Challenge
Azure Marketplace transacting required distinct onboarding approaches for two audiences—Microsoft Tech Specialists needing to position marketplace solutions in customer conversations, and ISV Partners needing to navigate technical and commercial publishing requirements.
Approach
Designed and developed two parallel onboarding tracks addressing unique learning needs while maintaining consistent framework alignment with Microsoft's customer engagement methodology and Azure ecosystem.
Tech Specialist Track:
- Authored curriculum enabling field technical teams to articulate marketplace value propositions, identify customer fit scenarios, and integrate marketplace solutions into broader Azure architecture conversations
- Created role-play simulations practicing customer discovery questions, objection handling, and co-selling coordination with ISV partners
- Developed job aids and reference materials supporting just-in-time knowledge access during customer engagements
ISV Partner Track:
- Designed comprehensive publisher onboarding covering marketplace offer types, transacting requirements, technical integration patterns, and go-to-market enablement
- Built step-by-step guides for offer creation, validation, and publishing workflows using Partner Center and Azure tooling
- Created troubleshooting resources addressing common technical barriers (API integration, billing configuration, certification requirements)
Cross-Track Integration:
- Ensured complementary content enabling effective Microsoft-Partner co-selling by aligning terminology, engagement patterns, and success metrics
- Designed collaboration scenarios showing how Tech Specialists and ISV Partners coordinate throughout customer buying journey
- Built feedback mechanisms capturing field experience to inform continuous content refinement
Technical Learning Design:
- Produced demonstration videos showing Partner Center navigation, offer configuration workflows, and integration testing procedures
- Created interactive assessments validating technical comprehension and readiness for marketplace transacting
- Ensured accessibility compliance across both learning tracks
Outcomes & Evidence of Impact
- Enabled two distinct audiences through tailored onboarding reducing time-to-productivity for both internal teams and external partners
- Improved marketplace adoption by clarifying technical and commercial requirements for ISV publishers while equipping Microsoft field teams to position solutions effectively
- Reduced support burden through comprehensive self-service resources addressing common publishing challenges and technical integration questions
- Established scalable onboarding framework adaptable to new marketplace offer types and evolving transacting capabilities
- Enhanced co-selling effectiveness through aligned understanding of roles, responsibilities, and engagement patterns between Microsoft and partner teams
Tools & Platforms
Articulate Rise 360, Articulate Storyline 360, Microsoft Partner Center, Azure Portal, Microsoft Teams
Key Capabilities Demonstrated
Multi-audience enablement design, technical training development, partner ecosystem enablement, video production, assessment design, cross-functional program coordination