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
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
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