Microsoft Partnership Multiplier Series for ISVs (SDCs) with Juhi Saha

Did you know that a staggering eighty percent of Azure Marketplace listings fail to generate significant revenue? In this session, we’re going to delve into why that’s the case and how you can join the fortunate twenty percent that succeed. We’ll look past the basic listings to discuss the monetization hierarchy—like when it’s suitable to use contact-me offers versus when you really need to focus on transactability. We’ll also explore how private offers can open doors to enterprise opportunities and some advanced strategies, such as MACC consumption programs.

You’ll discover which pricing models lead to conversions and which ones cause frustration. Learn what genuinely boosts your marketplace visibility, what field seller recommendations entail, and uncover effective co-marketing tactics. By the end, you’ll have a solid offer design strategy and a clear roadmap to making your first marketplace transaction.

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Our speaker is an expert at transforming partnerships into dynamic growth engines for businesses. With two decades of experience, she has assisted startups, scale-ups, and major enterprises in turning complicated ecosystems into tangible revenue, contributing billions to pipelines and valuations. She has a proven track record in accelerating exits and scaling companies while reducing risks associated with partner-led growth. At Microsoft, she launched and managed Pegasus, the flagship program for high-growth, VC-backed startups, resulting in hundreds of millions in pipeline opportunities. She has also established influential fintech and AI partnerships that shaped Microsoft’s go-to-market (GTM) strategy across several key industries.

As the Vice President of Partnerships at Clearbit, she developed and led a new partner business that achieved impressive double-digit revenue growth, paving the way for the company’s acquisition by HubSpot. Her earlier leadership experiences at Intel and Qualcomm provided her with a robust foundation in product management, operations, and ecosystem expansion.

Currently, as the CEO of Partner1, she advises CEOs and Chief Revenue Officers on how to:

• Expand profitably and globally through B2B partnerships while minimising investment risks
• Speed up co-selling and marketplace revenue growth alongside key ecosystems like Microsoft, AWS, GCP, and AI
• Synchronise GTM, sales, and partner strategies to unleash significant, scalable growth without dilution

In addition to her advisory role, she serves as a board director for fintech, AI, and SaaS companies aiming for expansion through ecosystem-led growth. She holds a B.S. in Electrical Engineering and Computer Science from UC Berkeley, an M.S. in Electrical and Computer Engineering from UC San Diego, and has three patents that are integral to every mobile device. With deep technical knowledge combined with practical insights, she uniquely bridges the gap between vision and execution as well as partnerships and revenue generation.