Maximize Co-Sell Programs: Tap into Microsoft's Sales Team
Maximize Co-Sell Programs: Participate in Microsoft’s Co-Sell program to tap into joint selling opportunities with Microsoft's sales teams. The Microsoft partner ecosystem offers vast potential. However, finding the right growth path within this network can be challenging. This post simplifies the Microsoft Co-Sell program and provides actionable strategies for success.
What is the Microsoft Co-Sell Program?
The Microsoft Co-Sell program connects Microsoft partners with Microsoft's sales team and other channel partners. This collaborative selling initiative fosters sales opportunities, lead sharing, and stronger sales planning. It’s a team effort where everyone wins. The program goes beyond selling Microsoft products; it integrates partner offers and expertise with Microsoft technologies.
Three Main Co-Sell Channels with Microsoft
Microsoft offers three co-sell channels: Direct, AppSource, and Azure Marketplace. Each offers partners distinct advantages for reaching customers and expanding their customer base.
Direct Co-Sell Channel
The Direct Co-Sell channel allows close collaboration with Microsoft sales teams, aligning strategic objectives. Joint sales efforts create unified sales pitches directly to customers, emphasizing better-together stories and driving multi-faceted success.
AppSource Co-Sell Channel
AppSource is the hub for line-of-business applications. It connects partners with customers seeking software like CRM systems or industry-specific solutions. Microsoft AppSource is a digital storefront where partners showcase offers. They can engage prospects with demos and trials, simplifying the buying process through direct Marketplace purchases. This allows even newer partners easier access to global markets.
Azure Marketplace Co-Sell Channel
For cloud-based offerings or Azure integrations, the Azure Marketplace is ideal. Listing solutions here gives partners access to customers across various industries using Microsoft's cloud computing services. The Azure Certified program establishes credibility, assuring customers of seamless integration with Microsoft products.
Ravi C. K.
Steps to Join the Microsoft Co-Sell Program
Joining the co-sell program is a step-by-step process that increases partner visibility within the Microsoft partner ecosystem.
- Start with Partner Center: Register for a Microsoft Partner Center account to obtain a PartnerID and complete your business profile. Refer to Microsoft Learn for detailed guidance. Having a complete business profile enhances your presence within the Microsoft ecosystem.
- Publish Your Offering: Publish your offering on the appropriate Microsoft Commercial Marketplace. Ensure all technical and business requirements are met. Then configure your co-sell solution as detailed on Microsoft Learn. At this stage, your offer is listed but not yet "Co-Sell Ready."
- Become Co-Sell Ready: Finalize your listing with all necessary details, including sales contacts. Create compelling sales pitch content using Microsoft's resources to highlight how your offer complements Microsoft services. Achieving co-sell-ready status opens doors to collaboration with Microsoft's sales force.
- Boost Co-sell Opportunities by working towards the next Tier: "Co-sell Incentivized": Strive for “Co-sell Incentivized” status to further motivate Microsoft sellers to promote your SaaS offerings through the Marketplace. This helps partners work toward the Microsoft Azure Consumption Commitment (MACC) eligibility requirements, requiring "$100,000 or more trailing Azure consumed revenue, with 5 deals under Co-sell eligible, IP solution published to Azure marketplace." Learn more about the Microsoft Azure Consumption Commitment.
Real-World Examples and Tips
Databricks leveraged the Azure Marketplace to showcase their data analytics platform and experienced immediate success. This demonstrates the effectiveness of cloud-centric co-sell strategies. Hybr gained recognition by addressing customer needs for cloud cost management.
Microsoft emphasizes aligning partner programs with its annual flagship event, Microsoft Ignite. Microsoft Ignite provides direction and fosters ecosystem collaboration. Preparing for Microsoft Ignite 2024 can enhance partner sales efforts. Review 2024 Event Insights and explore opportunities to be recognized as a Microsoft Partner of the Year, which enhances co-selling value.
The alignment of the Microsoft AI Cloud Partner Program (MCAPS) Start for Partners with Microsoft Ignite 2024 underscores the benefits of ecosystem collaboration. Through the Microsoft Co-Sell program, partners gain access to Microsoft’s extensive network and support. Practical strategies facilitate meaningful, direct collaboration within the AI Cloud Partner Program.
Why the Co-Sell Program Matters for Growth
Co-selling yields impressive results. One article reported over "$9 billion in revenue from 36,000 closed co-sell projects between Microsoft and partners.” Joint go-to-market strategies are increasingly crucial for SaaS organizations. A 2023 study revealed that nearly half of all SaaS companies utilize this sales strategy.
Microsoft champions co-selling to empower its partners’ success. Partners benefit from access to Microsoft’s sales, marketing efforts, and its vast customer network. The Co-sell program expands partners’ reach, driving effective sales and accelerating business growth within the Microsoft Partner ecosystem.
Maximize Co-Sell Programs: Participate in Microsoft’s Co-Sell Program
Maximize Co-Sell Programs: Participate in Microsoft’s Co-Sell Program to expand your market reach through Microsoft's sales teams and its global network. It delivers greater value and more comprehensive solutions for shared clients. Integrating your offers with Microsoft technologies creates a symbiotic relationship, builds trust, and conveys a “better together” message. This fuels growth for both partners and Microsoft.
The ISV Connect program further supports partners working with Microsoft technologies like Power Apps. This program provides additional resources and benefits, allowing partners to connect with Microsoft's sales teams. Leverage the Co-Sell program’s opportunities and propel your business forward.
Microsoft CSP and Co-Sell
Want to supercharge your sales as a Microsoft CSP partner? Think about joining Microsoft's Co-Sell program. It's a great way to work with Microsoft's sales team and reach more customers. This helps everyone win more deals.
Co-selling gives you a big advantage. You and Microsoft both know a lot about the products. This combined knowledge helps you give better solutions to customers. This builds trust and makes closing deals smoother. Microsoft's team has tons of experience. They can give you valuable insights into customer needs.
Microsoft invests in joint business planning with Co-Sell partners. This planning lets you create a shared roadmap for success.
Also, the program gives you more chances to show what you offer. This can lead to big deals and a bigger client base. Because you're working with Microsoft, your offers have more weight. Customers trust your solutions more because of Microsoft's backing.
How can Cloud Assert help?
Selling Microsoft cloud solutions as a Cloud Solution Provider (CSP) can feel like a race. But you don’t have to run it alone. Microsoft’s Co-Sell program lets you partner with their sales teams. This can seriously boost your sales.
But how can you really get the most out of co-selling? This is where Cloud Assert comes in. We give you the tools and help you need to succeed. We know co-selling can be tricky. That's why we’re here to make it easier.
We help you find the best opportunities to productize your solutions, either as pre-packaged solution (product) or as a consulting service offering.
We help you manage your co-sell engagements. This includes tracking your progress and measuring results. You’ll see what's working and what's not. Then you can make changes to sell more.
Here’s how Cloud Assert helps you with the Microsoft Co-Sell program:
- We help you join the program. We’ll guide you through the steps. It's easy with our help.
- We work with your team to come up with the right way to structure the offer, SKUs, and pricing.
- We give you sales and marketing help. This includes creating joint marketing plans.
- Our SEO and Digital Marketing team will help create appropriate content based on Keyword Analysis and content research
- We will help you create the offers, publish in Microsoft marketplace channels and get it certified.
- We will help convert offers to 'transactable offer', which will enable customers to purchase and do payment transactions via Microsoft - this breaks any adoption blockers, removes barriers for entry to the customers, thus resulting in increased sales and customer growth
- We will help you to manage and publish your offers through Microsoft CSP Partner Marketplace, improving your reach further
- We give you co-sell training. We’ll teach you how to work effectively with Microsoft’s sales team
- With Hybr CSP Billing platform, you can optionally setup your own white label marketplace, billing, invoicing and self-service portal
- If you need a backend usage tracking, metering and billing, optionally you can leverage Hybr SaaS Billing solution.
We at Cloud Assert believe in strong relationships. Together, we can reach more customers and grow your business. The Co-Sell program is a great chance to grow. Cloud Assert is here to help you take full advantage of it. We can help you build stronger customer relationships. Reach out to Cloud Assert if you like to take advantage and GTM your offer within 10 days.
Conclusion
Productize your service offerings, leverage Microsoft marketplace channels to make your offers discoverable to potential customers.
Maximize Co-Sell Programs: Participate in Microsoft’s Co-Sell Program to tap into joint selling opportunities with Microsoft's sales team. It unlocks access to a broad customer base within the thriving Microsoft partner ecosystem. The Co-Sell program, with its various channels, empowers partners at all levels. Whether starting with a smaller offering or expanding into larger Microsoft services, partners receive immediate support.
The program allows partners to choose the co-sell eligible geography most aligned with their current customer base. Maintaining an active commercial marketplace account, whether in Azure Marketplace or AppSource, is essential for continued program engagement and ensuring a clear understanding of co-sell status. Leveraging the combined power of your solutions and Microsoft’s offerings delivers compelling value propositions to shared clients, maximizing joint sales and mutual success. Participate in the Co-sell Program and unlock its numerous opportunities today.
Ravi C. K.
