DAVID HOBBS MALLYON: [MUSIC] Hello.
I'm David Hobbs-Mallyon,
and I'm here with Yvonne Muench to
close out our first marketplace summit.
In this final session,
we're going to cover firstly,
the opportunity for highest fees in the current climate,
and how Microsoft Cloud can help you deliver
richer solutions for your customers
enabling your business to thrive.
Secondly, an overview of
the ISVs Success Program and some of
the exciting new capabilities that are coming
with public preview and global availability,
and finally, the key
takeaways and actions that you've got from this summit
for you to learn more how to join
the ISV success program
and grow through our commercial marketplace.
Without further ado, let's get going.
Organizations are working through
challenging market conditions.
They are facing workforce transformation
initially starting with the pandemic and
leading to hybrid work models that require that they
need the right tools and
capabilities to do their best work.
Secondly, economic uncertainty requires them to
think strategically about how they can do more with less.
Whether that means increasing efficiency and adding
more value or driving cost savings or reducing spend.
Finally, societal pressures require
that every leader has an obligation to use
technology responsibly and partner
with vendors who share in
that responsibility so that they can build stability
within their organizations and across their industries.
Now, in order to meet these changing needs,
the quality that organizations require
today is a mindset of digital perseverance.
That is, the ability to thrive in
the face of risk by harnessing and
welding technology as a strategic investment
both in the short-term and in the long-term.
This is therefore an opportunity for ISVs
and SAS providers to help
organizations with this challenge,
and there is plenty of evidence to suggest that
organizations do have available budget for this.
For example, Gartner predicts
Worldwide Public Cloud spend to grow 37 percent in 2023,
and in another recent survey
by one of our partners tackle IO,
it highlighted that 68 percent of Cloud buyers
expected their organization spend to
increase in the next 12 months.
In summary, there is opportunity available for
eyes fees that can serve these changing buyer needs.
We believe the Microsoft Cloud is
the most trusted and comprehensive Cloud that give you
the best opportunity to serve these needs and to be
the foundation for a strategy of digital perseverance.
We offer the most extensive set of
best-of-breed capabilities across our portfolio
that includes modern work,
business applications, security, infrastructure,
data and AI,
and digital and app in application innovation.
These capabilities create many opportunities
for you to continually build,
integrate, and enrich your products with
the breadth of all Cloud offering
across these solution areas.
For example, ISVs can build
teams applications that run on Azure
to support the evolution of hybrid work.
The teams business has seen
third-party and custom application usage increase
60 percent year on year,
and ISVs are realizing this opportunity.
Over half of the companies participating in
the ISV success program to date have stated their intent.
They've built their solution on two or
more of these Microsoft solution areas.
Additionally, our Cloud for
industry solutions offer powerful,
integrated industry solutions and workflows.
Organizations can realize breakthrough value
and more easily achieved success.
Tailored versions of the Microsoft Cloud
are available for healthcare,
financial services, retail, manufacturing,
and non-profit, and in addition,
the Microsoft Cloud for sustainability empowers
organizations in any industry to record,
report, and reduce
their environmental impact through actionable insights.
To help accelerate your innovation,
the ISV success program
is simplifying the path forward for
any SAS or software provider that wants
to build their solution on the Microsoft Cloud,
publish on our commercial marketplace,
and grow the business.
Built within the foundation of
the Microsoft Cloud Partner Program,
the ISV success program is
the path to success for every Isley,
and market pace is central to our partners strategy.
By not any building your solution on the Microsoft Cloud,
but also adopting the commercial marketplace as
a go to market channel and selling your solution
through the commercial marketplace
ISVs can create a persistent,
always Ansel's channel with
new revenue opportunities 24/7,
and transact ability is
the path to growth on marketplace.
If you are not currently transacting
your solution through marketplace,
we're offering new incentives to
accelerate your marketplace success.
Earn up to $20,000 per
marketplace offer when listing
a new transactable solution on
either Azure marketplace or
Microsoft AppSource and then earn up to
$10,000 per marketplace offer
when reaching billed sales and usage milestones.
You'll get all the details
at aka.ms/marketplace-incentive,
and now I'll hand over to Yvonne to talk
more about the ISV Success Program.
YVONNE MUENCH: Thanks David. We are so
excited to be at this juncture today,
bringing you the public preview
of the ISV success program.
This program is designed to drive your success,
starting first with helping you build
well architected apps built on
or integrated with the Microsoft Cloud.
Continuing to help you publish
those applications into our commercial marketplace,
inclusive of Microsoft AppSource, Azure Marketplace,
and Teams store, and we will help you
understand which store front
and listing type is right for you,
providing guidance by offer type,
publishing tools to speed the process and more.
Of course, we also are here to help you grow sales of
your applications by going to
market with and through Microsoft,
whether that's directly through those storefronts,
through our CSP channel with Marketplace margin sharing,
through our field sellers or all three.
We know this is not a linear journey,
but one that repeats over time as you
continue to drive application innovation,
create new solutions and go after new opportunities.
We also know this is increasingly not
a siloed journey involving just one Cloud product.
As David mentioned, ISVs are quite often
building deeply across our technology
within the Microsoft Cloud.
We need to make it easier,
not harder for you to build and
integrate apps across our products.
This both unlocks application innovation
that you drive for our shared and customers,
and it reflects the reality of how many of
you are already building applications today.
How do you get involved in this program?
There's just a handful of criteria for you
to keep in mind if you'd like to join.
First, you must have an application in development,
not on your roadmap,
but currently in development
with technical resources assigned,
ready to engage with Microsoft.
That application must be B to B in-focus.
In other words, your target customers are
organizations such as commercial businesses,
public sector entities, etc, not individual consumers.
Third, you must be willing to publish
your finished application in our commercial marketplace.
Those store friends I mentioned Azure Marketplace,
AppSource, or the Team store.
Lastly, if you haven't
already joined our partner network,
the newly renamed Microsoft Cloud partner program
will help you do that as a first step. That's it.
It's pretty simple. Once you've applied,
the program provides a combination of funded benefits,
curated content pulled from GitHub,
Microsoft Docs and Microsoft learn to name just a few.
It also provides community and events.
All of this combined of which are tailored to
ISVs and common application,
building, publishing and selling scenarios.
Let's take a closer look at
what's included in the benefits package.
In private preview,
and continuing with public preview,
we offer a broad package of core benefits that includes
a developer sandbox of
Microsoft Cloud credits across Azure,
Dynamics, and Microsoft 365,
as well as paid product support.
Benefits also include subscriptions to
our best-in-class developer tools
such as GitHub and Visual Studio.
These benefits help defray
your costs as you're building your applications.
We also provide technical enablement,
and skilling resources, such as learning paths,
and exam vouchers to increase
your expertise on our products
across the Microsoft Cloud.
We offer one on one technical advice,
and advisory engagements tailored
to what you're actually building to
help ensure your app is well
architected and optimized for the Microsoft Cloud,
and to assist with the technical aspects
of publishing your application to Marketplace.
This is all paired with
business enablement such as listing
optimization services that help you
create dynamic and compelling Marketplace listings,
and connect those listings to
your internal CRM systems for lease.
We also provide workshops and events
that will help you go to market with Microsoft,
for example through our CSP reseller channel
or our enterprise field sellers and the co-sell motion.
Today with public preview,
we're building on what's already in market,
driving significant program expansion,
automation to scale,
and support thousands more ISVs,
and also program consolidation to
simplify your experience of partnering with Microsoft.
For expansion with private preview,
we were only in select geographies,
and I'm thrilled to share and
emphasize what others have already said.
Today, we are available globally,
and we've added an expanded benefits package
for ISVs that are already performing on our Cloud,
and in the commercial Marketplace.
Let's take a closer look at that package.
As you know, the core package is available to
all ISVs that meet the basic criteria I shared.
It helps ISVs join our partner network,
build apps on the Microsoft Cloud,
and publish to the commercial Marketplace,
growing their sales from there.
The expanded package coming in
early 2023 will support ISVs that have already
generated success through sales of
their application and
driving underlying Cloud consumption.
In addition to proven performance,
it also asks for
a deeper commitment to
the commercial Marketplace by supporting
ISVs willing to publish
transactable offers that
leverage Microsoft's commerce platform.
To help these ISVs,
the package offers five times more Azure credits,
and much richer technical enablement of up to 50 hours of
one on one consultations
tailored exactly to what you're building.
Both of these package offer
benefits available for 12 months,
and Year 1 is entirely free.
In subsequent years, we want to continue to support
your ongoing success in
building and selling applications.
To do so, ISVs that successfully publish and sell
applications and meet
minimum performance requirements will be able,
and invited to purchase
benefit packages in subsequent years
much like partners can do
today with solutions partner designations.
That's a little bit about program expansion.
Now, let's touch briefly on
the automation and consolidation pieces.
Regarding automation, very soon ISVs will see
this program surfaced within the partner center portal,
providing visibility into which
benefits you are eligible for,
which you have activated,
which you have consumed all
conveniently in the same portal where you publish,
and manage your applications in Marketplace.
Regarding consolidation,
I know you've heard we're bringing
together Marketplace rewards and
the ISV success program into one.
Marketplace rewards already supports
thousands of publishers to AppSource and Azure
Marketplace with go to market benefits
unlocked based on your sales performance.
I'm thrilled we're bringing these two programs
together so that we more
seamlessly support ISVs along the journey of building,
publishing, and selling applications through Marketplace.
You'll continue to see the Marketplace rewards, name,
and brand for the next few months for
smooth transition as we
bring these two programs together.
We've been really excited about the traction so far.
The appetite for this program has been tremendous.
As Anthony shared this morning,
at the beginning of the day,
over 2000 ISVs are already
participating and we can't
wait to welcome thousands more.
Many of our participating ISVs have already
built and published hundreds of applications.
As David shared, over half of these participants
are building deeply across
the Microsoft technology stack.
Most, in fact two-thirds are planning to publish
onto the Microsoft commerce platform
with transactable offers,
leveraging Microsoft to handle the invoicing, the taxes,
the currency conversions, and more
while you focus on building great solutions.
All of the participating ISVs you
see here are doing exactly that.
Some publishing their first transactable app,
some their fifth or sixth,
some only in existence for one year,
and new to partnering with Microsoft,
others having done so for years,
and already generating millions in
sales revenue through Marketplace.
It's really exciting to see
this early success across a wide range of ISVs.
I'm always so inspired to see
the innovative applications you create,
and I can't wait to support more ISVs
like you all over the world.
David, I'll turn it back to you to wrap this up.
DAVID HOBBS: Thank you, Yvonne.
Hopefully what
you've seen today is that
the ISV success program unlocks the value of Marketplace.
It does that by firstly reaching Microsoft customers.
For Microsoft, the commercial Marketplace is
the connector between ISVs and customers.
It's a dedicated engine to accelerating growth.
By selling through the commercial Marketplace,
you get access to the one billion people
that use Microsoft technology,
the 97 percent of
Fortune 500 companies who use the Microsoft Cloud,
and the 270 million monthly active users
on Microsoft Teams.
By publishing transactable apps on
the commercial Marketplace and integrating with
our global commerce engine you get access to
new markets in countries where you
don't necessarily have sales presence.
Secondly, simplifies sales.
Marketplace provides an opportunity to more
efficiently reach your target buyers
through digital experiences,
ultimately building sales pipeline with
options such as free software trial,
contact me, and get it now experiences.
With enhancements to private offers
in the commercial Marketplace,
you can now create
a unique private offer per
customer in less than 15 minutes.
This helps you unlock
larger deals with enterprise customers.
Thirdly, unlocking growth.
One of the main motivators for customers to buy through
commercial Marketplace is to
decrement pre-committed Cloud spend.
Microsoft offers 100 percent of
sales through the Azure Marketplace for Azure IP
co-sell eligible solutions to count towards
a customer's Microsoft Azure
Consumption Commitment or MACC.
These deals are often in the millions,
and commonly transacted by a private office.
With margin sharing, ISVs can
also accelerate that growth by directly
incentivizing CSPs to sell
their solutions allowing them to lower
customer acquisition costs and
scale the business to new customers globally.
I hope you've found
this first Marketplace summit a valuable experience,
and that you have a few clear takeaways from the day.
Here are a few that I'd like to suggest to you.
Firstly, learn about the ISV success program
and how you can grow the business in your Marketplace.
You can find the information at
the ISV Hub, Microsoft.com/ISV.
Secondly, join the ISV success program.
It will jump-start your Cloud go to market,
and give you best in class tools and
resources to support your growth through the Marketplace.
You can sign up by visiting the ISV Hub.
Thirdly, if you're not
already get listed on our Marketplace,
and you can benefit from
the ISV success program to accelerate that path.
Finally, get your apps transactable.
This is where you really start to
unlock growth opportunities for your business.
As highlighted earlier, there are incentives available to
motivate your organization to get on board.
I hope you've enjoyed this first Marketplace summit.
It's been amazing to see
all these sessions come together.
We're always looking to make the sessions more
valuable for you so please provide
feedback for us so we can
continue to make this a better experience.
Thank you once again from both me and Yvonne.
Enjoy the rest of the day.
[MUSIC]