In his session at the Biz Apps Partner Executive Summit, Steve Thomas, Director, Microsoft AI Cloud Partner Program, outlined key updates to the Microsoft AI Cloud Partner Program (MAICPP) and how it’s evolving to support partner success, AI innovation, and go-to-market efforts in FY26.
Thomas emphasized that Microsoft is focused on driving customer outcomes, not just program requirements. “The program is grounded in delivering real business value,” he said. That means aligning investments and resources to help partners modernize their offerings, develop specialized skills, and meet customer needs more effectively.
A theme throughout the session was the integration of AI into partner services. Thomas explained that partners should be thinking about how AI can streamline customer workflows. “Start by looking at where work is happening, then ask how AI can make it smarter, faster, or easier,” he said. “Don’t just bolt AI on… infuse it.”
The MAICPP now evaluates partners based on more operational insights, including AI use cases, specialization progress, and co-sell execution. Microsoft is actively using internal tools and data to understand partner performance and tailor support. “We’re not just measuring licenses anymore,” Thomas noted. “We’re tracking real impact.”
He also previewed upcoming specialization capabilities, designed to help partners go deeper in areas like Business Central, Finance, and Supply Chain. “We’re making real investments to help partners stand out,” said Thomas. These specializations will be tied to incentives and visibility in Microsoft’s marketplace ecosystem.
Technical resources, sales support, and new deployment programs are being aligned around this focus. “Everything connects: sales, technical, incentives, even our co-sell efforts,” Thomas said. “We want to make sure that every partner tier gets meaningful support.”
He encouraged partners to approach the program with a clear strategy: know your strengths, invest in expertise, and build repeatable use cases. “MAICPP is not just a badge. It’s a framework to help you grow,” he said.
In closing, Thomas encouraged partners to stay focused and take full advantage of what Microsoft is offering. “There’s huge momentum,” he said. “Now’s the time to translate that into customer wins.”
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