Skilling, Incentives, and GTM Support for Microsoft 365 Resellers in FY26

FY26 is shaping up to be a transformative year for Microsoft 365 resellers. With the rise of Copilot, the expansion of AI Business Solutions, and the growing demand for industry-specific offerings, partners are in a prime position to lead the next wave of digital transformation. 

But success doesn’t happen by chance—it’s built through skilling, strategic support, and smart incentives. In this blog, we’ll explore how Microsoft is equipping its reseller ecosystem to thrive in FY26, and how you can tap into these resources to grow your business. 

1. Skilling Paths and Copilot Readiness 

Microsoft has launched a comprehensive set of skilling programs to help partners become experts in Microsoft 365 and Copilot. 

🔹 Copilot Readiness Training 

• Covers deployment, configuration, and user adoption strategies. 

• Includes technical deep-dives into Microsoft Graph, semantic index, and data security. 

• Available via Microsoft Learn, Partner Center, and Cloud Skills Challenge. 

🔹 Role-Based Certifications 

• Microsoft 365 Certified: Enterprise Administrator Expert 

• Microsoft Certified: Security Administrator Associate 

• Copilot Solution Architect (coming soon) 

🔹 Skilling for Sales Teams 

• Value-based selling workshops. 

• Industry-specific pitch training. 

• Copilot demo kits and objection handling guides. 

Partner Tip: Encourage your team to complete Copilot training early—Microsoft is prioritizing co-sell engagements with Copilot-ready partners. 

2. FY26 Incentives and Rebates 

Microsoft is offering generous incentives to drive adoption of Microsoft 365 and Copilot in FY26. These include: 

Copilot Activation Incentives 

• Earn rebates for every customer onboarded to Copilot. 

• Additional bonuses for SMB and frontline worker deployments. 

Solution Accelerator Rebates 

• Rewards for bundling Microsoft 365 with Defender, Viva, or Power Platform. 

• Higher margins for industry-specific packages. 

Co-Sell Incentives 

• Joint selling opportunities with Microsoft field teams. 

• Priority listing in Microsoft’s internal partner directory. 

Marketplace Rewards 

• Enhanced visibility for solutions published on Azure Marketplace or AppSource. 

• GTM support including email campaigns, webinars, and customer referrals. 

Partner Tip: Track your incentive eligibility and performance via the Partner Center dashboard—updated monthly. 

3. Go-To-Market Support and Playbooks 

Microsoft is providing robust GTM support to help resellers accelerate sales and scale their offerings. 

FY26 Partner Playbooks 

• Industry-specific solution guides (e.g., healthcare, finance, education). 

• Copilot deployment frameworks and customer journey maps. 

• Sales enablement assets including pitch decks, case studies, and ROI calculators. 

Marketing Assets 

• Ready-to-use campaigns for Microsoft 365 and Copilot. 

• Social media templates, email sequences, and landing page content. 

• Co-branded materials available via Microsoft Partner Marketing Center. 

The Microsoft Partner Marketing Center is an online platform that provides Microsoft partners with ready-to-use marketing resources to help promote Microsoft solutions and grow their business. It includes: 

• Co-branded campaign materials (emails, brochures, social posts) 

• Product and solution content tailored to industries and customer segments 

• Go-to-market guides and event-in-a-box kits 

• Digital marketing tools to launch campaigns directly from the platform 

It’s designed to save partners time, ensure brand consistency, and accelerate demand generation efforts. 

Partner GTM Concierge 

• Personalized GTM planning support for qualified partners. 

• Help with campaign execution, event planning, and lead generation. 

Partner Tip: Use the playbooks to align your offerings with Microsoft’s FY26 strategic priorities—this increases your chances of co-sell engagement. 

4. Marketplace Opportunities 

Publishing your solutions on Azure Marketplace or AppSource is now more valuable than ever. 

Benefits: 

• Access to Microsoft’s global customer base. 

• Integration with Microsoft’s procurement and billing systems. 

• Eligibility for Marketplace Incentive Program. 

What to Publish: 

• Copilot extensions built with Copilot Studio. 

• Microsoft 365 deployment packages. 

• Industry-specific bundles (e.g., “Retail Productivity Suite”). 

Partner Tip: Microsoft is prioritizing marketplace listings that support AI Business Solutions—make sure your offerings are tagged accordingly. 

5. Your Enablement Checklist for FY26 

Here’s a quick checklist to ensure your team is ready to succeed: 

Complete Copilot skilling and certifications 
Review FY26 playbooks and align your offerings 
Register for Microsoft’s incentive programs 
Publish at least one solution on Marketplace 
Engage with Microsoft GTM Concierge or Partner Center support 
Reach out to This email address is being protected from spambots. You need JavaScript enabled to view it. for local enablement and co-sell support 

Certifications and designations are more than just badges—they are strategic business assets. Achieving Microsoft certifications demonstrates that your team has the technical expertise and real-world skills to deploy, manage, and optimize Microsoft 365 solutions, including advanced capabilities like Copilot and Microsoft Security. But going a step further to earn a Solutions Partner designation unlocks even greater value: it signals to customers and Microsoft alike that your organization is a trusted, high-performing partner. Designations open doors to co-selling opportunities, incentive programs, priority referrals, and exclusive GTM support. In FY26, Microsoft is aligning more benefits, visibility, and funding to partners who invest in skilling and meet designation criteria. Simply put, if you want to lead in the AI-powered productivity space, certifications and designations are your launchpad. 

Conclusion: Empowerment Drives Growth 

FY26 is not just about selling more licenses—it’s about building smarter solutions, skilling your team, and leveraging Microsoft’s ecosystem to deliver real customer value. 

With the right training, incentives, and GTM strategy, Microsoft 365 resellers can lead the charge in AI-powered productivity and industry transformation. 

Need help navigating Microsoft’s FY26 partner programs? 
Contact our team at This email address is being protected from spambots. You need JavaScript enabled to view it. for personalized support, access to playbooks, and co-selling opportunities.