They can 2X your deal size through co-sell and marketplace, but most ISVs miss critical nuances in execution.

Here is what I learned from Lee Corbett, Microsoft UK's ISV & SaaS Recruit Lead on how to turn good opportunities into great ones that cloud sellers help to win.

Context first:

With MSFT marketplace growing 100% YoY and 35,000 Microsoft sellers globally, the stakes to co-sell for software companies are huge.

What’s more: 80% of customers with Microsoft Azure Consumption Commitments (MACCs) now buy via marketplace, creating a unique budget opportunity smart ISVs are leveraging.

Now you can join them too.

From Good to Great in Co-sell in 2 steps:

Good opportunities nail the foundations:

Your solution must be Azure-native and IP co-sell ready (includes revenue threshold). This isn't just technical validation, it unlocks seller compensation. Add MACC eligibility and solid customer references, and you've got sellers' attention.

Be thorough - no fishing expeditions! You need a real qualified opportunity with clear info in the Partner Center.

🏆 But here's how great opportunities (and sellers) separate themselves:

Lead with marketplace-first deals

Optimize your solution for marketplace and leverage its benefits. Help customers maximize commits, use private offers strategically. Show cloud sellers you understand their world.

Prove local relevance

Have several industry references in the seller's territory and regional compliance awareness to give sellers confidence to champion you.

Drive growth of native Microsoft Azure services

Best deals help to accelerate Azure consumption and/or AI adoption. Think Azure OpenAI integration and clear technical dependencies that expand the platform footprint.

Open new doors

Help sellers open doors to a new line of business for Microsoft, expand reach or provide unique insights within existing customers. This transforms you from vendor to strategic ally.

Navigate the ecosystem

Map relationships to ensure there are no conflicts with other partners already working with the customer or within the Microsoft ecosystem.

When you nail these elements, Microsoft's teams become your force multipliers, unlocking:

• Deep customer intelligence on modernization initiatives

• Executive stakeholder mapping and access

• MACC budget cycle insights

• Partner landscape navigation to accelerate deals

The results?

Dynatrace sees marketplace deals 2X larger than direct sales. Profisee achieved 800% YoY marketplace growth. Wiz drives 70% of revenue through marketplaces.

Here's the real question:

With billions in cloud commits that customers use via cloud marketplace, are you giving cloud sellers all they need to help you drive growth of your products?

Join 200+ alliance leaders who’ve mastered cloud marketplaces with our course. Our alumni are closing $MMs in marketplace deals and scaling fast.

Last chance to join Cohort 9 starting on January 14th!