Marketplace playbook
Marketplace Best Practices
Quick Wins: Proven Actions to Succeed in the Microsoft Ecosystem
Direct motion
Co-Sell
Your sellers close direct. Microsoft AEs amplify the motion. MACC-eligible deals, co-sell registered, joint pipeline with Microsoft.
Start this motion Partner motionP2P / Reseller
Microsoft CSPs and partners resell your product. You activate the channel; they run the deals. Tap into the 90K+ reseller ecosystem.
Start this motion| If… | Run Co-Sell | Run P2P / Reseller |
|---|---|---|
| Who closes the deal | Your AEs, direct with the customer | A Microsoft CSP or reseller |
| Microsoft's role | Influences and gets credit (MACC) | Enables the channel |
| Primary persona | Sales & Co-Sell | Reseller & Partner |
| Best for | ISVs with direct sales teams selling to Microsoft-managed accounts | ISVs with product-market fit and bandwidth to activate channel |
| Timeline | 10 weeks to first co-sell registered deal | 10 weeks to first partner activated |