>>> GOOD AFTERNOON. I AM I-SENIOR
MARKETING PRODUCT MANAGER COVERING
AZURE MARKETPLACE. AND THIS IS MY
COLLEAGUE BRIAN. AN AMAZING PROGRAM
MANAGER IN THE ENGINEERING ORGANIZATION.
COVERING MARKETPLACE IN THE CLOUD
COMMUNITIES. SO WHAT WE'RE GOING
TALK ABOUT NOW OR TODAY IS MONETIZING
YOUR PRODUCT THROUGH APPSOURCE AND
AZURE MARKETPLACE. WE'RE GOING TO
COVER WHY MARKETPLACES MATTER, WHAT'S
IN IT FOR YOU IN TERMS OF AZURE
MARKETPLACE AND HOW WE GO TO MARKET
AND PUBLISH. I'M GOING TO START
WITH THE VALUE PROP OF WHAT AZURE
MARKETPLACE, APPSOURCE AND MARKETPLACE
AND BRIAN WILL COVER OUR PUBLISHING
OPTIONS TO THE STORE FRONTS. ALL
RIGHT, SO WHY MARKETPLACE? SO A
LOT OF CUSTOMERS, WHEN THEY'RE LOOKING
FOR SOLUTIONS OR APPLICATION, THEY
ARE LEVERAGING A LOT OF SELF SERVICE.
SO WHEN YOU HAVE -- WHEN YOU PUBLISH
YOUR APPLICATION OR WHEN I. T. DEVELOPERS
ARE LOOKING, 84 ARE UTILIZING ONLINE
APPLICATIONS. WHAT IS GOOD FOR YOU
WITH THIS IS THAT YOU CAN LEVERAGE
SOME BRAND AWARENESS AND PROMOTION
WITH ALL OF THE VENDOR, OF COURSE,
MICROSOFT, WHEN YOU'RE LEVERAGING
YOUR MARKETPLACE. IS ANYONE LISTED
IN APPSOURCE OR AZURE MARKETPLACE?
SHOW OF HANDS? OKAY, A COUPLE. HAS
IT DRIVEN AWARENESS FOR YOU? YEAH?
OKAY, SO WE HAVE A COUPLE CASE STUDDIES
HERE. I'M GOING TO GO AROUND THE
TWO DIFFERENT STORE FRONTS. SO MICROSOFT
CLOUD MARKETPLACE, WE HAVE TWO STORE
FRONTS. ONE IS AZURE MARKETPLACE.
THIS IS CATERED TO I. T. PROFESSIONALS
AND DEVELOPERS. AND APPSOURCE, BDMM,
LINE OF BUSINESS, WHERE YOU FIND
MORE OF THE SaaS APPLICATIONS. IT'S
A GRAY LINE, YOU WILL FIND SaaS
APPLICATIONS IN AZURE AND APPSOURCE
BUT JUST TO GIVE YOU DIFFERENCE,
THOSE ARE THE TWO DIFFERENT STORE
FRONTS. YOU CAN ALSO DO APPLICATIONS
AND CONSULTING SERVICES. THAT IS
ONE KEY DIFFERENCE WITH MICROSOFT.
SO YOU CAN HAVE APPLICATIONS THAT
ARE GEARED TOWARD I. T. PROFESSIONALS
AND IF YOU HAVE A CONSULTING SERVICE,
HEY, OTHER I AM GOING TO GIVE AWE
TECHNICAL ARCHITECTURE OR MIGRATION
OR AN ASSESS. , THIS IS SOMETHING
THAT YOU CAN MONETIZE THROUGH APPSOURCE
AND AZURE MARKETPLACE. ONCE YOU'RE
READY TO GO TO MARKET, WE HAVE AND
WILL BE LAUNCHING A NEW GO TO MARKET
PROGRAM. IN THE NEXT COUPLE WEEKS.
THIS PROGRAM IS REALLY FOR THREE
DIFFERENT THINGS. SO ONE IS TO SUPPORT
YOU IN ALL YOUR STAGES OF GO TO
MARKET. SO DRIVING TOP OF THE FUNNEL,
AWARENESS, MIDDLE, DEMAND AND THEN
CLOSE, WE NOW HAVE MULTIPLE GO TO
MARKET BENEFITS THAT I WILL COVER
ACROSS THE SALES STAGES. SECOND
IS A SIMPLIFYING THE BEN PITS DISCOVERY.
I HAVE HEARD TIME AND TIME AGAIN,
GIVE ME ONCE SOURCE OF TRUTH, A
ONE-STOP-SHOP TO FIND EVERYTHING
MICROSOFT. THIS IS GOING TO BE COMING
INTO PARTNER CENTER. SO CONSOLIDATING
ALL OF THE OCP, ONE COMMERCIAL PARTNER
PROGRAM, GO TO MARKET PROGRAMS WITHIN
PARTNER CENTER. SO YOU DON'T HAVE
TO GO EVERYWHERE. IT'S ONE SHOP.
AND LAST BUT NOT LEAST, PROVIDING
FLEXIBILITY WITH PICKING WHAT GO
TO MARKET BENEFITS YOU HAVE. WE
GIVE YOU KIND OF EVERYTHING, IS
A PUBLISHER OR YOU HAVE A TRIAL
IN APPSOURCE OR A OFFER IN APPSOURCE,
THESE ARE THE SEVEN THINGS AND YOU
JUST GET THEM. WE'RE MOVING TO,
THINK ABOUT AIRLINES OR SKY MILES
OR SOMETHING LIKE THAT. YOU EARN
YOUR INCENTIVES AND GET TO CHOOSE
YOU WANT. I WANT $25, 000 OF SAND
BOX ENVIRONMENTS OR I WANT TO BE
FEATURED ON THE AZURE BLOG OR I
WANT TO -- SO INSTEAD OF A MAKING
YOU OR FORCING YOU TO CONSUME, YOU
GET TO CHOOSE. AND AGAIN, THIS IS
SOME OF THE THINGS WE WILL BE ROLLING
OUT THE IN THE NEXT COUPLE OF WEEKS.
QUICK PREVIEW OF WHAT SOME OF THOSE
WILL LOOK LIKE. FOR INSTANCE, IF
YOU PUBLISH, WE WILL -- AND THIS
IS BOTH IN APP SCOURS AZURE MARKETPLACE,
WE WILL GIVE YOU LISTING, SO WHEN
WE'RE PROMOTING AND WHEN WE'RE HAVING
THE JOINT AWARENESS, THIS WILL HELP
YOU GO TO MARKET IN TERMS OF THE
AWARENESS PERSPECTIVE. ONCE YOU
START TO CONSUME, YOU WILL SEE SOME
OF THE THINGS WILL BE THE BLOG POST
ON AZURE. COM, THAT COULD BE PART
OF THE MICROSOFT PARTNER COMMUNITY.
DEPENDING ON HOW GOOD YOU ARE, MIGHT
BE ONE OF THE CVPs THAT BLOG ABOUT
YOU. AND LEAD DEVELOPMENT, THE TRIAL
SAND BOX SPONSORSHIP A GOOD ONE.
AND EXECUTIVE PUBLIC RELATIONS AND
ENDORSEMENT, YOU SEE THE DOLLAR
SIGN, TIER CONSUMPTION, MILLION-PLUS,
THAT'S WHEN YOU GET THE JULIA WHITE,
ET CETERA. NOW IF YOU HAVE QUESTIONS,
PLEASE EMAIL THIS ALIAS, GTM@MICROSOFT.
COM. I LOVE YOU ALL, BUT WE PAY
LOTS OF MONEY FOR VENDORS TO SCALE.
SO OF COURSE, YOU CAN ALWAYS EMAIL
ME, BUT THIS GTM IS STAFFED WITH
PEOPLE THAT HAVE QUESTIONS. AS I
SAID, AS YOU PUBLISH, THE CALL TO
ACTION IF YOU DON'T REMEMBER ANYTHING
IS, PUBLISH YOUR SOLUTION OR SERVICE
TO APPSOURCE OR AZURE MARKETPLACE.
AND THEN ONCE YOU ACTUALLY START
TO CONSUME AND GET TRACTION, WE
WILL CONTACT YOU TO SAY YOU REACHED
$50 OF CONSUMPTION, HERE'S YOUR
-- YOU REACHED $25, 000 OF CONSUMPTION,
HERE'S YOUR BENEFIT. IF YOU HAVE
QUESTION, FEEL FREE TO EMAIL THAT
ALIAS. BEST PRACTICES, YEAH, MARKETPLACE
ASSETS. IF YOU VISIT US THIS THE
BOOTH, A LOT WENT THROUGH THE PUBLISHER
GUIDE. OKAY, WHEN I'M PUBLISHING
MY OFFER IN APPSOURCE AND AZURE
MARKETPLACE, WHAT SHOULD MY PRODUCT
DETAIL PAGE LOOK LIKE? WHAT SHOULD
MY IMAGE TAGGING LOOK LIKE? AND
AND WE CATER TO OFFER TYPE. SO DEPENDING
ON IF IT'S A CONTAINER APP OR A
SaaS APP OR A SPECIFIC TO INDUSTRY,
WE WILL GIVE YOU BEST PRACTICES.
AND ALSO IN HERE, GO TO MARKET PRACTICE,
SO WE HAVE THIS OTHER PROGRAM WHERE
IT WILL SURFACE A DIFFERENT CON
10 THAT'S RELEVANT TO MAYBE THE
INDUSTRY OR -- CONTENT RELEVANT
TO THE MAYBE THE INDUSTRY IT'S TRYING
TO SERVE AND YOU FIGURE OUT HOW
TO USE, TO RUN A SOCIAL MEDIA CAMPAIGN
OR EVEN AN EMAIL BLITZ. SO THIS
AGAIN MARKETPLACE ASSETS IS ANOTHER
GOOD RESOURCE FOR YOU GUYS TO LEVERAGE.
AND WITH THAT, I THINK I'M GOING
TO HAND IT OFF TO MY COLLEAGUE BRIAN
WHO IS GOING TO COVER SOME OF THE
PUBLISHING OPTIONS WHEN YOU'RE READY
TO PUBLISH TO APPSOURCE OR AZURE
MARKETPLACE. >> THANK YOU. IT'S
EXCITING TO HEAR THE INVESTMENTS
WE HEAR IN OUR PARTNER, THOSE MAKING
OUR PRODUCTS BETTER. I WANT TO TAKE
A COUPLE MINUTES AND TALK ABOUT
HOW YOU ACTUALLY PUBLISH, WHAT SHOULD
YOU DO, WHAT TYPES OF SOLUTIONS
ARE AVAILABLE. THREE STEPS. A COUPLE
MORE THAN, EACH HAVE A FEW STEPS
ALONG THE WAY, BUT REALLY THE FIRST
AND FOREMOST OPPORTUNITY IS YOU
BECOME A MICROSOFT PARTNER. YOU
SIGN UP FOR A MICROSOFT PARTNER
ID. AND THEN YOU SIGN UP TO BECOME
A MARKETPLACE PUBLISHER. TO GET
A PUBLISHER PROFILE. INFORMATION
ABOUT YOUR ORGANIZATION. PAYOUT
INFORMATION, SO THAT WE CAN MAKE
SURE THAT YOU RECEIVE THE REVENUE
GENERED BY YOUR APPLICATION. OR
-- GENERATED BY OUR APPLICATION
OR YOUR SERVICE. AND THEN AS YOU
GO THROUGH THE PUBLISHING PROCESS,
AND I'LL EXPLAIN IN MORE DETAIL,
YOU SUBMIT THE OFFERINGS AND MICROSOFT
GOES THROUGH AND DOES A REVIEW.
WE WANT TO MAKE SURE THAT WE HAVE
HIGH QUALITY OFFERINGS IN THE MARKETPLACE.
AND SO THIS MEANS THINGS LIKE MAKING
SURE IT'S NOT MALWARE, NOT MALICIOUS,
NOT INAPPROPRIATE CONTENT. MAKE
SURE THAT THE CON 10 AROUND THE
MARKETING, THE DESCRIPTION, LOGO,
IMAGE, ALL OF THESE ARE GOING TO
SHOW UP OPTIMALLY IN THE MARKETPLACE.
AND THEN WE MAKE SURE THAT THE OFFERING
APPEARS TO THE RIGHT AUDIENCE AT
THE RIGHT TIME IN THE RIGHT PLACE.
SHE DESCRIBED THE DIFFERENCE BETWEEN
AZURE MARKETPLACE, I. T. AND DEV
PRODUCTS AND APPSOURCE, BUSINESS
AND VISUAL STUDIO AND A SING --
BUSINESS AND INDUSTRY, AND WE HAVE
A SINGLE PROCESS BASED ON HOW YOU
COLIN KAEPERNICK CONFIGURE -- HOW
YOU CONFIGURE YOUR OFFERING, WE
HAVE ABOUT 60, 000 RESELLERS GLOBALLY
WHO SERVICE MILLIONS OF CUSTOMERS.
AND YOU CAN CONFIGURE YOUR OFFERING
THROUGH THE RESELLERS AS WELL. AND
ALSO MICROSOFT'S FIELD TEAMS. WE
HAVE A MASSIVE ENTERPRISE SALES
ORGANIZATION. THROUGH THE SINGLE
PUBLISHING PROCESS, YOU CAN GO TO
MARKET SIDE BY SIDE WITH MICROSOFT.
ALLOW OUR RESELLER, FIELD TEAMS,
OUR WEB STORES AND CUSTOMER SELF-SERVICE
TO IDENTIFY AND FIND OFFICE 365
PLUS THE ADD-INS THAT MAKE IT BETTER.
DYNAMICS 365, SaaS , ET CETERA.
TODAY YOU PUBLISH IN CLOUD PARTNER
PORTAL. THIS IS ACTUALLY JUST I
GUESS A SCREEN SHOT OF THE UI. IT'S
REALLY QUITE SIMPLE. THE EXAMPLE
WE HAVE ON THE SCREEN IS A VIRTUAL
MACHINE. THERE ARE A NUMBER OF DIFFERENT
OFFERING TYPES THAT YOU CAN USE
TODAY. VM IMAGES, VIRTUAL MACHINE,
CONTAINER IMAGE, AZURE APPLICATION,
THESE ARE TEMPLATES THAT DEPLOY
INTO A CUSTOMER'S ENVIRONMENT. MANAGED
APPLICATIONS, THIS IS AN INTERESTING
ONE THAT IS ESSENTIALLY A BLACK
BOX THAT SITS WITHIN A CUSTOMER'S
TENANT WITHIN THEIR ENVIRONMENT
BUT THE ISV, THE PUBLISHER, THE
SOFTWARE CREATOR ACTUALLY HAS ACCESS
TO THAT TO MANAGE, UPGRADE, MAINTAIN
THAT SERVICE. AS WELL AS THEN SOFTWARE
AS A SERVICE. TRADITIONAL SaaS WEB
APPS THAT SIT IN YOUR ENVIRONMENT
AND THE CUSTOMER WOULD ACCESS OVER
THE NETWORK. THIS IS HERE TODAY
IN CPP, CLOUD PARTNER PORTAL. YOU
CREATE YOUR OFFERINGS, YOU ALSO
GET INSIGHTS. LOU THE SALES DOING?
WHERE ARE THE CUSTOMERS? WHAT IS
THE CONSUMPTION? WHO ARE THE RESELLERS
BRINGING YOUR PRODUCT TO THEIR CUSTOMERS?
IN THE COMING WEEKS, WE ARE CONSOLIDATING
THE PROCESS FROM CLOUD PARTNER PORTAL
INTO PARTNER CENTER. IF YOU HAVE
AN EXISTING PROFILE, YOU WILL RECEIVE
AN EMAIL AND INVITATION. IN PARTNER
CENTER, THIS IS WHERE SHE MENTIONED,
YOU FIND YOUR MPN, MICROSOFT PARTNER
NETWORK BENEFIT, PROGRAM INCLUSION,
ALL TYPES OF VARIOUS PROGRAMS THAT
YOU PARTICIPATE IN WITH MICROSOFT.
AND THE MARKETPLACE PUBLISHING IS
MOVING HERE AS WELL. THIS IS KIND
OF A SNEAK PEEK OF WHAT'S WHAT IT'S
GOING TO LOOK LIKE, WHERE YOU WILL
HAVE A LANDING PAGE, FIND INFORMATION
ABOUT THE PROGRESS OF THE PUBLISHING
PROFILE, GET STARTED RESOURCES AND
WHEN YOU GO TO CREATE AN OFFERING,
YOU HAVE A VERY SIMILAR EXPERIENCE,
SAME REQUIREMENT, SAME OPTIONS,
SAME CONFIGURATION STEPS BUT IN
THE PARTNER CENTER USER EXPERIENCE.
ADDITIONAL ROLE SO, OUR BACK PERMISSIONS
WILL BE MORE CONFIGURABLE IN THE
SAME PORTAL YOU'RE FAMILIAR WITH
ALREADY AS A MICROSOFT PARTNER.
AND WITH THE TRANSITION TO PARTNER
CENTER, WE'RE INTRODUCING THE ABILITY
TO BUILD PER SOFTWARE AS A SERVICE
AS WE BRING TRANSACTION CAPABILITIES
TO THE APPSOURCE WEB STORE FOR BUSINESS
AND INDUSTRY SOLUTIONS. SO IN EARLY
JUNE, YOU WILL GO TO PARTNER CENTER
TO PUBLISH SOFTWARE AS A SERVICE
OFFERINGS. BE ABLE TO BUILD MONTHLY
OR -- BE ABLE TO BILL MONTHLY OR
ANNUALLY PER USER BASIS. AND CUSTOMERS
WILL BE ABLE TO DISCOVER AND PURCHASE
DIRECTLY OUT OF APPSOURCE. THE OTHER
BILLING MODELS IN ADDITION TO THOSE
SUBSCRIPTIONS THAT WE HAVE FOR SOFTWARE
AS A SERVICE, VM IMAGES AND AZURE
APPLICATIONS BILL BASED ON THE CONSUMPTION
ON AN HOURLY BASIS. OVER THE COMING
WEEKS, A LITTLE LATER IN MICROSOFT'S,
I GUESS Q1 OF FISCAL YEAR, TO JULYISH,
WE WILL BE INTRODUCING THE ABILITY
TO BILL BASED ON CUSTOM METERS OR
ADDITIONAL METER DIMENSIONED. SAY
THE NUMBER OF EMAILS SENT. THE NUMBER
OF TICKETS ENTERED. WHEN YOU CREATE
YOUR OFFERING, YOU GIVE THE NAME
TO THAT METER AND VIA API, GIVE
US AN UPDATE ON HOW MUCH WAS CONSUMED.
WE DO THE MATH ON UNITS TIMES PRICE.
AND THEN WE WILL DO THE BILLING
FOR THAT. SO THAT WILL FIRST BE
COMING TO SOFTWARE AS A SERVICE.
AND SOME OF THE OTHER OFFERING TYPES
AS WELL. I THINK THAT LEAVES US
WITH A CALL TO ACTION AND THEN TO
OPEN UP TO QUESTIONS OR WE WILL
STICK AROUND TO JOIN THE MARKETPLACE.
FIRST, YOU GET AN MNPID. AND THEN
AKA. MS/JOINMARKETPLACE. YOU CAN
FIND MORE INFORMATION ON APPSOURCE
AND AZURE MARKETPLACE ON BING OR
I GUESS ANY OTHER SEARCH ENGINE.
AND WE HAVE A CLOUD MARKETPLACE
BOOTH IN THE BACK OF THE EXPO HALL.
THANK YOU SO MUCH FOR YOUR TIME.
YOU'RE HAPPY TO STICK AROUND AND
ANSWER QUESTIONS AND WE WILL BE
AT THE BOOTH FOR THE REST OF THE