Buy Fronterio through Microsoft — same product, different procurement path
If you procure software through your Azure agreement, you can purchase Fronterio as a Transact SaaS offer in the Microsoft Commercial Marketplace. Every Claude API call for marketplace customers routes through Azure AI Foundry (Sweden Central) — keeping all AI inference inside your Azure tenant. Same product. Same plans. Different way to pay.
Pro / Pro+Employee / Business / Business+Employee / Enterprise
Azure AI Foundry region for marketplace inference
IP Co-sell ready + Microsoft AppSource listing path
Why a third channel
Most enterprise customers buy software either direct (corporate card via Stripe) or through a partner (a reseller invoices them, partner gets commission). For organisations standardised on Microsoft Azure, neither of those works — their procurement, their billing, their compliance reviews all flow through Microsoft. Marketplace is the third channel for them.
When a customer purchases Fronterio in the Microsoft Marketplace, the SaaS Fulfillment API hands off subscription, plan, and tenant ID to Fronterio. Our marketplace activation route lands them on /marketplace/activate where they confirm the org match, accept the DPA, and complete onboarding. From that point on, the customer experience is identical to Stripe-direct.
The big architectural difference is the AI provider. Marketplace customers route every Claude API call through Azure AI Foundry instead of the Anthropic API directly. The Foundry deployment lives in Sweden Central — keeping inference inside Microsoft's EU regions, satisfying procurement teams who require all AI to be 'platformed on Azure'. Functionally identical for the customer; structurally aligned with Microsoft's procurement requirements.
Plan changes, billing-row swaps (monthly vs annual), upgrades, downgrades, and cancellations all flow through the marketplace webhook. The MARKETPLACE_PLAN_MAP in src/lib/marketplace covers all 5 SKUs (pro, pro-employee, business, business-employee, enterprise). When the customer changes plan in their Azure portal, our webhook fires and Fronterio updates organizations.plan + employee_pack_active to match.
Marketplace listing unlocks Microsoft co-sell. Once IP Co-sell ready status is achieved, Microsoft sellers can pitch Fronterio alongside Azure AI Foundry, Microsoft 365 Copilot, and Copilot Studio engagements. The pitch decks + reference architectures + co-sell battlecards all live in docs/ops/microsoft-cosell-ready.md.
Setup is a Microsoft Partner Center walkthrough — covered in docs/ops/fronterio-everywhere-activation.md § 7. The offer is configured once, plan SKUs added once, and customer-specific billing rows added at signup time. The webhook handler + JWT-validated activation route are already shipped (PR #637 + #640 + the plan-map extension).
Three channels. One product. One backend.
Today
Agent approval unlocked compliance evidence. Publish the AI usage policy to advance the remaining two.
Strategy Canvas · v2
RatifiedEmbed AI coaching across 400 advisors by Q4 — lead EU mid-market.
AI Readiness
72
Above SaaS mid-market p50 (n=32).
Agents
14
+3 this month
Adoption
68%
Compliance
89
/100
When to pick marketplace vs direct vs reseller
Direct (Stripe) or reseller paths
- Customer pays Fronterio directly via card or invoice
- Procurement may need separate vendor approval
- AI inference goes via Anthropic's US API
- No Microsoft co-sell motion attached
Microsoft Marketplace
- Customer pays via their Microsoft Azure agreement (existing PO)
- Vendor approval inherits from Microsoft Marketplace pre-vetting
- AI inference routes through Azure AI Foundry (Sweden Central)
- Microsoft sellers can co-sell Fronterio in Azure deals
Marketplace channel capabilities
Transact SaaS Offer
Customers buy Fronterio inside their Azure portal. SaaS Fulfillment API + JWT-validated activation route hand off subscription metadata.
5-Plan SKU Map
Pro, Pro+Employee, Business, Business+Employee, Enterprise. Monthly + annual billing rows on each plan via Partner Center term objects.
Azure AI Foundry Routing
Every marketplace customer's Claude call routes through Azure AI Foundry in Sweden Central. Inference inside Microsoft's EU regions, by design.
Bidirectional Plan Changes
Customer changes plan in their Azure portal — marketplace webhook fires — Fronterio updates organizations.plan + employee_pack_active.
JWT-Validated Webhooks
All marketplace events pass JWT validation against MARKETPLACE_TENANT_ID before mutating any state. Source: src/lib/marketplace/webhook-auth.ts.
Microsoft Co-Sell Path
IP Co-sell ready unlocks Microsoft seller motion. Pitch decks, reference architectures, battlecards all in docs/ops/microsoft-cosell-ready.md.
AppSource Listing
Public AppSource listing makes Fronterio discoverable to every Azure customer searching the marketplace catalogue.
No Cross-Channel Migration
Customers pick a channel at signup — direct, reseller, or marketplace — and stay there. Switching channels mid-relationship is not supported.
How a marketplace purchase works
Customer browses marketplace
Discovers Fronterio via Microsoft AppSource search or a Microsoft seller's pitch.
Purchase via Azure portal
Customer completes the Transact SaaS purchase inside their Azure subscription. Microsoft handles billing.
Activation handoff
Microsoft fires the SaaS Fulfillment activation event. Customer is redirected to /marketplace/activate with a JWT subscription token.
Org match + DPA
On the activation page, customer confirms or creates their organisation, accepts the DPA, completes onboarding. Same as direct.
Inference via Azure AI Foundry
From this point on, every Claude API call for this customer routes through Azure AI Foundry (Sweden Central). Customer gets full Fronterio.
“Marketplace is the channel for customers who already pay Microsoft. Same product. Same software. Different procurement path.”
All Fronterio plans available
Pro, Pro+Employee, Business, Business+Employee, and Enterprise — all purchasable via Marketplace at the same retail prices as direct.
Ready to procure Fronterio via Azure?
Talk to sales — we'll walk you through the marketplace listing path or pair you with a Microsoft co-sell rep.