In this moment, taken from the session “SI Breakout: Incentives FY27 Update,” Uriel Rootshtain, Senior Director, Partner Incentives, Microsoft, describes how FY27 incentives have been updated to shift partner economics toward growth, strategic workloads, ecosystem health, and simpler cross-solution constructs.
Key Takeaways
- FY27 Updates: Microsoft is aligning partner incentives around growth, strategic workloads, and ecosystem health, while making incentive programs more consistent and easier to navigate across solution areas.
- New investments: Greater emphasis is being placed on margin as a key partner investment, giving partners more flexibility to reward sales teams and structure deals while also responding to partner feedback.
- Optimizing profitability: Margins and incentives have been optimized together to maximize partner profitability in the strategic scenarios.
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