WeTransact Is Powering Solgari’s GTM Strategy On The Microsoft Marketplace

WeTransact Is Powering Solgari’s GTM Strategy On The Microsoft Marketplace

Microsoft Teams is the one of the largest and fastest-growing unified communication and collaboration platforms available in the Public Cloud market. Enterprises are increasingly adopting Teams to replace outdated telephony systems, integrate line-of-business applications, and leverage the power of AI.

Customer engagement specialists - Solgari – are capturing this fast- growing space by helping companies maximize their Microsoft investments, extending the Microsoft Teams platform with the certified AI-powered customer engagement app, making any employee a customer champion. Recognizing Microsoft Marketplace would become the easiest and fastest ways for companies to purchase their apps, Solgari engaged the marketplace experts WeTransact.

WeTransact assisted Solgari with rapid deployment of transactable apps to both customers and Microsoft Cloud Service Providers (CSPs). Here’s the story so far.

“I’m absolutely delighted with our partnership with WeTransact. It’s adding huge value to Solgari. It goes beyond the mechanics of transacting on the Marketplace, and is now a strategic partnership where we can rely on WeTransact for the most informed GTM advice.” - Edward Grant, CFO, Solgari

A partnership that pushes harder on the marketplace

With the demand for easy-to-deploy, scalable solutions, and the shift towards digital channels for purchasing enterprise software, the marketplace had become an important channel for Solgari Customer Engagement for Teams and Dynamics 365 apps. When their agreement with a major player in cloud go-to-market approached its end, Solgari identified three areas that needed attention.

First, Solgari needed greater visibility over pricing. Second, it was looking for a more intuitive marketplace solution that could evolve alongside the company’s ambitious roadmap for growth. Third, it required a marketplace partner with the same hunger for growth, and a shared vision for success. It soon became clear that WeTransact was an ideal match.

Many of Solgari’s flagship deals needed customer-specific pricing, outside the standard pricing plans. The challenge was how to enable these deals through the marketplace. That’s when WeTransact’s co-founders Johan Aussenac and Juan Castiblanques came on board.

Hitting major milestones in transactable apps

“Customers and CSPs are increasingly buying solutions through Microsoft Marketplace that provide speed to value outcomes and are seamlessly included in existing billing. We focused heavily on this opportunity, partnering with WeTransact to rapidly publish our transactable apps and meet the immediate wave of demand.” - Edward Grant, CFO, Solgari Investment in the product, the route to market, and the product-market fit are all key components of success in the marketplace. WeTransact’s expertise in this area was huge. It helped Solgari put together compelling private offers – structuring deals in the best way possible. Now that initial momentum is creating further momentum.

Transacting through the Azure Marketplace offers multiple benefits for both CSPs and customers. With WeTransact’s technical and advisory input, Solgari has hit major milestones on Microsoft Marketplace – publishing four Transactable Apps on Microsoft Azure and AppSource Marketplace. Alongside the flagship Solgari Customer Engagement for Teams app, there are also apps published to meet specific local pricing requirements.

Since partnering with WeTransact, Solgari has completed multiple transactions including public and private offers to customers and CSPs in the US, UK, South Africa, Singapore, and Ireland. On top of that, Solgari is now eligible for Microsoft Multi-Partner Offers (MPO) in the US, Canada and UK. This allows joint transactions between CSPs and Solgari for customers seeking to spend their existing Microsoft Azure Consumption Commitment (MACC).

Solgari apps also qualify for Azure IP Co-Sell, which provides significant incentives to Microsoft sellers with managed accounts. WeTransact works with Solgari to bring this attractive commercial positioning – and its outstanding customer outcomes – to Microsoft account executives and sellers.

Solgari is a powerful Global ISV with a great solution, and the Microsoft Marketplace has proven to be a very efficient buying mechanism, but it’s not for the faint-hearted. Getting listed is just the beginning, and not the endpoint. A listing is just putting the key in the door. You need to turn the key to unlock transactions and gain momentum.

For that reason, the partnership with WeTransact was not only well-timed, it also enabled Solgari to accommodate important deals with key commercial differences. In fact, Solgari published four transactable apps and increased Marketplace Billed Sales by 320% in just four months.