The Marketplace Summit is happening today, in the United Kingdom. Over 350 Microsoft partners are joining us to discuss live the opportunity to build their relationship with Microsoft and accelerate growth through the marketplace. London was a perfect setting for the event as multiparty private offers are now available to customers in the United Kingdom (as well as Canada and the United States, more geographies to be added soon).

Sessions are being recorded—we will update this blog post when the on-demand sessions are published (we expect by mid-October). The event consists of five sessions, hosted by Microsoft team members from product marketing, members from the United Kingdom partner team, esteemed partners, and a guest appearance by Andy Whyte, Chief Executive Officer of MEDDICC, giving an overview of the MEDDICC sales qualification framework.

Keynote: Maximizing marketplace success
Jason Rook, Senior Director, Microsoft
Joined by guest partner speakers: Andy Whyte, CEO, MEDDICC; Nick Ross, UK&I Channel Leader, Wiz; and Amit Sinha, President and Co-Founder, WorkSpan
AI is reimagining technology, creating opportunities to accelerate innovation and sales through the Microsoft commercial marketplace. Learn how the marketplace simplifies sales and unlocks growth opportunities through multiparty private offers, which empower software development companies and channel partners to collaborate on custom deals to enhance sales opportunities.

The marketplace multiplier: Co-sell and enterprise sales
Lee Corbett, UK ISV & SaaS Recruit Lead, Microsoft
Discover the fundamentals of marketplace and gain insights into co-selling and enterprise sales, including how to leverage the marketplace to sell alongside Microsoft sellers and close bigger deals faster. This session outlines eight actionable steps to accelerate your marketplace business with Microsoft sellers and build a robust cloud go-to-market strategy.

Accelerate your growth: Cloud marketplaces for customers and GTM tools
Kristyn Maddox, Director of product marketing for the marketplace
While there has never been a better time to be a software development company, it’s a crowded market. Learn how the marketplace helps you go-to-market faster, so you can sell more. This session offers practical guidance on how to accelerate cloud marketplace sales and provides a deep dive into the marketing support Microsoft offers.

Manage your listings—from start to finish
Chris Whitehead, Senior Program Manager, Microsoft
Learn how to manage your marketplace listings from start to finish. Gain insights into creating and managing private offers, including multiparty private offers, and understanding the billing and payout processes. This session also covers tips and tricks for using Partner Center effectively to support customer success.

Activating the channel: Empowering partners to sell together
Darren Sharpe, Senior Partner Development Manager, Microsoft
Learn about the opportunities for partners to scale by selling together through the Microsoft commercial marketplace. Gain best practices for building marketplace channel practices, and the importance of accelerating marketplace channel adoption. This session provides an adoption framework that details four steps you can take to build a successful cloud marketplace resell practice to scale your business.

While the event supports holistic opportunities for the marketplace, there is a special focus on multiparty private offers. Multiparty private offers empower our Microsoft partner ecosystem of over 500K organizations to collaborate and sell together. For software development companies, this helps you find new ways to scale. For channel partners, you can extend customer relationships to the marketplace to access pre-committed cloud budget while creating a simplified procurement process for both yourself, and your customer.

Canalys recently estimated the cloud marketplace TAM at US$85B by 2028—with 50% of sales relying on channel partners—previously estimated at 30% by 20271. Multiparty private offers create a tremendous opportunity for partners to sell together, while leaning on the marketplace to alleviate sales overhead, like collecting payment or currency conversion and taxes.

Whether you joined us onsite in London or not, get the PDF below for all the latest resources to help guide your marketplace success. For companies building software, get support as you build and launch your solutions with ISV Success—the programmatic offering purpose-built for companies looking to grow through the marketplace. And if you have questions, the marketplace community is your go-to option to connect with Microsoft experts to get your question(s) answered.

1Hyperscale cloud marketplace sales to hit US$85 billion by 2028, Canalys, August 15, 2024

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