Want to dive into the details of negotiated deals and how to create them? Head to App Advisor: https://aka.ms/GrowMySales
Not all customers buy apps in the same way. Some need negotiated pricing. Others have specific contract or billing requirements. Some want to buy through a trusted channel partner.
Microsoft Marketplace already supports these scenarios through negotiated deals. Now, several new capabilities make those motions more flexible, accessible, and scalable.
How do I sell more apps and agents?
The best way to sell more apps and agents is to expand your sales footprint, not build more.
This means making your apps and agents available through private offers, negotiated deals, and selling through channel partners. These types of deals have always given you flexibility, but new releases have improved their functionality.
No matter how you’re selling, chances are good that you could grow your sales with at least one type of private offer (each detailed in App Advisor)
- Sell directly without another party → to-customer private offer.
- Bring a channel partner into a direct customer deal → Multi-party private offers (MPO).
- Authorize partners to repeatedly resell your offer → Resale enabled offers (REO).
- Sell through a customer’s Cloud Solution Provider → CSP private offer.
What changed for negotiated deals
Over the last two months, Microsoft has improved capabilities and availability of several types of negotiated deals:
Request private offer: Customers can now initiate a conversation about customized pricing and terms directly from an eligible Marketplace listing. Partners configure this when publishing an offer and a button appears on the listing for customers to reach out, reducing the gap between discovering an offer and beginning a negotiated sale.
Custom contract lengths: Software companies can create eligible private offers with nonstandard contract lengths defined in months, including terms such as 18 months, with support extending up to 10 years for eligible SaaS and Professional Services scenarios. This helps align Marketplace transactions more closely with contracts negotiated with customers.
Flexible billing: Eligible private offers can use customized billing schedules rather than forcing the transaction into a standard cadence. Current Microsoft documentation supports up to 70 installments and terms up to 120 months/10 years in supported scenarios.
Expanded MPO reach: After expanding into 30 European countries earlier in the year, MPO expanded to Australia, Japan, and South Africa last month, creating more opportunities for software companies and channel partners to collaborate on Marketplace transactions.
Expanded REO reach: REO expanded to New Zealand, extending the channel-led resale model into another market.
What comes next
Interested in expanding your sales footprint with minimal overhead?
Follow along in this series as we discuss each type of private offer and advantages of each.
To get started today, explore your negotiated selling options with App Advisor: https://aka.ms/GrowMySales