A person looks at a tablet A person looks at a tablet

Varonis powers sales and technical excellence using Microsoft tools

Cybersecurity software leader Varonis uses the Microsoft commercial marketplace to drive success for channel partners, customers, and their bottom line.

February 13, 2025

The frequency and scope of cyberattacks continue to grow: experts forecast that the global cost of cybercrime will rise from $9.22 trillion in 2024 to $13.82 trillion* by 2028. Bad actors compromise sensitive information and jeopardize the well-being of organizations and the public. Fortunately, Microsoft partner Varonis takes this challenge head-on with their advanced AI-powered platform.

Founded in 2005, Varonis is a data security trailblazer specializing in protecting sensitive information across SaaS, IaaS, and hybrid cloud environments. One element of Varonis' success is their decade-long relationship with Microsoft, both as a technical and sales partner. Varonis maximizes the opportunity of the Microsoft commercial marketplace, tapping into ISV Success, Marketplace Rewards, multiparty private offers, and more to foster profitability and strong customer outcomes.

A winning go-to-market strategy

Varonis wanted to simplify the adoption of their security platform for customers, as well as streamline the launch of their data security for AI solution through the commercial marketplace. They accomplished both goals through strategic initiatives, using Microsoft offerings as valuable tools along the way. Read on to learn about the offerings Varonis used to drive significant business value, streamline procurement, and enhance data security for their customers.

ISV Success

ISV Success helps partners who develop software to build, publish, and grow their solutions on the marketplace. ISV Success provides participants with a suite of benefits, such as Azure credits, cloud benefits, technical consultations, developer tools and support, early AI tool access, and marketing assistance.

The benefits Varonis accessed through ISV Success helped facilitate deals and grow marketplace transactions. The credits provided by ISV Success convinced customers to bring their business through the Azure Marketplace.

According to Mike Mason, Varonis Global Alliance Leader, "While participating in ISV Success, Varonis optimized our marketplace strategy, utilizing benefits such as co-selling opportunities, technical support, and financial incentives. This partnership allowed Varonis to simplify procurement for customers, particularly those looking to maximize their cloud consumption commitments [formerly MACCs]."

Azure Marketplace

On the Azure Marketplace, one of two storefronts in the Microsoft commercial marketplace, developers and other IT professionals can find, purchase, and use a variety of Azure cloud software applications and services. The marketplace has proven to be an effective sales channel for Varonis, supporting larger deal sizes.

Varonis’s marketplace success extends across new and existing customers. The data security leader also continues to experience significant success through their partner-driven approach, in which marketplace deals involve channel partners. Varonis taps their global partner network to help drive sales, expand market reach, and provide additional expertise when needed.

Mason elaborated on the company’s success with channel partners. “Varonis is a channel-first company, and together with our partner network, we provide game-changing solutions to find, fix, and alert on threats to data in the cloud, on-premises, and in hybrid environments for our customers. We include our partners in the success of the marketplace, making it a win-win: for Varonis as a leading provider of security solutions and for our partners who offer value-added services."

Four people collaborating around a table

Multiparty private offers

Working with other partners on multiparty private offers allows Varonis to tap into existing customer relationships, ensuring smoother transactions. Under the multiparty private offers framework, Microsoft partners join forces to create personalized offers for customers on the commercial marketplace. This approach optimizes resources, enabling Varonis to focus on innovation and product development while their partners manage customer interactions.

Marketplace Rewards

Marketplace Rewards, an offering included within ISV Success, has also played a supporting role in Varonis’s excellent marketplace performance. Marketplace Rewards provides benefits that help businesses grow their customer base through the marketplace. When a partner activates this offering, they receive a base collection of benefits, including guidance on optimizing their offer and access to a co-branded marketing kit. Marketplace Rewards are performance-based, which means partners unlock more powerful benefits as they scale their transactions. Through Marketplace Rewards, Varonis could access Azure credits, which proved beneficial.

“We're using Azure sponsorship credits to assist our customers in reducing their Azure consumption costs by completing a marketplace transaction," Mason said. "Many of these customers are also using the marketplace to draw down on their MACC and choosing a trusted top-tier partner in the process."

"We include our partners in the success of the marketplace, making it a win-win: for Varonis as a leading provider of security solutions and for our partners who offer value-added services."

—Mike Mason, Global Alliance Leader, Varonis

From security to sales, Varonis models success

Azure Marketplace and offerings like ISV Success and Marketplace Rewards have opened valuable opportunities for sales expansion, streamlined procurement, and stronger channel partnerships. By tapping into a variety of purpose-built offerings and tools, Varonis has made excellent use of the marketplace to deliver value to customers while solidifying their position as a trusted leader in data security.

Explore more Partner Success stories

Discover how organizations like yours are using Microsoft technology to help customers solve challenges, drive results, and scale their businesses.

* Throughout this document, $ refers to U.S. dollar (USD).

This document is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.