1. 7/25/ :11 PM
Go-To-Market services for partners with a marketplace offer Publish your solution or service on Azure Marketplace or AppSource to get started or with questions
April 2019
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Invest in marketplace and see the results
Get more leads
Convert prospects faster
Lower the cost of selling
Reach a global market
Leverage Microsoft’s investment in marketing and brand recognition
Make it easy for partners or Microsoft sales teams to share your solutions
Unlock joint GTM with Microsoft

3. Marketplace: The launchpad for doing business with Microsoft
Go live with a marketplace offer and jump start your business flywheel
Promotion
Azure Marketplace
& AppSource
List
Trial
Transact
LAUNCH
Contact Me
lead generation for all marketplace solutions
Free Trial
demonstrate your solution’s capabilities and convert your customers faster
Get It Now 
for customers to buy and deploy your offer: unlock a whole new realm of benefits
GROW
MARKET
Selling & marketing together
Demand generation
There are multiple ways to have a presence in marketplace
All of them prepare you to sell with the Microsoft field
© Microsoft Corporation Azure

4. Free benefits to all publishers for new offers
Get 360-degree support with marketing, sales and technical benefits
Technical
Onboarding
Technical support
Application  architecture consultation
Marketplace Rewards
Microsoft marketing campaign inclusion
Merchandising and Microsoft sites promotion
Co-Market
Co-Sell
Azure Sponsorship for customer trials/POC
Marketplace Co-Sell leads qualification
Channel strategy consultations
GTM: helping you with social promotion and PR, AAD setup and onboarding, listing optimization and OCP catalog optimization

5. The deeper you engage, the deeper we invest
Creating a stronger customer experience results in wider benefits for all
Marketing, Sales & Technical Benefits
Transact in marketplace to unlock an evergreen engagement in GTM
Add a trial to receive enhanced benefits to accelerate your listing
GTM: helping you with social promotion and PR, AAD setup and onboarding, listing optimization and OCP catalog optimization
Entry stage benefits for all new offers
List
Trial
Transact

6. Accelerate your business transacting through marketplace
Publish a virtual machine, Azure application, or transactable SaaS offer to be eligible for Marketplace Rewards.
As you grow your marketplace offer’s business, you unlock new benefits to help accelerate even further.
Get the benefits that map to your needs in your marketplace business growth journey
MARKETPLACE BILLED SALES
Transact
Publisher
$25K
Billed Sales
$50K
$100K
$500K
$1M
$2M
$5M
Awareness
Demand gen
Co-Sell Ready
Lead development
Sales enablement
For questions, please
BENEFITS STAGE
© Microsoft Corporation Azure
All activities subject to change
All tiers are adjusted for foreign exchange rates based on partner marketplace payout currency

7. List and Trial Benefits
Offer type
Go-To-Market service
All listings
Service proof of concept, implementation, or workshop
App trial
Partner listing optimization: AppSource Co-Sell solution finder
Marketplace listing optimization
Marketplace blog with newsletter and social amplification
Social promotion spotlight
Press release support
Partner success story
Azure sponsored accounts
Marketplace category promotion
Microsoft seller webinar

8. Marketing benefits for transact offers
Publisher
$25K
Billed
sales
$50K
$100K
$500K
$1M
$2M
$5M
White glove onboarding
Market research and marketing materials: Partner marketing center
Self-serve digital marketing on demand
Partner to partner and geo expansion readiness assessments
Marketplace listing optimization
Marketing basic toolkit
Marketplace blog with newsletter and social amplification
Marketplace performance insights
Social promotion spotlight
Press release support
Partner success story
Test drive/trial sandbox sponsorship
$10K
$75K
$200K
Marketplace featured category placement
Marketing advanced toolkit
Marketplace featured homepage placement
Individual blog feature
Microsoft executive public relations endorsement
Custom co-marketing engagements
All activities subject to change
All tiers are adjusted for foreign exchange rates based on partner marketplace payout currency

9. Sales benefits for transact offers
Publisher
$25K
Billed
sales
$50K
$100K
$500K
$1M
$2M
$5M
AppSource Co-Sell solution finder listing optimization
Microsoft seller webinar
Solution spotlight in sales team newsletter
Azure sponsored accounts for deployment/proof of concept
$10K
$75K
$200K
Lead qualification
P2P workshop (virtual)
Sales enablement package
Telesales campaign
In-product solution promotion 
Recommended product at customer purchase
P2P workshop (in person)
All activities subject to change
All tiers are adjusted for foreign exchange rates based on partner marketplace payout currency

10. Technical benefits for transact offers
Publisher
$25K
Billed
sales
$50K
$100K
$500K
$1M
$2M
$5M
Onboarding documentation
Marketplace forums
Marketplace consultation: architecture guidance
Azure active directory integration for transact offers
Development and testing sponsorship for Marketplace publishing
$5K
$20K
$30K
All activities subject to change
All tiers are adjusted for foreign exchange rates based on partner marketplace payout currency

11. Getting Started Join Microsoft Partner Network
Evaluate the marketplace options and publish your offer in Azure Marketplace or AppSource
Our team will reach out within 3 weeks of publishing your offer to begin your engagement
Questions? 11

13. Appendix
Offer descriptions

14. All listings
You qualify for go-to-market benefits just by listing your solution or service in Microsoft Azure Marketplace or AppSource. You’ll get professional, customized marketing guidance to optimize your marketplace listing, support with creating a listing in the Microsoft internal catalog accessed by the global sales field, and a feature in a marketplace blog post, which will be promoted in newsletters and social media.
Optimized Azure Marketplace listing
Optimized AppSource listing
Partner listing optimization: AppSource co-sell solution finder: Listing showcasing your solution to Microsoft sellers and marketers
Marketplace listing optimization: Personalized support for improving your solution listing
Marketplace blog with newsletter and social amplification: Feature in a marketplace blog post, which is promoted in newsletters and social media
Implementing the solutions offered by Microsoft and the go-to-market services team led to a 174 percent rise in visitors to our website and more than four times our typical number of new leads.
Arijit Sengupta
BeyondCore Founder and CEO

15. Proof of concept, implementation, or workshop consulting services
Once you’ve listed a consulting offer that includes a proof of concept (PoC), implementation, or a workshop in Microsoft Azure Marketplace or AppSource, you’ll get the go-to-market benefits for all listings, plus a whole lot more. Increase visibility for your service by joining forces with one of the most valuable technology brands in the world through social media, PR, a short case study published on Microsoft.com, and premium placement in the marketplace. If you have a gold Microsoft partner program competency, you’re eligible for even more benefits that will help you activate the largest sales team and partner ecosystem in the industry.
Press release support
AppSource category promotion
Partner listing optimization: AppSource co-sell solution finder: Listing showcasing your solution to Microsoft sellers and marketers
Marketplace listing optimization: Personalized support for improving your solution listing
Marketplace blog with newsletter and social amplification: Feature in a marketplace blog post, which is promoted in newsletters and social media
Social promotion spotlight: Post on a Microsoft Twitter outlet highlighting your solution 
Press release support: Approval of partner-drafted press release and Microsoft representative quote 
Partner success story: Story on Partner.Microsoft.com about your solution and how it benefits from development on the Microsoft platform 
Azure sponsored accounts*: Free Azure for your customers to offset the cost of Azure usage for the engagement
Marketplace category promotion**: Promotion in featured spots in Azure Marketplace or AppSource
Microsoft seller webinar***: Live recorded webinar for Microsoft sales field featuring your speakers
* Requires silver or gold competency ** Requires gold competency *** Requires gold competency and co-sell ready listing in OCP GTM

16. Social promotion spotlight
Trial
Once you’ve created a trial offer in Microsoft Azure Marketplace or AppSource, you’ll get all the go-to-market benefits of all listings, plus a whole lot more. Increase visibility for your solution by joining forces with one of the most valuable technology brands in the world through social media, PR and a short case study published on Microsoft.com. If you have a gold Microsoft partner program competency, you’re eligible for premium placement in the marketplace.
Partner listing optimization: AppSource co-sell solution finder: Listing showcasing your solution to Microsoft sellers and marketers
Marketplace listing optimization: Personalized support for improving your solution listing
Marketplace blog with newsletter and social amplification: Feature in a marketplace blog post with additional promotion
Social promotion spotlight: Post on a Microsoft Twitter outlet highlighting your solution 
Press release support: Approval of partner-drafted press release and Microsoft representative quote 
Partner success story: Story on Partner.Microsoft.com about your solution and how it benefits from development on the Microsoft platform 
Marketplace category promotion*: Promotion in featured spots in Azure Marketplace or AppSource
Partner success story
Social promotion spotlight
* Requires gold competency

17. Transact: Marketing benefits
Professional, customized marketing guidance to optimize your marketplace listing and build awareness for it through strategically crafted marketing activities.
White glove onboarding: Support for a smooth marketplace onboarding experience. 
Market research and marketing materials: Partner marketing center: GTM framework to guide you in marketing practice building and improving your direct channel. 
Self-serve digital marketing on demand: Social media content, training assets, and campaigns launched from within Microsoft’s social syndication tool.
Partner to partner and geo expansion readiness assessments: Assessment and consultation to gauge your readiness for channel and global expansion.
Marketplace listing optimization: Personalized support for improving your marketplace listing leading to increased visitors and leads. 
Marketing basic toolkit: Marketplace best practices and templates to customize your engagement.
Marketplace blog with newsletter and social amplification: Inclusion in a monthly post of all the latest partner solutions on the Azure Marketplace or AppSource blog.  
Marketplace performance insights: Regular updates on marketplace offer visitors, click throughs, and click through rates.
Social promotion spotlight: Tweet published on Microsoft Twitter outlet showcasing your marketplace solution.
Press release support: Professional editing and Microsoft approval of your press release with a quote attributed to a Microsoft representative. 
Partner success story: Case study showcasing your marketplace solution and how it benefits from development on the Microsoft platform.
Test drive or sandbox sponsorship: Funding to support development or maintenance of a Test Drive in Azure Marketplace, a ’try before you buy' option for customers.
Marketplace category featured placement: Placement in a featured spot in a specific category in Azure Marketplace or AppSource.
Marketing advanced toolkit: Demand generation campaign banner templates and nurture s to level up promotion of your marketplace solution.
Marketplace homepage featured placement: Placement in a featured spot on the Azure Marketplace or AppSource homepage.
Individual blog post: Feature blog post showcasing how your solution integrates with Azure and improves the Azure customer experience.
Microsoft executive public relations endorsement: Microsoft executive endorsement testimonials for your marketing activity.
Custom co-marketing engagements: Customized demand generation campaign built with a Microsoft-approved marketing agency of your choice.

18. Transact: Sales benefits
Professional, customized sales guidance to help facilitate sales discussions across a range of customer scenarios, clearly frame your value proposition and provide your customers with an accurate and cohesive narrative about your solution.
AppSource co-sell solution finder listing optimization: Professional marketing feedback on your listing showcasing your solution to Microsoft sellers and marketers.
Microsoft seller webinar: Live recorded webinar featuring your speakers and content to reach internal Microsoft field teams. 
Solution spotlight in sales team newsletter: Newsletter article showcasing your solution directly to Microsoft field sellers.
Azure sponsored accounts for deployment or proof of concept: Free Azure to remove the Azure cost for proof of concept engagements or initial customer deployments.
Lead qualification: Marketplace leads from Microsoft managed customers reviewed and matched with existing leads through the Microsoft co-sell program.
Partner to partner workshop (virtual): Virtual workshop to develop an end-to-end channel program with templates and support documents.
Sales enablement package: Sales differentiation workshop and development of professional sales materials. 
Telesales campaign: Support for growing your sales pipeline by identifying qualified sales opportunities through the use of inside sales services. 
In-product solution promotion: Featured placement in the Azure management portal.
Recommended product at customer purchase (coming soon): Featured placement as part of to-customer product recommendations upon purchase.
Partner to partner workshop (in person): In-person workshop to develop an end-to-end channel program with templates and support documents.

19. Transact: Technical benefits
Professional, customized technical guidance to support you in leveraging Microsoft technology for your marketplace solution. 
Onboarding documentation: Technical and marketing requirements to create and improve your marketplace listing.
Marketplace forums: Marketplace community forum where you can raise questions, join discussions, and meet other partners.
Marketplace consultation: product development & architecture guidance: Consultation with Microsoft Partner Technical Strategist to maximize your marketplace listings by adding new technical functionality.
Azure Active Directory integration for transact offers: Support for Azure Active Directory integration with your marketplace listing. 
Development and testing sponsorship for marketplace publishing: Free Azure to support development and testing for your marketplace solution.