Why being secure and transactable is a key to marketplace success
The Partner Spotlight series highlights the achievements of forward-thinking partners who are driving innovation in the commercial marketplace. These industry pioneers share how they leverage AI to develop advanced applications, create impactful solutions on the Microsoft Cloud, launch transactable offerings, and accelerate their success through marketplace sales. In this installment, I had the opportunity to chat with Ásgrímur Skarphéðinsson, Co-founder and Chief Technology Officer at Klynke, about the companies focus on building securely on the Microsoft cloud, their motivation for publishing transactable offers, and the success they have seen on the Azure marketplace. About Ásgrímur: As CTO of Klynke, Ásgrímur Skarphéðinsson drives product innovation and technology strategy. With a strong background in engineering and full-stack development, Ásgrímur leads the design and architecture of Klynke’s time tracking platform, ensuring it delivers secure, scalable performance within the Microsoft cloud. He is passionate about building intuitive solutions that integrate seamlessly with Microsoft 365 and Teams—helping modern teams work smarter, stay compliant, and focus on what matters most. __________________________________________________________________________________________________ [JR]: Tell us about your organization. What inspired the founding? What products/services do you offer? [AS]: At Klynke, we believe technology should feel like a natural extension of the way people work, and that belief inspired our founding. We started with a simple idea: to help organizations work smarter by building secure, cloud-based tools on the Microsoft platform, and our work proved something important: Microsoft’s cloud had the power and flexibility to bring innovative ideas to life. From there, we noticed a gap, that Microsoft 365 didn’t offer native time tracking. So, we built what we wished existed: a secure, intuitive time management solution that works directly inside the Microsoft 365 tools people already use. That’s how Klynke Time Management was born. Today, our solution connects seamlessly with Teams, Planner, Outlook, SharePoint, and Excel. It helps teams track time right where the work happens—without switching tools or breaking focus. And with the Klynke Teams app included, it’s all just a click away. [JR]: Can you tell us a bit about the application(s) you have available on the marketplace? How does it work? [AS]: Klynke Time Management, available on Microsoft Marketplace, is built to simplify time tracking within Microsoft 365. Whether you're working in Teams or Outlook, Klynke lets you log time on tasks and projects without leaving your flow. Thanks to our deep integration with Microsoft Graph, Klynke syncs across tools like Teams, Outlook, Planner, SharePoint, and Excel—so everything stays connected and up to date. The app is designed to be as intuitive as it is powerful. You can log time, track progress, and view reports through filtered dashboards—all within your familiar Microsoft environment. And since it’s all hosted on Microsoft’s cloud, customers enjoy world-class security and compliance by default. [JR]: What Microsoft cloud products did you use in your app development? What value is this enabling with your customers? [AS]: We built Klynke Time Management using a mix of Microsoft cloud services that together create a seamless, secure experience for our users. At the core is Microsoft Azure, which gives us scalability and rock-solid reliability. We use Azure Active Directory for secure authentication, Azure SQL to manage metadata, and Microsoft Graph to integrate deeply with Microsoft 365 apps like Teams, Planner, Outlook, SharePoint, and Excel. In terms of new releases, testing and deployment we use Azure DevOps. Klynke also runs directly within Microsoft Teams and Outlook, which means users can track time without ever leaving their daily workflow. This cross-cloud application integration helps teams stay productive, focused, and secure—all while working in tools they already know. [JR]: How has Microsoft supported you along your journey? [AS]: Microsoft has been our platform provider and a true partner in our growth. From development to deployment, we’ve been able to tap into Microsoft’s ecosystem for guidance, technical resources, and support. Publishing on the Microsoft Marketplace has been a game changer. It gave us the reach of a global platform, and the best part, Microsoft handles transactions. That lets us focus on what matters most: building great software and supporting our customers. Being part of the Microsoft ecosystem means we’re always building on a foundation of trust, innovation, and security. [JR]: How does your org align its business to enabling positive impact for your customers and communities? [AS]: At Klynke, our mission is to help people work smarter—and that includes organizations making a real difference in their communities. We designed our time tracking solution to be flexible and intuitive for professionals, managers, and teams, with a special focus on small and medium-sized organizations. A key feature is support for teams working across time zones and regions, where coordination is critical, and simplicity is essential. One example is a UK-based healthcare nonprofit focused on improving the diagnosis and management of chronic diseases in primary care. With a globally distributed team, they needed a simple way to stay coordinated without adding operational overhead. Klynke helps them track time consistently and collaborate more effectively allowing them to stay focused on improving patient outcomes. Another example is a U.S.-based healthcare provider with a national network of therapists and contractors. Time tracking across multiple time zones was a challenge, especially with compliance requirements. By integrating Klynke into their Microsoft 365 tools, they’ve streamlined operations and reduced administrative complexity. App Security: Building securely on the Microsoft cloud [JR]: Tell us about your approach to app security. What inspired your focus on building securely on the Microsoft cloud? [AS]: Security has always been front and center for us—it’s not a checkbox, it’s a mindset. From the beginning, we knew our app had to operate securely within our customers’ Microsoft 365 environments. That’s why we chose to build on Microsoft’s cloud. It offers powerful tools like Azure Active Directory and Microsoft Graph that make secure development not just possible, but practical. Our goal is simple: to give customers a solution they can trust—one that’s built on a foundation of compliance, data protection, and transparency. We’re proud that security is baked into every layer of our product. It’s not something we add on—it’s something we architected for from the start. [JR]: Can you describe the security features of your application(s) available on the marketplace? How do they work? [AS]: Klynke Time Management is built using Microsoft’s platform-as-a-service (PaaS) model, which means we benefit from constant security updates and enhancements from Microsoft. Key security features include: Azure Active Directory integration for secure authentication and access control Microsoft Graph API for secure data interactions within Microsoft 365 Zero data duplication—Klynke operates inside your Microsoft 365 environment, so your data stays where it belongs The result? A time management solution that’s secure by design and always evolving. [JR]: What Microsoft cloud security products did you use in your app development? What value is this enabling with your customers? [AS]: We rely on Azure Active Directory to handle secure identity and access management. It ensures that only authorized users can access sensitive time-tracking data. Because we’ve built on Microsoft’s cloud, we’re also aligned with enterprise-grade security standards out of the box, something our customers deeply value, especially in regulated industries. [JR]: What were some of the challenges you encountered while building securely on the Microsoft Cloud, and how did you overcome them? [AS]: Our primary challenge was ensuring seamless integration with Microsoft 365 without compromising security or performance. We encountered technical obstacles such as API throttling and latency. We addressed these by utilizing Microsoft's comprehensive documentation, tools like the Graph Explorer, and Azure DevOps best practices. These resources enabled us to fine-tune our implementation and ensure stability and performance. [JR]: What business outcomes/impact have you experienced as a result of building securely? [AS]: Building securely on the Microsoft cloud has allowed us to deeply integrate Klynke into the Microsoft 365 ecosystem. Our users benefit from working within familiar tools, and our secure-by-design approach has reinforced customer trust. Knowing their data remains within their own Microsoft 365 environment and complies with industry standards has been a key differentiator for our solution. [JR]: What security measures do you implement to protect sensitive customer data in your applications? [AS]: We do not transfer or store any customer data outside their Microsoft 365 environment. All data remains under the customer’s control and is managed according to their own security and compliance policies. This architecture ensures that the customer retains full ownership and oversight of their information. [JR]: How do you ensure the security of third-party integrations and APIs used in your applications? [AS]: We rely exclusively on Microsoft Graph API, protected by Azure Active Directory, and managed entirely by the customer’s global IT administrator. To access the directory securely, we use the Microsoft Authentication Library (MSAL), which is developed by Microsoft to meet the highest standards of security. [JR]: Can you share any best practices for securing applications during the development lifecycle on the Microsoft Cloud, or advice for partners who are just starting their app security journey? [AS]: Our experience would suggest Adopt Azure Active Directory as the foundation for authentication. Use MSAL for secure and scalable access to AD resources. Design for multi-tenant environments from the start. Architect your solution to avoid moving data from the customer's environment—leaving data ownership and security within their domain. Publishing transactable offers [JR]: What business outcomes have you experienced as a result of having a transactable offer on the marketplace? [AS]: Having a transactable offer on the Microsoft commercial marketplace has meaningfully streamlined our sales process. Customers can now try, buy, and deploy Klynke Time Management with just a few clicks, all within the familiar Microsoft environment. This level of accessibility has helped accelerate adoption, broaden our reach, and improve conversion rates. Since making Klynke transactable, we’ve expanded from serving customers in a single country to supporting users across eight countries, spanning four continents. One customer, based in the U.K., manages a globally distributed team that extends into Asia—highlighting how Klynke’s deep integration with Microsoft 365 makes it easy to coordinate across time zones and regions. The marketplace has played a key role in enabling this kind of international scale with minimal friction. [JR]: How has the ability to transact directly on the marketplace influenced your sales strategy and customer interactions? [AS]: Being able to transact directly in the marketplace has streamlined our sales approach, enabling customers to explore, purchase, and implement Klynke Time Management more efficiently. This ease of access has allowed us to reduce friction in the buying process, leading to quicker decisions and smoother customer interactions. It’s also helped us focus more on delivering value, as customers are empowered to manage their own journey with less reliance on traditional sales cycles. [JR]: Were there any challenges you encountered throughout the publication process? How did you overcome them? [AS]: Our biggest challenge was implementing the SaaS fulfilment APIs required for publishing on the Microsoft commercial marketplace. This task demanded more effort from our development team than we initially anticipated. However, we were pleasantly surprised by the level of quality testing Microsoft applied to our application. The feedback and support from Microsoft helped us refine and strengthen our solution, ultimately resulting in a better product for the marketplace.Morrisec offers this ISV Success for Business Applications partner solution in Microsoft AppSource
Microsoft ISV Success for Business Applications offers platforms, resources, and support designed to help partners develop, publish, and market business apps. Learn more about this offer from Morrisec in Microsoft AppSource:Meet customer business needs with flexible billing schedules in the marketplace
Co-authored by Trevor_Yeats Today, we’re announcing that Microsoft now offers flexible billing schedules through private offers to better align with customer needs. Flexible billing schedules are available globally to all marketplace-supported currencies. Watch these demo videos to learn more about flexible billing schedules. The value for your customers and for you With flexible billing schedules, customers can buy with confidence knowing that private offers can be customized for virtually any contract value and billing timeline to align with their requirements. Partners can tailor customer private offers and multiparty private offers to meet those requirements. This streamlines sales and accelerates deal velocity. With over 100 partners in our private preview, we’re excited to make this capability publicly available. Many of these partners have achieved remarkable success, closing deals worth millions of dollars. “Flexible billing in Microsoft marketplace has significantly improved how our sales teams engage with customers. It allows them to meet each organization's and customer's procurement needs, whether it's aligning with fiscal year budgets or accelerating project timelines from evaluations to implementations. Additionally, it helps with managing cloud commitment benefits. This flexibility has made it easier for our customers to purchase and deploy solutions faster, without waiting for specific budgets to become available. We can now set up flexible billing schedules to accommodate their needs.” Brett Ferancy, Global Alliance Leader, Abnormal AI Example use cases See below for some real-world examples of how partners and customers are leveraging flexible billing. Variable pricing with specific dates. In this example, the customer pays a setup fee at the start of billing, followed by variable pricing throughout the contract to match consumption patterns and budget cycles. 3-year deal $80M total Notes Immediate charge when billing starts $2M Setup fee – 1 st month 01 Jan 2025 $5M Year 1 installment #2 15 Jul 2025 $3M Year 1 installment #3 01 Jan 2026 $10M Year 2 installment #1 15 Jul 2026 $10M Year 2 installment #2 01 Jan 2027 $20M Year 3 installment #1 15 Jul 2027 $30M Year 3 installment #2 Variable quarterly billing. In this example, the customer pays a setup fee at the start of billing, followed by variable pricing each quarter. 1-year deal $10M total Notes Immediate when billing starts $2M Q1 01 Jun 2025 $3M Q2 01 Sep 2025 $2M Q3 01 Dec 2025 $3M Q4 Delayed start for billing. In this example, the customer gets the first two months free, followed by varied payments throughout the contract to match budget cycles 2-year deal $25M total Notes Immediate when billing starts $0M Free – 2 months 01 Mar 2024 $10M Year 1 fee 15 Jan 2025 $5M Year 2 installment 1 01 Jul 2025 $10M Year 2 installment 2 How it works To start using flexible billing for private offers: The software partner creates a private offer in the marketplace. Currently flexible billing supports SaaS flat rate offers, VM software reservations, and professional services. Partner must choose “Customize SaaS plans and Professional Services” or “Customize VM software reservations” when creating a new private offer. On the configure pricing page, under “billing frequency,” the partner will select “flexible schedule when the contract duration is 1-year or greater.” The software partner creates the billing schedule with up to 70 installments up to $100,000,000 USD, or any of the currencies supported by marketplace, over the length of the deal. There is also an option to book an immediate charge when billing starts or delay the first charge to a date in the future. Private offers can have up to ten included product plans. Each plan has its own billing frequency and may include a unique flexible schedule. A flexible schedule does not apply to all plans included in the private offer and must be set up independently. The software partner can also create a schedule in their customer’s local billing currency using the market pricing template. The customer accepts and purchases the private offer with the flexible billing schedule. For a multiparty private offer, the process is the same except: The software partner sends the private offer to the channel partner. The channel partner adds their price adjustment percentage aligned to the flexible billing schedule and passes it to the customer. Eligibility Any company who is part of the Microsoft AI Cloud Partner Program can sell on the marketplace through private offers with flexible billing. Details are provided in our documentation, but at a high-level: Be a member of the Microsoft AI Cloud Partner Program (it’s free to join) Sign the marketplace publisher agreement Publish your offer Sell private offers with flexible billing In addition, we have many support resources for partners depending on where they are on their marketplace journey. For example, software development companies can join ISV Success for tools and resources that help them publish their solution and maximize its reach on the marketplace. Get started with flexible billing on marketplace We invite you to start leveraging these new improvements to flexible billing today. Learn more by visiting aka.ms/flexbill-docs.What’s in store for software companies at Microsoft Build 2025
Microsoft Build is just two weeks away, and there are many opportunities for software development companies interested in learning more about Microsoft technology, partnership, and the marketplace! RSVP for the Software Company Happy Hour on May 19 Join the Azure Marketing and Marketplace teams for an evening of networking, entertainment, and celebration! This exclusive partner reception will take place at THE SHOP on May 19 at 7pm, near the heart of downtown Seattle. We’ll have the backdrop of a world-class car collection, food, and drinks, as well as immersive experiences including an adrenaline-pumping race car simulator and interactive tours. You do not need a Microsoft Build pass to attend. However, for those joining from Build, shuttle buses will be provided from the Seattle Convention Center. RSVP today for up to three colleagues. Check out Recommended Sessions for Software Companies If you’re attending Microsoft Build in Seattle, marketplace product experts will host a in-person theater session, “Accelerate AI app delivery from discovery through deployment with marketplace,” on Tuesday, May 20 at 4:40pm PT. This session will be relevant to both marketplace customers and partners. We’ll share how developers are achieving significantly faster time-to-value in developing and deploying AI-powered applications when buying through the marketplace. We’ve also put together a curated list of Build sessions relevant to software companies. Check out the recommendations here. Register for Microsoft Build Today! It’s not too late to attend for Microsoft Build. Whether you’re coming to Seattle or joining online, you can register today.
