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

2. 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.

3. 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 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

4. 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.

5. 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 …

6. 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
Blast Content
Recommended
Landing Page Content
Social Media Plan

7. 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.