agents | Microsoft Community Hub. 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 Success
