PARTNER PROGRAM
opportunity for channel partners to reassess strategic focus. “With the volume of new technologies entering the market, attempting to address every opportunity can dilute impact. A key consideration is clarity of positioning, understanding where the organisation can differentiate and what it aims to be recognised for. “That may involve strengthening renewal processes, building AI capability, expanding migration services or forming peer-to-peer relationships to extend capability.” Nagele echoes Harvey-Jones’ sentiment, saying that “the new CSP Program is set up to encourage a ‘grow your business’ model. “Outside of specialising, resellers who are just getting started should focus on their growth plan. Find ways to connect with your community to extend your reach. Not everyone has an IT team or is using an MSP; some might have just purchased Microsoft out of the box. By talking to these business owners and showing them the real risk of not having proper security in place, you could earn their business and give yourself a jump start on getting your Microsoft business established.” Growing Up Fast Overall, the consensus is that these changes are giving resellers the opportunity to mature and work on specialised services they can offer. “The changes to Microsoft’s CSP programme have accelerated commercial maturity,” said Harvey-Jones. “Channel partners are now more intentional about lifecycle management, forecasting accuracy and service-led engagement. “Given the pace of innovation across Microsoft’s portfolio, the most successful are those channel partners that define their focus clearly – understanding what they want to be famous for in the market – and align their investments accordingly. The shift has fostered more structured, sustainable business models and deeper end-customer relationships.” “From my perspective, FY26 is a moment for UK resellers to decide what kind of partner they want to be in an AI‑driven market,” added Young. “Microsoft’s emphasis on AI Business Solutions, Cloud & AI Platforms and Security isn’t theoretical. It’s where the UK customer demand is already heading. “In our own business, we’re using this period to double down on specialisation: Copilot adoption, Azure modernisation and security-lid transformation. We’re also focusing on using Microsoft technologies to better equip us to guide our clients. The refreshed FY26 funded engagements, which now require demonstrable customer outcomes, reinforce this direction and reward deep expertise.” X
Oliver Harvey Jones
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With the volume of new technologies entering the market, attempting to address every opportunity can dilute impact
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