Recent DiscussionsMost RecentNewest TopicsMost LikesSolutionsTagged:TagRe: Revenue recognition for selling partners in multi-party private offers Daniel_Langille This is a concern for some selling partners and rightfully so in many cases. This is a scenario where the customer may drive the decision. If the ISV’s offer is Azure Benefit Eligible and the customer wants to use MACC Decrement the selling partner may not have a choice as the ISV and Customer can complete the transaction via ISV-Customer private offer. If the customer is not using MACC Decrement, the customer may still force the transaction to flow through marketplace for a variety of reasons (modern procurement, better deal from the ISV, etc.) or the ISV may force the issue (deal velocity, lower COGS, trying to achieve higher co-sell status, aligning to Microsoft account team, etc). For some deals, especially larger deals, losing out on top line revenue can be a significant issue for the selling partner but there is value in moving to marketplace (deal velocity, lower COGS, account team relationship, etc.) and many selling partners have already shifted their models, especially seller compensation, to account for marketplace transactions. Personally, where I have seen the most pain for the selling partner is when they realize they are only getting margin at the very end of the sales cycle. Getting this all ironed out early in deal construction, will alleviate issues for all parties and give the ISV and customer time to drive to the right outcome. New webinar on May 11th! - Sell with Partners, Best practices from Microsoft and Pax8! Sell your marketplace apps with Microsoft partners - Best practices from Microsoft and Pax8 Join Microsoft and Pax8 for best practices on selling your marketplace applications through the 90,000 strong Microsoft Cloud Solution Provider ecosystem. During this 30-minute session with Microsoft and Pax8, a born in the cloud technology company, you’ll learn best practices for engaging with Distributors in the Microsoft partner ecosystem including critical elements for success by joining a cloud marketplace that unlocks a universe of possibility. What are Distributors (Indirect CSPs) looking for when selecting and going to market with software publishers in Microsoft commercial marketplace? How to prepare and deliver your pitch to potential CSPs. How do Indirect CSPs position your applications to their 1000’s of Indirect Resellers? When is the right time for you to engage with Pax8? Best practices for publishing Channel Ready CSP private offers in marketplace. When: May 11, 2023 1:00 PM (America/New_York) Duration: 30 minutes Click here to register now! Re: Get Channel Ready – Sell your marketplace apps with Microsoft Partners! GauravTiwari Hi Gaurav – Yes! You can sell office apps but you should check to make sure that you are publishing in Azure Marketplace as well. A couple of helpful links and a link to an upcoming webinar. Categories and subcategories in the commercial marketplace - Marketplace publisher | Microsoft Learn Configure ISV to CSP partner private offers in Microsoft Partner Center - Marketplace publisher | Microsoft Learn Sell your marketplace apps with Microsoft partners - Best practices from Microsoft and Pax8 Registration Page (eventbuilder.com)
Recent Blog ArticlesMost RecentMost LikesActivating channel opportunities through the Microsoft commercial marketplace Microsoft commercial marketplace supports partners in addressing customers’ cloud needs through various deal-making scenarios. In the Ignite session titled “Activating the Channel Opportunity Through...Learn about Multiparty Private Offers Campaign in a Box The “Multiparty Private Offers Campaign in a Box” is a collection of assets available on the Microsoft Partner Marketing Center intended to help ISVs quickly execute a campaign to grow the...
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