How Tackle for Salesforce unifies signals, co-sell, and marketplace transactions into one seamless revenue motion
As Microsoft Ignite unfolds this week, one theme is unmistakable: the partner ecosystem is becoming deeply intertwined with how enterprises buy and grow in the cloud. Microsoft’s own Ignite announcements confirm this direction, with continued focus on marketplace expansion, seamless co-sell, and partner-led growth.
Yet inside many SaaS organizations, the Microsoft motion still feels heavier than it should. Sellers aren’t always sure when to involve Microsoft. Coordinating steps and manually entering data across multiple internal systems takes time and attention. Private offers often get pushed to the end of the cycle. And the result is a motion that moves slower than the customer,or Microsoft, expects.
That’s exactly why we rebuilt the entire Microsoft experience, from the first signal of opportunity to closed revenue, directly inside Tackle for Salesforce. Not as another tool to learn and not as a bolt-on workflow, but as a natural extension of how GTM teams sell today.
It doesn’t start with co-sell—it starts with knowing more than you ever could before
Ask any seller who has tried to run a Microsoft-aligned deal and they’ll tell you the same thing: the hardest part isn’t the co-sell steps. It’s knowing when to run them.
Before Tackle, that moment was guesswork. Sellers relied on instinct, scattered spreadsheets, or a Slack message to the alliances team. And by the time the Microsoft motion finally began, the window to accelerate the deal had often already closed.
Tackle changes this completely.
The motion now begins the moment a seller opens an opportunity and sees a story unfold,one built from the signals that matter most for Microsoft motions. Signals that reveal whether an account is marketplace-friendly, whether it resembles companies that typically buy through Azure, and whether the customer has committed MACC spend that can shorten cycles and increase deal size.
What used to take weeks of digging and back-channel verification now appears instantly in Salesforce.
What once felt like a guessing game of “Should I involve Microsoft here?” becomes a clear direction: “This customer is highly likely to transact through Microsoft Marketplace, and they have MACC to leverage.”
Signals turn co-sell from a reactive process into a proactive strategy. And for the first time, sellers have the clarity and confidence to start the right motion at the right moment.
Turning insight into action: the co-sell motion sellers actually want to run
Once a seller understands the story behind an account, the next step no longer feels like a leap. It feels like momentum.
Historically, this is where deals have slowed down. Required fields, multiple workflows, and manual re-entry all created friction for sellers. Inside Tackle for Salesforce, co-sell becomes what it should have been all along: not only a natural continuation of the sales process, an accelerated version.
A seller clicks “Add Microsoft Co-Sell,” and the friction disappears. Required Microsoft co-sell fields appear ready to use, mapped and pre-filled with data that’s already in Salesforce. The correct Microsoft customer account surfaces automatically. And sellers stay in the system where they already work, without shifting tools or translating requirements.
Tackle syncs the fields that matter most—including deal value, target close date, and currency—reducing manual work and keeping sellers, partner managers, and operations aligned as the deal progresses.
Scaling the Microsoft motion: From individual referrals to strategic volume
Even when co-sell works smoothly for a single deal, volume introduces a new set of challenges. Renewals, expansions, vertical motions, and migration programs all require consistent, high-quality co-sell execution. Historically that has meant spreadsheets, manual review, and the risk of mismatches.
Our latest release, Microsoft Bulk Co-sell, now in controlled availability for Tackle customers, fundamentally changes that reality.
Teams can select up to 200 Salesforce opportunities at once and generate draft co-sells for review. Instead of managing referrals one at a time, partner and operations teams can run entire motions across segments, regions, or customer cohorts in a single workflow, saving hours worth of manual data entry.
And because scale only matters if accuracy keeps pace, our Customer Account Matching feature ensures it does. Rather than relying solely on first-pass matching, Tackle uses previously accepted co-sells to identify the correct Microsoft account. For renewals and upgrades, where accuracy is essential, this is transformative because it prevents downstream churn that mismatches create including broken reporting, stalled approvals, manual reconciliation, and the need to rebuild referrals that should have been simple. By anchoring every referral to the right Microsoft customer record, teams gain predictable data hygiene and a foundation for true scale.
With this release, scale stops being a burden and becomes a capability.
Finish strong: Marketplace offers made simple
Every Microsoft-aligned deal reaches the same inflection point: the customer is ready to buy, and the transaction needs to move to marketplace. Historically, this is where momentum can fade as teams navigate multiple tools, steps, and owners.
Inside Tackle for Salesforce, the final mile is no longer a handoff. It’s the same motion.
Directly from the opportunity, sellers can create private offers, direct or partner, using fields already mapped and pre-filled by Tackle. Offer progress is tracked end-to-end inside Salesforce, giving every stakeholder visibility into whether the offer has been viewed, accepted, or subscribed.
The Marketplace transaction becomes transparent, trackable, and synchronized with the rest of the sales cycle.
The last mile becomes the fastest mile.
Bringing it all together
Signals. Co-sell. Scale. Offers. They’re all part of the same Microsoft story and now they finally live in the same workflow.
Tackle for Salesforce creates a connected motion that mirrors the way sellers already sell, streamlines the process, simplifies the complexity, and aligns with the way Microsoft wants partners to operate.
Ready to turn your Microsoft motion into a fully connected revenue engine? Book a demo with our team
