Microsoft Introduces New SMB Paths for Azure Partner Designations

In a move that levels the playing field for cloud solution providers, Microsoft has announced new SMB paths for its Azure Solutions Partner designations. The update, set to roll out in late fiscal year 2025, makes it easier for smaller partners to earn Microsoft’s coveted Solutions Partner status while still accessing the full range of benefits.

For years, Microsoft’s partner program has rewarded companies that demonstrate technical expertise, customer success, and business growth. But for partners primarily serving small and medium-sized businesses (SMBs), some requirements—like high revenue thresholds and extensive certification demands—have been tough to meet.

Now, with the introduction of SMB-specific qualification paths, Microsoft is ensuring that partners of all sizes can thrive in the Azure ecosystem.

Why This Matters for SMB-Focused Partners

The Microsoft AI Cloud Partner Program has long been a gold standard for technology providers, offering access to co-selling opportunities, technical support, and market visibility. However, the program’s previous structure often favoured larger enterprises with deeper resources.

The new SMB paths address this imbalance by:

• Lowering revenue requirements – Partners with under $1 million in annual revenue and at least 80% SMB customers now qualify for a streamlined path.
• Reducing certification burdens – Fewer prerequisite certifications are needed, and points are awarded for intermediate-level achievements.
• Adjusting customer acquisition metrics – Net customer adds now count at $500/month in Azure Consumed Revenue (ACR), half the Enterprise path’s threshold.

How the New SMB Paths Work

Partners pursuing an Azure Solutions Partner designation—whether in Data & AI, Digital & App Innovation, or Infrastructure (Azure)—must still earn a minimum of 70 points across three key categories:

1. Performance (Net Customer Adds)

• SMB Path: 3 net customer adds with $500+/month ACR = 30 points.
• Enterprise Path (for comparison): Requires $1,000+/month ACR per customer.

2. Skilling (Certifications)

• Intermediate Certs: Only one prerequisite certification is needed (vs. two for Enterprise).
• Advanced Certs: Similarly, just one prerequisite unlocks further points.
• Fewer certified individuals required to max out points (e.g., 4 instead of 5 for some designations).

3. Customer Success (Usage Growth & Deployments)

• Usage Growth: 20% year-over-year ACR growth earns 20 points (same as Enterprise).
• Deployments: 5 eligible deployments in the last 12 months = 10 points.

Once partners hit 70+ points, they unlock the full suite of Solutions Partner benefits, including Azure credits, co-selling opportunities, and technical enablement resources.

Benefits of Becoming a Solutions Partner

Earning a Solutions Partner designation isn’t just about prestige—it comes with tangible advantages:

Business Growth Incentives

• Azure bulk credits for internal testing and development.
• Access to Microsoft’s go-to-market (GTM) engine, including co-selling and lead-sharing.

Increased Market Visibility

• Customer-facing badges to showcase expertise.
• Listing in Microsoft’s Solutions Provider directory, making it easier for customers to find you.

Technical & Sales Support

• Free training to upskill teams.
• Dedicated Surestep Ambassadors for presales and deployment assistance.

Other partners highlighted the flexibility in certification paths and the lower revenue thresholds as key differentiators.

How to Prepare for the SMB Path Launch

The new SMB paths are expected to go live in late FY25 (second half of calendar 2025). In the meantime, partners can take proactive steps:

1. Check Your Eligibility

• Confirm your revenue and customer mix align with SMB path criteria (<$1M revenue, 80%+ SMB clients).

2. Audit Your Partner Capability Score

• Log into Partner Centre to see where you currently stand.

3. Upskill Your Team

• Take advantage of our Cloud Champion Platform to fast-track certifications and partner enablement.

4. Track Customer Growth & Deployments

• Ensure you’re logging eligible deployments and monitoring ACR growth.

Final Thoughts: A More Inclusive Partner Ecosystem

Microsoft’s introduction of SMB paths signals a broader shift toward inclusivity in its partner program. By lowering barriers to entry while keeping the same high-value benefits and the company is empowering smaller providers to compete more effectively.

For SMB-focused partners, this is an opportunity to gain credibility, access new resources, and accelerate growth—all while continuing to serve the customers who rely on them most.

Ready to Get Started?

With the right preparation, your business could be among the first to earn a Solutions Partner designation via the new SMB path. Now is the time to embrace the flexibility and innovation that these new methodologies can bring to you as our valued partner. Please contact your Surestep Ambassador team at This email address is being protected from spambots. You need JavaScript enabled to view it. to assist you.