1 / 62

Selling through Microsoft’s commercial marketplace

Topics: Overview of commercial marketplace Channels & profile creation Offers & pricing options Operational processes Packaging VMs & solution templates SaaS identity, fulfillment API, and metered billing Resources. Selling through Microsoft’s commercial marketplace.

lynm
Download Presentation

Selling through Microsoft’s commercial marketplace

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Topics: Overview of commercial marketplace Channels & profile creation Offers & pricing options Operational processes Packaging VMs & solution templates SaaS identity, fulfillment API, and metered billing Resources Selling through Microsoft’s commercial marketplace Recording of this presentation: https://aka.ms/MarketplaceSellingRecording September 2019

  2. Microsoft’s commercial marketplace Field Partner Center CSP Direct Web store In-Product SaaS AppSource(Business) Quote Center AzureMarketplace(IT/Developer) Publish and Engage Partner Center Deployment, billing & merchandising PaaS Transacting rules PUBLISHERS BUYERS ONE CATALOG IaaS Services Add-ins

  3. Take your business to the next level with marketplace Expand your reach Extend to new channels Accelerate your business Engage with Microsoft’s global sales teams in joint selling and lead generation Reach billions of Microsoft cloud customers Activate over tens of thousands of global reseller partners Gain exposure via online marketplaces with over 3M unique impressions a month Add your product to the Microsoft pricelist Shorten customer deployment cycles Simplify customer purchasing and billing Sell to over 140 geographies Earn GTM benefits & rewards

  4. The more you engage, the more you get back Transact in marketplace to unlock an evergreen engagement in GTM and access multiple channels Learn about Marketplace Rewards at aka.ms/MarketplaceRewards Marketing, Sales & Technical Benefits Enable customers to deploy your offer quickly Add a trial to receive enhanced benefits to accelerate your listing Entry stage benefitsfor all new offers List Trial BYOL Transact

  5. Getting started • Go To Market Strategy • MarketingAssets • ProductAssets • PublisherAccount • Pricing and monetization • Target audience • Sales model • Naming, branding, and messaging • Offer description and value prop • Documents and videos • URL and webhook for provisioning • Technical package for deployment • CRM integration forlead routing • Work account (Azure Active Directory) • Microsoft Partner Network ID • Tax and payout information

  6. Two ways to sign up https://aka.ms/joinmarketplace Join “commercial marketplace” program in Partner Center 1 2

  7. Commercial marketplace overview pagehttps://partner.microsoft.com/dashboard

  8. Setting up tax profile

  9. Identify your organization’s tax registration

  10. Payouts Bank account Wire transfer Paypal supported in some geos 50 USD minimum

  11. Offers & pricing options

  12. Microsoft commercial marketplace product types Coming Soon Coming Soon Azure Marketplace AppSource Both

  13. Pricing options *Publisher payout follows customer billing cycle

  14. Marketplace service feehttps://aka.ms/marketplacepublisheragreement • Default • SaaS Promo* • 80% PUBLISHER / 20% MICROSOFT • 90% publisher / 10% Seller https://docs.microsoft.com/en-us/azure/marketplace/partner-center-portal/create-new-saas-offer#saas-pricing-and-billing-options *July 2019 through June 2020:

  15. Agency Model Standard Contract with amendments Publisher sets the price Publisher defines terms of use Microsoft provides the platform Microsoft bills and collects payment Custom contract

  16. Enabling marketplace operations

  17. Publisher Agreement & Policies • Certification Policies • PublisherAgreement • Ratings andReview Policies • General Policies • Covers our policies around how Microsoft manages the ratings and reviews on your offer, and guidelines to the customers. • Rating and review policies • Describes the relationship between you and Microsoft Corporation and governs your use of Microsoft’s distribution platforms to make content available to Customers and the Partner Center. • Microsoft Marketplace Publisher Agreement • Infrastructure Service Offers Hosted Software VM Images Managed Services SaaS Apps Power Apps Office 365Add Ins Microsoft Flow Azure Apps • Participation Policies Consulting Services Dynamics 365 Business Central • These policies are in addition to the terms and conditions set forth in the Microsoft Marketplace Publisher Agreement. Some key elements include countries from which publishers can list their offers, countries to which your offer can be sold, how we manage tax etc. • Participation policies Containers Teams Add Ins IoT Hardware Power BI Custom Visuals Multi Containers Dynamics 365 CE IoT Devices Power BI Service Apps Dynamics 365 Finance Ops IoT Edge Modules

  18. Payouts – What’s involved • Purchase • Billing • Collections Processing • Payouts • Payouts • Enterprise • Quarterly Payouts • Processing(monthly) • Refunds Adjust against future payouts • Web Direct/ • Cloud Solution Providers • Monthly No Payouts • Write Offs

  19. Payouts Reporting – Cloud Partner Portal

  20. Payouts Reporting – Partner Center Payment Page – Features • Aggregated view of completed/upcoming payments for all Seller/MPN IDs user is associated to • Rich filter set and export capability with extensive data set for reconciliation • Payment Insights – Next upcoming payment,status etc.

  21. Payouts Reporting – Partner Center • Transaction History Page – Features • Aggregated view of all Seller/MPN IDs user is associated to • Transparency into earning, key transaction details and its payment status • Rich filter set and export capability with extensive data set for reconciliation

  22. Customer Insights Reporting – Partner Center

  23. Customer Insights Reporting – Partner Center

  24. Customer Insights Reporting – Partner Center

  25. Publisher Support One place to log a ticket: aka.ms/marketplacepublishersupport

  26. Creating commercial marketplace offers

  27. Commercial marketplace offers

  28. Determine the Offer Types • Solution Template Offer • Multiple VMs • Allows to combine Azure Services • BYOL by default • Can be pay-as-you-go via integration of Virtual Machine offer • GUID Tracking No SaaS? Complex? Managed? Azure Apps. No Yes Yes No Yes • SaaS Offer • Deployed in the Publisher Subscription • Publisher or Microsoft Manages Monetization • Requires Azure AD integration • Virtual Machine Offer • Single Virtual Machine • Pay-as-you-go or BYOL • 1x VM with up to 15 Attached Disks • Managed Application Offer • Like the Solution Template offer • Solution deployed in a Customer subscription and Managed by a 3rd party(SI or MSP) • Container Offer • Container • Free/BYOL

  29. Azure Marketplace Offers and Assets

  30. Creating the VM Technical Assets Building the VM Image Build the VM Image that will be used as a base for the Offer. You can use an MS Stock image or build your own custom image Open Ports Define the Open Ports you want to have in the Offer (Optional) Data Disk Images For each VM, you can attach up to fifteen (15) Data disks

  31. VM Offer – Notes from the Field Billing: Bring your Own License or Usage-Based Monthly Billing (charged by Core-Hour) Private SKUs: A SKU(s) from the offer that is only visible to a selected list of customers. Managed by the Publisher CSP Reseller Channel: Making the offer available to the Microsoft CSP Reseller channel Azure Apps – Solution Template – Billing: Use a VM offer to charge for your Offer if you don’t want to do Bring your own license. | Use Hide this SKU setting on the VM offer, that would make only available to the publisher

  32. Building Azure Apps – Solution Templates with the Azure Resource Manager (ARM) • Azure Marketplace supports most of the 200+ Azure Services • Azure QuickStart Templates provide more than600+ examples that you can use as a baseto build your Offer • https://github.com/Azure/azure-quickstart-templates https://channel9.msdn.com/Events/Build/2018/BRK3603

  33. Azure Apps - Solution Template Offer User Interface Azure Portal User Experience Azure Resource Manager Template Infrastructure as Code VM Images References User Interface (CreateUiDefinition) This is where all the detail and information about the offer you need from the customer is defined Deployment Template (Azure Resource Manager Template) This is where we define the Azure Infrastructure that will support the Offer (Optional) Artifacts The offer may have a need to include configuration scripts, libraries and runtimes (Optional) Artifacts – VM Images Custom VM images can be build using the VM Offer and then utilize in Azure App templates (solution templates and managed applications) Artifacts (Optional) Libraries Scripts Nested Templates Offer’s Technical Assets Package (Package.zip)

  34. Define the Environment Information List of fields that we need as parameters for the Solution. These fields define the Customer, Application and Infrastructure needs:

  35. Casing on the file names is sensitive Building the Offer’s package Minimum Requirements: • mainTemplate.json • createUiDefinition.json • Other Artifacts: • Installation and Configuration Scripts • Libraries, middle tier code needed • Mitigation of Resource Manager Template complexity by using Nested Templates • What not to include: • Parameter Files • Passwords & SSH Keys • SSL Certificates • Casing on the File Names (case Sensitive) • (Mac OSX) Zip File Artifacts

  36. Solution Templates Resources and Documentation

  37. Azure AppsManaged Applications Publisher managed solution

  38. Azure Apps – Managed Application Requirements Create a Service Principal The Service Principal will be used to managed the ResourceGroup in which the offer will be deployed (in the Customer Subscription). This service Principal Define the Policy Settings You apply policies to make sure deployed instances of your managed application fulfill data and security requirements Enable JIT Access Enable Just-In-Time management access for customer deployments using this offer? CreateUiDefinition.json file must be updated to support this. Security Feature for VMs – Locks Down Traffic

  39. Azure Apps – Managed Application Architecture Customer Subscription Limited access Fullaccess Fullaccess Publisher account Managedresource group Applicationresource group Consumer account https://docs.microsoft.com/en-us/azure/managed-applications/overview

  40. SaaS: Azure AD, fulfillment API, meter API

  41. SaaS offer Listing Options

  42. SaaS offer Pricing Options: Per Month/Year

  43. SaaS offer Pricing Options: Per Month/Year Seat Base Billing, multiple SKU (Plans) Allowed. Can be Per Month or Per Year NOTE: Limitation – The Plan Conversion in the Discount Based on Seat Volume is not supported.

  44. SaaS offer Pricing Options: Metered

  45. Creating the offer Partner Center SaaS Offer Offer Settings Technical Information Channel Information Storefront Details Contacts Test Drive Offer Identity Microsoft Hosted Dynamics 365 Marketing Assets Offer Selling Options Channel Contact Transact Technical Requirements Legal Assets PowerBI Lead Management

  46. Azure Marketplace Offers and Assets

  47. SaaS offer Technical Requirements

  48. End Customer SaaS Offer: Contact Me Azure AD Validate Identity 2 Commercial Marketplace CUSTOMER PUBLISHER 3 Send Customer Lead Contact Me 1

  49. End Customer SaaS Offer: Free Experience Azure AD Validate Identity 2 Commercial Marketplace Offer’s Landing Page CUSTOMER 3 Re-Direct Customer PurchaseOffer 1

  50. End Customer SaaS Offer: Free Trial Experience Azure AD 6 5 4 Validate Identity Retrieve Customer Information from Azure Active Directory Validate Identity 2 Commercial Marketplace Offer’s Landing Page Sign Up Customer Register with a Personalized Experience CUSTOMER 3 PurchaseOffer Re-Direct Customer 1

More Related