Building a repeatable hero offer to amplify co-sell with Microsoft

Great offers don’t happen by accident. They’re strategic, persuasive, and built to win. But this also takes time and effort, especially if you’re trying to repeat the process for every new deal or customer. That’s the magic of a “hero offer”—an irresistible proposition that not only speaks directly to your ideal customers’ biggest desires and pain points and simplifies decisioning with a clear, compelling reason for them to buy, but that can be used over and over again across opportunities. This well-curated, intentional offer resonates with customers and leads to quicker and more confident purchases, accelerating sales engagements and making it easier for customers to say “yes” without hesitation.

Developing a hero offer that is also aligned to Microsoft’s priority workloads can help partners significantly amplify their co-sell potential. It can help you more easily engage Microsoft sales teams in co-sell opportunities with an offer that is repeatable and scalable, while potentially taking advantage of funding programs that accelerate the customer journey and reduce initial investments.

Building your Microsoft-aligned hero offer starts with understanding the priorities for the current fiscal year. For the current FY25, the Microsoft priorities include the following, all of which are underpinned by AI transformation, which is a heavy area of focus for Microsoft across all of the solution areas:

Most of these priorities are measured in Azure Consumption Revenue (ACR) and/or seats sold, so it’s best to develop your co-sell hero offer around areas that best drive these metrics.

Here are some best practices to keep in mind as you begin strategizing your offer:

Your hero offer should…

• drive your primary solution​

• be packaged, repeatable, and scalable ​

• require minimal customization of deliverables across customers​

• have a defined price​

• move customers through “Proof of Value”​ with specific deliverables and outcomes

And be optimized for co-sell with Microsoft​ by…

• aligning with a Microsoft FY25 MCAPS priority​

• moving customers through the MCEM journey from “Inspire and Design” to “Empower and Achieve”​

• leveraging Microsoft incentives and investments (AMM, Azure Innovate, Copilot Accelerate Workshops, Security Workshop) to accelerate the customer journey

Want help developing a hero offer? Get in touch to connect with our Microsoft co-sell strategy experts today!