Six months stuck. Then a Certified Software Designation, earned.

Stuck at zero, with the Microsoft relationship on the line.

To earn a Certified Software Designation, this ISV needed five qualifying Marketplace transactions. After six months of trying, they had zero. Not one deal had transacted, and every month at zero pushed the designation further out of reach.

The real cost was bigger than the designation. Their Microsoft Partner Development Manager was preparing to drop them for lack of performance. Losing that PDM meant losing internal advocacy and executive alignment at Microsoft, the relationship that drives co-sell access, incentives, and exec attention. That is when they came to us.

We ran the motion end to end as a Managed Service.

1. Mapped the path of least resistance. We analyzed the pipeline and applied our propensity mapping to find the deals most likely to transact through Marketplace without friction, using signals like MACC commitments and past transaction history.
2. White-glove onboarded the sellers. We walked the sellers holding the top accounts through what Marketplace is, why each customer would likely go Marketplace, how to talk about it, and exactly how to execute the private offer.
3. Closed all five, including two multi-party. All five were needed to earn the designation, so we white-gloved every deal end to end. Two ran as multi-party private offers, and we onboarded the client's channel partner to transact through Marketplace alongside them.