Insight: Driving innovation and transformation across the globe
Microsoft channel partner Insight has more than 35 years of combining technical expertise, a broad solutions portfolio, and extensive supply chain capabilities to help businesses around the world achieve their goals.
As a leading solutions integrator for Microsoft 365 and Azure as well as a reseller representing dozens of software development companies with mutual customers, Insight uses Azure Marketplace to sell software development company products to clients. Over the years, Insight has gained 22 Microsoft specializations and was named 2023 Azure Cloud Native App Development Partner of the Year and Retail & Consumer Goods Partner of the Year.
One of Insight’s clients, a global retail and consumer goods company, wanted to reduce its Microsoft Azure Consumption Commitment (MACC) by purchasing third-party solutions from Azure Marketplace. Insight was already working on an Azure migration with Veritas, a leading multi-cloud data management software development company, and the two teamed up again to find the right solution for the retail client.
Providing the right solution via a multiparty private offer
Multiparty private offers in the Microsoft commercial marketplace empower channel partners and software development companies to work together, create personalized offers with custom payouts, and sell directly to Microsoft enterprise customers. These offers provide a host of benefits for all parties involved – customers, channel partners, and software development companies.
Many customers develop relationships with partners as trusted advisors for solution purchase, implementation, and support. Multiparty private offers help maintain these relationships by enabling channel partners to procure software development company solutions on customers’ behalf and package them into an offer – simplifying the procurement process, streamlining solution deployment, and consolidating transactions.
Multiparty private offers enable Microsoft channel partners like Insight to work with software development companies and sell directly to Microsoft enterprise customers through the marketplace. This unlocks new opportunities where partners can collaborate on enterprise deals and help manage their customers’ evolving technology needs as trusted advisors.
Insight and Veritas partnered on the client’s cloud journey, including not only an Azure migration from on-premises to the cloud but also data protection and back-up of SaaS solutions. Veritas’ Alta SaaS protection solution protects the client’s most mission-critical SaaS applications.
"Insight was an early adopter of multiparty private offers (on Azure Marketplace), allowing us to deliver comprehensive services and tailored solutions to our clients,” said Barnaby Jeans, Director – Microsoft Cloud at Insight. “This approach exemplifies our commitment to partnering within Microsoft's ecosystem to support Azure migrations and foster ongoing digital transformations with our long-standing software development company partners like Veritas."
The retail client needed a white-glove experience, and Insight delivered every step of the way – from ensuring the client met private offer prerequisites to meeting with the client via Microsoft Teams to ensure they completed the purchase successfully. Insight also showed the client its reduced MACC balance.
Because the offer contained Azure benefit-eligible solutions from Azure Marketplace, 100 percent of the sale counted toward the client’s MACC, helping the client maximize its cloud investments.
For software development companies like Veritas, multiparty private offers provide new sales opportunities by unlocking deals in which the solution partner owns the customer relationship and needs to be included in the transaction. This arrangement can, in turn, start productive relationships between software development companies and channel partners. “I want to thank you for all your hard work and efforts around the (retail client) deal,” said Jerome Noll, WW Cloud Marketplace Leader, Veritas. “I think the customer was also impressed with the support engaged on his behalf. Outstanding work! Looking forward to doing a lot more with you and the team at Insight.”