UNLOCKING MARKETPLACE MILLIONS
Demystifying B2B buying Azure Cloud Marketplace
The big business challenge
Microsoft’s Azure Cloud Marketplace provides independent software vendors (ISVs) with an opportunity to reach hundreds of thousands of buyers, yet so few are truly mastering this channel.
Microsoft wanted our support to run a programme with an elite selection of ISVs delivering both an acceleration of sales and also a blueprint to replicate with more ISVs.
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The resolve
First there was a need to understand how both buyers and sellers were behaving in relation to Azure Marketplace – What was selling well? Not so well? To whom? And why?
In doing this voice of the customer work we established that there was limited knowledge on both sides about the versatility and benefits of transacting on The Marketplace. We also found that, in many instances, ISVs hadn’t done much to encourage sales beyond becoming transactable – the functional element of being able to sell on The Marketplace.
Our resolve was to build a programme that educated, demystified and engaged multiple stakeholders within an ISV.
The
impact
We delivered a programme to 5 ISVs that consisted of 5 core elements provisioned in a mixture of in-person and digital sessions, both as a cohort with all participating ISVs, and as individual organisations.
At the end of the programme the ISVs produced a ‘strategic screenplay’ – a one page prioritised plan. Which, within 3 months of delivery, helped deliver £m+ in Marketplace sales.
For further detail on this work, please contact Simon Barnett.
