CPPO

Create and manage Azure Marketplace Channel Partner Private Offer (CPPO) in Suger

Overview

The CPPO (Channel Partner Private Offer) is a sales model offered by Azure cloud platforms, allowing Independent Software Vendors (ISVs) to sell their software or services through channel partners. There are two types of CPPO.

The CSP Partner Private Offer (also known as margin sharing) is a private offer type that is designed to motivate eligible partners to sell an ISV’s solution. ISVs can make private offers and extend a margin to partners in the Cloud Solution Provider program (CSPs).

The Multiparty Private Offer enables multiple partners, including ISVs and other resellers, to collaborate and create a unified custom offer for a customer.

Key terms

• CSP Partner Private Offer — A private offer where a Cloud Solution Provider (CSP) partner works with an ISV to resell a product to a buyer through Azure Marketplace.
• Multiparty Private Offer (MPO) — A private offer in Azure Marketplace that involves an ISV and a channel partner selling jointly to a buyer.
• Resale Authorization — A configuration in Suger (CPPO_OUT) that allows a channel partner to resell a product. It defines pricing, terms, and allowed plans.
• ISV (Independent Software Vendor) — The company that owns and publishes the product in Azure Marketplace.
• Channel Partner (Reseller) — The partner who sells the ISV’s product to the buyer and creates the final private offer.

Prerequisites

Before you can create a Resale Authorization, both the ISV and Channel Partner must complete a few Azure Marketplace and Suger setup requirements. If any of these are missing, you won’t be able to proceed.

Azure Marketplace

• Enroll in required programs. You and your channel partner must be enrolled in:
  • Microsoft AI Cloud Partner Program
  • Commercial Marketplace
  • Cloud Solution Provider (CSP) program (for margin-sharing deals)
• Complete account setup. Both parties must have fully completed their legal profile, payout details, and tax information in Partner Center.
• Meet marketplace eligibility. Your Azure product must be approved and available in the marketplace.

Suger

You need Admin access to the Suger Console. If you don’t have access yet, ask your company admin to invite you to the organization. See Manage Users and Roles.

CSP Partner Private Offer

The CSP Partner Private Offer process involves ISVs working with a specific CSP partner to provide personalized offers to customers, with the CSP partner managing customer relationships, pricing, and value-added services.

Create a private offer for a CSP partner

In Suger Console, you can easily create the CSP partner private offers for your CSP Partners. Click the button of New Resale Authorization in the Suger console offer page, select the target Azure Product, choose the private offer type Private offers with CSP margin-sharing and fulfill the info listed as below:

• CSP Partners: The CSP partners you authorize to sell your private offer.

  • Search for your partners by name/tenantID and choose from the results.
  • If the target partner is not in the search results, enter their ID.
  • Optional: To extend a private offer to individual customers of a CSP partner, choose All customers selected for that CSP partner.

• Start Date: There are two options to set the start date of the private offer once it is accepted. One is applying the accepted date as the start date. The other is to specify the start date - the first day of the selected month.

• End Date: The private offer will end on the last day of the selected month.

• Notification Contacts: Provide up to five emails as Notification Contacts to receive email updates on the status of your private offer.

• Pricing: Configure the percentage-based margins for up to 10 plans in a private offer. The margin the CSP partner receives is a percentage off your plan’s list price in the marketplace.

Multiparty Private Offer

In Azure, the process for ISVs to create a Multiparty Private Offer focuses on collaboration with multiple partners, such as other ISVs or channel partners, to create a customized joint offer. Microsoft handles billing and payments for customers.

Create multiparty private offer

In Suger Console, you can easily create the Multiparty Private Offer. Click the button of New Resale Authorization in the Suger console offer page, select the target Azure Product, choose the private offer type Multiparty private offers and fulfill the info listed as below:

• Partner’s seller ID: Enter the marketplace seller ID of your partner. Your partner can locate this information in Partner Center under Account settings > Identifiers > Publisher within their organizational profile.

• Customer billing account ID: Specify the billing account for the customer receiving this multiparty private offer. The multiparty private offer will only be available to the configured customer billing account. The customer must be an owner, contributor, or signatory on the billing account to accept the offer.

• Start Date: There are two options to set the start date of the private offer once it is accepted. One is applying the accepted date as the start date. The other is to specify the start date - the first day of the selected month.

• End Date: The private offer will end on the last day of the selected month.

• Expiry Date: Your offer will expire after this date and your customer will not be able to accept it.

• Notification Contacts: Optionally provide up to five email addresses for the people within your company as Notification contacts to receive email updates on the status of the multiparty private offer.

• Pricing: Configure the discount % off or absolute price for one or multiple plans in a private offer.

Create a Resale Authorization

You can also create a Resale Authorization (CPPO_OUT) from the Resale page, which walks you through basic information, offer terms, pricing, and other details in a single flow.

1. Open the Resale Authorization flow.
   1. Go to the Resale page in the Suger Console.
   2. Click + New Resale Authorization in the upper-right corner.
   3. Select the Azure Product you want to use. This defines what the Channel Partner is allowed to resell.
2. Add basic information.
   1. Enter an Offer Name to identify the resale authorization.
   2. (Optional) Link a Salesforce Opportunity to associate the authorization with a CRM opportunity.
   3. (Optional) Link a HubSpot Deal to associate the authorization with a HubSpot record.
   4. Select the Private Offer Type to define the type of resale authorization being created: Multiparty private offers, or Private offers with CSP margin-sharing.
   5. Add the Partner seller ID to identify the channel partner involved in the authorization.
   6. Add the Customer billing account ID to define the billing account for the end customer.
   7. (Optional) Add a Description to include additional context about the authorization.
3. Define offer terms.
   1. Set the Expiry Date by which the reseller must use the authorization.
   2. Determine when the authorization becomes active by choosing a Start Date type.
   3. Set the End Date by which the authorization stops being valid, even if it hasn’t been fully used.
4. Set pricing information.
   1. Select the Offer Pricing Type to define how pricing is structured.
   2. Select a Plan to choose the product plan used for the authorization.
   3. Click Add plan to include additional plans in the authorization.
5. Add other information.
   1. Set Customer Renewal to define whether this authorization is for an existing customer renewal or a new customer.
   2. Choose an EULA to define the legal terms shown to the end customer.
   3. (Optional) Add Internal Notes to include internal context or comments.
6. Click Create offer.

Hand off to the Channel Partner

Once your resale authorization becomes Active, the Channel Partner takes ownership of creating the final private offer. At this stage, you (the ISV) can’t build the offer for them, but you must initiate the handoff and monitor the deal’s progress.

1. Notify the Channel Partner.
   1. Open the active authorization in the Suger Console.
   2. Click More actions in the top-right corner, and select Notify Contact. This automatically sends the reseller an email with a direct link to the authorization, letting them know it’s ready to use.
2. Coordinate deal details. Work with your partner to confirm you have the correct Customer Billing Account ID, as Azure strictly requires this to route the offer to the correct customer. Align on the timing for when the final offer will be sent to the buyer.

Track buyer acceptance and entitlements

After the reseller generates the private offer, you won’t see their final markup, but you can oversee the entire deal lifecycle directly in the Suger Console. Azure follows a unique two-step purchase flow, which Suger tracks automatically.

Track your partner’s progress

If you created a multiparty offer, your authorization will display a Pending Partner Action status while it awaits the partner’s review and configuration in the Microsoft Partner Center.

Monitor the new private offer (CPPO)

Once the reseller successfully sends the private offer to the end buyer, a new deal entry will appear automatically with the type CPPO and a Pending Acceptance status.

Understand Azure’s two-step checkout (Pending Purchase)

The buyer must first review and accept the terms, which changes the offer status to Accepted. However, Azure requires a final subscription step to finish the purchase. During this gap, Suger displays a Pending Purchase sub-status. If an offer sits in this status for too long, it means the buyer has not completed checkout in Azure yet.

Manage active entitlements

Once the buyer completes the final subscription in Azure, Suger automatically generates a CPPO Entitlement. This confirms the purchase is fully completed and serves as your authoritative record of the active contract.