Presidio grows net new sales by $48M using the Microsoft Marketplace

Presidio provided technical expertise and guidance to Community Health Network to make their IT investments go further.

Presidio adopted the Microsoft Marketplace to streamline software management and simplify procurement. This gives customers, like Community Health Network, an easy way to manage their IT investments with a faster time to value because solutions are vetted to deploy seamlessly on Azure.

The Microsoft Marketplace has helped Presidio accelerate deal closures, simplify transactions, and boost customer satisfaction.

Presidio is a leading global provider of digital solutions and services, specializing in cloud, security, and networking. While its roots lie in value-added reselling, Presidio has grown into a premier systems integrator, dedicated to guiding enterprise clients through the intricacies of digital transformation. With a long-standing and genuine commitment to client success, Presidio partners with top technology innovators like Microsoft to develop smart strategies and solutions designed to build business value.

By adopting the Microsoft Marketplace, Presidio has simplified software purchasing for its customers while improving their own reach and sales efficiency. The marketplace enables Presidio to procure software solutions on its customers’ behalf, strengthening its position as a trusted IT advisor. For customers with an Azure consumption commitment, eligible purchases count towards their commitment, another way Presidio is helping guide its customers to get the most out of their IT investments.

As Ann Garcia, a Senior Account Executive at Presidio, put it, “There's literally no downside to Marketplace for customers that are embracing the cloud in any capacity—it’s a win-win. Once customers understand the value of the marketplace, one deal leads to another and another and another."

“Once customers understand the value of the marketplace, one deal leads to another and another and another.”

Ann Garcia, Senior Account Executive, Presidio

Simplifying IT procurement for healthcare

Presidio customer Community Health Network demonstrates how Presidio’s use of the marketplace helps reduce costs and support strategic goals. Indianapolis-based Community Health Network is ranked among the nation’s most integrated healthcare systems, committed to providing access to exceptional patient-centered care—where and when it’s needed most.

With patient well-being firmly top of mind, Community Health Network uses technology to reduce healthcare friction by simplifying complex processes and enhancing the patient experience. “Marketplace gives us a single place to manage our technology expenses, process our payments and invoices, and just manage it all better,” said Rick Copple, Chief Information Officer at Community Health Network.

Community Health Network had considered an Azure consumption commitment but was unsure about being able to fulfill the term of the agreement. Once Community Health Network learned that eligible Marketplace purchases count towards their overall commitment, it was fully onboard. “The great thing about the marketplace is that it allows us to purchase software that we're already going to buy,” stated Copple. “Whether the software is from Microsoft or through the partners we work with, we just run those purchases through the marketplace, and it helps us fulfill our MACC.”

The partnerships Community Health Network has with Microsoft and Presidio have been critical to CHN’s success. Copple added that Microsoft and Presidio are "the trusted partners we need to be able to keep the cost of healthcare down and provide better care for our patients.”

A strategy to scale adoption

Presidio understood that buying software the traditional way could be a real headache for its customers—it was time-consuming and complicated, making it challenging to get the right tools quickly enough to take advantage of new opportunities.

Marketplace's seamless integration with Microsoft Azure, streamlined procurement, and faster vendor onboarding, plus the opportunity for eligible purchases to count towards Azure consumption commitments, made it an ideal fit for Presidio to scale their business. With a clear plan focused on educating customers, smooth purchasing, streamlined deployment, and integrating systems and solutions, Presidio was able to demonstrate its leadership in Azure services in Marketplace right out of the gate.

“Customers are interested in lowering the cost of their native services within Azure, but a three-year commitment can seem scary,” said Spencer Hung, Business Development Manager - Cloud Marketplace at Presidio. “I think what Marketplace does is make that easier and more palatable, giving them an opportunity to not just fulfill their commitment through that native service spend, but also through third-party software spend.” Marketplace gives Presidio’s customers confidence that their Microsoft and third-party software purchases align with and support their business goals.

“Marketplace gives us a single place to manage our technology expenses, process our payments and invoices, and just manage it all better.”

Rick Copple, Chief Information Officer, Community Health Network

Building internal expertise and programs to drive adoption

Presidio built dedicated internal teams specializing in Marketplace transactions, ensuring that the sales teams and solution architects had expert knowledge on multiparty private offers that are available through Microsoft Marketplace. With multiparty private offers, partners like Presidio and software development companies can collaborate to create unique offers for customers.

To accelerate sales, Presidio created incentives and training programs for its teams, and by giving its people the right tools to make marketplace deals happen, it saw a noticeable jump in new customers and revenue generated through the marketplace. The company also expanded its network of partners to co-create tailored customer solutions, positioning the company as a one-stop shop for organizations looking for end-to-end services.

"Multiparty private offers allow sellers within Presidio to uncover bigger and larger deals that they did not have access to before," said Robert Phillips, Microsoft Sales Director at Presidio. "They also help our customers, as Presidio becomes their one-stop shop for all their ISV transactions."

“Multiparty private offers allow sellers within Presidio to uncover bigger and larger deals that they did not have access to before. They also help our customers, as Presidio becomes their one-stop shop for all their ISV transactions.”

Robert Phillips, Microsoft Sales Director, Presidio

Unlocking business growth while deepening relationships

Since Presidio started using Marketplace, it has experienced impressive growth of $48 million in net new sales in one year and expect to grow from there. Being able to offer smooth transactions and work with customers’ pre-committed cloud budgets has accelerated the sales process and helped the company increase the size of deals.

By fully embracing Microsoft Marketplace, Presidio hasn't just changed its own business for the better; it has also empowered customers to accelerate growth through simpler technology procurement. “I think it's a big opportunity for us,” remarked Phillips. “I think we're just kind of hitting the tip of it right now.”

Visit Microsoft Marketplace to learn more.

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