Jason Rook: How Partners Drive 75 Percent Bigger Deals with Partners

Jason Rook
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Jason Rook: [00:00:00] what was really surprising in the study even where we're even at on our journey, we're still in the early phases of this channel partner and software company selling together. Those channel partners that are selling with software companies are seeing another $6.26 on top of that dollar that was came from the transaction. So

Chip Rodgers: are those services or other technology, other software?

Jason Rook: No, it's great question. So it's implementation, it's design, it's managed services, support contracts, all those other wraparounds. In some cases it's, hey, not only did we sell this product, but we sold another one, that type of thing.

Chip Rodgers: Hey everyone, Chip Rodgers. We're back here at Inside Partnering and we're here at the, at Ignite at the Moscone West. Moscone West here. Yeah. Yeah. And Jason, you just had a keynote that had a bunch of folks in there and

Jason Rook: Yeah, we had a

Chip Rodgers: full

Jason Rook: session where we got to talk about marketplace and the marketplace opportunity and some new features that we enabled in Marketplace this week.

Chip Rodgers: That's terrific. I'm so excited, Jason, to have you. Okay, join [00:01:00] here, Jason Rook. And Jason is Director of Product Marketing for Microsoft Marketplace. Yep. And a heavyweight in the Microsoft partner space. Somebody that everyone wants to, should know.

Jason Rook: We've done it for a while, so Yeah. Yeah. Yeah.

And

Chip Rodgers: We've seen each other. Gosh, every event we do, we six months ago. That's right. But not at Ignite. A great venue. We did it at ultimate Partner, right? Yeah. In Dallas. Or Dallas. We did in

Jason Rook: Dallas, that's right. Yeah.

Chip Rodgers: So anyway great to have you on Jason and, so tell us about your, what are some of the key points that you talked about just now to partners?

Jason Rook: Yeah, so the session we just wrapped up, we, there were two themes. The opportunity with Microsoft Marketplace for both software companies and channel partners to sell together. And then we talked about new feature. So from an opportunity perspective, we went through kinda where Marketplace is at today, continuing to double year over year.

Plus what's interesting is in that segment of the business where software companies and channel partners are selling together, that business is growing faster. It's 3.5 times as [00:02:00] fast, right? And when we look at,

Chip Rodgers: that's amazing. That's great. I love that. Yeah.

Jason Rook: It's great growth and part of that growth is that when channel partners, and this is classic Microsoft, right?

When partners are involved, things get better. And so where channel partners and software companies sell together those deals, when you compare 'em to the whole marketplace or the whole Microsoft Marketplace. They're almost 75% larger. So they move faster, they're bigger deals. Did you

Chip Rodgers: hear that? 75% larger?

Yeah. You're working with partners. That's amazing.

Jason Rook: Big deals. Yeah. And then we also talked in the session about, we've done some work with amia so Jay McBain, I think I just saw you had him on. So we did some work there really around the multiplier, the value multiplier for marketplace. And what we found is software companies that are selling through our marketplace, they see an additional $1.75.

On top of every dollar they sell through our marketplace, which is great.

But I think what was really surprising in the study even where we're even at on our journey, we're still in the early phases of this channel partner and software company selling together. Those channel partners that are [00:03:00] selling with software companies are seeing another $6.26

on top of that dollar that was came from the transaction. So

Chip Rodgers: are those services or other technology, other software?

Jason Rook: No, it's great question. So it's implementation, it's design, it's managed services, support contracts, all those other wraparounds. In some cases it's, hey, not only did we sell this product, but we sold another one, that type of thing. It's really exciting to actually finally see the data back up where we all thought marketplace was gonna go. Yeah. I

Chip Rodgers: love that. Love that. Resale, Resell Enabled Offers. Offers, yep. Yeah, that's cool.

Jason Rook: That's a big thing here at Ignite this week, at least from the marketplace team. What we're doing with those is we're giving the software company the ability to take their existing offer and basically just transfer that over to the channel partner, and then the channel partner can sell that offer directly to a customer.

Similar to the way that our private offer functionality has always worked, but now the channel partner's in control and it's interesting 'cause there's no republish to it. [00:04:00] It's just a transfer and sell basically. And what that does though is it's enabled in all Microsoft commercial marketplace markets.

So if you think around probably roughly 130 markets around the globe, so now you think about this channel selling motion, it's truly global now. And you think about the numbers that I just gave you. Those were really from us, Canada, and uk. 'cause that's really where our strength has been so far.

Yeah. But now with global expansion and that, the addressable market, the momentum we have, it's an exciting time to be a software company. Tapping into this ecosystem or already in this ecosystem looking for new ways to grow.

Chip Rodgers: Yeah, I love that. That's that's amazing. I think, distributors VARs can really extend your reach, right?

They've got built in sales support, everything. It,

Jason Rook: it's interesting that you mentioned those two partner types, right? Because Absolutely. Those, you, if you think about Marketplace explosive growth, it is bars but the way that we've constructed these channel led selling motions. Is, it's really anyone who participates.

I like to joke, you need a partner [00:05:00] ID and a tax profile really to get started in this, right? So you don't need, it could be

Chip Rodgers: si, GSIs, every, MSPs, Every

Jason Rook: flavor of SI, an MSP, A reseller, a boutique shop. All of those players, if they're a Microsoft partner, they can participate in this motion with us. They don't need an advanced specialization.

They don't need a revenue threshold to get started. So it's a great way, like even if you're just new to the ecosystem, it's a great way to, quickly grow your micro, your Microsoft business. And also with this resale enabled offer feature, it ties tightly into co-sell. So if you're a one of those systems integrators, managed service provider, and you're like, Hey, I've been cut outta co-sell because it's been a marketplace thing for the last two years, that's not the case anymore.

So it's expanding the co-sell opportunity too.

Chip Rodgers: So everything is, so you're working with a partner and the partner is actually, running the transac, but it's running through Marketplace.. Yep. So it still takes advantage of all of the. The draw downs. All those things

Jason Rook: that software companies love about marketplace.

Yeah. Now the channel [00:06:00] partners included in that. So yeah,

Chip Rodgers: It's exciting.

Jason Rook: It's exciting. It's a great week for Ignite. Great week for our partners and yeah, it's good stuff. Yeah. Yeah.

Chip Rodgers: Jason, anything else we should talk about before? That's good. It's great to catch up with you here

Jason Rook: IGN

Chip Rodgers: night.

Jason Rook: Yeah, that's

Chip Rodgers: right.

Fantastic. Jason, thank you for stopping by and it was a pleasure. Yeah, it was fun. I love doing these videos with you. It was f fantastic. Awesome. All right. Thank you all for joining again and and we will see you next time. Thanks everybody. Thanks. Thanks, Jason. Yeah.

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