Leverage Azure Credits to Close Deals Faster 🏦

Marketplace Tactics
1

Hello WeTransact Community!

Here’s a straightforward sales tip to help you close more deals: Azure Credits Sponsorships. Offering free Azure credits to your customers when they purchase your solution lowers financial barriers, making it easier for them to say “yes.” It feels like a discount, but without reducing your product’s price. These credits can only be used for Microsoft services, which means they help reduce Microsoft-related costs for you or your customers

TL/TR below

Azure Credits and Marketplace Rewards
Azure Credits are part of your Marketplace Rewards. The more you sell, the more credits you earn, which you can then use tactically to drive more sales.

Two Types of Azure Credits

  • Azure Sponsorship for Deployment/Proof of Concept (PoC): Helps customers cut costs when deploying your solutions or running PoC projects.

    • $500 MBS: $2K in Azure credits
    • $25K MBS: $2K in Azure credits
    • $100K MBS: $30K in Azure credits
    • $500K MBS: $60K in Azure credits
    • $1M MBS: $100K in Azure credits
    • $4M+ MBS: $300K in Azure credits

  • Azure Sponsorship for Trial Sandbox: Lets customers try your solution in a test environment before committing.

    • $100K MBS: $5K in Azure credits
    • $500K MBS: $40K in Azure credits
    • $1M MBS: $50K in Azure credits
    • $4M+ MBS: $100K in Azure credits

You can combine both types of credits into a single pool, giving you more flexibility. Microsoft categorized them into two groups, but when providing them to customers, we should think of them as one group.

Key Things to keep in mind

  • Credits must be used for marketplace transactions only.
  • Allocations $35K+ need customer account team approval.
  • Allocations below $35K don’t need extra approval.
  • Azure Credits provide free usage for Pay-As-You-Go (PAYG) and Enterprise Agreement (EA) subscriptions.
  • You’ll need to provide an Azure Subscription from your customer. If you don’t have one, Microsoft will create one for you to share with your customer.
  • All credits must be allocated before your anniversary date (check in the WeTransact Portal at Go-To-Market Toolbox). Customers will have 90 days to activate them.
  • Credits $100K+ are valid to use them for 180 days after activation.
  • Credits below $100K are valid to use them for 90 days after activation.

How to Request Azure Credits

  1. Watch the How-To video: here.
  2. Fill out the request form: here.
  3. Include the current date in your submission.
  4. Ensure the deal value you write is at least 10x the Azure Credits requested (credits can’t exceed 10% of the Annual Contract Value).
  5. Approval usually takes 3-5 business days.



    TL/TR:
  • Use Azure Credits as Tactic to close more deals.
  • Watch the How-To video: here.
  • Fill out the request form: here.
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