Azure IP Co-sell Benefit | Partner Center Guide
Co-selling Basics for ISVs
Table of contents
What is Co-Sell?
Co-sell—or collaborative selling—is a benefit of becoming a Microsoft partner. As an ISV enrolled in the Microsoft AI Cloud Partner Program, you gain access to resources that allow you to sell more through the Microsoft ecosystem and Microsoft sellers.
As you invest in your partnership and grow your business, Microsoft invests in your organization through additional co-sell benefits.
At Carve, we call this your “Microsoft Currency.” Microsoft ‘currency’ isn't real money. It’s a phrase we use to describe the Carve way of getting sellers’ attention. Interestingly, this approach will lead to real revenue (currency) for your business.
Why Care about Co-sell?
In FY24, co-selling for ISVs is conducted through the Microsoft Commercial Marketplace. Microsoft invests in the commercial marketplace as your essential platform for growing application sales at scale.
Value to Partners
Microsoft wants to scale through you! On average for every $1 of MS revenue, ISVs make $10, Services $8.
As a partner, you can scale through your channel via the Marketplace with Multiparty Private offers
Partners can earn up to USD $200,000 in cash rewards when reaching billed sales milestones. FY24 Transact and Grow incentive
Value to Customers
Customers want to decrement their Microsoft Azure Commit to Consume (MACC)
Discover thousands of top solutions compatible with Microsoft products
Benefit from the trusted expertise of Microsoft and its partner ecosystem
Speed up purchasing and deployment by adding software to existing Azure bill
Value to Microsoft Sellers
Upfront Azure quota retirement on
eligible Marketplace transactions!
Ongoing Azure quota retirement for
organic consumption.
Ease procurement and shorten sales
cycles for partner solutions using existing Microsoft procurement relationships
Common terms defined
Transactable offers
A transactable offer is a published offer in which Microsoft facilitates the exchange of money for a software license on the publisher’s behalf. Transactable offers are billed against an existing Microsoft subscription or credit card, allowing Microsoft to host cloud marketplace transactions on behalf of the partner.
Azure IP Co-sell eligible solutions
If a partner meets the prerequisites for a Co-sell eligible Azure solution and has a transactable offer in the commercial marketplace, they can become Azure IP co-sell eligible. When partners are Azure IP co-sell eligible, the purchase of their solution can count toward customers’ cloud consumption commitments and their solutions can retire Microsoft seller’s quota.
Cloud consumption commitments
The cloud consumption commitment refers to the contractual commitment a customer has made to Microsoft Azure spend over time, also referred to as MACC.
Co-sell ready solutions
Co-sell ready solutions refers to partners’ solutions that meet the prerequisites for becoming co-sell ready. This status allows partners to attach these solutions to referrals.
Partner Reported ACR (PRACR)
Partner Reported ACR (PRACR) is an exclusive joint-sales program for top partners with their premier Azure SaaS solutions. The partner reports ACR per end customer to Microsoft. Account teams will be rewarded for PRACR, reported for their customers. Pre-condition: Shared, registered and approved IP Co-sell win.
Top tier benefits
Partners who meet additional requirements can qualify for top tier benefits (previously referred to as “top tier status”). The benefits in FY24 include the ability to report PRACR for eligible SaaS solutions and being identified with the Top Tier partner flag within Microsoft for 12 months after qualifying.
Azure IP Co-sell
Azure IP co-sell refers to the sales motion in which partners co-sell their IP software applications platformed on Azure.
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✓ Master Partner Center navigation strategies.
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✓ Meet co-sell eligibility criteria effectively.
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