Expand Marketplace sales with MPO and App Advisor
Explore how multiparty private offers (MPO) enable software companies to collaborate with channel partners on Marketplace opportunities. Learn MPO requirements, eligibility, customer scenarios, and how App Advisor helps you navigate and create partner-led Marketplace deals.Close more custom deals on Marketplace with private offers and App Advisor guidance
This is part of a series where we look at improvements to negotiated deals in Microsoft Marketplace and how App Advisor helps you choose the right negotiated deal types for your business. Marketplace customers don’t just buy according to the pricing, terms, billing, and procurement structure of a standard public offer. Sometimes, they need a more customized option. A to-customer private offer gives you more flexibility to meet those requirements, negotiate directly with a specific customer, and keep the transaction in Microsoft Marketplace. Let's look at questions that businesses like you may be asking. Why would I use a to-customer private offer? Private offers give flexibility to particular customers. A private offer can be a good fit when a specific customer: Requires customer-specific terms, Wants to negotiate custom pricing, Needs a billing structure aligned with its budgeting or procurement process. They also give you, the seller, some flexibility because you can: Negotiate directly with my customer without involving a channel partner, Include supported professional services as part of the Marketplace transaction, Keep the negotiated transaction completely in Marketplace (while gaining benefits). For eligible offers, the purchase can also count toward the customer’s Azure cloud consumption commitment, while the sale can contribute toward unlocking benefits after publishing, Certified Software Designations, and Azure IP co-sell. To see more about the benefits of to-customer private offers, go to this deep dive in App Advisor Who can I sell to with a private offer? To-customer private offers support a broad range of Marketplace opportunities. Private offers are: Available globally, Available to all Microsoft partners, Available to MOSA, Enterprise Agreement (EA), and Microsoft Customer Agreement (MCA) customers. How can I find more customers for private offers? Your existing sales pipeline is one place to start. But Marketplace now also helps customers signal when they’re interested in a negotiated deal. With the new Request private offer enabled on an eligible Marketplace listing, customers can initiate a conversation about customized pricing and terms directly from your product page. On your "Offer setup" page, toggle the "Would you like to enable private offer requests from customers?" ON to have a button appear on your listing that interested viewers can initiate a conversation with you. You still own the sales conversation and create the private offer. The difference is that interested customers now have another way to raise their hand. For software companies asking how to generate more app leads, this creates a clearer path: Marketplace discovery → customer interest → negotiated deal → purchase. How do I create a to-customer private offer? Once you have an interested customer, the basic process starts in Partner Center: Gather the customer’s billing information and identify who can accept and purchase the offer. Create a new private offer using your published Marketplace offer as a base. Define the customer, terms, contacts, negotiated pricing, and other deal requirements. Review and submit the private offer. Share the private-offer link so your customer can accept and purchase. Want all the details to consider (from customer permissions and prerequisites to offer setup and acceptance)? That’s where App Advisor can help. Use App Advisor to move your Marketplace deal forward App Advisor brings the detailed, curated guidance together in one place. You can use it to understand: When to use a negotiated deal, Which type of negotiated deal to choose, What you need to know about your customer to start, How to move through the process with customer checklists, walkthroughs, and supporting resources. Ready to customize and close your next deal? Use App Advisor to learn how to create a to-customer private offer and turn customer interest into a Marketplace sale. Next, we’ll look at resale enabled offers (REO) and how they can help you expand your Marketplace sales motion through channel partners.
Grow your sales on Marketplace: App Advisor helps you understand improvements to negotiated deals
Want to dive into the details of negotiated deals and how to create them? Head to App Advisor: https://aka.ms/GrowMySales Not all customers buy apps in the same way. Some need negotiated pricing. Others have specific contract or billing requirements. Some want to buy through a trusted channel partner. Microsoft Marketplace already supports these scenarios through negotiated deals. Now, several new capabilities make those motions more flexible, accessible, and scalable. How do I sell more apps and agents? The best way to sell more apps and agents is to expand your sales footprint, not build more. This means making your apps and agents available through private offers, negotiated deals, and selling through channel partners. These types of deals have always given you flexibility, but new releases have improved their functionality. No matter how you’re selling, chances are good that you could grow your sales with at least one type of private offer (each detailed in App Advisor) Sell directly without another party → to-customer private offer. Bring a channel partner into a direct customer deal → Multi-party private offers (MPO). Authorize partners to repeatedly resell your offer → Resale enabled offers (REO). Sell through a customer's Cloud Solution Provider → CSP private offer. What changed for negotiated deals Over the last two months, Microsoft has improved capabilities and availability of several types of negotiated deals: Request private offer: Customers can now initiate a conversation about customized pricing and terms directly from an eligible Marketplace listing. Partners configure this when publishing an offer and a button appears on the listing for customers to reach out, reducing the gap between discovering an offer and beginning a negotiated sale. Custom contract lengths: Software companies can create eligible private offers with nonstandard contract lengths defined in months, including terms such as 18 months, with support extending up to 10 years for eligible SaaS and Professional Services scenarios. This helps align Marketplace transactions more closely with contracts negotiated with customers. Flexible billing: Eligible private offers can use customized billing schedules rather than forcing the transaction into a standard cadence. Current Microsoft documentation supports up to 70 installments and terms up to 120 months/10 years in supported scenarios. Expanded MPO reach: After expanding into 30 European countries earlier in the year, MPO expanded to Australia, Japan, and South Africa last month, creating more opportunities for software companies and channel partners to collaborate on Marketplace transactions. Expanded REO reach: REO expanded to New Zealand, extending the channel-led resale model into another market. What comes next Interested in expanding your sales footprint with minimal overhead? Follow along in this series as we discuss each type of private offer and advantages of each. To get started today, explore your negotiated selling options with App Advisor: https://aka.ms/GrowMySalesWhat's preventing your Marketplace growth engine from scaling?
Many SDCs know where they want to go with Marketplace, but struggle to turn individual activities into a repeatable growth motion. The latest in the Sell more with App Advisor blog series, asks: ✅ What part of your Marketplace journey is most repeatable today? ✅ Where do you still rely on manual effort or tribal knowledge? ✅ If you could eliminate one friction point between building, publishing, and growing, what would it be? Read the blog and share your thoughts: Build a Repeatable Marketplace Growth Engine with App Advisor The responses could generate useful insights for future Marketplace content and help identify common challenges across the community!Build a repeatable Marketplace growth engine with App Advisor to sell more
Publishing your offer is only the beginning. Learn how App Advisor helps software development companies build a repeatable Marketplace growth engine with curated go-to-market guidance, Marketplace Insights, AI-powered optimization, and proven best practices that drive long-term visibility, engagement, and revenue growth.What are your frictions points between build and revenue?
Turning a great product into Marketplace revenue isn't always straightforward. The latest post in the Sell More with App Advisor blog series highlights How to use App Advisor to avoid 5 common mistakes and sell more on Marketplace Many software companies have the technical capability to build great solutions, but still encounter delays caused by fragmented guidance, uncertainty about next steps, or difficulty navigating Marketplace programs and processes. That's exactly the challenge App Advisor is designed to address. 💬 Where does your team encounter the most friction today? Choosing the right Marketplace offer type? Finding the right architecture patterns or code samples? Publishing and optimizing listings? Understanding co-sell and negotiated deal opportunities? Scaling revenue after launch? If you haven't explored it yet, check out the latest post in our Sell More with App Advisor series and join the conversation.Why some apps reach revenue faster than others—and how App Advisor helps close the gap
Your team is working hard to build powerful apps, agents, AI solutions, and industry-specific offerings designed to solve real customer problems. The challenge is getting those solutions to market—and generating revenue at scale—as quicklyClarity 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.
