Transcript
Heron Chip Rogers, chief partner officer at work span and back again. And we're gonna we're gonna we're gonna be whispering. We're gonna be doing our golf voices. Yeah, we do have some activity going on behind us. Yeah. Yeah. So the the the event is going on. It's been a fantastic event here in Dallas. Ultimate Partner. And what do you, what have you what's been your experience so far? Jason? I think at this ultimate partner what's been really interesting is the audience has grown a little bit. I'd see. Some top tier Isvs use Microsoft Lingo and also kind of a larger pool of what we might call systems integrators, many service providers. So it's just kind of a it's starting to grow. On. The other thing I've seen is a lot more kind of side meetings where the two of those are getting together and kind of doing some joint business planning. So that's fun to see as well. Fantastic. So I'm excited to be joined by Jason Rook. Jason is director of product marketing for in the marketplace team for Microsoft, Microsoft and Jason, your focus is all around, you know, resellers and the sort of multi party, you know, salute bringing multiple multiple parties together to Co sell. So tell us a little bit more about what that means. So my focus is really on kind of we have ISV's that are in our marketplace that are trying to sell and grow their businesses. But most of those Isvs prefer to sell through some channel partner, right? Most of them have historically only sold through channel partners. And then also a customers, especially in the enterprise space prefer to buy from those types of partners, right? Whether they're really good at selling that ISV or vendors product or they're really strong at implementation and support for either of those two reasons, customers gravitate that way. So my focus is on how do we bring those entities all together to drive more transactions through Microsoft commercial marketplace. And they're really kind of. 2 features that we have that enable that one is what we call the ISV to CSB private offer motion, which is which allows a reseller who's an authorized reseller in our cloud solution provider licensing program to sell ISV apps into customers. Typically those are our SMB or SMC segments. And then the what I would say that probably the primary motion for us is what we call multi party private offer, which allows a reseller or entity, any entity really to sell an ISV ZAP into an enterprise level. Customer, yeah, yeah, that's, that's terrific. So it's interesting because I think, you know, for a while it's it's taken a while I think to get the market understanding that marketplaces are not necessarily as a competitive threat to the result to the channels, right. So they're they really should. It's an opportunity. It's a way to be working together. Yeah, I mean that's really true. I mean, if you think about like analyst data that we're still in the early stages of marketplace. Adoption and you know various analysts $85 billion in year 2027 and we're on that path. And then you hit some of those same analysts tell you that you know at least 50% of that's going to go through a channel. We're seeing that already and it's really early days for us, right. We're multi party private offer still only available in the US, Canada and the United Kingdom and channel partners are driving, I would say both a lot of deals and really big deals. A couple weeks ago we did provide some data that the multi party private offers or 2 1/2. Times larger than private offers that don't include a channel partner. So we're and that's kind of a it's amazing. It's yeah, it is. But it's not surprising to Microsoft because that's our business is always run right wherever there's a partner involved, deals move faster, deals get bigger. That's terrific. Well, you mentioned MPO and it's been available in the US for about a year maybe and a little over a year. And and then you just launched in the UK and and Canada. We were we, you know, thanks for your. The support we we. We're part of the event in London a couple weeks, two or three weeks ago. And yeah, we were happy to have works being there. I think the works being message that we had on stage was just perfect for that event because in that event we had almost exactly 50% IV's and 50% will call them channel partners and you know, large resellers, managed service providers, etcetera. And this story from work span was really about how we start to bring these entities together and solve some of the difficult. Pieces of a marketplace deal, right Marketplace just like anything else sounds great, but there are some work you need to do all the way from the front end on kind of pipeline management into the process of where you start to kind of create the offer. You know traditionally you would get into kind of the quoting process that type of thing now it's in marketplace it's really you have to create these offers and you have to do it in in different tools right like Microsoft partner center is not exactly the easiest place to go navigate and so the work span message was really about. You guys are wrapping around kind of these pieces of complexity and streamlining, streamlining those. And then a minute from Work Span also kind of started to talk about, hey, wouldn't it be great if you're a channel partner and you can see all the people in the Work Span ecosystem that have this ability to quickly transact these deals. And I think that was what kind of got a lot of that part of the audience really excited is, hey, there's somebody really building something to help us scale as well. So yeah, that's terrific. Well, it's great to see the success and. And, and the, the growth of that, you know, of that of the collaboration, I think with channel partners because you're right. I mean, Microsoft is like it's, you know, always had huge channel, but it's 95% of all deals are. Yeah. And the idea, I think we were at this event, we just kind of, I heard him rehash the IDC study that service partners make a little over $8 for every Microsoft deal they're involved with, for every dollar of Microsoft deal they're involved with. And now software companies over 10 1/2. Dollars for every, you know, Microsoft deal they're associated with. So it's the numbers are great, right? It's a there's 500,000 entities in this ecosystem that you can partner with It's A and it's a great place, you know not only to build your products as well, but now we can help you take them to market. That's terrific. Well, Jason, thank you for anyone that's out there that's, you know, either on an ISV or a channel partner that wants to learn more what's where's a good place to go So you really the front door for ISV's. Is what program we call ISV success and you're literally go to microsoft.com/ISV and you're registered for the program. And from there we kind of walk you through a journey. We call it kind of the build published, grow and then differentiate journey. But it really gets you on platform, right? So it's easy for you to develop an Azure and with our tool sets and our AI services then get you kind of in the right programs, get you transact table in the marketplace, which is the big piece, right? And then once you're there, help you to grow with some of the things. If you're, let's say channel partner, so anybody that wants to sell some software publishers app through marketplace, it's you just sent an e-mail to
[email protected] and the concierge service will reach out and help you through the process. It's all AI driven for the most part. Yeah, they're still really mean. We're selling, right. So those relationships involved, but it, it is an automated process to some degree. That's awesome, Jason. Thank you for taking some time and sharing your your thoughts and. A lot of great things happening at Microsoft for for Isvs and channel partners. So thank you. Thanks for thanks for all the work you guys are doing as well. It's exciting. Fantastic. Well, thank you all for joining and we'll see you see you next time. Thanks everybody.
Program Director | Microsoft AI Cloud Partner Program
1moThanks for capturing this moment Chip Rodgers Great job by Jason Rook articulating the value of Microsoft's partner program and what ISV Success can do in helping partners increase their reach through #AzureMarketplace and #AppSource. Compelling stat that multiparty offers are coming in 2.5x larger than standard!! #PartnersMakeMorePossible