Share via


Services co-sell overview

Appropriate roles: Referrals admin | Referrals user

Microsoft has a large ecosystem of partners who are skilled in helping our customers achieve their goals with Microsoft technologies. Services co-sell enables such skilled partners who attain Microsoft AI Cloud Partner program designations to unlock better outcomes by working with Microsoft sellers in a co-selling motion. Furthermore, such qualified Microsoft partners who have either Solutions partner designations, Specializations, or Azure Expert Managed Services Provider (MSP), can now co-sell with Microsoft sellers without having to publish a marketplace Consulting services offer.

Note

Opportunities that are part of Microsoft Commerce Incentive program (MCI) are tracked as co-sell opportunities. Learn more about MCI engagements.

Publish a business profile

We encourage our services partners to publish a business profile in the Referrals workspace. This profile showcases their capabilities and designation status to Microsoft Sellers appropriately in our internal tools as well on the marketplace listing. To learn more about how the recently modernized business profiles, see Create a business profile.

Note

A business profile admin role is necessary to create and update the business profile listing.

Create a services co-sell opportunity

Partners can now create a Services co-sell opportunity in the Referrals workspace in Partner center and request help from the Microsoft Sales team. A typical services co-sell opportunity includes a Partner role field that indicates what role the partner would like to play in the deal such as Presales envisioning, Migration, and so on.

The following roles are applicable for Services co-sell deals:

  • Presales envisioning
  • Solution design
  • Proof of concept
  • Business strategy
  • Deployment services
  • Adoption and change management
  • Transaction
  • Managed services

In addition to specifying their role, a Services partner must also indicate the appropriate customer objective - the Solution area and Solution play for the opportunity - to help us direct the opportunity to the appropriate seller in the Microsoft Sales team. This additional information also helps the Microsoft seller understand the customer needs in familiar terminology to make the partner and seller interactions seamless. Partners can optionally add their consulting services offer/solution to the opportunity, but it's no longer required to actively co-sell with Microsoft.

The following table shows the values for Solution Areas and Solution Plays for FY 25.

Solution Area Solution Play
Business Applications Accelerate Revenue Generation
Business Applications AI Powered Business with Copilot
Business Applications Connected Sales and Marketing
Business Applications Drive Business Transformation with Copilot
Business Applications Enable a Resilient and Sustainable Supply Chain
Business Applications Innovate with AI in Low Code
Business Applications Modernize ERP
Business Applications Modernize Service
Business Applications Modernize the Service Experience
Business Applications Optimize Finance and Supply Chain
Business Applications Scale Business Operations
Data and AI Advance Sustainability with an Intelligent Data Platform
Data and AI Build and Modernize AI Apps
Data and AI Data Security
Data and AI Enable Unified Data Governance
Data and AI Innovate with AI and Cloud Scale Databases in Every App
Data and AI Innovate with Azure AI Platform
Data and AI Migrate and Modernize Your Data Estate
Data and AI Migrate and Secure Windows Server SQL and Linux Estate
Data and AI Migrate Oracle
Data and AI Unify Your Intelligent Data and Analytics Platform
Digital and Application Innovation Accelerate Developer Productivity
Digital and Application Innovation Accelerate Innovation with Integration Services
Digital and Application Innovation Accelerate Innovation with Low Code
Digital and Application Innovation Build and Modernize AI Apps
Digital and Application Innovation Build your Games in the Cloud with Azure
Digital and Application Innovation Enable Developer Productivity and Accelerate Delivery
Digital and Application Innovation Innovate and Scale with Cloud Native Apps
Digital and Application Innovation Migrate Enterprise Apps
Digital and Application Innovation Modernize Enterprise Applications
Infrastructure Enable Customer Success
Infrastructure Innovate Across Hybrid and Edge with Arc and IoT
Infrastructure Innovate with Azure AI Platform
Infrastructure Innovate with HPC
Infrastructure MACC Accelerate Growth with Microsoft Azure Consumption Commitments
Infrastructure Migrate and Modernize your Infrastructure and Workloads
Infrastructure Migrate and Secure Windows Server SQL and Linux Estate
Infrastructure Migrate Linux Estate
Infrastructure Migrate Oracle
Infrastructure Migrate SAP
Infrastructure Modernize SAP on the Microsoft Cloud
Infrastructure Modernize your Workloads with Azure at any Scale with HPC plus AI
Infrastructure Modernizing Mainframe
Infrastructure Protect your Data and Ensure Business Resiliency with BCDR
Modern Work AI Powered Business with Copilot
Modern Work Cloud Endpoints
Modern Work Collaborative Apps
Modern Work Converged Communications
Modern Work Converged Communications Teams Phone
Modern Work Converged Communications Teams Rooms
Modern Work Data Security
Modern Work Digital Workforce
Modern Work Drive Business Transformation with Copilot
Modern Work Employee Experience
Modern Work Frontline Workers
Modern Work Modernize with Surface
Modern Work NextGen Windows Experiences
Modern Work Refresh your Devices
Modern Work Secure Productivity
Security Advanced Identity
Security Copilot for Security
Security Data Governance
Security Data Security
Security Defend Against Threats with SIEM Plus XDR
Security Migrate and Secure Windows Server SQL and Linux Estate
Security Mitigate Compliance and Privacy Risks
Security Modern Sec Ops
Security Multi Cloud Security
Security Protect and Govern Sensitive Data
Security Secure Identities and Access
Security Secure Multi Cloud Environments
Security Secure Productivity
Security Threat protection
Unified Support Accelerate AI innovation for Digital Natives with Unified
Unified Support Build a Strong Foundation with Unified
Unified Support Drive Cloud Success with Enhanced Solutions
Unified Support Scale Unified through Partner

Receive a services co-sell opportunity

Microsoft sellers can now send co-sell opportunities to Services partners who attain Microsoft AI Cloud Partner Program designations, Specializations, or Azure Expert MSP. Microsoft sellers evaluate these partners for co-selling based on the partner's business profile that is published in Partner center. These opportunities shared by Microsoft sellers are available in the Inbound tab in the Co-sell opportunities page.

Specifically, the field is introduced in the services co-sell opportunity: Partner role, to help partners qualify such opportunities. A Partner role is the role that a services partner can play in the opportunity based on their endorsements, such as migration. Services co-sell opportunities also have Solution area and Solution play fields indicate the customer's needs. This additional information helps partners understand the opportunities and deliver the best outcome for the customer.

Note

Partner Program field is retired and there is no impact on referrals.