The webinar by @partner insights and strongly supported by Microsoft (with sponsorship from Clazar and Labra) was phenomenal!
2 hours packed with insights on the topics of marketplace and ecosystem growth, themes around Azure Marketplace and AI + panels on co-sell and ecosystems. While every one of our participants contributed in a meaningful way, a number of comments really stood out to me.
Partner multiple (of hyper-scaler ("HS") revenue) exceeds 6x for all tracked partners. The multiple for Microsoft partners now exceeds 7x (Jay)
Momentum for Azure Marketplace is in full swing - 100% yoy growth in volume and over double that for volume of private offers (Ryan)
While too early to share much of the FY25 plans, Marketplace will continue to be a priority for Microsoft, with more details coming soon. 3 priorities are AI, empowering partners success, and unlocking growth (Ryan)
Multiparty private offers ("MPO" - a variant of private offers that involves a traditional channel partner + at least one ISV product) are 2x larger than average transaction values (Ryan)
Co-sell panel
"getting the attention of Microsoft sellers" - ISV partners MUST show Microsoft sellers why they should care. Be explicit, be diligent, and be persistent. (BTW, this applies to all HS sellers!)
Register leads in Partner Center with details and context so Microsoft sellers understand exactly where you need help.
But don't register everything! Quality over quantity matters - don't distract your co-sell partners by sending noise.
Leverage AI to automate the co-sell and private offer activities. NOTE: marketplace orchestration platform vendors and services firms are out there, so look around if you need help.
Ecosystem panel
MPOs are a great way for unmanaged Microsoft partner ISVs to find new routes to market
Grow your channel network efficiently through Marketplace and MPO, but be selective - seek those SIs, VARs, etc. that align best to your ICP, your offer, your pricing and, most importantly (to me, the author here), your focus on customer value and trust
Astute SIs like Presidio have uncovered new MACC opportunities for Microsoft sellers - talk about a way to get the seller's attention - this hits the mark!
Customer experience is strong with MPO offers, as it simplifies procurement and often delivers, and end-to-end solution (generally faster time-to-value)
Many of us will work with Partner Insight to create new content that addresses the many questions that came in prior to the event + the others that came in from participants. Follow me and connect with Roman at Partner Insight to get these insights!
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