Microsoft value proposition

Selling through

Azure Marketplace

Cooperation with Strategic Partners (ISVs)

Sales cooperation

✓Direct Microsoft seller connection

✓Reseller channel / Partner to Partner

✓Web/Marketplace and In-product

Go To Market cooperation

✓Leads Generation: campaigns & events

✓GTM Benefits (PR, case study…)

✓Geo-Expansion

Technology cooperation

✓Technical working sessions

✓Architecture optimization

✓Connection to product groups

Knowledge transfer and tech skills

✓Digital, myLearn, Solution Workspace

✓Inspire Partner / Build Conference

✓Trainings and Certifications

Access to cloud platform in over 120 DCs

✓Licensing support & ISV Incentives PaEC 15%

✓Microsoft Partner Network as a part of competencies

✓End Customer Investment Found

Microsoft’s commercial marketplace

PUBLISHERS BUYERSIaaS

ONE CATALOG

Benefits

• Expand your reach

• Extend to new channels

• Accelerate your business with

GTM benefits and rewards

Benefits

• Rapid solution discovery

• Immediate deployment

• Consolidated billing

System Integrators & Advisors

SolutionProviders

Solution Aggregators

Edge

Largest, Most Diverse Partner Ecosystem

Developer

CommunityIndustries

Government

Manufacturing

Health

Retail

Automotive

Education

Financial Services

Media & Comms

Transactable offers drive results

Audience/users

Catalog

• 4M unique monthly visitors accessing in-product

and web properties 8M times per month

• 10,000+ publishers globally

• 24 000+ total offers

• 400% user increase YoY

Success characteristics

• Leverage the marketplace as a

deliberate sales channel > 140

countries 24/7 and GTM motion

• Listing transact or trial offers

(customers are far more likely to

action these offers than list-only)

• Leverage the benefits from the

Marketplace Rewards program

The more you engage, the more you get backCreating a stronger customer experience results in wider benefits for all

Ma

rketi

ng

, Sa

les

& T

ech

nic

al

Ben

efi

ts

Transact in marketplace to

unlock an evergreen

engagement in GTM and

access multiple channels

Entry stage benefits

for all new offers

Add a trial to receive

enhanced benefits to

accelerate your listing

TransactList Trial

Enable customers to deploy

your offer quickly

BYOLDemonstrate your solution’s

capabilities and convert your

customers faster

For customers to buy

and deploy your offer“Contact Me”- lead generation for all

commercial marketplace solutions

GTM benefits - examples

Mini Case Study Social Promotion

Featured Apps Press Release

Learning Media Webcast

Listing Optimization

List and Trial benefits

Offer type

Go-To-Market benefit All ListingsService proof of concept,

implementation, or workshop offersTrial offers

Co-sell solution finder listing guidance ✓ ✓ ✓

Commercial marketplace listing optimization ✓ ✓ ✓

Commercial marketplace what’s new blog ✓ ✓ ✓

Commercial marketplace marketing toolkit ✓ ✓ ✓

Market research and marketing materials: partner marketing center ✓ ✓ ✓

Self-serve digital marketing on demand ✓ ✓ ✓

Partnering and global expansion readiness assessments ✓ ✓ ✓

Onboarding documentation ✓ ✓ ✓

Commercial marketplace forums ✓ ✓ ✓

Microsoft 365 E5 developer subscription (Windows not included) ✓ ✓ ✓

Marketplace Rewards testimonial ✓ ✓ ✓

Press release support ✓ ✓

Partner or customer success story ✓ ✓

Commercial marketplace featured category placement ✓ ✓

* All benefits subject to change

Marketing benefits for transact offers

Commercial Marketplace Billed Sales or Seats Sold*:

Marketing benefit Publisher $500

$25K

or 250

seats

$50K

or 500

seats

$100K

or 1K

seats

$500K

or 5K

seats

$1M

or 10K

seats

$2M

or 20K

seats

$5M

or 50K

seats

Market research and marketing materials: partner marketing center ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Self-serve digital marketing on demand ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Partnering and global expansion readiness assessments ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Commercial marketplace listing optimization ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Commercial marketplace marketing toolkit ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Commercial marketplace what’s new blog with social amplification ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Press release support ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Marketplace Rewards testimonial ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Commercial marketplace featured category placement ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Commercial marketplace blog feature ✓ ✓ ✓ ✓ ✓ ✓ ✓

Azure sponsorship for Test Drive/trial sandbox $5K $10K $50K $75K $100K $200K

Partner or customer success story ✓ ✓ ✓ ✓ ✓

Partner spotlight in Microsoft internal commercial marketplace newsletter ✓ ✓ ✓ ✓

Social promotion spotlight ✓ ✓ ✓

Commercial marketplace featured home page placement ✓ ✓ ✓

Individual guest blog post ✓ ✓ ✓

Microsoft executive event endorsement ✓ ✓ ✓

All benefits subject to change

* Seats sold threshold applies to Microsoft 365 apps only (SaaS applications that have integrations with Microsoft Teams, Office, Outlook, or SharePoint) and benefits must be completed by June 30, 2021

Sales benefits for transact offers

Commercial Marketplace Billed Sales or Seats Sold*:

Sales benefit Publisher $500

$25K

or 250

seats

$50K

or 500

seats

$100K

or 1K

seats

$500K

or 5K

seats

$1M

or 10K

seats

$2M

or 20K

seats

$5M

or 50K

seats

Co-sell solution finder listing guidance ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Azure portal solution promotion ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Azure sponsorship for deployment/proof of concept $1K $5K $10K $25K $50K $75K $100K $200K

Microsoft seller webinar ✓ ✓ ✓ ✓ ✓

Solution spotlight to Microsoft sales team ✓ ✓ ✓ ✓ ✓

To-customer webinar with demand generation ✓ ✓ ✓ ✓

All benefits subject to change

* Seats sold threshold applies to Microsoft 365 apps only (SaaS applications that have integrations with Microsoft Teams, Office, Outlook, or SharePoint) and benefits must be completed by June 30, 2021

Technical benefits for transact offers

Commercial Marketplace Billed Sales or Seats Sold*:

Technical benefit Publisher $500

$25K

or 250

seats

$50K

or 500

seats

$100K

or 1K

seats

$500K

or 5K

seats

$1M

or 10K

seats

$2M

or 20K

seats

$5M

or 50K

seats

Onboarding documentation ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Commercial marketplace forums ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Commercial marketplace consultation: architecture guidance ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Microsoft 365 E5 developer subscription (Windows not

included)✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓

Azure sponsorship for commercial marketplace publishing

development/testing$2K $5K $20K $30K $50K $100K

Azure Active Directory integration for transact offers ✓ ✓ ✓ ✓ ✓

All benefits subject to change

* Seats sold threshold applies to Microsoft 365 apps only (SaaS applications that have integrations with Microsoft Teams, Office, Outlook, or SharePoint) and benefits must be completed by June 30, 2021

Clear logo

Descriptive

name

Trials

increase

engagement

Product images and videos

improve conversion

Clearly articulated benefits

Easy to access, clear pricing

information

Clear CTA

Invest time in a strong listing

What are scenarios for transactable approach?

Getting started

14 14

Join Microsoft Partner Network

www.partner.microsoft.com

Evaluate the marketplace options and

publish your offer in Microsoft

AppSource or Azure Marketplace

Our team will reach out within 3 weeks of

publishing your offer to begin your

engagement

See your eligible benefits in Partner Center

Commercial marketplace offers

Offer Type Description Deployed in Customer’s

Azure Subscription

Virtual Machine Partner solution packaged in a Virtual Machine Yes

Azure Apps Partner solution is packaged using an ARM Template

that describes complex infrastructure

Yes

Containers Partner Solution is packaged as Container Yes

SaaS Applications Partner Solution is implemented as a SaaS application No

Consulting Service Partner Solution is described as a Consulting Service No

SaaS offer Pricing Options: Per Month/Year

Pricing Option Description Example Plans for an Offer

Seat Based

(Monthly/Annual)

(NEW) Seat Base Billing, Multiple Plans

Allowed. Can be Per Month or Per Year

• Plan 1 – Basic $6/month/Seat

• Plan 2 – Premium $1200/Year/Seat

Flat Rate

(Monthly/Annual)

For a Single Plan, you can combine the

billing Terms (Monthly, Annual)

• Plan 1 – Basic:

– $6/Month

– $50/Year (- $22 discount)

• Plan 2 – Premium:

– $10/Month

– $1000/Year ( - $200 discount)

Multi-DimensionConsumption based on multiple dimensions. Up

to 10 dimensions allowed.

• Plan C – Basic (Picture Send/Picture

Received/ Bandwidth(Mb))

– D1 – Picture Send $0.10/unit

– D2 – Picture Received $0.12/unit

– D3 – Per Megabit Send $0.25/unit

Plan configuration

• Plan can be public or private (alowed subscriptrions ID)

• Offer can be in preview for selected audience (alowed subscripion IDs)

• Plan can be limited to list of the countries

One offer - multiple plans

MarketplaceDEMO

Easier than you think!

Q&A

Radoslaw OsinskiCEE Cloud Solution Architect

Linkedin: aka.ms/Radek