1. 2/3/2020 5:05 PM
Marketplace Rewards Publish your solution or service on Microsoft AppSource or Azure Marketplace to get started
October 2019
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Microsoft’s commercial marketplace unlocks opportunities
Field
Direct
CSP
Partner Center
Web store
Our program helps you maximize your direct selling presence
Add-ins
Services
IaaS
PaaS
SaaS
AppSource (Business)
Azure Marketplace (IT/Developer)
Quote Center
Partner Center
Publish and Engage
Deployment, billing & merchandising
Transacting rules
ONE CATALOG
In-Product
And sets you up for success to grow your business on the marketplace through every channel

3. The customer journey
Journey
Awareness
Consideration
Deploy & Test
Purchase
Renew
List
Trial
BYOL
Transact
33% of users start with a general web search before arriving to the commercial marketplace
27% of in-marketplace searches are filtered for offers with a trial
Contact Me
lead generation for all commercial marketplace solutions
Free Trial
demonstrate your solution’s capabilities and convert your customers faster
BYOL
for customers to quickly deploy your offer
Get It Now 
for customers to buy and deploy your offer: unlock a whole new realm of benefits

4. The more you engage, the more you get back
Transact in marketplace to unlock an evergreen engagement in GTM and access multiple channels
Creating a stronger customer experience results in wider benefits for all
Marketing, Sales & Technical Benefits
Enable customers to deploy your offer quickly
Add a trial to receive enhanced benefits to accelerate your listing
Entry stage benefits for all new offers
List
Trial
BYOL
Transact

5. Accelerate your business through the commercial marketplace
As your revenue grows, you unlock new benefits to further accelerate growth
COMMERCIAL MARKETPLACE BILLED SALES OR SEATS SOLD*
List
Trial
Transact
Publisher
$25K
Billed Sales or 250 Seats Sold
$50K
Billed Sales or 500 Seats Sold
$100K
Billed Sales or 1K Seats Sold
$500K
Billed
Sales or 5K Seats Sold
$1M
Billed Sales or 10K Seats Sold
$2M
Billed Sales or 20K Seats Sold
$5M
Billed Sales or 50K Seats Sold
Awareness
Demand Gen
Co-sell
Lead Development
Sales Enablement
BENEFITS STAGE
Choose the benefits that map to your needs
* Seats sold threshold applies to Microsoft 365 apps only (SaaS applications that have integrations with Microsoft Teams, Office, Outlook, or SharePoint) and benefits must be completed by June 30, 2020.

6. Marketplace Rewards success stories
“We have been a Microsoft gold partner since 1995, and this is definitely one of the best partner benefit programs we’ve been involved in.” – Carmen Mariscal, Marketing Director, TwoConnect
“We have increased our Azure consumption 7X, in large part thanks to the Marketplace Rewards team at Microsoft. Our engagement manager has given us great advice and guidance! This success has motivated us to set our partnership goals even higher.” – Carmen Mariscal, Marketing Director, TwoConnect
Learn more: partner.microsoft.com/en-us/case-studies/twoconnect-marketplace-rewards
“With constant hands-on support from our dedicated Marketplace Rewards engagement manager and the rest of the team, we were able to get a lot of benefit for a little effort!” – Roohi Shaikh, CEO, Inogic
Learn more:
“Since our product listing has been promoted on AppSource, we are getting more than half of our website traffic referred from AppSource – ranking above all search engines combined – and we’ve doubled the number of customers signing up to the free trial on AppSource.” – Mark Herbert, Chief Executive Officer, Qunifi
Learn more:

7. Marketplace Rewards testimonials
“The Marketplace Rewards program is amazing….. This team and program made engaging in go-to-market with Microsoft really simple. Our benefits are really helping to grow our business. In fact, we have seen a fourfold increase in revenue for Epirus since we moved into the Azure Marketplace.” – Conor Svensson, CEO and Founder, Web3 Labs
"Azure Marketplace has been a door opener to us, providing new opportunities and thereby supporting our vision to deliver the exponential operational efficiencies of our blockchain solution to enterprises around the world.” – Giri Rajaiah, Vice President & Global Alliance Leader, Larsen & Toubro Infotech
"The availability of OnePlac in Microsoft AppSource is critical to running our business and generating leads. More than 71% of our leads over the past 12 months have come through AppSource." – James Fox, CEO, OnePlace Solutions

8. List and Trial benefits
Offer type
Go-To-Market benefit
All listings
Service proof of concept, implementation, or workshop offers
Trial offers
Co-sell solution finder listing optimization
Commercial marketplace listing optimization
Commercial marketplace what’s new blog with social amplification
Commercial marketplace marketing toolkit
Social promotion spotlight
Press release support
Partner success story
Commercial marketplace featured category placement
Microsoft seller webinar
* All benefits subject to change

9. Marketing benefits for transact offers
Commercial Marketplace Billed Sales or Seats Sold*:
Marketing benefit
Publisher
$25K
or 250
seats
$50K
or 500
$100K
or 1K
$500K or 5K
$1M
or 10K seats
$2M
or 20K seats
$5M
or 50K seats
Market research and marketing materials: partner marketing center
Self-serve digital marketing on demand
Partnering and global expansion readiness assessments
Commercial marketplace listing optimization
Commercial marketplace marketing toolkit
Commercial marketplace what’s new blog with social amplification
Press release support
Commercial marketplace featured category placement
Commercial marketplace blog feature
Commercial marketplace performance insights
Social promotion spotlight
Azure sponsorship for Test Drive/trial sandbox
$5K
$10K
$75K
$200K
Partner success story
Commercial marketplace featured homepage placement
Individual guest blog post
Microsoft executive public relations endorsement
Azure.com/partners featured placement
All benefits subject to change
* Seats sold threshold applies to Microsoft 365 apps only (SaaS applications that have integrations with Microsoft Teams, Office, Outlook, or SharePoint) and benefits must be completed by June 30, 2020.

10. Sales benefits for transact offers
Commercial Marketplace Billed Sales or Seats Sold*:
Sales benefit
Publisher
$25K
or 250
seats
$50K
or 500
$100K
or 1K
$500K or 5K
$1M
or 10K seats
$2M
or 20K seats
$5M
or 50K seats
Co-sell solution finder listing optimization
Azure portal solution promotion 
Microsoft seller webinar
Azure sponsorship for deployment/proof of concept
$5K
$10K
$75K
$200K
Solution spotlight to Microsoft sales team
To-customer webinar with demand generation
All benefits subject to change
* Seats sold threshold applies to Microsoft 365 apps only (SaaS applications that have integrations with Microsoft Teams, Office, Outlook, or SharePoint) and benefits must be completed by June 30, 2020.

11. Technical benefits for transact offers
Commercial Marketplace Billed Sales or Seats Sold*:
Technical benefit
Publisher
$25K
or 250
seats
$50K
or 500
$100K
or 1K
$500K or 5K
$1M
or 10K seats
$2M
or 20K seats
$5M
or 50K seats
Onboarding documentation
Commercial marketplace forums
Commercial marketplace consultation: architecture guidance
Microsoft 365 E5 developer subscription (Windows not included)
Azure sponsorship for commercial marketplace publishing development/testing
$2K
$5K
$20K
$30K
Azure active directory integration for transact offers
All benefits subject to change
* Seats sold threshold applies to Microsoft 365 apps only (SaaS applications that have integrations with Microsoft Teams, Office, Outlook, or SharePoint) and benefits must be completed by June 30, 2020.

12. Go-To-Market Services available for purchase
If you have an active silver or gold competency, you can purchase additional Go-To-Market Services.*
To inquire about these services, including pricing details, contact the Go-To-Market Services Desk at
Advisory services and go-to-market planning: Services designed to help you maximize your marketing impact.
Event marketing: Services designed to help you build customer interest in your solutions through events.
Lead-generation campaigns: Services designed to help you engage and convert customers and business decision-makers.
Marketing asset development support: Services designed to help you develop engaging content for digital, print, and video.
Global expansion enablement: Services designed to help you engage customers in new markets around the world.
Partner-to-partner: Services designed to help you maximize your relationships with other Microsoft partners.
Sales enablement: Services designed to help you create content that effectively explains your solutions and value proposition.
* All benefits subject to change

13. Getting started Join Microsoft Partner Network
Evaluate the marketplace options and publish your offer in Microsoft AppSource or Azure Marketplace
Our team will reach out within 3 weeks of publishing your offer to begin your engagement 13

15. Appendix

16. Commercial marketplace offer types

17. Pricing options

18. How are Marketplace Rewards determined?
Marketplace Rewards is based on Marketplace billed sales. Billed sales could also be called:
Transactions
Sales
Gross sales
License-included offers
Marketplace Rewards is NOT based on overall Azure Consumed Revenue (ACR). This could also be called:
Consumption
Usage
VM usage
VM spend
Sales
Consumption
Marketplace transaction
$Billed Sales
Tracked separately
GUID tracking helps
BYOL $0

19. Why is Marketplace Rewards based on billed sales?
Marketplace Rewards helps you succeed in the commercial marketplace
Accelerating billed sales helps you speed time to value
Accelerating billed sales helps you demonstrate business impact
Our co-marketing benefits drive awareness to and demand for your marketplace listing: therefore, we measure success in terms of accelerating/ increasing marketplace business outcomes.
Leveraging the marketplace to transact accomplishes the following:
Billed sales shorten the sales cycle, which = faster time to value.
Billed sales optimize the customer experience: customers want to find, try, AND buy on their own paper.
BYOL might be a good way to get started with marketplace if you have a complicated channel, BUT does not showcase your capabilities to Microsoft at scale.
It is also not what customers want—see note under Reason 2 about find, try, buy.
If you want to grow your partnership, you can show sales or show consumption.
Sales can be done through marketplace
Consumption might need additional tracking

20. How is Azure Consumed Revenue applicable?
Co-sell designation is one way in which Microsoft qualifies and identifies partners to showcase to our field sellers.
For partners who want to leverage Microsoft’s field to reach Microsoft customers, this is a program that will help you do so.
One requirement is to demonstrate Azure Consumed Revenue (ACR) in addition to your commercial marketplace presence.
Learn about selling with Microsoft:
partner.microsoft.com/en-US/membership/sell-with-microsoft

21. All listings
You qualify for go-to-market benefits just by listing your solution or service in Microsoft AppSource or Azure Marketplace. You’ll get professional marketing guidance to optimize your commercial marketplace listing, support with creating a listing in the Microsoft internal catalog accessed by the global sales field, and inclusion in a commercial marketplace blog post, which will be promoted via social media.
Co-sell solution finder listing optimization: Listing showcasing your solution to Microsoft sellers and marketers, for offers in both Microsoft AppSource and Azure Marketplace
Commercial marketplace listing optimization: Professional marketing guidance to optimize your solution listing
Commercial marketplace marketing toolkit: Commercial marketplace best practices and templates to customize your engagement
Commercial marketplace what’s new blog with social amplification: Inclusion in a commercial marketplace blog post with social promotion
Optimized Azure Marketplace listing
Optimized AppSource listing
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

22. 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 AppSource or Azure Marketplace, 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 commercial 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
Co-sell solution finder listing optimization: Listing showcasing your solution to Microsoft sellers and marketers, for offers in both Microsoft AppSource and Azure Marketplace
Commercial marketplace listing optimization: Personalized support for improving your solution listing
Commercial marketplace marketing toolkit: Commercial marketplace best practices and templates to customize your engagement
Commercial marketplace what’s new blog with social amplification: Inclusion in a commercial marketplace blog post with social 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 
Commercial marketplace featured category placement*: Placement in a featured spot in a specific category in Microsoft AppSource or Azure Marketplace
Microsoft seller webinar**: Live recorded webinar for Microsoft sales field featuring your speakers
* Requires gold competency ** Requires gold competency and co-sell ready listing in OCP GTM

23. Social promotion spotlight
Trial
Once you’ve created a trial offer in Microsoft AppSource or Azure Marketplace, 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 commercial marketplace.
Co-sell solution finder listing optimization: Listing showcasing your solution to Microsoft sellers and marketers, for offers in both Microsoft AppSource and Azure Marketplace
Commercial marketplace listing optimization: Personalized support for improving your solution listing
Commercial marketplace marketing toolkit: Commercial marketplace best practices and templates to customize your engagement
Commercial marketplace what’s new blog with social amplification: Inclusion in a commercial marketplace blog post with social 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 
Commercial marketplace featured category placement*: Placement in a featured spot in a specific category in Microsoft AppSource or Azure Marketplace
Partner success story
Social promotion spotlight
* Requires gold competency

24. Transact: Marketing benefits
Professional, customized marketing guidance to optimize your commercial marketplace listing and build awareness for it through strategically crafted marketing activities.
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
Partnering and global expansion readiness assessments: Assessment and consultation to gauge your readiness for channel and global expansion
Commercial marketplace listing optimization: Personalized support for improving your commercial marketplace listing leading to increased visitors and leads
Commercial marketplace marketing toolkit: Commercial marketplace best practices and templates to customize your engagement
Commercial marketplace what’s new blog with social amplification: Inclusion in a commercial marketplace blog post of the latest partner solutions
Press release support: Professional editing and Microsoft approval of your press release with a quote attributed to a Microsoft representative
Commercial marketplace category featured placement: Placement in a featured spot in a specific category in Microsoft AppSource or Azure Marketplace
Commercial marketplace blog feature: Small subset of partner solutions featured in a commercial marketplace blog post
Commercial marketplace performance insights: Regular updates on commercial marketplace offer visitors, click throughs, and click through rates
Social promotion spotlight: Tweet published on Microsoft Twitter outlet showcasing your marketplace solution
Azure sponsorship for Test Drive/trial sandbox: Funding to support Test Drive development or maintenance in Azure Marketplace, a ’try before you buy' option for customers
Partner success story: Case study showcasing your marketplace solution and how it benefits from development on the Microsoft platform
Commercial marketplace homepage featured placement: Placement in a featured spot on Microsoft AppSource or Azure Marketplace homepage
Individual guest 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
Azure.com/partners featured placement: Azure success story featured on the Azure.com/isv page

25. 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.
Co-sell solution finder listing optimization: Professional marketing feedback on your listing showcasing your solution to Microsoft sellers and marketers, for offers in both Microsoft AppSource and Azure Marketplace
Microsoft seller webinar: Live recorded webinar featuring your speakers and content to reach internal Microsoft field teams
Solution spotlight to Microsoft sales team: solution spotlight on Microsoft's internal sales learning site showcasing your solution directly to Microsoft field sellers
Azure sponsorship for deployment or proof of concept: Free Azure to remove the Azure cost for proof of concept engagements or initial customer deployments
Azure portal solution promotion: Featured placement in the Azure management portal
To-customer webinar with demand generation: Live recorded webinar featuring your speakers and content to reach Microsoft customers with Microsoft employee to support Q&A

26. 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
Commercial marketplace forums: Commercial marketplace community forum where you can raise questions, join discussions, and meet other partners
Commercial marketplace consultation: product development & architecture guidance: Consultation with Microsoft Partner Technical Strategist to maximize your commercial marketplace listings by adding new technical functionality
Microsoft 365 E5 developer subscription (Windows not included): Free Microsoft 365 E5 developer subscription (Windows not included) to build Microsoft 365 applications that integrate with Microsoft Teams, Microsoft Graph, Microsoft identity platform, SharePoint, Office, and Outlook
Azure Active Directory integration for transact offers: Support for Azure Active Directory integration with your commercial marketplace listing
Azure sponsorship for commercial marketplace publishing development/testing: Free Azure to support development and testing for your commercial marketplace solution