Monday, August 19, 2019 by Kirsten Edmondson Wolfe
Recently, in Las Vegas, Microsoft held it’s annual partner event, Microsoft Inspire. While there, I had an opportunity to sit with partners to understand how they are approaching new features to support additional business models within Microsoft AppSource and the commercial marketplace platform. I sat down with Carol-Lynn Grow from LawToolBox, a company that delivers a deadline and matter-management SaaS for legal professionals, to learn how she is leveraging the new marketplace investments to drive her business.
To start, I asked Carol-Lynn, why she chose to expand her business model to include direct selling to customers through Microsoft AppSource. She replied,
- “The opportunity for our business to deliver SaaS, which provides access to the entire LawToolBox solution, into a Microsoft product where end users spend their day (whether its in their Outlook inbox, Teams Tab, or through a browser) is enormous.
- By selling direct through Microsoft AppSource, we can facilitate and accelerate transactions with larger corporations, who don’t need to add LawToolBox as approved vendor but can transact directly with Microsoft.
- Clients have told us they want one invoice. As soon as our press release went out describing transactability through the Microsoft commerical marketplace platform we started getting calls not just from new clients who liked the idea of simplifying their operations – but we started getting calls from existing clients asking how they could add LawToolBox to their Microsoft invoice.”
- Selling thru Partner Center, any distributor or Managed Service Provider (MSP) can discover, purchase and manage LawToolBox licenses for their law firm and legal department customers inside their existing Microsoft Partner Center portal where they manage their client’s Office 365 licenses.”
For LawToolBox, Carol-Lynn sent on to say, “When you bring together, ISVs, MSPs and end users into a combined transactable SaaS offer, everybody gets better results!”
We further discussed what were her biggest lessons learned…