Getting started with Microsoft Marketplace involves several stages, from preparing your Microsoft account and connecting it to Labra to publishing your Marketplace offer, connecting your CRM, and enabling Microsoft Co-Sell.
This guide gives you an overview of the onboarding journey and what to expect at each stage.
Fig. 1
Table of Contents
- Get Started
- Launch Your Marketplace Offer
- Connect Your CRM
- Enable Microsoft Co-Sell
- You're Ready to Grow with Microsoft
Part 1: Get Started
Before we can begin building your Marketplace offer, your Microsoft account needs to be configured and connected to Labra.
🚀 Learn more! Click here for our full Microsoft Marketplace onboarding prerequisites.
1. 👤 Set up your Microsoft Partner Center account
What happens
Create or activate your Microsoft Partner Center account and enroll in the Commercial Marketplace program.
Your role
You'll need to complete the account setup and enrollment.
Who should be involved
Your Microsoft Partner Center Global Admin or Account Admin.
Typical timing
Customer-dependent.
2. 🏢 Complete your organization profile
What happens
Complete and verify the required information in Partner Center, including:
- Legal information
- Identifiers
- Tenants
- Company profile
Your role
Review and complete your organization's information in Partner Center.
Who should be involved
Your Partner Center Global Admin or Account Admin.
Typical timing
Customer-dependent.
3. 💳 Complete your payout and tax profile
What happens
Complete your payout and tax information and assign the completed profile to your Marketplace.
Your role
Provide the required financial and tax information.
Who should be involved
Your Finance team and Partner Center Admin.
Typical timing
Customer-dependent.
4. 🔐 Grant Labra access
What happens
Set up the required programmatic access so Labra can connect to your Microsoft account.
This includes:
- App Registration
- Client Secret
- API permissions
- Admin consent
- Partner Center application linking
Your role
Complete the required access configuration in your Microsoft environment.
Who should be involved
Your Global Admin, Azure AD Admin, or Partner Center Admin.
Typical timing
Customer-dependent.
5. 🔗 Connect your Microsoft account to Labra
What happens
You'll enter your required Microsoft credentials in Labra and complete the Marketplace connection.
You'll need your:
- Tenant ID
- Client ID
- Client Secret
Your role
Complete the connection during your onboarding session with Labra.
Who should be involved
Your Global Admin or Azure AD Admin.
Typical timing
Approximately 30 minutes.
🚀 Learn more! Click here for our guide on how to Connect your Microsoft account to Labra.
6. ✅ Connection validation
What happens
Once your account is connected, Labra validates the connection and confirms that your Microsoft Marketplace account is ready for the next stage of onboarding.
Your role
No action is typically required unless additional information or configuration is needed.
Next step
Once your connection is validated, you're ready to start building your Marketplace offer.
Part 2: Launch Your Marketplace Offer
With your Microsoft account connected, you'll work with Labra to prepare, review, and submit your SaaS offer.
1. 👋 Marketplace kickoff
What happens
We'll review your Marketplace onboarding plan and confirm:
- Your onboarding prerequisites
- Your connected account status
- The information needed to create your SaaS offer
We'll also introduce the SaaS Offer creation process.
Your role
Come prepared with the appropriate team members and information needed to begin preparing your offer.
Who should be involved
Your Marketplace Admin, Marketing, and Finance teams.
Typical timing
Approximately 30 minutes.
2. 📝 Provide your SaaS offer information
What happens
You'll complete the SaaS Offer template with the information required for your public Marketplace listing, including product, listing, and pricing information.
Your internal Marketing, Finance, and Product/Marketplace teams may need to collaborate to finalize the content.
Your role
Provide complete and accurate offer information to Labra.
Who should be involved
Your Marketing, Finance, and Product/Marketplace teams.
Typical timing
Up to 1 week.
🚀 Learn more! Click here to review the Information required for a Microsoft Marketplace offer.
3. 🛠️ Labra creates your offer
What happens
Once all required information has been received, Labra creates and configures your SaaS Offer in your Microsoft Partner Center account.
Your role
No action is required while Labra creates the offer.
Typical timing
Within 24 hours of receiving all required inputs.
4. 🔎 Review your offer with Labra
What happens
We'll review the completed SaaS Offer with you and confirm that the following are ready for submission:
- Listing content
- Pricing (plans)
- Offer configuration
Your role
Review the offer and provide feedback or confirmation.
Who should be involved
Your Marketplace Owner, Marketing, and Finance teams.
Typical timing
Approximately 30 minutes.
5. 📤 Limited-state submission
What happens
After the offer is ready, Labra submits it and moves the listing to Limited state in Microsoft Partner Center.
This allows you to review the offer before it is submitted to Microsoft for Marketplace review.
6. ✅ Review and confirm your offer
What happens
You'll review the Limited-state offer in Microsoft Partner Center.
Your role
Confirm that the listing content and pricing are accurate.
⚠️ Important: Your confirmation is required before Labra submits the offer to Microsoft for Marketplace review.
Typical timing
Customer-dependent.
7. 📤 Microsoft Marketplace submission
What happens
Once you confirm the offer, Labra submits it to Microsoft for Marketplace review.
Typical timing
The submission takes place the same business day after your confirmation.
8. 🔍 Microsoft review
What happens
Microsoft reviews your SaaS Offer and completes the Marketplace approval process.
Typical timing
Up to 2 weeks.
📒 Please note: Microsoft review timelines are controlled by Microsoft and may vary.
9. 🎉 Marketplace Go-Live
What happens
Once Microsoft approves your offer, Labra confirms that it is live and notifies you.
Your published offer is now available in Microsoft Marketplace.
Next step
Once your Marketplace offer is live, you can continue with CRM integration and begin your Microsoft Co-Sell journey.
Part 3: Connect Your CRM
Connecting your CRM allows you to configure the integration with Labra and prepare your team to use the product.
Your onboarding steps depend on whether you're using HubSpot or Salesforce.
🟠 If you're using HubSpot
1. 🔗 Connect HubSpot to Labra
What happens
Connect your HubSpot account to Labra through the Labra platform.
Your role
Complete the HubSpot connection.
Who should be involved
Your HubSpot Admin.
Typical timing
Approximately 5 minutes.
2. ⚙️ Configure your HubSpot mapping
What happens
We'll meet with you to configure your sync settings and field mappings.
Your role
Review and confirm the appropriate mapping configuration.
Who should be involved
Your HubSpot Admin and Project Coordinator.
Typical timing
Approximately 45 minutes.
🚀 Learn more! Click here for our HubSpot Mapping Manager Guide to configure your HubSpot field mapping.
3. 🛠️ Complete additional mapping
What happens
You'll complete any remaining mapping requirements identified during configuration.
Your role
Complete the remaining customer-side mapping.
Who should be involved
Your HubSpot Admin or Project Coordinator.
Typical timing
Approximately 30–60 minutes.
4. ✅ Complete UAT and product training
What happens
We'll validate the CRM sync and provide product training.
Your role
Test the integration and confirm that it is working as expected.
Who should be involved
Your HubSpot Admin and Project Coordinator.
Typical timing
Approximately 30 minutes.
5. 👥 Enable your team
What happens
We'll provide product training and best practices to your Labra users.
Your role
Make sure the appropriate users attend the training.
Who should be involved
Your Project Coordinator and required HubSpot users.
Typical timing
Approximately 45 minutes.
☁️ If you're using Salesforce
1. 📥 Install the Labra Salesforce package
What happens
Install the Labra managed package in your Salesforce environment.
Your role
Complete the package installation.
Who should be involved
Your Salesforce Admin.
Typical timing
Approximately 30–45 minutes.
🚀 Learn more! Click here for our full Labra Salesforce Canvas App: Onboarding Guide.
2. ⚙️ Configure Salesforce and field mapping
What happens
We'll meet with you to configure your sync settings and field mappings.
Your role
Review and confirm your Salesforce configuration and mappings.
Who should be involved
Your Salesforce Admin and Project Coordinator.
Typical timing
Approximately 60 minutes.
🚀 Learn more! Click here for our full Labra Salesforce Canvas App Mapping Manager Guide to configure your Salesforce field mapping.
3. 🛠️ Complete additional mapping
What happens
You'll complete any remaining mapping requirements.
Your role
Complete the remaining customer-side configuration.
Who should be involved
Your Salesforce Admin or Project Coordinator.
Typical timing
Approximately 30–60 minutes.
4. ✅ Complete UAT and product training
What happens
We'll validate the Salesforce sync in your sandbox environment and provide product training.
Your role
Test the integration and confirm that it is working as expected.
Who should be involved
Your Salesforce Admin, Project Coordinator, and Salesforce users as needed.
Typical timing
Approximately 60 minutes.
5. 🔄 Production cut-over
What happens
Labra activates the production sync and completes the required backend configuration.
Typical timing
Approximately 10 minutes.
6. ⚡Complete production activation
What happens
You'll complete the final customer-side activation steps.
Your role
Complete the required production configuration and confirm the integration is ready.
Who should be involved
Your Salesforce Admin or AWS Alliance Lead.
Typical timing
Approximately 10 minutes.
7. 👥 Enable your team
What happens
We'll provide additional product training and best practices to your Labra users.
Your role
Make sure the appropriate users attend the training.
Who should be involved
Your Project Coordinator and required Salesforce users.
Typical timing
Approximately 45 minutes.
Part 4: Enable Microsoft Co-Sell
Once your Marketplace offer is live, you can begin the Microsoft Co-Sell enablement journey.
The Co-Sell process has four stages.
🚀 Learn more! Click here for more details on Co-selling with Microsoft.
1. 🧭 Co-Sell Readiness
What happens
You'll work with Labra to prepare your offer for the Co-Sell path.
This includes:
- Confirming that your offer is eligible for the Co-Sell path
- Completing your Co-Sell profile
- Adding required contacts
- Preparing Co-Sell collateral
- Submitting for Co-Sell Ready status
Your role
Provide the required company information, contacts, and collateral.
Typical timing
Approximately 30 minutes for the initial readiness review.
Some activities are customer-dependent based on the information and assets required.
Dependency
Your Marketplace offer must be live.
🚀 Learn more! Click here for the Co-sell with Microsoft sales teams and partners overview
2. ✅ Co-Sell Ready
What happens
Microsoft reviews your submission and updates your Co-Sell status.
Once you're Co-Sell Ready, Labra and your team can confirm seller visibility.
Your role
Provide any additional information required during the Microsoft review process.
Typical timing
Microsoft-dependent.
🚀 Learn more! Click here for the official Microsoft Requirements for co-sell-ready status.
3. 🎯 IP Co-Sell Eligibility
What happens
Once you're Co-Sell Ready, you can work toward IP Co-Sell eligibility.
This stage includes:
- Confirming the $100K ACR/MBS requirement
- Identifying transactable opportunities
- Executing private offers or Marketplace transactions
- Preparing revenue evidence and the required validation package
- Completing Microsoft's technical and eligibility validation
Your role
Work with Labra to identify qualifying opportunities and provide the required revenue evidence.
Typical timing
Customer and sales-cycle dependent.
Once the required evidence is available, preparing the validation package typically takes approximately 1–2 days.
Dependency
Marketplace transactions and the applicable $100K threshold.
🚀 Learn more! Click here for the official Microsoft Requirements for Azure IP co-sell eligible status.
4. ⭐ IP Co-Sell Eligible
What happens
Once Microsoft confirms your eligibility, you can activate your ongoing IP Co-Sell motion.
This includes:
- Sharing and submitting qualified Co-Sell opportunities
- Collaborating with Microsoft sellers
- Continuing your Co-Sell activities as opportunities arise
Your role
Work with Labra and Microsoft to identify and pursue qualified Co-Sell opportunities.
Typical timing
Ongoing and opportunity-dependent.
You're Ready to Grow with Microsoft
🎉 Congratulations! You've completed the core steps of your Microsoft Marketplace onboarding journey with Labra.
You now have the foundation in place to build and scale your Microsoft Marketplace motion:
🛒 Marketplace offer live — Your solution is published and available through Microsoft Marketplace.
🔗 CRM connected — Your Marketplace activity can flow into your existing sales process.
🤝 Co-Sell enabled — You're positioned to work with Microsoft sellers and pursue qualified Co-Sell opportunities.
📈 Growth motion underway — You can continue building Marketplace transactions, generating customer momentum, and progressing toward additional Microsoft programs and benefits.
What's next?
Your Marketplace launch is the beginning—not the end—of your Microsoft journey.
From here, focus on turning your Marketplace presence into an active sales and growth channel:
🚀 Activate your Marketplace motion
Make sure your sales and marketing teams know how to position your Marketplace offer, when to use Marketplace transactions, and how to identify opportunities that can benefit from Microsoft involvement.
🤝 Build your Microsoft relationship
Continue working with your Microsoft contacts and Labra to identify qualified Co-Sell opportunities and bring Microsoft into the sales process where it can accelerate customer outcomes.
📊 Monitor and optimize
Use your Marketplace and CRM data to understand performance, track opportunities, and identify areas where your Marketplace strategy can improve.
🌱 Keep progressing
As your Marketplace business grows, continue working toward the Microsoft programs, eligibility requirements, and commercial milestones that can expand your access to Microsoft's ecosystem.
Need help with the next step?
Use the detailed guides linked throughout this article for step-by-step instructions on each part of your onboarding journey.
Your Marketplace launch is complete. Now it's time to turn that foundation into growth.