Earlier today, I had a deep conversation with one of Microsoft’s Directors of Partner Development Managers (PDMs) — and his words truly hit home.

“Microsoft is looking for fewer partners who can deliver more.”

That single statement captures the essence of Microsoft’s evolving partner strategy heading into FY26 and beyond.
In a world where every partner claims to add value, Microsoft is narrowing its focus — prioritizing impact, repeatability, and customer outcomes over volume.

If you’re aiming to become a managed partner, here’s what it really takes to stand out.

1. Master Microsoft’s Programs — Not Just the Portal

Microsoft wants partners who deeply understand the ecosystem — not just those who transact licenses.
True partner maturity comes from knowing how Microsoft programs connect to customer success and partner profitability.

Become fluent in these growth accelerators:

• Copilot Jumpstart
• FastTrack
• Solution Accelerator Programs
• Marketplace Rewards

These aren’t buzzwords — they’re signals of partner readiness.
Partners who leverage these programs effectively demonstrate strategic alignment and readiness to scale with Microsoft.

2. Prove Strong Year-Over-Year Growth in Azure Consumption (ACR)

Numbers tell your story better than any pitch deck can.
Partners showing consistent year-over-year growth in Azure Consumption Revenue (ACR) instantly demonstrate credibility, delivery capability, and trust.

Why does it matter?
Because Microsoft’s Partner Development Managers prioritize partners who are already scaling — they’re easier to co-sell with and easier to justify investment for.

If you’re not tracking ACR growth monthly, you’re missing one of the strongest metrics of partnership maturity.

3. Drive Adoption, Not Just Licenses — Focus on Copilot MAU

The conversation has shifted from “How many licenses did you sell?” to “How many users are actively using it?”

Partners who can prove high Monthly Active Users (MAU) for Copilot will become Microsoft’s favorites — because they help achieve the company’s biggest internal adoption goals.

If your services include training, activation, and embedding Copilot into customers’ daily workflows, you’re already ahead of the curve.

4. Make Your Offers “T-Shirt Sized”

Here’s a golden insight from that conversation:

“Your Microsoft offers should be T-shirt sized — small, medium, large.”

What does that mean?

Your solutions should be:

• Repeatable — not one-off projects
• Scalable — easy to replicate across industries or regions
• Measurable — delivering clear business outcomes

Repeatable offers create predictable revenue.
Predictable revenue creates co-sell momentum.
And that’s exactly what Microsoft is looking for in its managed ecosystem.

5. Co-Sell Like a Pro

If you’re not sharing deals through Partner Center, you’re invisible to Microsoft sellers.

As the Director said:

“We notice the partners who regularly share deals. Connect your CRM to Partner Center and automate it if possible.”

This simple habit builds trust and visibility within Microsoft’s internal ecosystem.
When sellers can see your wins, they can amplify them — that’s the foundation of co-sell success.

6. Market Your Capabilities — Tell Your Story Loudly

One of the most common mistakes I see is that partners build incredible capabilities, but they never talk about them.

No storytelling.
No marketing.
No content.

Visibility drives opportunity.
If you want to get Microsoft’s attention, invest in marketing your expertise.

• Share your wins and success stories
• Publish thought leadership on LinkedIn
• Align your messaging with Microsoft’s key priorities: AI, Security, Modern Work, and Cloud Transformation

Remember: if you don’t tell your story, someone else will — and they’ll get the visibility you deserve.

Final Thoughts

Becoming a Managed Partner isn’t about headcount or scale — it’s about demonstrating impact, alignment, and repeatability.

The formula is simple:

• Understand the ecosystem
• Deliver consistent growth
• Build repeatable offers
• Drive product adoption
• Co-sell actively
• Market your expertise

Microsoft isn’t looking for more partners — it’s looking for the right ones.

And those who combine technical capability with storytelling, visibility, and co-sell alignment are the ones who rise.

Ready to Accelerate Your Microsoft Partnership?

If you’re ready to take your partnership to the next level — from Partner Center readiness to Solution Designations, Co-sell alignment, and Marketplace optimization — The NextGen Partners can help.

We work with Microsoft partners worldwide to:

• Identify growth blockers
• Align incentives and funding programs
• Build repeatable marketplace offers
• Strengthen co-sell and visibility with Microsoft

Let’s start your Partner Growth Assessment today.
Email us at info@thenextgenpartners.com