IP Co-Sell Qualification and Co-Selling with Microsoft
What Microsoft IP Co-Sell means, how to qualify your solution, and how Flywl Beacon tracks co-sell opportunities from qualification through close.
Microsoft's IP Co-Sell program qualifies your software solution for co-selling alongside Microsoft's own sales team, giving you direct access to Microsoft's enterprise customer base and measurably increasing deal velocity on Azure Marketplace. Flywl Beacon supports the IP Co-Sell workflow end-to-end — from tracking your qualification status to managing co-sell deals that close as Azure MPOs.
What is IP Co-Sell?
IP Co-Sell (Intellectual Property Co-Sell) is a Microsoft Azure Marketplace program that designates qualifying ISV solutions as eligible for active co-selling with Microsoft's own field sales organization. Once your solution achieves co-sell status, it becomes visible in Microsoft's internal seller tooling — meaning Microsoft account executives and partner sellers can bring your product into their enterprise customer conversations, without you having to initiate every deal.
The program has two meaningful tiers:
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Co-sell Ready — the baseline eligibility tier. Your solution is listed on Azure Marketplace, your partner profile is complete, and Microsoft sellers can technically bring you into deals — but there are no Microsoft-side financial incentives to do so. Getting here is a prerequisite for everything above it.
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Azure IP Co-sell Incentivized — the higher-value tier. Microsoft sellers have direct financial incentives to include your solution in deals that close through Azure Marketplace. This tier dramatically increases the frequency with which Microsoft sellers proactively bring your product into customer conversations, because it benefits them to do so. Achieving this status is one of the highest-leverage steps an ISV can take to scale deal flow on Azure.
IP Co-Sell qualification checklist
How Beacon supports IP Co-Sell
Beacon integrates the co-sell workflow directly into your standard deal management process so that co-sell eligibility, deal flagging, and revenue attribution happen automatically rather than as a separate manual process:
- Track your co-sell qualification status in Beacon's settings — see whether your solution is Co-sell Ready, Azure IP Co-sell Incentivized, or not yet qualified, and view what steps remain to reach the next tier
- View which open deals are co-sell eligible — Beacon flags accounts in your pipeline where IP Co-Sell designation applies, so your team knows which deals to prioritize for Microsoft partner engagement
- Automatic opportunity association — when a co-sell deal results in an Azure MPO, Beacon automatically associates the closed deal with the original Co-Sell opportunity in Partner Center, ensuring correct revenue attribution without manual linking
- Alerts on approaching close — receive notifications when deals linked to active Co-Sell opportunities are approaching their expected close date, giving you time to ensure deal registration is complete and Microsoft is looped in appropriately
Tip
Achieving Azure IP Co-sell Incentivized status is one of the highest-leverage moves available on Azure Marketplace. Microsoft sellers have direct financial incentives to bring your solution into enterprise deals, which means qualified ISVs get pipeline they didn't generate themselves. Work with your Flywl account manager to build a qualification roadmap — particularly around hitting the $100K Azure-consumed revenue threshold, where Flywl can help structure transactions that count toward that milestone.
Azure MPO
Create and manage Azure Multi-Party Private Offers (MPOs) in Beacon, letting buyers apply their MACC toward software purchases with no annual caps.
Buyer Intent
Use Beacon's propensity-to-buy scoring and buyer intent signals to identify and prioritize enterprise accounts most likely to close a marketplace deal.