Ignite Recap - What's new in ISV Success - AI benefits and more
At this year’s Ignite, we announced new benefits in ISV Success designed to support software companies as they build new AI powered apps and publish to the commercial marketplace. During this session, we also spoke with Mike Mason, Global Alliance Director from Varonis, as he shared how they have leaned into the commercial marketplace to grow their business. For additional details on eligibility for the new and expanded benefits, check out our previous post. Technical guidance to help you get started The team highlighted new opportunities for technical guidance focused on building AI powered solutions, including new AI Envisioning events. AI Envisioning Days offer sessions for both business and technical teams that help participants identify generative AI use cases and then build with a proven development framework. These events kicked off in November and are held monthly across 3 time zones. To take advantage of these sessions, you can register here. In addition to these events, ISV Success now offers software companies 1:1 AI consults tailored to their specific app development needs. Developer tools & resources to get to market faster ISV Success participants can now use Azure credits towards GitHub Copilot to accelerate development. GitHub Copilot is the most widely adopted AI development tool built by GitHub and OpenAI and offers code completion and automatic programming to help with repetitive tasks. Additionally, ISVs with certified software designations are now able to access financial incentives through ISV Success and Marketplace Rewards. These incentives are available through the new Advanced Package and offer up to $150K for AI and analytics projects and up to $50K to migrate end-customers to an ISV’s Azure-based solution. Richer benefits and accelerated rewards for AI projects ISVs currently building AI apps and intending to publish a transactable offer on the marketplace now qualify for the ISV Success expanded package. This package provides $25K in Azure to offset development costs and 50 hours of 1:1 technical consults. Once published, these ISVs will have the ability to unlock GTM benefits through Marketplace Rewards earlier, which include customer propensity scoring and Azure sponsorship. Best practices from Varonis’ Mike Mason During an interview on stage, Mike shared his advice for other software companies looking to grow their business on the Microsoft commercial marketplace. Meet customers where they are Varonis first moved to transact on marketplace over two years ago for a customer that wanted to use their Microsoft Azure Consumption Commitment (MACC) to purchase Varonis’ solution. Customers continue to indicate that they prefer the seamless procurement process and single invoice offered through marketplace transactions. Bring channel partners along Varonis is a channel first business and has participated in the marketplace MPO launches across the US and UK. For ISVs looking to sell alongside their partners in marketplace, Microsoft maintains an MPO list of eligible partners. If an ISV finds that their partner is not yet listed, they can email channelready@microsoft.com to get that partner added. Internal alignment and enablement is key Varonis has strategically brought along teams across the business – including Finance, Operations, Marketing and Sales – for a unified approach to marketplace that has contributed to their success. As the Global Alliance Director, Mike travels to each region and shares marketplace results and success stories. To watch the full “What’s new in ISV Success – AI benefits for software companies and more” session from Ignite 2024 click here. To learn more about the benefits of ISV Success, check out the ISV Hub. Ready to enroll in ISV Success? Visit the sign-up form.
Unlocking the power of Azure IoT with private PKI x509 certificates
In this guest blog post, Sukhyung Shin, Senior IoT Solutions Architect - Strategy, Keyfactor, discusses how Azure IoT Hub and IoT Hub DPS can employ public key infrastructure to ensure robust security for IoT devices and their communications.
Key Takeaways from Ignite
I had the chance to attend Monday’s security session at Microsoft Ignite, and it reinforced just how critical security innovation is in today’s threat landscape. The session highlighted how Microsoft is weaving real-time threat intelligence and AI into tools like Microsoft Defender/Co-Pilot to help organizations anticipate and respond to threats faster and more effectively. A key takeaway for me on this was that integration isn’t just about staying secure—it’s about enabling businesses to move confidently in a digital-first world. Security needs to be a foundation and platforms like the Azure Marketplace play a crucial role in making that shift achievable. Azure Marketplace allows organizations to deploy security tools quickly and align their spend with Microsoft Azure Consumption Commitment (MACC) goals, unlocking cost benefits without sacrificing agility. I would love to hear if anyone else attended this session and how it shapes your approach to security and procurement?Key Insights from Ultimate Partner Live
Ultimate Partner LIVE - Executive Summit '24, a Microsoft sponsored event, recently took place in Dallas Texas on October 22-23 rd . The two-day event was filled with relationship-building, business growth opportunities, and learning, exceeding many attendees’ expectations in content, quality, and connections. Microsoft’s support of Ultimate Partner as an Official Community this year, along with its presence, highlighted the strength of ecosystem-led growth. A special thank you to all the Microsoft leaders who worked behind the scenes to make this event a success. Industry-leading speakers and award-winning partners shared insights that will shape the future of cloud go-to-market strategies. Over 34 leaders graced the stage brimming with world-class learning, demonstrating what thought leadership is all about. They included: Greg Sarafin, Global Vice Chair - Partner Ecosystem, EY John Jahnke, CEO, Tackle.io Sandy Gupta, VP Ecosystems of Gobal Software Companies, Microsoft Mayank Singh Bawa, CEO and founder, WorkSpan Mike Reinhart, CEO, Quisitive Regina Manfredi, Executive VP, General Manager, Crayon Dux Raymond Sy, Chief Brand Officer, AvePoint Ultimate Partner LIVE featured keynotes, panels and sessions across a range of topics including: The current tectonic shifts in the tech ecosystem State of the Ecosystem Growth opportunities with Microsoft marketplaces and AI developments Selling and co-selling with Microsoft Winning marketing tactics and effective partnering tools From broad insights into the ecosystem and market trends to award-winning partner case studies and hands-on technical workshops, the event provided valuable and energizing guidance for Microsoft partners on aligning with Microsoft’s FY objectives. If you were unable to attend this event, here are some key takeaways: 7 Principles Framework for Successful Partnerships Ultimate Partner has a unique point of view and understanding of partnerships grounded in experience and represented in our 7 Principles Framework for Successful Partnerships. A key tenant to the Framework, is understanding that Hyperscalers, such as Microsoft, are a critical component to the ecosystem transformation. Customers and their needs are central to the 7 principles framework. Canalys research shows that complex IT purchases involve up to 7 partners, known as the “7 seats at the decision table.” Hyperscalers, marketplace, and co-selling all influence the customer in the decision-making process. The Rise of the Chief Partner Officer Partnerships are no longer confined to sales functions; they are now recognized as a key business pillar. The emergence of the Chief Partner Officer role underscores this evolution, with responsibilities encompassing financial decisions, strategic alignment, and client value creation. AI is set to play a significant role, potentially replacing traditional systems of record and reshaping the SaaS landscape. During the State of the Ecoystem session, Greg Sarafin discussed the need for partner leaders to lead at a Chief Partner Officer level. CPOs need to engage the C-suite on strategy, finance at a P&L level, and GTM leadership to communicate and coordinate how businesses should engage the ecosystem opportunity. State of the Ecosystem The current partner landscape is focused on capital efficiency, driven by a need for AI integration, productivity, and operational leverage. The shift from traditional alliances to broader multi-leader alignments is reshaping how companies go to market. The marketplace is now a primary consideration, affecting how systems integrators (SIs) engage with customers. Efficiency and Innovation were central, with innovations that used to take 18 months now scaling in just 6 months. This accelerated pace necessitates a new level of financial acumen and a focus on partnerships that directly impact the P&L. Microsoft Company Priorities Microsoft's main priorities are Copilot, AI, and Marketplaces. If you are a partner in the Microsoft ecosystem and are not aligned with these three priorities, it's time to reconsider your focus to ensure alignment, especially as Microsoft is now a $3+ trillion market cap company—larger than some of the world's biggest economies. Microsoft's massive network of 17M people in their ecosystem, creates enormous scale and opportunities. Go-to-Market Priorities Microsoft sellers are incentivized not only for consumption and marketplace revenue but also for Copilot and AI design wins. Take advantage of these opportunities to strengthen your relationship with Microsoft, which may require involving your product teams to meet these priorities. For any partner manager new to managing Microsoft relationships, it's essential to learn the jargon and acronyms, understand existing programs, build relationships at various organizational levels, internalize seller incentives and metrics, navigate cultural nuances (especially if you've previously managed partnerships with Google, Amazon, or Oracle), and follow the Microsoft Customer Engagement Methodology (MCEM) process. Partner Opportunity Microsoft's biggest challenge is providing enough technical resources for partners who want to co-build customized AI and Copilot solutions. This creates a significant opportunity for partners to step in and fill this gap. A very common theme during the event is that companies must ensure their data is clean and more importantly that their tenant is secure, before rolling out. All the experts suggest going through Assessment and Governance exercises to make sure your "house is in order" before implementing new AI solutions. The Ultimate Partner Event showcased a world where adaptability, efficiency, and collaboration are crucial. The future is about leveraging partnerships to drive success and embracing the changes brought on by technology, AI, and shifting market dynamics. The Ultimate Partner Event showcased the alliance landscape evolving at a rapid pace, and those who stay agile and partner-driven will be the ones who thrive. The call to action was clear: continue to invest in partnerships, refine business strategies, and use technology to support mutual growth. Key Themes and Strategies for Success The event highlighted Seven Principles to Unlock Success, all centered on creating effective partnerships: Growth Mindset: Embrace change and see opportunities where others see challenges. Executive Commitment: Partnerships require executive-level buy-in to drive success. Vision and Value: Establish a bold mission with a long-term vision, accompanied by a well-defined strategy. Maniacal Focus: Measure what matters, set clear key results, and hold accountability. Brand and Storytelling: Clearly articulate your unique strengths and how you differentiate from competitors. Delivering Results: Focus on building a flywheel of success that amplifies your brand. Agility: Adapt swiftly to changing conditions to ensure long-term success. Partners are hungrier than ever to learn, network, and get in front of their peers. We are committed to our mission, even more than ever. If you missed Dallas, clear your calendars for 2025. You don’t want to miss what’s coming next—we are just getting started, and the best is yet to come. Join the Ultimate Partner Experience Community - it is in its early days, and we are building a community of leaders in the hyperscaler space. DM John Menzione to learn more or visit our website. We are looking for future chapter leaders as we expand in 2025.
