Microsoft AppSource playbook

You take a SaaS product onto Microsoft Marketplace and the Teams store. Three separate objects get three separate reviews: the Teams app (Microsoft 365 and Copilot program, which also covers Office add-ins and Copilot agents), the SaaS offer (marketplace offer), and the co-sell solution (collateral on that offer). Most failed plans confuse them.

Facts that break common plans

• Teams apps never earn co-sell. Microsoft excludes apps and add-ins for Teams, Outlook and Excel from co-sell-ready status. The SaaS offer linked to the app stays eligible: co-sell and MACC run on the offer.
• Non-Azure SaaS lists only with a Microsoft integration. An offer not primarily platformed on Azure must integrate with or extend a Microsoft product, say how in the description, and accept Entra SSO; it is not purchasable in the Azure portal. A linked Teams app usually meets the integration test; confirm in certification notes. "Primarily" means the Azure-hosted compute or data plane grows fastest with usage.
• Only transact counts. Contact me, listing-only trials, Get It Now (Free) and BYOL unlock no MACC, no IP co-sell, no private offers; any live SaaS offer can still reach co-sell ready.
• MACC needs Azure IP co-sell eligible: solution type IP, primarily on Azure with technical validation, reference architecture diagram, "Sell through Microsoft", and $100,000 Azure consumed revenue (trailing 12 months) or $100,000 billed through the offer†. A $1M+ MACC customer route is in pilot†. MACC counts per offer and only for usage running in Azure.
• Co-sell ready is visibility, not pipeline. It lists the solution in internal seller catalogs. Microsoft's marketplace blog calls it a starting line; practitioners report months before any seller engagement.
• Program names moved. AppSource and Azure Marketplace are one Microsoft Marketplace. Frontier Accelerate for Marketplace absorbed ISV Success, Marketplace Rewards and Azure IP co-sell; its FAQ makes enrollment (no-cost tier exists) a prerequisite for any co-sell listing, while the co-sell requirements page names it only for Business Applications†. The Qualified Referral Program is retired; referrals live in Partner Center.