In this moment, taken from the ISV Partner Breakout session “MAICPP ISV FY26 Opportunities,” Kyle Richardson, Sr Program Lead, AI & Cloud Partner Program, Microsoft, defines how sellers can differentiate themselves by focusing on industry pathways or designations.
For a 36-Hour Immersion into the FY27 Priorities that define Partner Success in the AI Era, join us at the AI Business Solutions Partner Executive Summit, running July 28-29, 2026, in Bellevue, Washington. Register today.
Key Takeaways
- Differentiation: Microsoft’s go-to-market strategy now emphasizes AI differentiation by highlighting industry solutions built on AI and aligning them with AI patterns, which will increasingly guide seller focus.
- Designations: Partners who build on Azure and extend Dynamics or Modern Work can pursue multiple designations to showcase their capabilities and unlock more incentives. This dual recognition helps sellers position solutions more effectively and ensures partners show up in the right opportunities.
- Standing out in the ecosystem: The Biz Apps and Azure groups go to market differently with partners. For example, Azure focuses on consumed revenue (ACR), so aligning with seller incentives is key. Earning both Azure and Biz Apps or industry designations helps partners stand out in the marketplace and makes it easier for Microsoft sellers to understand the value of promoting their solutions.
Related Posts
Add A Comment