How a US security MSP turned a strong practice into a Microsoft revenue engine in 6 weeks

How we helped them build it

• Over six weeks we ran a fixed-scope program covering co-sell, MCI, CSP, MISA, designations, and Partner Center health. Every deliverable was an execution item rather than a workshop or guidance deck. The output at the close of each week was a live process, a configured asset, or a submitted action.
• The co-sell work started with mapping the practice's solution areas to Microsoft's FY26 Solution Plays, configuring the MCEM engagement model in Partner Center, and producing the AE outreach pack: solution profile, lead sharing form, and PSS templates. By the time the team needed to initiate an AE relationship in one of their target verticals, the assets were ready.
• For MCI, we ran a full audit of the customer base against eligible Security activities — Envisioning Workshops, Immersion Briefings, Modern SecOps engagements — and identified $30,000 USD in claimable Security funding tied to active and recent customer work. From there we built the internal claiming workflow: MSX opportunity timing, customer consent process, POE documentation standards, submission cadence. The whole thing was packaged with a 30-minute talk track so the team can run it independently.
• The MAICPP audit produced the second number on this page. We worked through Collective Insights Consulting's full benefits entitlement and activated $87,000 USD worth of internal-use rights, software licenses, and technical benefits, then built the roadmap for using them across team enablement and customer projects. Most partners never get past the surface of MAICPP. The whole point of the audit was making sure the team knows exactly what they have and how to deploy it.
• On designations, we mapped the certification and PAL strategy required to qualify the practice for Data & AI and Infrastructure Solutions Partner designations beyond the Security designation already in place, and identified the gaps and qualification path for three Modern Work specialisations. The roadmap is sequenced: which certifications, which PAL associations, which customer evidence, and in what order.
• The MISA work was the most time-sensitive piece. MISA is nomination-only and the strength of the Microsoft sponsor's endorsement matters as much as the technical readiness. We delivered the full MISA Readiness Assessment, identified the offer-type gap in their existing Marketplace listings (Professional Services where a Managed Service is needed), and built the nomination package with solution descriptions, customer reference materials, and GTM evidence ready for Microsoft sponsor submission.
• CSP got scoped against their existing customer base. We evaluated both pathways (Indirect Reseller enrollment vs. co-sell with an existing CSP partner) and built the workshop and objection-handling talk track the team can use to take the conversation forward with the right partner ecosystem contact.
• The designation maintenance framework is the piece that protects everything else. We built a renewal calendar covering every designation, specialisation, and certification expiry, mapped each one to the MCI incentives and co-sell motions it unlocks, and handed over the FY26 SPD tracker as the ongoing visibility tool. Quarterly check-ins from here on out can be run without external support.
• Partner Center health closed the engagement off. Marketing profile completed and aligned to FY26 priorities. Benefit redemptions confirmed. Deal registration and opportunity tracking set up. The final health report delivered at engagement close gave the team a snapshot of what was activated, what is earning, and what to watch over the next two quarters.