From AI to ecosystem strategy: Why UP LIVE Reston was a game-changer
On Oct 28–29, Carahsoft hosted Ultimate Partner LIVE at their incredible Reston, VA facility — a high-impact, two-day experience designed to empower ecosystem partners to lead through change. With keynotes from top Microsoft leaders, immersive workshops, and a curated executive audience, this wasn’t just another conference — it was a strategic accelerator for the future of partnering. Here are the top 7 insights from Ultimate Partner LIVE Reston 1. Microsoft’s vision: Ecosystem leadership in action The event kicked off with a powerful keynote from Craig Abod, President of Carahsoft, who reminded attendees to “know the business you're in, and know where you're going.” His disciplined approach to scaling — from $2B to $10B — set the tone for strategic focus and execution. His advice to “take care of your $2K customers, they’ll become $50K customers” was one of the most quoted lines of the event. Microsoft leaders then took the stage to amplify the momentum: Erwin Visser- GM, SCP Channel, challenged attendees to embrace co-innovation, stating, “In 10 years, the world’s top 50 brands don’t even exist yet.” Matt Berg- Global Sales Leader, AI Workforce SME&C, emphasized the importance of scaling success through Copilot and secure AI adoption. Pat Primavera- Americas ISV Channel Sales Leader Applications and Infrastructure, shared the origin story of Microsoft’s co-sell practices, highlighting how transparency and shared learning fuel ecosystem growth. Together, their insights framed a clear call to action: the time to build is now, and the future belongs to those who lead with purpose, partnership, and velocity. 2. AI is reshaping the partner ecosystem AI isn’t just a tech trend — it’s a business revolution. From Copilot to Agentic AI, Microsoft and its partners are leading the charge in redefining how innovation is delivered. Systems integrators (SIs) are at the forefront of AI experimentation, signaling a shift in who drives transformation. The message was clear: “Don’t wait for the next wave. Be the wave.” 3. The lines between partner roles are blurring The partner landscape is being rewritten. Today, partners play an average of 3.2 roles — ISV, MSP, SI, and more. The traditional definitions are fading fast. The winners will be those who adapt their models to stay relevant as these worlds collide. As one speaker noted, “Modern sales is an ecosystem play.” 4. Relationships are the real currency Jay McBain- Chief Analyst, Channels, Partnerships & Ecosystems at Omedia & Canalys, nailed it: “The difference between contacts and contracts is the letter R — Relationships.” His “7 Spheres of Influence” framework — advisors, analysts, ISVs, influencers, integrators, peers — was widely referenced as a guide to navigating modern partnerships. Trust and influence are now central to deal-making, and the ecosystem is the engine that drives it. 5. The buyer has changed permanently Only 5% of buyers are ready to buy now, and 90% will choose from their “Day 1 list.” With 51% of B2B buyers being millennials, early relationship-building is no longer optional — it’s essential. Partners must engage long before a formal buying process begins. The takeaway? If you’re not already on their radar, you’re already too late. 6. The time to build with AI is now From Copilot to secure chat and Agentic AI, Microsoft’s message was clear: the opportunity to build, launch, and scale new solutions is unbridled. Business-led innovation > tech-led innovation. AI isn’t just about automation — it’s about reimagining how work gets done and delivering real business outcomes. Partners were encouraged to adopt AI-first strategies and start building now. 7. Community beats chaos Transformation fatigue is real. Burnout is real. But UP LIVE Reston was described by attendees as “the jolt I didn’t know I needed.” Amid the noise of the industry, the event provided a space for authentic conversations, collaboration, and inspiration. From hallway chats to workshops, the energy was electric. The message was clear: community still matters, and we are truly better together. Special thanks to Craig Abod and the Carahsoft team for their generous support and leadership throughout the event. Carahsoft was honored with Ultimate Partner’s 2025 Partner of the Year Award, recognizing their outstanding commitment to building lasting relationships across the partner ecosystem. If you missed UP LIVE Reston, you can catch the event recordings here: Ultimate Partner LIVE: Reston - Oct. 28 Ultimate Partners LIVE: Reston - Oct. 29Generational Performance Leap for Azure Confidential Computing
At Microsoft, protecting customer data is a foundational commitment. Organizations moving their most sensitive workloads to the cloud require assurances beyond just encryption of data-at-rest and data-in-transit. They need robust protection while the data is in use, and they need it without sacrificing the performance of their business-critical applications. Confidential Computing emerged as a technology to address this need for data-in-use protection. For years, a key consideration for adopting confidential computing has been the perceived trade-off between stronger security and application performance. To provide our customers with transparent, third-party validation, Microsoft and AMD commissioned a technical analysis from Prowess Consulting, an independent research firm specializing in hands-on performance validation for the enterprise IT industry. Their report provides an assessment of our latest generation confidential VMs. Azure confidential VMs, powered by the latest 4th generation AMD EPYC™ processors, deliver both next-generation performance and hardware-enforced security, fundamentally shifting the conversation from a security trade-off to a performance dividend. Enterprises are required to handle sensitive information or personal data like transactions, analytics or intellectual property (IP) while operating under strict compliance regimes like GDPR or HIPAA can now seamlessly transition to the cloud, running their high performance, mission-critical applications on Azure’s latest confidential VMs. A Generational Leap in Performance While uncertainty surrounding the performance overhead of enabling confidential computing features and performance gaps, confidential computing has broadened its appeal as processors leap forward in both performance and capabilities with each successive generation. The motivation of the study was to identify a clear performance uplift by comparing the latest Azure DCasv6 confidential VMs, powered by 4th generation AMD EPYC™ processors, against the previous generation. The data confirms that upgrading delivers a significant and measurable performance uplift across the stack. A 77% gain in memory bandwidth, driven by architectural enhancements including the adoption of DDR5 memory, directly benefiting data-intensive applications. A 34% increase in Redis throughput, demonstrating substantial real-world gains for in-memory databases and caching workloads where latency is critical. A 30% rise in CPU throughput, confirming faster execution for compute-bound workloads on the latest generation of Azure confidential VMs. Quantifying the Overhead of SEV-SNP Beyond generational gains, the Prowess report sought to answer the critical question: What is the real performance overhead of enabling AMD Secure Encrypted Virtualization-Secure Nested Paging (SEV-SNP)? This hardware-level security feature isolates VMs by encrypting memory in use, protecting it even from the host hypervisor. The study compared confidential VMs (DCasv6) against general-purpose counterparts (Dasv6) running on identical 4th Gen AMD EPYC processors. The overhead introduced by these advanced protections was found to be minimal and predictable. An 8% overhead for CPU-intensive and Redis workloads. A mere 2% overhead for memory-intensive workloads. These results affirm that a robust security posture with a minimum impact on performance or latency, making it a practical choice for a broad spectrum of production workloads. From Technical Validation to Business Value For IT leaders and developers, these findings mean you no longer need to architect around performance limitations to achieve stronger security. The implications are clear: Confidentiality is a mainstream capability. With such minimal overhead, confidential computing is no longer a niche solution for only the most sensitive data, but a viable option for securing a diverse array of enterprise applications. Modernize with confidence. Organizations can now confidently migrate and modernize applications on Azure confidential VMs, gaining both hardware-enforced data protection and a significant performance boost. Unlock new possibilities. This validated performance enables the processing of sensitive data from financial analytics to healthcare insights in the cloud, scenarios that were previously constrained by security and performance concerns. This report validates our commitment to delivering a confidential cloud without compromise. Next Steps We encourage you to review the detailed report and explore how Azure confidential computing can fit into your security strategy. Read the full Prowess Consulting Technical Report for a deep dive into the methodology and results. Visit the confidential computing homepage to learn more about our comprehensive portfolio. Explore the DCasv6 and ECasv6-series VMs today.
Lock in marketplace terms for up to five years with multiyear contract durations
Co-authored by Trevor_Yeats We’re excited to announce that the Microsoft marketplace now supports multiyear contract durations—enabling customers and partners to lock in terms and pricing for up to five years. New options include four and five-year terms for SaaS and Professional Services, and two, four, and five-year terms for Virtual Machine Software Reservations (VMSR). These contract durations are available globally across all marketplace-supported currencies. The value for your customers and for you With multiyear contract durations, customers can buy with confidence knowing they will have stability and continuity of service, making it easier to plan and forecast expenses and lock in substantial savings that often come with longer contracts. Partners benefit by supporting customers’ budget needs, strengthening customer relationships, reducing administrative burdens, and growing reliable revenue streams. “Our customers value five-year contracts for the stability and long-term value they provide. With multiyear contracts now available in Microsoft marketplace, we can better align with their operational timelines, reduce renewal cycles, and focus on building lasting relationships—while driving predictable revenue.” Sue Wilkinson, Global Director of Partners, IFS How it works To enable multiyear contract durations, software partners must take the following steps: Create a public offer with multiyear contract durations. Partners must ensure their public offers include extended contract terms before they can create private offers with those durations. Partners have two options: Update an existing public plan to support new options for extended durations (i.e., four and five-year options for SaaS offers and two, four, and five-year options for VMSR), or Create a new public plan that includes multiyear contract durations. Create private offers with multiyear contract durations. Once a public offer with multiyear contract durations is published, partners can configure private offers that leverage those durations. Notes: As of October 31, multiyear contract durations are available for CSP offers. Existing customer agreements cannot be modified mid-term to extend contract length. Customers must cancel their current plan and purchase a new one that includes the desired extended duration. Creating multiyear contracts with flexible billing schedules Partners can create private offers that combine multiyear contract durations with flexible billing options—like quarterly, semiannual, or bimonthly—making it easier to align with customer needs and streamline sales. “Microsoft’s recent launch of multiyear contracts and flexible billing has been a game changer, simplifying the buying process and enhancing the customer experience. We can now build private offers in the Microsoft marketplace in a more natural way that mirrors our contracts in the platform.” Sue Wilkinson, Global Director of Partners, IFS Learn more about flexible billing schedules and capturing the marketplace opportunity. Eligibility for multiyear contracts and how to get started Any company who is part of the Microsoft AI Cloud Partner Program can sell on the marketplace with multiyear contract durations. Details are provided in our documentation, but at a high-level: Be a member of the Microsoft AI Cloud Partner Program (it’s free to join) Sign the marketplace publisher agreement Publish your public offer with multiyear contract durations. Sell private offers with multiyear contract durations. In addition, we have many support resources for partners depending on where they are on their marketplace journey. For example, software development companies can join ISV Success, within the Partner Program, for tools and resources that help them publish their solution and maximize reach through the marketplace. Learn more by visiting: Microsoft commercial marketplace transact capabilities FAQs: https://aka.ms/multiyear-FAQs
