Third Party Offers Connecting ISVs with MSPs to co-sell solutions through the Microsoft partner channel

Program Overview Value to ISV Value to MSP Value to Customer Extend market reach through Microsoft partner channel Leverage partner GTM and sales enablement resources to drive scale reducing sales operation costs Leverage Microsoft provisioning, identity and commerce platforms Value to MSP Bundle 1st and 3rd party solutions to create new customer value and differentiation Increase profitability through additional managed services Develop deeper trusted advisor relationships with customers Ability to purchase integrated solutions from single partner Integration with services and applications Value to Customer Welcome to the “Sell Your App through MSPs” program. This program is designed around a Microsoft platform that enables first- and third-party solutions and channel partners to find each other and create the best solutions to solve customers’ business needs. The idea is that there are so many ISV partners in the ecosystem creating powerful and unique solutions in response to customer business pains. But, it is often difficult to take an app to market fast enough in such a competitive technology marketplace. Enter Managed Services Partners. MSPs have established a successful sales channel to reach a breadth of small and midsized customers. By partnering together, ISVs and MSPs can reach more customers in a timely and efficient manner by leveraging an established sales channel. And, as you know, quickly taking innovative new solutions to market is good for everyone’s bottom line.

Program Design ISV Partner MSP Partner Microsoft Partner Center SaaS Apps based on Microsoft products: Office 365 Azure Windows SQL Dynamics 365 To engage in the program, ISV partners can visit ISV Hub on the Microsoft Partner Network (MPN) and fill out the [Nomination Form]. After review by a Microsoft governance council, ISVs that meet the minimum criteria of MPN membership, Single Sign-On authentication, and Admin-on-Behalf capabilities, will be invited to join the program. A publishing agreement will be sent via email from the Microsoft Operations team. Once the agreement has been signed, ISV partners are invited to upload marketing and sales collateral to help MSP Partners understand the offering and sales opportunity. If the ISV partner does not already have collateral, or needs help creating it, agency resources can be recommended. After the ISV’s marketing and sales collateral has been certified by Microsoft, it is loaded into Partner Center and made visible to the MSP Partner Ecosystem. At that point, partners are able to discover and share solutions and work together to address specific customer needs. Wants to publish an app Wants to sell through Microsoft channel partners Direct Sales Motions Indirect Sales Motions

Program Benefits Growing trends in the industry highlight the need to continually focus on differentiation Adding third party solutions to your portfolio is one way to meet your customers evolving needs Partnerships that complement and extend your solutions and services will maximize your customer relationships and build loyalty The Microsoft Third Party Offers program provides certified ISV solutions for those P2P solutions your customers are needing. Partners can bring added value to their customers through these partnerships, bringing in the integrated solution at the right time. There are numerous benefits of joining the Microsoft Partner Center platform, including the opportunity to offer uniquely differentiated service offerings for target customers, and selling through an established channel by working with partners that have longstanding relationships with customers.

Program Requirements for ISVs STEP 1 STEP 2 Confirm requirements for program: SaaS application SSO AOBO Sign ISV Publishing agreement STEP 3 STEP 4 Complete GTM Materials Two Page Customer Datasheet Customer Pitch deck Demo/Video STEP 5 Complete Sales Enablement Selling Guide FAQ Support Document ISV SKU Onboard to Partner Center Match and Co-Brand with MSP There are just a few requirements for ISV partners to join the program, including: You must have a SaaS app that can be sold as a subscription model. You must have single-sign-on authentication You must have admin on-behalf capabilities And finally, you need to have a current Microsoft Partner Network ID. Once your app has been approved and you’ve signed the publishing agreement, it’s time to develop your marketing and sales collateral …

Marketing and Sales Materials Value Proposition Go-to-Market Content Sales Enablement Content Marketing Content Required 2-page customer- facing brief Customer-facing pitch deck Better Together Video Recommended Customer-facing value messaging framework There are a few pieces of collateral that are required in order for an MSP partner to truly understand your offering and the sales opportunity associated with it. Creating strong marketing and sales collateral will lead to more interest from MSPs and a better chance of gaining traction with their sales teams. As you can see here, there are a few required documents to make your solution ready to publish in Partner Center, and there are many other recommended templates on ISV Hub to help you tell your story most effectively. Required Sales Guide Recommended FAQ Demo scripts Technical Implementation Guide Required Email Blast Content Recommended Landing Page Content Social Media Plan

Thank you for your interest in this program Thank you for your interest in this program. We are looking forward to seeing your success in selling through the Microsoft Partner Channel.