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Azure IP co-sell top-tier benefits

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Appropriate roles: Microsoft AI Cloud Partner Program partner or partner admin

Co-sell is a benefit of your Microsoft AI Cloud Partner Program membership. As you invest in your partnership with us and grow your business, we invest in your organization through extra co-sell benefits, which include top-tier benefits.

From July 1, 2023, if you meet the requirements to become Azure IP co-sell eligible, which includes having a transactable offer published in the commercial marketplace, the purchase of your solution can help count toward customers' existing cloud commitments. If your organization meets the extra requirements, you can qualify for top-tier benefits, such as seller incentivization and eligibility to participate in partner-reported Azure consumed revenue.

To meet the added requirements for top-tier benefits, you can choose to take one of the following strategic pathways: marketplace performance or consumption commitments.

Also, all partners who attain a certified software designation for solution areas (specifically, Azure and/or Security) or Industry AI automatically receive top-tier benefits in FY25. They're added to top-tier the month following the attainment.

Top-tier benefit pathways criteria

Here are the top-tier benefits pathways criteria.

  • Marketplace performance: The marketplace performance path recognizes partners with high-performing solutions in the marketplace based on the trailing twelve-month (TTM) evaluation periods. To access top-tier benefits this way, partners must meet one of the following criteria:
    • USD $4 million marketplace billed sales (MBS) transactions.
    • 12 net-new customer adds to marketplace of greater than USD $10,000 each.
      • "Net-new" here means net-new to the Microsoft commercial marketplace (not net-new to Microsoft) and net-new to the specific partner.
    • 30 marketplace transactions with eight unique customers.
  • Each commercial MP transaction counts as a unique offer customer combination. Individual private offers count as separate transactions.
  • We use the customer ID to calculate. All transactions must be $100 or higher.
    • Must be at a minimum value of USD $100.
  • Consumption commitments: The consumption commitments path recognizes partners who signed material cloud consumption commitments with customers. To access top-tier benefits by way of this path, partners must meet one of the following criteria:
    • Partners themselves must sign a USD $30 million cloud consumption commitment, and the partner must have at least five marketplace transactions, OR
    • Partners themselves must sign a USD $200 million cloud consumption commitment and the partner must have a transactable listing in the marketplace.

By meeting the criteria of one of the pathways—marketplace performance or consumption commitments, you can qualify for top-tier benefits. Also, when you sell directly to Microsoft customers with a Microsoft Azure Cloud Commitment, Microsoft sellers are incentivized to sell your eligible Azure solutions. They can also more easily identify you and promote leads to your organization.

As of July 1, 2024, certified software designations for solution areas (specifically, Azure and/or Security) or Industry AI receive top-tier benefits in addition to their own sets of benefits. All partners are encouraged to pursue one of the seven eligible Azure-based certified software designations: Certified software for solution areas: Azure, Security; Certified software for Industry AI: Healthcare AI, Retail AI, Financial Services AI, Manufacturing AI, Sustainability AI.

Top-tier partner communications timeline

Here are the communications timelines for top-tier benefits.

Azure IP co-sell top tier benefits (newly eligible) Timeline
Q2 top tier benefits available October 1, 2024
Q3 top tier benefits available January 1, 2025
Q4 top tier benefits available April 1, 2025
Azure IP co-sell top tier benefits (expiration) Timeline
Q2 6-month notification April 1, 2025
Q2 3-month notification January 1, 2025
Q2 top tier benefit expiration June 1, 2025

Partners who qualify for top-tier benefits can choose to take elevated actions to access partner-reported Azure consumed revenue, an exclusive SaaS joint-sales offering.

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