Microsoft is updating its cloud software marketplaces to improve the way channel and technology partners interact with each other and sell solutions to joint customers.
As part of this, the tech giant has already unveiled a new capability for Cloud Solution Provider (CSP) partners which will allow them to bundle, sell, and invoice third-party infrastructure software right from Azure Marketplace.
Within the next few months, Microsoft will roll out another capability that will be applicable to seat-based apps sold via Azure Marketplace and AppSource. The aim of this capability is to bridge the relationship gap between resellers and SaaS providers.
“We’re extending the concept of our partner network in the marketplace,” told Toby Richards, General Manager, Partner GTM & Programs, Microsoft, to CRN.
“The message we’ve been giving traditional partners over the course of many years is this year they’ll see specifics as to how to transform from pure resell to delivering managed services and solutions.”
The new capabilities will also support the profitability of partners. Richards added that the goal is for the reseller partners to start adding more value to customer environments that just selling Office or things like that.
Independent software vendors (ISVs) that are popular among SMBs will play a key role in the pilot program. The updates will allow the ISVs to use Microsoft’s marketplaces for developing their channels around the world. The resellers will be able to gain benefits of these solution bundles which will come integrated within Microsoft’s provisioning and transaction system.
“It will save quite a bit of time for the partner, and everything will be then delivered to the customer in one provisioning motion. All invoicing can come together in one monthly bill to the customer. This will provide immediate value to a lot of these partners ready to make that move,” he said.
Software vendors with infrastructure solutions available to CSPs are Barracuda, Cisco Systems, Fortinet, Citrix Systems, NetApp and Check Point Software Technologies.
Microsoft will later add these seat-based SaaS vendors— Adobe, Boomerang, Nimble CRM, LawToolBox, JetReports, Meistertask.