Clarification on MACC Eligibility & Reference Architecture for Hybrid SaaS (Azure Marketplace)

Hello Team,

We are currently in the process of listing our hybrid SaaS solution on the Azure Marketplace as a transactable offer and would like clarification on the path toward MACC eligibility.

Our understanding of the progression is:

1. Publish SaaS offer on Azure Marketplace
2. Achieve Co-sell Ready status
3. Qualify for Azure IP Co-sell eligibility
4. Become eligible for MACC-aligned deals

We have a few specific questions regarding hybrid SaaS scenarios:

1. Reference Architecture Diagram (RAD) Requirements For Azure IP Co-sell eligibility, we understand that a Reference Architecture Diagram demonstrating Azure service utilization is required.

• In our case, the product is a hybrid SaaS solution with limited direct Azure workload hosting.
• Most of our Azure interaction is through:

  - Azure APIs / integration endpoints
  
  - Azure Marketplace SaaS fulfillment APIs (subscription, provisioning, billing)
  
     - Account setup and payment integration via Azure Marketplace
  

Question: Would showcasing these Azure integration points (APIs, SaaS fulfillment, billing interfaces) in the RAD be sufficient to qualify? Or is it mandatory to demonstrate deeper Azure-native service usage (e.g., compute, storage, monitoring services)?

2. Hybrid SaaS Qualification for Co-sell Eligibility

• Does a hybrid SaaS solution (with minimal Azure-hosted infrastructure) qualify for Azure IP Co-sell eligibility?
• Are there any minimum Azure consumption or architecture requirements that must be met?

3. MACC Eligibility Criteria

• Beyond closing $100K in co-sell eligible deals, are there additional technical requirements tied to Azure service usage?
• Will hybrid SaaS offers be considered for MACC alignment if Azure usage is primarily through marketplace transactions and APIs?

4. Co-sell Support for Hybrid SaaS

• Once Co-sell Ready / IP Co-sell eligible, will Microsoft field sellers actively support hybrid SaaS solutions?
• Are such solutions included in account mapping and enterprise deal acceleration programs?

Goal: Our primary objective is to achieve MACC alignment and unlock enterprise deal opportunities via Azure Marketplace and Microsoft’s co-sell ecosystem.

We would greatly appreciate guidance on how to structure our architecture and offering to meet eligibility requirements.

Thank you in advance for your support.

Cheers,

Hemapriya Selvam
Growth Marketing Specialist