There's Unspent Budget in Every Enterprise Deal

A prospect genuinely wants your software. Everyone is ready to sign. Then procurement gets involved and the timeline extends by four to six weeks. Now imagine a different version: the customer has a Microsoft Azure Consumption Commitment and is behind on drawdown. Your software is MACC-eligible. Procurement goes from roadblock to advocate. The deal closes in days, not weeks.

What Is MACC?

The Microsoft Azure Consumption Commitment is a multi-year enterprise agreement where a customer commits to spending a defined amount with Microsoft on Azure services. Typical agreements range from $500K to hundreds of millions over two to five years. If they fall short, they owe the difference — creating a real incentive to find additional Azure-eligible purchases.

What Counts Toward MACC Drawdown

• Azure infrastructure services
• Microsoft's own cloud services
• Third-party ISV software from IP Co-Sell Eligible publishers
• Azure Marketplace managed services from qualifying partners

What does NOT count: software purchased direct (outside Marketplace), non-IP-Co-Sell-Eligible publishers, non-transactable listings.

The Buyer's Perspective

Committed spend liability: Uncommitted spend is a liability. Finance teams review drawdown trajectory and flag when behind. Single vendor preference: Marketplace purchases go through Microsoft — an existing vendor relationship. Budget cycle timing: MACC urgency peaks in Q3/Q4 of Microsoft's fiscal year and at customers' own fiscal year-end.

The Seller's Perspective

Qualifying for MACC

• Transactable SaaS or Azure application offer
• IP Co-Sell Eligible status
• Live, published listing

Identifying MACC-Committed Prospects

• Large enterprises with $1M+ annual Azure spend
• Companies with Azure Expert MSP relationships
• Prospects mentioning "committed spend" or "EA agreement"

The MACC Sales Conversation

Introduce MACC eligibility early — in discovery, before procurement engages: "We're available through Microsoft's commercial marketplace and our product is MACC-eligible, so purchases count toward your Azure committed spend drawdown."

Private Offers and MACC

MACC drawdown applies to private offer transactions. Coordinate your enterprise private offer process with MACC positioning: confirm the buyer wants to route through their MACC-eligible account and ensure the offer is against your transactable listing.

Common Mistakes

• Positioning MACC eligibility before achieving IP Co-Sell status
• Not training your full sales team on MACC
• Focusing only on MACC-urgent buyers (it helps all enterprise conversations)
• Ignoring the renewal MACC angle

How Automatum Enables MACC-Eligible Listings

Automatum provides the infrastructure for transactable listings, subscriber lifecycle management, private offer creation, and co-sell workflow — so when a MACC-eligible deal is ready to close, everything executes without friction.

Talk to the Automatum team to build your MACC-eligible listing and sales motion.