Today, we are hosting our first-ever Marketplace Summit and giving every ISV and software as a service (SaaS) provider a virtual front-row seat to learn how to maximize marketplace opportunity and do more with less.
While we enter uncertain economic times, cloud budgets remain durable and SaaS retains its growth trajectory as customers look to prioritize investments. Gartner estimates $177 billion in SaaS spend by the end of the year and these numbers continue to grow. To help ISVs capitalize on this SaaS opportunity, we are excited to announce that the ISV Success program is now globally available and in public preview. This simplified path supports ISVs as they build across the Microsoft Cloud, including Azure, Microsoft Teams, Dynamics 365, Power Platform, and our end-to-end security suite.
The value of Microsoft partnership
Built within the foundation of the Microsoft Cloud Partner Program, the ISV Success program is the simplified path forward for all ISVs. As SaaS providers look to innovate, there is tremendous value in partnership. According to IDC, Microsoft partners that build software earn $10.11 for every $1 dollar of Microsoft revenue. ISVs can start to realize profitability by not only building their solution with the Microsoft Cloud but by selling through the commercial marketplace. By embracing the marketplace as a central go-to-market strategy, ISVs can reach Microsoft customers, simplify sales, and unlock growth by attaching to a low-touch or no-touch sales channel that’s available 24/7.
Palo Alto Networks, an early adopter to the marketplace, sells its security offerings through the commercial marketplace and experienced transaction growth of more than 300 percent last year in marketplace sales—creating a persistent, always-on revenue stream.
"Leveraging the Microsoft commercial marketplace makes it easier and faster for customers to procure cybersecurity solutions from Palo Alto Networks—unlocking growth at an unprecedented rate," notes Prem Iyer, Vice President of Ecosystem Partners at Palo Alto Networks. "As customers continue to move to public cloud, we’re now able to hit every market segment from SMB to large enterprise, all through the marketplace."
Support for every ISV, at every stage
The ISV Success program is dedicated to offering support across the application growth cycle—from building on Microsoft Cloud, publishing to marketplace, and growing through go-to-market channels.
Public preview marks the consolidation of Marketplace Rewards into the ISV Success program. This creates one single, easy-to-use benefits offering that’s housed within the Microsoft Cloud Partner Program to support ISVs and SaaS providers across the application lifecycle. With Marketplace Rewards, ISVs get listing optimization, best-in-class marketing support, and additional cloud credits based on sales—the more you sell, the more you earn.
ISVs that use Marketplace Rewards see a five-times increase in sales compared to those that don’t
Additionally, we are excited to expand the offerings within the ISV Success program. For solutions with a high volume of projected Azure consumption, participants can qualify for additional cloud credits and up to 50 hours of one-to-one consultations. Holistically, the ISV Success program has a retail value of $126,000 USD for the core offering and $146,000 USD for the expanded. The expanded offering will be entering private preview soon.
In preview, we welcomed nearly 2,000 ISVs into the ISV Success program. I recently sat down with a few participants to hear about how they are innovating with Microsoft Cloud and are getting to market quicker by listing on the marketplace.
In summary, if your company can benefit from expert guidance to innovate across the Microsoft Cloud and accelerate time to market through the commercial marketplace, we encourage you to join the ISV Success program. To learn more about maximizing the marketplace opportunity, all the Marketplace Summit content will be available on demand. Topics include how to create a cloud-first go-to-market strategy, a deep dive into the marketplace roadmap, tips to land enterprise deals to unlock the Fortune 500, and more.