ISV Azure Marketplace launch and co-sell readiness

Summary

A growth-stage software vendor needed to be transactable on Azure Marketplace and IP co-sell ready inside Microsoft's commercial system — not just listed, but actually running through the partner motion that drives pipeline.

Challenge

Partner Center was half-configured, the offer architecture didn't match how their buyers actually purchased, MACC eligibility hadn't been considered, and the field-level Microsoft seller relationships weren't activated. A nominal listing existed, but it produced zero pipeline.

Approach

Tolowa Pacific ran the work end to end as BD-for-hire: rebuilt Partner Center configuration, restructured the offer for transactability and MACC compatibility, drove IP co-sell qualification, and engaged the appropriate Microsoft field roles to seed the listing inside live opportunities. Principal-led throughout — including direct calls with Microsoft Partner Development Managers.

Outcome

Listing achieved transactable + IP co-sell status, MACC-eligible. First marketplace-sourced opportunities entered the pipeline within the engagement window, with a repeatable motion the client's team could continue to run.

At a glance

Scope

Partner Center rebuild + offer architecture + co-sell activation

Outcome

Transactable and IP co-sell ready; pipeline entries in-engagement

Delivery model

BD-for-hire — principal-led, Microsoft field engaged directly