Your front row seat to Ultimate Partner® LIVE starts now!
In just a few days, Ultimate Partner® LIVE goes live from Reston, VA with its most impactful agenda yet. Top performing partners including Veeam, Accenture, Carahsoft, Cisco, SHI, ServiceNow, Commvault, and Siemens will share how they've overcome challenges and built lasting success. Microsoft experts will also join for candid, unscripted conversations about what it really takes to thrive in today's Hyperscaler ecosystems. The entire event will be streamed live for free — making partner mastery accessible to everyone. Join the livestream. Be inspired. Become the Ultimate Partner. October 28th Livestream October 29th LivestreamChannel strategy, accreditation, and real results — All at UP LIVE Reston
FY26 Is the Year to Lead with Capability FY26 is here — and Microsoft is investing more than ever in partner-led growth. From expanded co-sell motions to marketplace acceleration and capability development, the message is clear: partners who demonstrate value through accreditation and specialization are leading the way. According to Microsoft’s FY26 Partner Strategy Update (July 2025), accredited partners are seeing 3x higher engagement in co-sell motions and 2x faster time-to-market in the commercial marketplace. These metrics reflect a growing emphasis on partner capability, specialization, and alignment with Microsoft’s GTM priorities. That’s why ISSI’s workshop at Ultimate Partner LIVE: Reston is a must-attend for partners looking to align with Microsoft’s FY26 strategy and drive measurable business impact. Making Accreditation Work for Partners and Vendors ISSI has spent years helping IT service organizations and hyperscalers build smarter, more effective partner channels. Their consulting and auditing services focus on transforming partner programs — not just for compliance, but for impact. Their workshop, Driving Channel & Customer Value with Partner Accreditation, will explore: How accreditation programs are designed and optimized Case studies from both a hyperscaler and a partner organization How partners can assess the relevance of accreditation to their business Ways to improve technical and business capabilities through structured programs ISSI’s recent article “The Ways That Partners Can Make Money” outlines five core ways partners generate revenue: Resale Managed Services IP Monetization Marketplace Success Co-Sell Engagement Accreditation amplifies each of these models. It builds trust, proves capability, and unlocks deeper engagement with vendors like Microsoft. Why Attend UP LIVE: Reston ISSI’s workshop is just one part of a much larger conversation happening at UP LIVE: Reston. With over 42 speakers — including leaders from Microsoft, AWS, Elastic, Carahsoft, and more — the event brings together the most accomplished voices in partnering: Jay McBain Canalys (part of Omdia)), Erwin Visser (Microsoft), Pat Primavera (Microsoft), and Darryl E. Peek II (Elastic) the innovators building the future of co-sell and marketplace success — Rebecca Jones (Bridge Partners) Reis Barrie (Carve Partners), Erin Figer (CORE Consulting LLC), and Sam Gong (WorkSpan) the leaders transforming GTM and channel execution — Craig Abod (Carahsoft), Shane Wilson (Cohesity), Scott Sacket (AvePoint), Tarek Shamounki (ServiceNow), Erika Irby (Veeam Software) Expect: Real conversations about what’s working now in co-sell, marketplace, and GTM execution Actionable insights from strategists, innovators, and channel leaders A community of peers who are shaping the future of partner success Whether you're a partner looking to refine your strategy or a vendor seeking stronger channel performance, UP LIVE is the place to connect, learn, and lead. The Takeaway Accreditation isn’t just a badge — it’s a business accelerator. ISSI’s work shows how structured partner programs can unlock new revenue streams, improve delivery quality, and align with Microsoft’s evolving priorities. If you’re serious about driving channel and customer value in FY26, don’t miss ISSI’s workshop — and don’t miss UP LIVE: Reston. ISSI manages client-specific programs that enable industry leaders to quantify, asses, and improve the quality of services available to partner organizations migrating or managing customer workloads. Visit www.issi-inc.com or contact them at asales@issi-inc.com to learn more. ⭐ SPECIAL OFFER As a valued Microsoft partner, Ultimate Partner is offering a 15% discount on general passes to experience UP LIVE. 👉 Register HERE USE CODE: ULTIMATEVIP15 at checkout If you are unable to attend, join us via the live stream: Ultimate Partner LIVE: RestonDon't miss the moment: FY26 is the year to align, accelerate, and win with Microsoft
The moment is now. For digital native software development companies and startups bringing AI solutions to our joint customers, growth in partnership with Microsoft isn’t just about gaining speed and reach, it's about strategically aligning with purpose. I know that every deal is gold, having hustled building partnerships at both startups and global software development companies myself. I’ve felt the urgency to unlock Microsoft’s strengths: incentives, access to Microsoft field sellers and ecosystem, and the power of showing up “better together” in the market. You need to move fast, but with intention. Now at Microsoft, I stay focused on what drives results: testing strategies, leveraging programs and incentives and continued learning from other experts in our ecosystem. My advice? When you get the chance to learn from those experts—take it. The partners who align their vision with Microsoft’s AI-first, marketplace-driven future are the ones who will scale fastest and furthest. “AI is the new runtime.” That’s how Microsoft framed the opportunity at the AI Tour earlier this year — and it wasn’t just rhetoric. In the past 12 months, more than 3,000 AI apps and agents have launched in the new Microsoft Marketplace, attracting 6 million monthly visitors and driving 2× year-over-year growth in AI transactions. For digital native software companies, the message is clear: align your solutions with Microsoft’s AI-first, marketplace-driven ecosystem, or risk being left behind. In just a few weeks, leaders from across the partner ecosystem — software development companies, GSIs, MSPs, distributors, and consultants — will gather in Reston, Virginia for Ultimate Partner® LIVE. For software-first companies, this event arrives at the exact moment when Microsoft is reshaping the partner landscape for FY26 and beyond. Microsoft’s shifting landscape: What’s changed since July 2025 Marketplace at scale Microsoft unified AppSource and Azure Marketplace into the new Microsoft Marketplace. More than 3,000 AI apps and agents are now live, with 6M+ monthly visitors. Microsoft reports 2× year-over-year growth in AI solution purchases through Marketplace. Partner programs re-architected for AI At MCAPS Start FY26, Microsoft expanded the AI Cloud Partner Program with new specializations — including Copilot — and streamlined recognition around three areas: AI Business Solutions, Cloud & AI Platforms, and Security. Microsoft is urging partners to adopt agentic AI — autonomous workflows and composable agents — as the foundation of innovation. Compliance and governance tightened Partner-of-Record validation now enforced for CSP orders. MFA is mandatory across Partner Center (UI enforced Aug 2025; API April 2026). The AI Cloud Partner Program Agreement updated as of Sept 2025. For software companies, the implication is straightforward: be AI-ready, transactable, and compliant — or risk losing ground. Why Ultimate Partner Reston matters Ultimate Partner LIVE will bring these shifts into focus. The agenda features voices across the ecosystem delivering the insights you can’t get anywhere else. Key sessions include: Microsoft’s Erwin Visser, Matt Berg, and Harman Cheema unpacking FY26 priorities and the role of AI in customer transformation. Cisco’s Aly Shivji and Commvault’s Sanjay Mehta on driving outcomes through stronger partnering. Elastic’s Darryl Peek, Cohesity’s Shane Wilson, ServiceNow’s Tarek Shamounki, and Canalys’ Jay McBain on what it takes to win in 2026 and beyond. Workshops from WorkSpan, PartnerTap, Carve Partners, AvePoint, RevStacker, and Digitalzone, offering frameworks that top partners usually guard as competitive advantage. Why FY26 demands urgency from digital native software companies Early movers capture momentum. Partners publishing solutions now are compounding growth through marketplace and co-sell. Gateways are narrowing. Microsoft’s designations and compliance requirements filter who gets field visibility and GTM support. Agentic AI is the new baseline. Customers expect more than AI add-ons — they want autonomous, composable, outcome-focused solutions. Co-sell is non-negotiable. Microsoft’s field sellers are incentivized on it. If you’re not aligned, you’re not in the motion. Final word For digital native software companies, FY26 represents a massive opportunity. Microsoft is doubling down on AI, marketplace, and co-sell motions — and those who align early will define the next wave of growth. Reston isn’t just about attending an event. It’s about stepping into Microsoft’s AI-driven future, connecting with the leaders shaping it, and walking away with the playbooks to lead. ⭐SPECIAL OFFER As a valued Microsoft partner, Ultimate Partner is offering a 15% discount on general passes to experience UP LIVE⭐ 👉 [Register Now for UP LIVE: Reston] USE CODE: ULTIMATEVIP15 at checkout See you there!How Dooap and Microsoft Marketplace help AI transform accounts payable to impact your business
In this guest blog post, Anna Tujunen, Chief Product Officer at Dooap, shows how you can transform accounts payable from a transactional function into a strategic growth enabler by leveraging AI-driven automation and real-time insights with Microsoft and Dooap via Microsoft Marketplace.Ultimate Partner LIVE Fall 2025: AI ecosystem masterclass & partner success summit
Mark your calendars! Ultimate Partner LIVE Fall is coming to the Washington, D.C. area, October 27-29, and this event presents a unique, high-impact opportunity for partners looking to stay ahead of the tectonic shifts, align priorities, and accelerate performance in 2026. We are taking the ecosystem to Carahsoft's facilities for a masterclass in how to become the Ultimate Partner. With immersive workshops, direct access to decision-makers, and a curated executive audience; you’ll accelerate your strategy to new levels. Here is what you can expect: Decode the Tectonic Shifts: Learn how AI, Marketplaces, Co-Selling, and Ecosystems are reshaping partner success — and what you must do now. Hear directly from Microsoft leaders, Erwin Visser, Matt Berg and Wole Moses who will take you through the exciting $450B+ durable cloud budget flowing through marketplaces, FY26 AI priorities, and where you should align. Access Proven Frameworks & Playbooks: Attendees will also participate in hands-on workshops facilitated by top industry experts including: The Odigo Group, Carve Partners, ISSI, AvePoint, Bridge Partners, Digitalzone, WorkSpan, Revstacker and more! Workshops will focus on co-selling, AI marketing strategy and Building Service Models to grow revenue. Be in the Room with Leaders Network with 200+ executives, thought leaders, ISVs, GSIs, MSPs, distributors, and consultants in an intimate, high impact setting. 40+ amazing speakers will share their secrets to successful partnering! ⭐SPECIAL OFFER As a valued Microsoft partner, Ultimate Partner is offering a 15% discount on general passes to experience UP LIVE⭐ 👉 [Register Now for UP LIVE: Reston] USE CODE: ULTIMATEVIP15 at checkout Hope to see you there, Vince Menzione CEO, Ultimate Partner ________________________________________________________________________________________________________________________________________________________________ Ultimate Partner is the go-to destination for technology leaders and partners aiming to thrive in the Hyperscaler ecosystem. Ultimate Partner delivers high-impact content, expert insights, and exclusive events—both live and digital. Our mission is to “Empower technology leaders to achieve their greatest results through successful partnering”. Learn moreOffice hours: Strategic cloud planning with the Microsoft Marketplace
**New Date: September 16, 2025 | 8:30 AM PDT Encourage your marketplace customers to join us live on August 26th for a special Office Hours session led by Kristyn_Maddox: Strategic Cloud Planning with the Microsoft Marketplace Learn how to strategically plan Microsoft Cloud investments Discover how software vendors can gain a consumption-based view of your portfolio Get tips on leveraging pre-committed cloud budgets Maximize value from existing contracts Bring your questions, share your experiences, and engage directly with Microsoft experts. Note: while this session is geared towards customers, partners are also welcome to attend. Register hereCelebrating Tech Trailblazers for Black History Month, with Kary Dodd
As part of the Microsoft #BuildFor2030 Initiative, in support of the United Nations Sustainable Development Goals, we’re continuing to highlight solutions that are enabling broader societal impact, and our partners’ journeys growing their business on the marketplace. To honor Black History Month this year, Microsoft's @Regina Johnson sat down with Kary Dodd, CEO of Ectron, to hear their story and partner journey.Navigating your marketplace pipeline: What matters most?
In the Microsoft Marketplace, not every deal follows the same path. Some are more likely to succeed through Marketplace channels, while others resonate more with Microsoft sellers. Join Reis Barrie - CEO of Carve Partners, as he shares practical ways to assess and prioritize your pipeline, based on how Carve approaches deal evaluation. You’ll learn how to: Identify which deals are most likely to close via Marketplace Recognize patterns that signal low-probability opportunities Understand what Microsoft sellers tend to focus on—and why it matters Whether you're refining your strategy or just looking to work more efficiently, this conversation is designed to help you make more informed decisions. 📅 August 13th | 10 AM PST | 1 PM EST 🔗 Register here Open to all Marketplace partners—bring your questions and insights!Navigating modern economic dissonance with prescriptive analytics from Board in Azure Marketplace
In this guest blog post, Natalie Gallagher, principal economist and director of economic research at Board International, discusses how business leaders must stay ahead of external forces that shape their strategies and financial health, and how adapting to market shifts, technological advancements, and consumer behaviors is key to long-term success.
