Azure MPOs: The Game Changer for ISVs
If you are an ISV selling SaaS solutions via the Microsoft commercial marketplace, you are likely aware of the significant influence that Microsoft Azure Multiparty Private Offers (MPOs) have on enterprise customers. Reports suggest that a notable 85% of the enterprise buyers with pre-committed Azure spends prefer to make purchases through the Azure Marketplace through co-selling.
Here are some key reasons supporting that:
- Enterprise buyers leverage Microsoft Azure Multiparty Private Offers to procure eligible SaaS solutions against their pre-committed MACC funds.
- Azure Multiparty Private Offers simplify fulfilling the complex software needs of enterprise customers by combining multiple software vendors, through channel partners, under a single tailored contract.
- MPO deals usually include custom-priced offers from the ISVs, enabling enterprise buyers to procure solutions at competitive prices, and ISVs to close deals faster.
- Multiparty Private Offer deals are highly sophisticated, transparent, and fast closing with the active involvement of channel partners and Microsoft-managed billing and payment cycles.
- Microsoft’s invoicing and payment distribution management streamlines the procurement experience for all stakeholders, ensuring accurate billing and quick revenue recognition.
Despite strategical alignment, only a handful of ISVs tap successfully into the potential of these deals, primarily because of process complexities and alignments necessary to identify and unlock MPO opportunities.
That’s where ISVs partner with SaaSify!
A leading cloud GTM platform and a strategic growth enabler for ISVs, SaaSify’s no-code, self-service cloud GTM platform enables ISVs to manage the entire Azure Marketplace offer management lifecycle from one unified interface. ISVs can even choose to manage the entire co-sell workflow from their native HubSpot or Salesforce interface leveraging our no-code CRM connectors.
How SaaSify Streamlines Your Azure MPO Experience
- Automated Private Offer Lifecycle Management: With SaaSify, you can configure conditions and map fields to automate the entire private offer lifecycle management. This enhances your ability to extend offers on demand, or on identified opportunities swiftly to avoid missed opportunities.
- CRM Integration for Effortless Scaling: With SaaSify’s Azure Marketplace integrated dashboard, or our CRM connectors, your sales team gets the ability to manage all marketplace operations from a single platform. Additionally, the bidirectionally synced CRM provides your team access to live opportunity data, flowing directly into their native CRM, to build tailored cloud GTM strategies.
- Streamlined Co-sell Operations: The strategic co-sell alignment, led by our no-code cloud GTM platform and CRM connectors, helps your team to establish a streamlined collaboration with partner sellers to scale joint efforts on co-sell opportunities.
- Strategic Insights and Advanced Analytics: SaaSify’s no-code CRM Connectors and unified dashboard empower your sales team with access to real-time metrics, strategic insights, and historical reports to forecast sales and build informed sales strategies.
- Automated Marketplace Operations: SaaSify automates the entire marketplace operations, including the invoice generation and billing reconciliation workflow. SaaSify cloud GTM platform integrates with Microsoft Azure’s metered usage tracking to generate accurate invoices, enabling quick marketplace approvals and fast revenue recognition.
The benefits and advanced features of SaaSify go far beyond the traditional support seen among peers in 2025. From personalized mentoring to on-call expert advisory, from a dedicated success manager to 24/7 operational support—your marketplace scaling complexities are seamlessly covered with SaaSify.
If you’re looking to unlock the potential of Azure Multiparty Private Offers, this guide is your guide. It provides a comprehensive insight into how Azure MPOs differ from other marketplace models—such as public or private offers—and how you can navigate this ecosystem seamlessly to maximize your cloud GTM growth with SaaSify.
Ready to explore the insights? Let’s dive in!
Why MPOs Are Gaining Traction
What is the Microsoft Azure Multiparty Private Offer (MPO)?
Introduced at the Inspire partner conference in July 2023, Microsoft Azure Multiparty Private Offer (MPO) represents a way for ISVs to collaborate with channel partners, solely or along with other marketplace partners, to solve a buyer’s specific solution need.
Deals closed under Azure MPO are usually long-term, large enterprise deals, helping ISVs to unlock a repeatable revenue channel to support extended sustainability in the marketplace ecosystem.
Azure Multiparty Private offers primarily involve four stakeholders, buyers, ISVs, channel partners, and the Microsoft Azure platform- all aligned strategically to complete sales cycles efficiently or solve the specific needs of the SaaS buyers.
How Does Multiparty Private Offer Work?
The process of creating a Multiparty Private Offer starts with ISVs identifying an opportunity, creating a tailored private offer with custom pricing, and then identifying a channel partner through which this deal can be closed.
A channel partner is authorized to alter the offer prices above a marked threshold to ensure their share of profits. Post private offer finalization, the channel partner extends the offer to the customer, and Microsoft does the invoicing and payment distribution as per the agreed terms.
Unlike conventional sales approaches, MPOs permit multiple partners to participate in a single customer transaction while preserving their individual terms. Given below is a structured flow of key elements of the Azure Microsoft Multiparty Private Offers that make these deals attractive both for buyers and software sellers:
- Custom Pricing – Depending upon the duration and volume of use, ISVs can choose to offer tailored pricing proposals to SaaS buyers to maximize conversions.
- Tailored Solutions – ISVs can liaise to provide a blend of ISV software, Azure services, and third-party integrations designed to address the distinct business needs of enterprise buyers.
- Flexible Terms & Conditions – Contract terms can be kept flexible to drive solution adoption while conforming to enterprise procurement policies.
- Microsoft-Backed Transactions – ISVs can leverage Microsoft’s support, resources, and occasionally incentives to maximize their gains and reduce operational overhead.
Advantages of Multiparty Private Offers (MPOs) for ISVs
Microsoft Azure MPOs are designed strategically to transfer the benefits of procurement to the stakeholders unilaterally- especially to ISVs, the source software supplier. Here are a few key ways that MPOs expedite sales and simplify enterprise transactions for ISVs:
- Benefits from channel partner relationships: For SaaS buyers, channel partners are the most preferred source to procure solutions on the Azure marketplaces. With channel partners, enterprise buyers do not to deal and identify the various solutions with individual ISVs. Also, procuring through channel partners helps customers strengthen their relationships with their go-to source for SaaS solutions. This advantages ISVs. For them, customer acquisition cost (CAC) gets significantly reduced if they liaise with channel partners.
- Fast Deal Closing– With Azure MPOs, your role, as an ISV, is pre-defined. All you need to do is create a tailored offer that resonates with the buyers’ intent. Channel partner’s relationships with the buyers and Microsoft platform- responsible for billing and payment distribution- further reduce the deal closing time when transacting through MPOs.
- Accelerated Revenue Recognition – Microsoft’s handling of contract structuring and the billing lifecycle simplifies the invoicing and revenue recognition for ISVs, ensuring on-time payment release and enabling ISVs to focus on making sales rather than deploying resources for payment follow-ups.
- Enhanced Credibility & Co-Selling Opportunities – Microsoft’s direct engagement elevates ISV credibility, encourages deeper collaboration with Azure sellers, and opens up co-selling opportunities with MPO partners.
- MACC-Driven Sales & Increased Deal Values – Enterprise clients aiming to optimize their Microsoft Azure Consumption Commitment (MACC) prefer purchasing through MPOs. Data from Microsoft indicates that MPO deals are, on average, twice the size of standard private offers.
- Long-Term Contracts and Recurring Revenue – MPO deals are usually long-term contracts, forming a base for ISVs to offer usage-based consumption subscriptions and generate recurring revenue to support their extended sustainability in the marketplace ecosystem.
Qualification Criteria for Selling through Azure Multiparty Private Offers
Before we guide through our exclusive and quick Multiparty Private offers using SaaSify’s no-code cloud GTM Platform, let us ensure that you qualify for selling through the Azure Multiparty Private Offers. Here’s an important checklist:
- Microsoft Partner Enrollment -You must be enrolled in the Microsoft AI Cloud Partner Program.
- Marketplace Account –Must have a commercial marketplace account in Partner Center.
- Offer Eligibility – You should have a publicly transactable offer live on the Azure Marketplace.
- Partner Criteria –Your chosen partner must meet MPO eligibility requirements.
- Customer Criteria – Your target customer must be eligible to purchase MPOs.
- Role Requirement –You must hold a marketplace developer, manager, or account owner role linked to your marketplace seller ID.
How SaaSify Helps You Create Azure Multiparty Private Offers: A Step-by-step Guide
While creating Multiparty private offers on the Azure Marketplace requires navigating some steep learning curves, SaaSify gives you full flexibility to use our custom interface, utilize map fielding to auto-populate data, and choose between options to create a Multiparty Private Offer seamlessly and effortlessly.
Let’s walk you through a step-by-step guide to creating Azure MPOs from the SaaSify dashboard, including the one you integrate with your native HubSpot or Salesforce CRM.
Before you start creating an Azure Multiparty Private Offer, you need to have these two details with you:
- The seller ID of your channel partner
- The billing account ID of your customer
With these details in place, this is how the MPO creation workflows in the SaaSify no-code cloud GTM platform:
- Navigate to the SaaSify App in your Salesforce/ HubSpot CRM.
- Go to the “Create Private Offer” Section.
- Select the marketplace on which you want to create the MPO. In this case, you need to choose Azure Marketplace.
- Choose your seller account from the menu dropdown
- Choose “Multiparty” from the “select selling type’ menu.
- (At this stage, you will need to fill in some basic information, but most of them would be pre-filled depending upon your opportunity selection and field mapping)
- Fill up the customer Azure billing ID.
- Select the product that you are selling and, the start date of your private offer. (You can put a timeline beyond which the private offer expires if not accepted by the customer)
- Upload your custom Terms and Conditions.
- Now choose the pricing model, whether absolute or discounted, fill the fillable with your numbers, and choose to submit the offer.
As you see, in just 9 easy steps (mostly drop-down selections), your sales team can self-create and submit Azure Multiparty Private Offers without having to even log on to the Azure Partner Center.
What Happens Next?
Once the ISV has set the initial pricing, the channel partner can add a markup before forwarding the offer to the customer. This markup can reflect value-added services, partner margins, and strategic pricing models Once finalized, the offer – now including both ISV and partner pricing is presented to the enterprise buyer.
How Azure MPOs enhance the Procurement Experience
Enterprise Buyer Experience: Transparent & Seamless Procurement
Rather than seeing a public marketplace listing, the customer receives a private, customized offer via Azure Marketplace. This ensures:
- Tailored pricing & terms based on their specific needs
- Clearer cost structure with no hidden fees
- Faster deal execution without complex vendor on-boarding
Microsoft’s streamlined billing system ensures smooth procurement and eliminates administrative bottlenecks.
Faster Payments & Revenue Recognition for ISVs
Once the purchase is completed, Azure Marketplace manages the entire transaction, ensuring that the ISV gets paid efficiently without invoicing delays. Microsoft plays an active role in validating the offer against Azure Marketplace guidelines and may even accelerate the deal if it contributes toward the customer’s Microsoft Azure Consumption Commitment (MACC). This structured approach not only simplifies revenue recognition for ISVs but also helps in closing deals faster.
How MPOs Differ from Public & Standard Private Offers
Broadly, for ISVs, Azure Marketplace offers two broad types of subscription offers- as Public offers and Private Offers. While public offer is a pre-fixed subscription cost open to all buyers on the Azure Marketplace, private offers provide options to buyers to request custom pricings from the ISVs, but only if the ISVs is willing to offer a tailored pricing.
Unlike Public Offers, which are open and fixed, or Standard Private Offers, which are customized but linear, MPOs introduce flexibility, scale, and partner collaboration into the mix. With support for channel partners, Microsoft’s co-sell alignment, and MACC eligibility, they are purpose-built for enterprise-grade engagements.
Let’s break these down:
Public Offer
These are off-the-shelf SaaS solutions with fixed pricing and no customization. Ideal for smaller businesses seeking fast, low-complexity purchases, public offers are accessible to all Azure Marketplace visitors and do not involve direct negotiation or Microsoft incentives.
Standard Private Offers
A direct agreement between an ISV and an enterprise customer, standard private offers allow for customized pricing and terms. While flexible, they involve manual negotiation and do not include resellers or Microsoft involvement beyond offer facilitation.
Multiparty Private Offers (MPOs)
MPOs extend the flexibility of private offers by enabling multiple stakeholders – including Microsoft, resellers, and channel partners—to collaborate on the same deal. Typically, the ISV creates a custom offer, which is then modified by a partner before being shared with the customer. These offers are well-suited for enterprise customers with MACC commitments and complex procurement needs.
Best Practices for ISVs Leveraging MPOs
ISVs looking to adopt MPOs should consider the following practices to ensure successful execution and long-term value:
1. Align Offers with Microsoft’s MACC and Co-Sell Strategy
Successful MPOs are those that contribute to Azure usage. ISVs should communicate the value of their SaaS solution in terms of Azure consumption and maintain active alignment with Microsoft teams throughout the co-sell process.
2. Identify Enterprise Buyers with MACC Commitments
MPOs are best suited for large organizations that have existing Azure spending commitments. Focus on prospects that prefer to transact via Azure Marketplace and require custom commercial terms.
3. Collaborate with Channel Partners Early
The ability to bring partners into the offer process is a core advantage of MPOs. ISVs should:
- Develop joint value propositions with resellers and system integrators
- Involve partners in early-stage deal conversations
- Structure incentives that align with partner sales motions
- Ensure pricing models accommodate partner participation
4. Simplify the Procurement Experience
Enterprise customers value efficiency. Clearly defined pricing, terms, and licensing models help reduce friction. Supporting documentation, approval templates, and standardized workflows can significantly accelerate the deal cycle.
5. Create Value Through Strategic Pricing
Rather than focusing only on discounts, ISVs can increase perceived value through bundled services such as onboarding support, technical integration, or service-level guarantees. Tiered pricing models that align with usage or scale may also be effective.
6. Track and Refine Your MPO Strategy
Monitoring offer performance is essential. ISVs should track key metrics—including deal cycle time, close rate, and partner involvement—to identify bottlenecks and improve future execution. Partner feedback and customer input are equally important for refinement.
As cloud purchasing patterns shift toward strategic procurement through marketplaces, MPOs represent an important evolution in offer structuring. By supporting multi-party collaboration and aligning with Microsoft’s commercial goals, MPOs provide ISVs with a clear path to larger, more efficient enterprise deals.
Understanding the distinctions among Azure Marketplace offer types—and adopting the right strategy for each—enables ISVs to meet buyers where they are and drive scalable growth through the marketplace.
Challenges ISVs Face with MPOs
While the MPOs can boost sales and reinforce the marketplace presence of ISVs, creating an effective strategy turns challenging for ISVs given the following complexities:
Complex Procurement & Microsoft Approval
Microsoft Azure MPO deals require multiple approval layers, including strict compliance and legal reviews, before the offer is published. This process often leads to delays and dependencies, forcing ISVs to rely on Microsoft sellers to maintain deal momentum, ultimately increasing the risk of customers turning to competitors.
Pricing & Discounting Dilemmas
MPOs empower ISVs to offer custom prices, but ISVs often struggle with finding the right balance between the prices and discounts, especially amid competitive pressure, forcing them to offer deep discounts just to stay competitive. Further, a lack of data-driven insights leads to inefficiencies in structuring multi-year, high-value contracts. As a result, ISVs either lose deals or work with reduced profitability.
Manual Processes Drain Resources
Many ISVs still depend on manual efforts to set up and manage MPPOs, track customer negotiations, and handle approvals and compliance. As a result, MPPO execution becomes resource-intensive and inefficient, leading to delays in deal closures, increased administrative overhead, and missed revenue opportunities.
Context Switching and Operational Efficiency:
Creating MPPOs requires ISVs to juggle multiple platforms, from CRM systems and pricing tools to compliance portals and Microsoft’s marketplace interface. Constantly switching between these systems disrupts workflow, increases the chances of errors, and slows down execution. Without a unified, streamlined approach, sales and operations teams struggle to maintain efficiency, leading to delays in deal approvals and missed revenue opportunities.
Limited Visibility & Deal Tracking
ISVs lack real-time visibility into the status of their MPO deals, making it difficult to track progress, manage approvals, and work on bottlenecks. This makes coordinating with Microsoft sellers and customers challenging for the ISVs, leading to misalignment, delays, and missed follow-ups, ultimately impacting revenue growth.
To overcome these challenges, ISVs must streamline MPO approvals and procurement, automate manual processes, adopt a data-driven pricing strategy, and improve deal visibility. This is where SaaSify simplifies MPO execution, helping ISVs boost marketplace success effortlessly.
Overcoming MPO Challenges with SaaSify
Addressing the various challenges mentioned above requires ISVs to streamline workflows, enhance operational efficiency, and establish an enhanced collaboration with Microsoft sellers to close deals faster. SaaSify provides all these, without you having to share any revenue with the platform. It’s a no-code self-service platform that allows you to navigate through the complex operational workflow effortlessly. Let’s see how we do this:
- Automate Procurement & Approval Processes- SaaSify automates MPO workflows, fast-tracking approvals. Pre-built templates enable ISVs to track approvals without missing crucial steps.
- Smart Pricing & Discounting Strategies- With SaaSify, you get access to real-time insights, updates, and historical reports, enabling your sales team to build strategies to solve the solution needs of MACC customers with tailored offers, maximizing opportunities-to-cash conversions and boosting your marketplace revenue.
- Eliminating Manual Processes- SaaSify fully automates MPO execution, from customer negotiations to final sign-offs. One-click setup allows effortless offer creation and management.
- Context Switching and Operational Efficiency- SaaSify empowers ISVs to work under a single experience on co-selling, MPO creation, lead-tracking, and creating tailored strategies to maximize opportunities for cash conversions. Our CRM Connectors integrate with your native Salesforce or HubSpot CRM to create a unified dashboard for collaboration and joint selling with Microsoft Azure sellers, eliminating context-switching needs and enhancing operational efficiency.
- Real-Time Visibility & Deal Tracking- SaaSify provides a centralized dashboard for real-time tracking of approvals, pricing updates, and contract execution. ISVs can measure MPO performance, identify bottlenecks, and refine strategies.
Our Other Marketplace Empowerment Include:
- Effortless launch on Microsoft Commercial Marketplace.
- Converting ‘Contact Me’ listings into transactable offers.
- Automating MPOs for faster co-selling.
- Expert GTM advisory for marketplace success.
- Real-time deal visibility for seamless execution.
- Instant updates on deal progression via Slack, Teams, and email.
- Strengthened Microsoft co-sell relationships via CRM integration
Wrapping Up
Multiparty Private Offers (MPOs) are transforming SaaS sales for ISVs, offering a scalable, enterprise-ready sales motion. By collaborating with Microsoft and partner networks, ISVs can streamline deal execution, expand their customer base, and accelerate SaaS revenue.
However, navigating MPOs can be complex, particularly for ISVs managing manual workflows and limited resources. From marketplace listing and deal tracking to pricing automation and GTM execution, ISVs need a scalable and efficient solution.
SaaSify simplifies MPO execution, enabling ISVs to scale their SaaS revenue without setup hassles or revenue sharing. This no-code, self-service platform allows ISVs to:
- Launch and transact on Azure Marketplace within days.
- Automate offer creation and management.
- Gain real-time visibility into deal progress and revenue tracking.
- Leverage MPO and Microsoft incentives for sustained cloud revenue growth.
Whether you’re exploring MPOs for the first time or optimizing your Azure Marketplace strategy, SaaSify provides the automation, expertise, and support to help you scale—faster and smarter.
Ready to drive SaaS revenue with Azure Marketplace Multiparty Private Offers? Connect with SaaSify experts for a free technical walkthrough!
