If you build on Microsoft—Azure, Microsoft 365, Dynamics—co-selling is the fastest way to put your solution in front of Microsoft sellers and their managed accounts. At Hezemon Technologies, we help you go from Partner Center setup to co-sell-ready status, and then convert that visibility into meetings and revenue.
Why co-sell (and what “co-sell-ready” really unlocks)
Co-selling exposes your solution to Microsoft sales teams and partner sellers so you can collaborate on deals together. For Azure IP offers, co-sell can also contribute to a customer’s Microsoft Azure Consumption Commitment (MACC)—a powerful incentive inside enterprise accounts.
Step 1 — Nail the Partner Center foundations
Before anything else, your Partner Center account must be in good order: set up legal business info, complete verification, and configure payout and tax profiles. This ensures your offers can publish and transact without delays.
Hezemon checklist
- Company legal profile verified (primary contact + legal contact visible)
- Payout profile and tax IDs added for your publisher account
- Appropriate roles assigned (so product, marketing, and finance can work in parallel)
Step 2 — Publish a marketplace offer the right way
To qualify for co-sell-ready status, your offer must be published live in Microsoft’s commercial marketplace (Azure Marketplace or AppSource). Decide your listing type (listing vs. transactable) and ensure your description and policies meet certification standards. Transactable offers require additional setup by offer type.
Hezemon tip: If your sales motion depends on frictionless trials or usage-based billing, go transactable early; otherwise start with a high-conversion “Contact Me” listing and move to transact after validation.
Step 3 — Configure your solution for co-sell inside Partner Center
Inside Partner Center → Referrals → Co-sell, fill the co-sell solution configuration: elevator pitch, customer value, industries, target geos, reference customers, and sales collateral. This content is what Microsoft sellers see when evaluating fit—and it’s required for co-sell-ready and IP co-sell eligibility.
What to prepare
- One-pager and pitch deck
- Industry/customer proof (logos or anonymized references)
- Clear ICP and qualifying questions
- Deployment architecture (for Azure IP)
Step 4 — Earn the badges that move sellers
Microsoft distinguishes between co-sell-ready and incentive-eligible statuses. For Azure IP specifically, Microsoft guidance highlights having a transactable Azure-based offer, passing technical validation, and reaching threshold revenue (e.g., $100K marketplace billed sales or Azure consumed revenue) so sellers can earn quota credit and help customers fulfill MACC.
Meanwhile, Microsoft’s Marketplace Rewards can be activated in Partner Center (assign a marketing contact, then enable benefits) to access GTM placement, PR, and growth support—useful both pre- and post-co-sell.
Step 5 — Operate your co-sell pipeline like a pro
Once your solution is discoverable, manage deals from Partner Center → Referrals. You can create and accept referrals, collaborate with Microsoft sellers, and track stages to closed-won. There’s also bulk CSV upload for high-volume motion, and a Salesforce connector if your team lives in CRM.
Deal hygiene that wins
- Speed to engage: Respond to new referrals within 24 hours with next steps.
- Mutual action plan: Share roles, milestones, and MACC alignment early.
- Proof-first: Lead with reference architecture and customer outcomes, not features.
- Attach offers: Where relevant, attach your marketplace offer to the opportunity so it’s easy for sellers to position and for customers to buy.
Hezemon’s co-sell acceleration framework
1. Partner Center readiness — We set up roles, legal, and payouts; map who does what and when.
2. Offer & listing — We craft a listing that converts, aligned to certification policies and the right listing type.
3. Co-sell solution package — We produce the seller-ready one-pager, deck, and references; configure your co-sell profile.
4. Go-to-market & rewards — We activate Marketplace Rewards and align content to Microsoft field narratives.
5. Pipeline ops — We wire Partner Center → CRM, set SLAs, and coach your team on referral etiquette and MACC-aware proposals.
Results you can expect
- Faster first meetings with Microsoft-managed accounts through aligned value stories
- Higher win rates when your offer helps customers realize MACC and gives sellers quota credit
- Repeatable GTM via Marketplace Rewards placements and co-marketing tracks
SEO boosters (integrate naturally)
- microsoft co sell ready marketing playbook — We’ll turn your collateral into a field-friendly narrative that maps to Microsoft sales priorities.
- partner center co sell registration steps india — Hezemon’s India-based team can complete and validate your configuration end-to-end.
- generate co sell leads for microsoft partners hyderabad— From our Hyderabad hub, we run targeted campaigns that turn co-sell visibility into qualified pipeline.
Want Hezemon to take you from “listed” to “co-selling” in weeks—not months? Let’s build your co-sell motion together.
