Wiz conjures 1,500 % ROI from Azure sponsorship during a three-month campaign with Microsoft Marketplace Rewards
In 2020, a team with over 20 years of cybersecurity experience founded Wiz. Now, over 40 of the Fortune 100 rely on the Wiz cloud-native application protection platform (CNAPP) to identify and remove the most critical risks to Microsoft Azure, Kubernetes, and other cloud platforms. With backgrounds including lead roles in cloud security at Microsoft, Wiz’s cofounders understand the importance of removing critical threats before malicious actors can exfiltrate data or obtain unauthorized access.
The Wiz Cloud Infrastructure Security platform deeply scans every cloud resource to analyze your cloud stack and identify toxic combinations that make your cloud susceptible to a breach. Using a single API connector per environment, Wiz delivers a cloud control workflow that enables security, DevOps, and engineering to remediate the highest risks and proactively harden your cloud environment.
Seeing an opportunity to increase growth, Wiz executed a three-month campaign to promote offers through the Microsoft Azure Marketplace. Wiz utilized over $350,000 in Azure sponsorship credits to close over a dozen competitive deals. The company used its remaining credits to create an Azure Marketplace pipeline for its customers.
“This incentive helped us save weeks of work and push deals over the finish line and convince big Azure strategic customers to use Azure Marketplace over competitive CSP marketplaces,” said Nadav Tzuker, Cloud Alliance Manager, Wiz.
The crucial ingredient? For Wiz, the Azure credit incentive program resulted in a 1,500 % return on investment (ROI) when measuring Marketplace Billed Sales against every dollar of credit submitted.
“We did internal research and found that the ROI of our credit incentive program had 10 times better results than our efforts with other CSPs in terms of ROI. This is thanks to the flexibility with the credit volume per deal, and the fast time it took us to put this into action,” said Tzuker. “This results in amazing ROI.”
According to Wiz’s sales team, the Azure credit incentive helps push customers to use the Azure Marketplace over competitors before the commercial discussion even starts. In almost all of the aforementioned deals, Wiz converted customers who had decided to use a competing marketplace to switch to Azure Marketplace.
“The credit incentive was crucial to get them to transact through the Azure Marketplace,” Tzuker said.
“We have received numerous reach outs from our sellers stating their prospects (in late stages of our pipeline) are looking to purchase Wiz through a cloud marketplace and are asking if there are incentives from Microsoft. These include very large US companies with a large potential pipeline,” Tzuker said.
In FY24, Wiz plans to create a large-scale incentive program using Microsoft Marketplace Rewards. Thanks to Marketplace Rewards, Wiz aims to build on the high-performing sales trajectory and quadruple sales through the Azure Marketplace, demonstrating the program’s potential and value.