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News and Announcements

• Get ready for enhanced co-sell referrals with the new BANT automation qualification process: To ensure every submission is complete, actionable, and ready for seller engagement, Microsoft is now validating Budget, Authority, Need, and Timeline (BANT) upfront. Partners can accelerate deal velocity, reduce friction, and increase acceptance rates with this new process, resulting in higher quality pipeline and faster progression from referral to revenue. For more information, read about managing co-sell opportunities. 

• Azure consumptive promotion capabilities coming in FY27: Partners will be able to use percentage-off promotional discounts on Azure consumption-based services—spanning pay‑as‑you‑go usage, Reserved Instances, and pre-purchase plans—which create new motions to scale Azure consumption and expansion. Learn more in the Partner Center announcement. 

Incentives and Offers

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  FY27 partner incentives deliver rewards for driving Frontier customer growth: FY27 partner investments and incentives went live on July 1. Enterprise, Business Apps Presales Advisory (OSA), SPLA Reseller, and Hoster incentives will be live on October 1. This year’s portfolio is built around partners leading Frontier Transformation—empowering customers to move from AI experimentation to scaled, outcome-driven adoption. To bring these investments together, Microsoft is introducing Frontier Accelerate—a connected approach that aligns funding, incentives, and skilling to how you deliver transformation across solution areas. Review the incentives guide to get more details on how you can use these incentives to capture higher earnings and sustain stronger profitability. 

  
  

Skilling and Events

• Build your FY27 growth engine across cloud and AI: Join us at the Microsoft Partner FY27 GTM Kickoff Event on July 28 for a first look at FY27 priorities, go-to-market (GTM) motions, and investments to shape your strategy. The Commercial Cloud and AI track is designed for partners looking to grow across Azure, data, and AI workloads. Sessions will cover where Microsoft is placing FY27 bets across Azure and Microsoft Marketplace, how customers are modernizing estates and unifying data foundations with AI, and what AI apps and agents mean for partner differentiation and scalable growth. You’ll walk away with clarity about what’s changing, where demand is growing, and how to focus your cloud and AI investments to scale your e asset placement guidance: Access updated SMB Azure asset.

Partner success stories

• Ingram Micro supports partners guiding customers through cloud and AI modernization: With support from Ingram Micro, partners can move customers from legacy infrastructure to scalable, cost-efficient Azure environments and build on that foundation for AI modernization. Read the case study to find out how Ingram Micro used their Azure expertise to create clear opportunities for their customers to scale from cloud transformation into AI-powered workloads—expanding revenue and deepening long-term customer relationships. 

• Aiforia brings AI-assisted pathology to NHS lung cancer diagnostics: Using Microsoft Azure, Aiforia is helping University Hospital Southampton NHS Foundation Trust modernize pathology workflows with AI-assisted analysis of lung cancer tissue samples. By combining Azure’s secure, scalable infrastructure with digital pathology expertise, Aiforia supports faster, more consistent diagnostic processes while keeping clinicians at the center of decision-making. Read the case study to learn how Aiforia is helping healthcare organizations manage growing diagnostic workloads, standardize pathology analysis, and create a foundation for future AI-powered innovations in clinical diagnostics.

Additional Resources