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Oaka Partner Insights: The Microsoft Partner Newsletter - May 2026

Sun, 12 Jul 2026 16:04:19 GMT

Welcome to the May edition of the Oaka Studio partner newsletter. It has been a busy few weeks across the Microsoft ecosystem, and we have a lot to share.

Our May Oaka Partner Insights session brought together the Oaka team alongside two guests from Microsoft, Rebecca Newton and Daniel Langton, for an honest conversation about what changed in FY26 and where the real opportunities sit heading into FY27.

Get Ready for Microsoft’s FY27 GTM Kickoff Event

Partner Pulse: 5 May, London

On 5 May, senior leaders from across the Microsoft partner community came together in London for Partner Pulse, an exclusive in-person workshop hosted by Oaka Studio and Seer 365, in collaboration with Arrow Cloud UK and Ireland and Cognitive Group.

The day was built around one central question: what does it take to become a Frontier Partner? Rather than long presentations, the sessions were designed for practical insight and real conversation, with a smaller curated group gathered at Storey Club, Paddington.

Sessions covered what defines a Frontier Partner today, how leading partners are reconfiguring their businesses for scale, practical AI use cases across sales and operations, and how Dynamics 365 partners are building commercial models around AI-led services.

Microsoft’s own team joined to share their perspective directly, and the day generated some of the most candid conversations we have had yet about where the partner opportunity really sits in FY27.

Our next Partner Pulse is taking place on 2 July at Storey Club, London. More details to follow shortly.

Digital Revolution Awards

We were delighted to attend the Digital Revolution Awards, celebrating the organisations and individuals driving meaningful change through technology across the UK. It was a fantastic evening recognising real innovation and impact, and a great reminder of the quality of work happening across our industry. Congratulations to all of the nominees and winners on the night.

Arrow Cloud UK and Ireland: Dublin Round Table

What Is Coming Up

Oaka Partner Insights: 11 June

Our next monthly Oaka Partner Insights session will focus on product updates and summer GTM planning. Register here: State of the Nation – Market & Microsoft Landscape

The sun came out just in time for our annual Summer Social at Bondi Green. Hosted with Seer 365 and sponsored by our friends at TrueCommerce , iDynamics Business Solutions , Yavrio - Open Banking , Vertex Inc. , Xe.com , Formpipe , Revolent Group , and Binary Stream Software - Microsoft ERP Solutions , the aim was, as always, to keep things simple - no slides. no presentations or pitches - just great conversation and a few cocktails, all enhanced by the gorgeous backdrop of the canal, thanks to Bondi Green's superb location.

These kinds of nights are a reminder that real community matters. Thanks to everyone who joined us - if you'd like to join us next year, please just let us know at info@oaka.studio .

Oaka Partner Insights: FY27 Trends, Predictions and The Microsoft Partner of the Future

Oaka Partner Insights: Our Take FY27 is going to sort partners into two groups: those who’ve moved to outcomes-based commercial models, and those still explaining why they haven’t yet. The window for “we’re working on it” is closing. What we’re seeing across the partner community, and what came through clearly in our May session, is that the partners gaining ground aren’t doing more AI, they’re charging for it differently. That shift is the one worth getting right this summer.

From our latest Oaka Partner Insights session on FY27 trends to recent events we have had the pleasure of being part of, here is your round-up of everything worth knowing right now.

About Oaka Partner Insights

Oaka Partner Insights is our monthly session for Microsoft partners who want a clear, honest read on where the ecosystem is heading and what to do about it. Each month we bring together the Oaka team, guests from Microsoft, and senior leaders from across the partner community to work through the trends, programmes, and commercial shifts that actually move the needle. The goal is not another webinar of slides and stats. It is a working conversation, grounded in what we are seeing across partner businesses, designed to leave you with practical decisions to take back to your leadership team.

For partners, the value is threefold: early visibility on where Microsoft is investing and what that means for your FY27 plans, peer benchmarking against how other partners are reconfiguring their commercial models, and direct access to the Oaka team and our Microsoft contacts for follow-up questions. Whether you are scaling an AI practice, rethinking pricing, or planning your route to Frontier designation, the session is built to save you weeks of working it out alone.

What we covered

The session opened with a look back at FY26: Copilot going mainstream, solution areas narrowing to three, and the growing gap between partners doing AI well and those who are just saying they do it. The consensus was clear: generic Copilot workshops are no longer enough. Deep specialists who can demonstrate measurable outcomes are the ones winning.

We also explored what the Microsoft partner of the future looks like. The direction of travel is towards software-enabled services rather than pure-play consultancy, tighter collaboration between partners with complementary strengths, and operational maturity in Partner Centre becoming a genuine commercial differentiator.

Our research highlighted where partners are winning with AI right now: security and governance packs, contact centre AI, customer service agents, and industry-specific agentic solutions. The shift from efficiency-focused AI to outcomes-based, operationally embedded AI is happening faster than many expected.

Tamara and Lucy walked through practical sales frameworks for both new business and existing accounts, covering land and expand approaches, low-friction AI readiness entry points, and how to move from time-and-materials contracts towards outcomes-based revenue models.

Rebecca and Dan from Microsoft rounded out the session with their perspective on what Microsoft is prioritising in FY27, including the Frontier partner designation, upcoming funding programmes, and the growing importance of customer zero stories and Marketplace activity.

If you missed the session or want to revisit it, the recording and slides are available on request.

Microsoft’s FY27 GTM Kickoff Event is taking place on 28 July 2026 as a free digital event for partners. This is the session to put in your diary now.

The event will walk through Microsoft’s go-to-market priorities and initiatives for FY27 across key solution areas, giving partners a clear foundation to shape their plans, align messaging, and identify where to focus for the year ahead. Unusually for an event of this scale, partners can select sessions based on their primary area of interest, including:

AI Business Solutions
Commercial Cloud and AI
Security

All sessions will be available on demand after the event, and closed captions will be available in 32 languages. For those attending MCAPS Start for Partners, the FY27 GTM Kickoff is a strong companion session to go deeper on go-to-market improvements and solution play updates.

Next steps

Register for the FY27 GTM Kickoff Event on 28 July 2026
Share with your sales, marketing, and solution specialist teams
Explore the Frontier Transformation Partner Hub resources ahead of the event

In May we joined Arrow Cloud UK and Ireland team for a round table in Dublin, bringing together Microsoft partners for a focused conversation on partner growth, AI strategy, and what the FY27 landscape looks like from a distributor perspective.

Sessions like this are invaluable for getting honest, peer-level perspectives from partners across different markets and maturity levels. Thank you to the Arrow team for the invitation.

IAMCP Events:

Connect & Thrive with IAMCP UK&I (June 2026 Meeting): 25 June

UK&I Members Dinner (Save the Date): London, Paddington

Connect & Thrive (FY27 Kick off Special): 30 July

For access to all events and webinars, IAMCP UK&I offer a 3-month trial for just £1. Sign up here or get in touch with Lindsay or Lucy for more info.

Partner Pulse: 2 July, London

Our next in-person Partner Pulse event returns to Storey Club, Paddington on 2 July. If you would like to be considered for an invitation, get in touch with the team.

Oaka Partner Insights: 23 July

Join us on July 23 for a special Oaka Partner Insights session as we recap key announcements, priorities and opportunities shared during Microsoft’s MCAPS Start for Partners event. Register here: FY27 MCAPS Start Recap

AI Trust Forum: 1 October

The AI Trust Forum is special. It brings together brilliant thinkers, innovators, policymakers, and practitioners to learn, build relationships, and work together personally solving AI engineering, business, legal and ethical challenges at retreats held in cities around the world. That’s why we call it a “Forum”, not a “Conference”. Register to attend here: AI Trust Forum London

The European Power Platform Conference returned this month, gathering the low-code community for workshops, sessions, and networking across the Microsoft ecosystem. Always a valuable few days for partners building in this space. More here: EPPC26

European Power Platform Conference: June 29 – July 2

Awards:

Microsoft’s official FY26 kickoff covered:

AI Cloud Partner Program updates
Co-sell, marketplace and skilling plans
FY26 strategy from Nicole Dezen and Microsoft leadership

If you missed it, you can catch up here .

You’ll also find resources from the Microsoft Partner GTM Kickoff, which took place yesterday and offered deeper insight into how partners can activate and accelerate their go-to-market efforts in FY26.

We also got the full Oaka Studio team together to digest Microsoft’s latest updates. From new GTM motions and FY26 priorities to AI-led sales enablement and co-sell changes, we spent the day testing ideas and sharpening our support methodology for our partners.

If you want a summary of the key takeaways, you’ll find everything you need on the site here .

MCAPS Starts for Partners – 15 July

What you should be doing next

Oaka Perspective: Why Award Submissions Deserve Your Time

Award submissions sit in that awkward category of work that everyone agrees matters and almost no one prioritises. The deadline lands in a busy week, the form looks long and the temptation is to skip this round and aim for the next one. We would gently push back on that. The partners who consistently appear on shortlists are not necessarily doing more remarkable work than you, they are simply taking the time to evidence it.

Collating your excellence, the measurable outcomes you have delivered, the customer stories that show real transformation, the moments your team went beyond the brief, is one of the most valuable exercises a partner business can do, regardless of whether you win. It forces clarity on what you actually do well, sharpens how you talk about your value, and produces case study material you can reuse across sales, marketing, and Microsoft co-sell conversations for the rest of the year.

So why should you nominate yourselves? Recognition builds credibility with customers who are evaluating you against larger competitors. It strengthens your standing with Microsoft at a moment when Frontier designation and co-sell prioritisation are increasingly tied to demonstrable outcomes. It gives your team something to be proud of and a reason to talk publicly about the work they have done. And it puts you in rooms, on stages, and in conversations that are difficult to engineer any other way. There's often a nice event that's tied to it too, so take your team out and celebrate their successes.

The submissions below are open now. Block out the time, gather the evidence, and put your work forward:

IAMCP P2P

Transform Your Partnering Success into Global Recognition

Three Award Categories:

Solution Provider P2P Award: Awarded to members who deliver complete solutions (technology, software, services) to customers in partnership with other IAMCP members. Both partners must be IAMCP members and only one partner needs to submit the story.
ISV P2P Award: Awarded to members who develop packaged software delivered in either co-sell or re-sell partnerships with other members to customers. Both partners must be IAMCP members and the ISV should submit the story.
Advisor P2P Award: Awarded to members who provide consulting or training services to members or customers. Both partners must be IAMCP members and the advisor should submit the story.

Submit entries at: IAMCP P2P Awards 2026

Deadline: June 20th, 2026

CRN Channel Awards 2026: 12 November

The CRN Channel Awards are the longest-running and most sought-after awards on the UK IT channel. That kind of speaks for itself.

Submit entries at: CRN Channel Awards 2026

Deadline for entries: Friday 26 June

Nominations Open for Partner of the Year Awards

Nominations for the Partner of the Year Awards are now open through Tuesday, July 7 at 6:00 p.m. PT.

Click here to nominate your organisation.

Don't know which one to go for? We appreciate the time and effort that goes into getting these right, and the first port of call is choosing the right one to nominate for. Get in touch with Oaka for advice on which one makes the most sense and could have the most value for your organisation.

Microsoft Events Highlights

Microsoft’s official FY26 kickoff covered:

AI Cloud Partner Program updates
Co-sell, marketplace and skilling plans
FY26 strategy from Nicole Dezen and Microsoft leadership

If you missed it, you can catch up here .

If you want a summary of the key takeaways, you’ll find everything you need on the site here .

MCAPS Starts for Partners – 15 July

MCAPS Start for Partners: 22 July

Get the insights and playbooks to activate your strategy on day one - so you can scale the solutions and services that customers need to drive Frontier Transformation. Register here: MCAPS Start for Partners

Microsoft Partner FY27 GTM Kickoff: 28 July

Learn about the go-to-market (GTM) priorities and initiatives planned for FY27 across Microsoft AI Business Solutions, Microsoft Commercial Cloud and AI, and Microsoft Security. Register here: Microsoft Partner FY27 GTM Kickoff Event

Explore th e Frontier Transformation Partner Hub res ources ahead of the event

Start thinking about Microsoft Ignite 2026: 17-20 November

Sign up now to join the Microsoft Ignite early-access list and be eligible to receive limited edition swag at the event. Click here to get notified.

If you have questions, want to join an upcoming event, or would like to talk through your FY27 strategy, we would love to hear from you.

info@oaka.studio

Get in touch

Why Specialisation Is Becoming the New Growth Strategy for Partners

Sun, 12 Jul 2026 15:21:03 GMT

There is a lot happening in the Microsoft partner ecosystem right now. AI is still dominating conversations and more partners are asking the same question:

How do we stand out in an increasingly crowded market?

Across the last few months, we have spoken with partners exploring everything from AI readiness and commercial positioning through to sales strategy, customer engagement and long-term growth.

One thing is becoming very clear.

The partners gaining the most traction are not trying to be everything to everyone.

They are getting much clearer on who they serve, where they add the most value, and how they want to be known in the market.

That is exactly why our next Oaka Partner Insights session is focused on industry specialisation.

For many partners, specialisation can feel restrictive.

There is often a concern that choosing a vertical means saying no to opportunities.

In reality, the opposite is usually true.

The strongest Microsoft partners are the ones who are known for solving a specific set of challenges, in a specific market, for a specific type of customer.

That does not mean you only work in one industry forever.

It means you know where you can win fastest, where Microsoft is investing, where customer demand is strongest, and where your existing experience gives you an advantage.

Because when your messaging is clearer, your sales conversations become easier.

When your proposition is more relevant, customers trust you faster.

And when your value is easy to understand, you are far more likely to convert opportunities into revenue.

March Recap: What We Have Been Seeing

March was a busy and inspiring month across the partner ecosystem, with conversations spanning AI, go-to-market strategy, leadership, inclusion and industry growth.

We started the month with our Oaka Partner Insights session, “ AI for the Microsoft Partner: Where to Play, Where to Win, ” where Nigel Ridpath and Eoin Fahy explored the evolving AI market, the Microsoft Copilot ecosystem, and the practical services partners can take to market today.

We also celebrated International Women’s Day on 8 March, recognising the women shaping the future of technology, leadership and innovation.

Throughout the month, our team joined and supported a number of brilliant industry events, including:

The Arrow Cloud UK & Ireland x Oaka Go-To-Market Workshop, focused on helping partners sharpen their messaging, growth plans and go-to-market strategy

The launch of The Time Traveller’s Guide to Management by Nigel Ridpath aboard the historic Golden Hinde

Judging Day for the UK Digital Revolution Awards 2026, where Lucy Bourne joined senior leaders from across the technology sector to recognise the organisations driving digital innovation

The Microsoft Women Founders, AI Innovators & Venture Capital event at the Hyatt Regency in London, where Tamara Phelan joined founders, investors and technology leaders for powerful conversations around women in business, AI and growth

Lucy Bourne’s conversation with Marc Sumner on Channel Chat, sharing a straight-talking perspective on AI, positioning and what is really shaping the Microsoft partner landscape

Across all of these events, one message came through consistently.

Customers are no longer looking for innovation for innovation’s sake.

They want solutions that feel safe to buy, easy to justify internally, and aligned to real business outcomes.

We saw strong engagement around topics such as:

Creating clearer AI propositions that connect to customer priorities
Building services around governance, data readiness and adoption
Moving from broad capability statements to sharper commercial messaging
Helping sales teams position solutions in a way that feels more relevant to different industries
Understanding where Microsoft is placing strategic focus across key sectors
Building stronger partnerships, networks and communities across the ecosystem

The common thread through all of these discussions is that partners need more than technical capability.

They need clarity on where to play and how to win.

Join Our Next Oaka Partner Insights Session

In June, we joined Microsoft , Arrow ECS EMEA , and a brilliant mix of partners in London to talk real strategies for growth.

Sessions covered :

Copilot and AI agents
Azure migrations and AMM
Sales plays that actually work
ArrowSphere in practice

Thanks to everyone who joined us in person - the energy in the room said it all. Kudos to the cloud team Oliver Harvey-Jones , Havey Brown , and Apay Obang-Oyway for pulling together such valuable content into such a great event.

Partner Pulse: FY26 Readiness Workshop

2 July, Microsoft London

Oaka Summer Social 2025

Why Industry Specialisation Matters

Join Our Next Oaka Partner Insights Session

Our next Oaka Partner Insights will focus on:

Industry specialisation that delivers, not constrains.

We will be sharing clear and practical guidance to help you:

Choose the right verticals for your business
Build messaging that resonates with those markets
Align your propositions to customer priorities
Understand where Microsoft is focusing investment and opportunity
Position your business in a way that feels more relevant and differentiated

If you want to build stronger positioning, create more targeted conversations, and make your growth strategy more intentional, this session is for you.

We would love to see you there.

The new FY27 Incentives Don’t Break Your Business Model. But They Might Have Exposed It.

Sun, 12 Jul 2026 15:03:36 GMT

Every July, LinkedIn fills up with the same posts declaring that Microsoft has changed everything. Most of them are written before anyone's actually opened the rebates guide. The honest version is fairly simple:

Microsoft has doubled down on net-new business. In our experience, a lot of partners still haven't.

The part that catches people out the most has been the pace of change - This didn't creep in over several renewal cycles. The direction changed sharply between FY26 and FY27 and it's still moving and every quarter the gap widens between the model Microsoft is funding and the one most partners are still running. Treat it as a slow drift you'll adjust to eventually and you'll be building a plan for a market that has already moved on. As always – and as Oaka often refer to in our “Partner Genome” being ambiguity tolerant is not just something for the technical delivery leads within the practices we serve, but also the partnership focused leaders.

AI: genuine upside, but only if you're actually selling it

The new Growth Margin on strategic AI workloads is a proper incentive. It pays on new-to-offer, seat expansion and adoption growth and it stacks on top of what you already earn.

The bit nobody much likes saying, though: if you're not landing Copilot, Agent 365 or AI-led workloads, this incentive doesn't exist for you. Microsoft isn't paying partners for turning up at renewal time; it's paying the ones who create new demand.

And a gentle reminder while we're here: buyers have grown more skeptical. AI in your messaging is now an expectation rather than a differentiator. We're seeing very clear daylight between partners who are actually doing it and partners who've simply put it on the website. The Growth Margin rewards the first group, and the ones really winning are still those who can demonstrate their own journey. “Customer zero” is not a phrase that’s going away any time soon, so if you can’t answer “how is AI affecting your target operating model?” when your customers or indeed Microsoft ask, you need to get started, and quickly.

Azure: the quiet winner, with a catch

Azure's incentive structure is broadly untouched. Consumption and growth accelerators still top out at around 15% and Tier 3 workloads still pay the richest rates.

But stability only matters if you're driving consumption rather than babysitting it. There's a real difference between managing an estate and growing one, and the incentive design knows which one it's rewarding: usage, deployment and customer outcomes, not generic partner activity or the same workshop rinsed and repeated.

Promotions: cash on the table, wasted without messaging

Windows 365 at up to 25% off, extended E3 and E5 promos, a new E7 promo, Copilot bundles now permanent in SMB.

All of it is useful, but promotions don't create pipeline, effective to-customer messaging does. If your sales team can't articulate a business outcome, a 25% discount is just a number on a slide – and as we all know customers don't buy discounts, they buy reasons, therefore the promo basket is fuel for a conversation you have to be capable of starting in the first place.

Change of channel partner: less punitive than the noise suggests

The new rules aren't the disaster LinkedIn would have you believe. Incoming partners keep the Growth Accelerator even in displacement scenarios.

But again, this only matters if you're winning customers, not inheriting them or waiting for them. If your growth plan is "hopefully someone else's customers get fed up", FY27 incentives aren’t going to fix that for you.

Modern Work and Dynamics: yes, it's worse. That's not the real problem

The flat rebate is gone. Core rate is gone for indirect resellers. Another 5% margin cut hits legacy SKUs in October.

That's a genuine hit and we’re not going to pretend otherwise. But the real issue isn't the cuts. It's that too many partners, were (and to some extent still are) built on rebate gravity rather than customer outcomes, with renewals quietly doing the heavy lifting for years. FY27 won’t break those businesses so much as expose them.

The MCI shift that's had far less airtime than it really deserves

The CSP rebate changes have attracted most of the attention, but this is the structural shift that actually matters. It's not something you'll spot by comparing rebate percentages.

Microsoft have folded all of their activity-based incentives under a single umbrella called Frontier Accelerate, so these MCI incentives no longer sit as separate line items but as one connected programme. And the positioning has shifted with it, AI isn't one of three strands sitting alongside Azure and Security anymore, it's the strategy the whole thing is built around. They’re also splitting the Copilot deployment incentives in two, one for M365 and one for agents, which tells you exactly where Microsoft thinks the next wave of value sits: agentic workloads aren't a feature of Copilot any more, they're being funded as their own category.

In FY26 the funding pot was broad, predictable and product/SKU-driven. You could earn across Azure, Security and AI Business Solutions without deep alignment. Pipeline was optional and renewals carried you through.

In FY27 you get three targeted investment programmes: AI, Azure and Security. Each comes with its own gates and proof requirements, and each is designed to reward partners creating new demand rather than maintaining old estates. MCI engagements now need demonstrable outcomes, and co-sell maturity is increasingly the price of entry.

The upshot is that Microsoft has stopped funding presence and started funding impact. Partner Centre has quietly become a pivotal line on the P&L, and the partners doing well are the ones who've got that engine singing.

And while everyone's busy complaining about the rate card, many are missing the change that actually matters most for the SMB segment. The customer eligibility threshold has dropped from the historic 300 to 500 user range down to just 50 in some instances. That's not a rounding error, it's Microsoft putting real money behind proof that SMB transformation matters to them, not just enterprise. And then there's the conversion bonus, which is Microsoft doing the thing we've been telling partners to do for years: being deliberately narrow. Rather than a generic top-up, it specifically rewards partners for displacing the likes of Google Workspace and CrowdStrike. That's not spray-and-pray funding, it's a targeted opportunity to displace named competitors.

Microsoft Has Stopped Paying Partners to Exist

The real FY27 message

The improvements this year are narrow and specific, but they all point in the same direction: Microsoft is rewarding partners who can prove they're growing seats, workloads and adoption, not partners who are simply still standing at renewal time.

So the questions to ask yourself aren't about the rate card at all. Can your team articulate an outcome? Can you answer "what do you do, who do you do it for" without reaching for the word "everything"? Is your pipeline built on customer ambition or renewal cycles?

If the answers are shaky, no incentive programme is going to save you. If they're solid, FY27 is quietly one of the better years to be a Microsoft partner in a long time.

From Oaka’s perspective, it’s simple: the incentives don't create the growth. The partners chasing it do.

MCAPS Starts for Partners – 15 July

September 2025 Edition

lucy@oaka.studio (Lucy Bourne) — Fri, 26 Sep 2025 11:11:25 GMT

Partner Insights, Cutting Through the Noise on Designations

Hi Partners ,

We’ve had a busy few weeks at Oaka. From planning our next big Partner Pulse event, to supporting an incredible cause with Action for Children, and diving deep into Microsoft’s Specialisations and Designations with some brilliant partner teams, we wanted to bring you up to speed.

Last month, we ran a targeted session designed to help Microsoft partners stop guessing and start acting when it comes to Solution Designation and Specialisation.

Here’s why we ran it: Many partners are confused by the route to the ‘achieved’ status; they don’t know why they’re not over the line. Misunderstood metrics and missing associations (both customer & certifications) are often the culprits, not capability.

This session broke down:

Inside the Scoring Model : We unpacked Microsoft’s three core metrics, Performance, Skilling, and Customer Success, and showed how each one is calculated (and where the hidden tripwires are).

Gap Assessment Made Simple : Some eligibility thresholds are not clear. We walked through how to read these with purpose, spot blockers quickly, and know what’s actually holding you back.

The Skilling Factor : These surprises most partners. Having certified people isn’t enough; they need to be properly associated. We showed how to check these stats and see and be aware of what is upcoming.

Specialisation Pathways : Designations are just the beginning. We explained the requirements for specialisation, and the benefits these unlock with funding & Microsoft sellers.

If you missed it, you can still watch it here: Watch the session

Oaka Partner Insights – Demystifying Designations and Specialisations

Coming Up, We’re Sleeping Out So Kids Don’t Have To

Supporting Boycott Your Bed for Action for Children

Next m onth, we’re proud to be taking part in Boycott Your Bed , an initiative by Action for Children to raise funds and awareness for the thousands of children across the UK who are homeless or living in vulnerable conditions.

Here’s the reality:

129,000 children in the UK don’t have a place to call home.
Many are stuck in unsafe housing, temporary accommodation, or sofa-surfing.
Most people don’t know how widespread the issue is.

That’s why on Friday, 3rd October , members of the Oaka team will be sleeping out as part of the national Boycott Your Bed campaign. It’s a small gesture, one night outside, but it’s about standing in solidarity, raising awareness, and helping fund frontline services that provide safe homes, support, and a lifeline to struggling families.

We’re teaming up with amazing individuals from across the Microsoft ecosystem, including Nico Caudron and Jackie To , who are helping to amplify the message and get more people involved.

If this resonates with you, there are two easy ways to help:

Join the event : You can still sign up as an individual or team.
Donate : Every pound raised goes toward urgent services for children and young people.

Learn more or donate here .

Partner Pulse – October 9

Unlocking AI and Agentic for You and Your Customers

Partner Pulse is back , and we’re bringing together Microsoft partner leaders for a full day of AI insight, strategy, and community. Whether you’re shaping new offerings, chasing growth, or just need clarity on what’s real and what’s hype, this event is for you.

This isn’t theory. It’s action. We’ll be covering what it means to build agentic and AI-driven solutions in 2025, how Microsoft is approaching the opportunity, and what other partners are already doing to get ahead.

Who's it for ?

Senior leaders, GTM and sales heads, founders, and solution strategists at Microsoft partners
Partners building or refining their Copilot or agentic AI play
Those looking to move beyond inspiration and into practical next steps

Location : Storey Club, Paddington Central

Address : 4 Kingdom Street, London W2 6BD

Time : 10:00 AM – 4:00 PM (doors open 9:30)

Optional drinks from 4:00 PM at The Union, Paddington

Why attend ?

Get clarity on Microsoft’s AI strategy and how to plug in
Explore Copilot Studio specialisation opportunities
Hear what top partners are doing and where they’re winning
Get involved in small-group peer workshops focused on real ideas
Leave with frameworks, stories, and contacts you can use

Brought to you by: Oaka Studio and Seer 365

With thanks to sponsors: Arrow ECS UK and Cognitive Group | Part of Focus Cloud Group

Seats are limited. Register here : Partner Pulse – Eventbrite

Oaka Partner Insights - Turning AI into Advantage

Streamlining the Microsoft Partner Operating Model Thursday, October 23rd, 1:00 PM GMT | Online via Microsoft Teams

AI isn’t just reshaping what partners deliver; it’s transforming how partner businesses operate internally. That’s the focus of our next Oaka Partner Insights session.

We’ll be showing where and how AI can be embedded into your partner operating model to reduce friction, eliminate wasted effort, and create smarter pathways to growth.

Expect a straight-talking session covering:

Where AI genuinely helps inside partner operations, from compliance and incentivemanagement to pipeline prediction and customer success reporting
How to start small, measure real impact, and scale what works
Use cases that directly support Designation, Specialisation, and broader GTM efforts

Speakers:

Nigel Ridpath , Consultant , Oaka Studio
Joel Abbott , Senior Advisor , Oaka Studio

If you’re leading a partner business and asking, “ Where does AI actually fit into our internal processes? ”, this session is built for you.

Add to your calendar and register here: Register here .

Coming This December – Leadership & Management Academy

Building Confident Leaders Who Keep Your Best People

At our last Partner Pulse, only 25% of the attendees reported having received formal management training. That means most managers are doing their best without the tools or frameworks they need, and while they figure it out, great people are leaving because of inconsistent line management.

That’s why we’re launching the Leadership & Management Academy in London this December. It’s a practical, small-group bootcamp designed to create lasting leadership behaviours, not just transfer theory.

What makes it different?

Two intensive days (9–10 December) followed by seven coaching sessions to embed the learning.
DISC profiling for every participant, unlocking how to lead different personalities.
Just 16 seats to keep it focused and impactful.
Led by Nigel Ridpath and Tamara Phelan , with over 40 years of combined experience, turning managers into leaders.

And a bonus for this cohort: each participant will also receive a signed copy of Nigel’s upcoming book, The Time Traveller’s Guide to Management , due in early 2026.

�� If you’d like to secure a place for yourself or your team, drop Nigel a line at nigel@oaka.studio with the subject line Leadership and Management Training .

Stay Connected

We’ve been partnering with teams who are serious about accelerating growth, and one of the most impactful ways we’re helping right now is by making Microsoft easier to navigate.

Everything we do is focused on helping Microsoft partners grow with clarity and confidence. Whether you're aiming to earn your next Solution Designation, launch a new solution, align with Microsoft’s AI and industry priorities, or simply get your strategy sharp and execution-ready, we’re here to help you move faster, with less guesswork and more momentum.

Earn your next designation.
Launch a new solution.
Align with AI priorities.
Or just get your strategy straight.

We’ve got the tools, experience, and people to help make it happen.

Want to talk strategy? Want to join an upcoming workshop? Want a fresh look at your Microsoft Play?

Just reply or book a call , and let’s get going!

May Wrap-Up, June Momentum, and July in Full Swing

lucy@oaka.studio (Lucy Bourne) — Fri, 25 Jul 2025 19:17:36 GMT

Hey Partners ,

The Microsoft ecosystem has been moving fast, and we’ve been right in the thick of it. May brought real clarity and some long-awaited changes. June kept up the pace, and July kicked off with the usual burst of announcements as Microsoft opened FY26. From dual recognition to AI strategy and go-to-market shifts, we’ve been helping partners stay sharp, focused and aligned.

Here’s our take at looking back at what’s been going on.

In May, we unpacked Microsoft ’s new approach to dual revenue recognition for Business Applications partners. It’s a huge step forward, giving both licensing and implementing partners the recognition they deserve.

Big thanks to Ian Bourne ( Cloud2020 ) and Mat Batterbee ( Apex Channel Consultants ) for joining us and sharing how this change helps partners in the SMB space build stronger P2P models, unlock MCI funding and finally qualify for solution designations.

Ewan Dalton walked through the practical side of submitting claims in Partner Center and reminded everyone to act quickly - claims can be backdated to 1 January 2025, but strong proof and timing still matter.

�� Catch the replay

Lucy on the Tech Success Podcast

Lucy Bourne joined Tenth Revolution Group 's Tech Success podcast for a no-nonsense conversation on what it really takes to grow as a Microsoft partner right now.

Highlights :

Why AI isn’t optional anymore
How retained, strategic relationships are replacing project-based delivery
Why focus beats flexibility in today’s market
What makes a partner truly valuable to customers and Microsoft

�� Listen on Spotify

�� Watch on YouTube

Digital Revolution Awards 2025

We were proud to sponsor the awards and even prouder to see Lucy Bourne on stage presenting the final award of the night. A brilliant reminder that tech is always about people and why celebrating true achievements really matters.

If you’re interested in learning how to nominate for an award or get involved next year, DM us .

Arrow Amplify on Tour – London

In June, we joined Microsoft , Arrow ECS EMEA , and a brilliant mix of partners in London to talk real strategies for growth.

Sessions covered :

Copilot and AI agents
Azure migrations and AMM
Sales plays that actually work
ArrowSphere in practice

Oaka Partner Insights: FY26 Pre-Season – Fast Track Edition

June’s Partner Insights session was our most attended yet. Positioned as pre-season training for Microsoft’s new FY, we focused on what’s changing, where to invest and how to stay aligned early.

Lucy Bourne , Nigel Ridpath , Tamara Phelan and Ewan Dalton were joined by Microsoft’s Shelley Gardiner to cover:

Funded engagements and the latest rules
Sales plays and incentive alignment
Strategic partner planning for FY26

�� Catch the replay

Partner Pulse: FY26 Readiness Workshop

2 July, Microsoft London

We brought together a brilliant community of Microsoft partners to get match-fit for FY26. The day kicked off with a keynote from Paul McPherson on AI and agentic thinking, followed by:

Chris Parkes ( Companial ) on Microsoft’s AI direction.
Lucy Bourne , Lee Baker , and Nigel Ridpath ( Oaka Studio ) on leading for scalable growth.
Sophy Gray ( 7Demand ) on modern demand generation.
Eric Hall ( Seer 365 ) on sales excellence across SMB, SMC and Enterprise.

We wrapped up with a drink at The Union and a catch-up with friends old and new.

The date for our next Partner Pulse is O ctober 8th . Drop us a DM to make sure you get the invite.

Oaka Summer Social 2025

These kinds of nights are a reminder that real community matters. Thanks to everyone who joined us - if you'd like to join us next year, please just let us know at info@oaka.studio .

Partner Insights: Dual Recognition Gets Real

Partner Resources You Might’ve Missed

Microsoft’s official FY26 kickoff covered:

AI Cloud Partner Program updates
Co-sell, marketplace and skilling plans
FY26 strategy from Nicole Dezen and Microsoft leadership

If you missed it, you can catch up here .

If you want a summary of the key takeaways, you’ll find everything you need on the site here .

MCAPS Starts for Partners – 15 July

Whether you’re:

Aligning to the dual recognition model to support your recognition
Strengthening your Microsoft partner profile
Navigating Solution Partner Designation or Specialisation
Unsure how to access Coop funding
Looking to hire into key roles and scale the team

We’ve helped dozens of partners build smarter strategies and stay in sync with Microsoft. If you're facing similar questions or opportunities, we'd love to help you explore what's next.

�� Book a 1:1 strategy call

Let’s make FY26 count.

Team Oaka

#MicrosoftPartner #BizApps #PartnerStrategy #AICloudPartnerProgram #FY26 #CSP #OakaStudio #SalesEnablement #MCAPSStartsForPartners

Need Clarity on Your FY26 Plan?

Building the Right Team, Not Just Any Team

lucy@oaka.studio (Lucy Bourne) — Fri, 25 Jul 2025 19:12:33 GMT

Why clarity, structure and alignment are the real growth levers for Microsoft Partners in FY26

As we head further into Microsoft’s FY26 , one thing is becoming obvious across the Microsoft ecosystem: it’s not the biggest teams that are winning . It’s those that are best-aligned . Across Sales, Marketing, Pre-sales, and delivery/professional services.

At Oaka Studio , we work with partner founders and leaders who are serious about scaling with purpose. And what we’re seeing time and again is this:

A bigger team doesn’t guarantee growth.
More roles don’t equal more results.
And headcount without clarity just creates noise, distraction and lack of focus.

The partners growing best this year are the ones asking better questions - not just about who they need to hire, but what they’re trying to achieve and whether their structure supports it.

What high-performing Microsoft partners are doing to get it right

In the most effective teams we work with, certain patterns emerge. These partners:

Think in outcomes, not org charts . Structure is shaped around growth goals, not just titles.

Map roles to strategy, not just skills . Every role exists for a reason – and is clearly owned.

Align sales and marketing around shared priorities . No more parallel tracks. Everyone pulls in the same direction.

Bring delivery in early . To shape value, strengthen retention, and reduce rework.

Resist reactive changes . They don’t rush to fill gaps or empty the bench - They pause to assess what’s really needed.

This kind of clarity is especially powerful in FY26, where Microsoft priorities are sharpening, GTM motions are evolving, and the pressure to deliver more with leaner teams is real.

What’s different about FY26?

This ye ar, alignment is leverage.

If your team structure is unclear, you’ll feel it fast - in missed incentives, siloed execution, or wasted cycles chasing the wrong goals. Too many meetings, not enough movement. Too many hands, not enough ownership.

Instead of asking “ Who do we need to hire? ”, high-performing partners are asking:

What are we actually trying to achieve this year?
Does our current structure support that?
Where are we duplicating effort, and where are the real gaps?
How do we keep our best people focused and fulfilled?

Designing your team for traction

This isn’t about complexity. It’s about clarity by design . And that starts by rethinking your approach to team building:

Be intentional with structure . Don’t default to what’s familiar. Design around outcomes and strategic roles.
Create rhythm and ownership . Empower your team with clear responsibilities and space to execute. Think OKRs, big rocks.
Connect the dots to Microsoft . Everyone – from marketing to delivery – should understand how their role supports Microsoft’s GTM focus, programs and partner incentives.
Celebrate success, not just output . Recognise value creation, not just activity.

Ready to scale with purpose?

If you're planning to grow this year – or just want to make sure your current team is set up to deliver – now is the time to get intentional.

That’s exactly what we do at Oaka.

Our Partner Clarity Calls are short, focused working sessions where we help you:

Spot bottlenecks or misalignments in your structure
Prioritise roles that drive traction (and drop the ones that don’t)
Align your team to Microsoft’s priorities and your business goals
Build the rhythm, clarity and culture your people need to thrive

These are not sales calls. They’re strategic sessions to help you lead with focus.

�� Book your Partner Clarity Call → You bring the ambition. We’ll help shape the team to support it.

#MicrosoftPartner #GTMStrategy #FY26 #PartnerClarity #GrowthWithPurpose #B2BLeadership #TeamDesign #PartnerEcosystem #TeamBuilding #MicrosoftCloud #FY26Ready #PartnerLeadership #FounderLed #HighPerformanceTeams #LeadershipInTech #MicrosoftEcosystem #BusinessApplications #BizApps #LowCode #PartnerCommunity #MSPartner #PartnersMakeMorePossible #ISV #SI

Oaka Partner Insights: Driving Growth Through Partnerships

lucy@oaka.studio (Lucy Bourne) — Wed, 26 Mar 2025 19:12:32 GMT

These past weeks have been an incredible journey for us at Oaka Studio, and we’re excited to share everything we’ve been working on with you! From thought-provoking discussions at Oaka Partner Insights to the most recent Partner Pulse , we’ve been focused on one goal: helping SIs and ISVs build stronger partnerships and navigate the Microsoft ecosystem with confidence.

Oaka Partner Insights – A Recap

Our latest Oaka Partner Insights event was a success! We brought together industry leaders, Microsoft partners, and experts to dive into real-world strategies for building impactful partnerships. From co-selling insights to GTM strategies, attendees left with actionable takeaways to drive business growth.

If you missed the session, don’t worry - you can still catch the replay. Just reply with “ Replay ” and we’ll send it your way!

Partner Pulse April Edition: Your Guide to Stronger Partnerships

We also had Partner Pulse . This session was designed to equip SIs and ISVs with the tools and insights needed to thrive in the Microsoft ecosystem. This event focused on

Actionable strategies to drive better partnerships
Expert insights on sales, GTM, and Microsoft collaboration
High-value networking with key players in the ecosystem

If you’re looking to expand your network and unlock new opportunities , Partner Pulse is for you. Stay tuned for our next event!

The Power of Partnership in the Microsoft Ecosystem

In today’s fast-moving landscape, partnerships aren’t just beneficial—they’re essential. Successful Microsoft partners understand that strategic collaboration can:

Open doors to new markets and customers
Enhance credibility through joint marketing and co-selling
Accelerate revenue growth with Microsoft incentives

The key? Finding the right partners, leveraging the Microsoft ecosystem effectively, and aligning on shared goals. That’s where we come in.

Let’s Build Your Partnership Strategy

Want to explore how the right partnerships can drive real growth for your business? Let’s chat! Book a one-on-one partnership strategy call with us to get personalized guidance tailored to your business goals.

�� Book your strategy call here

Here’s to building stronger, smarter partnerships together!

#MicrosoftPartner #PartnersMakeMorePossible #TechCollaboration #BusinessGrowth #StrongerTogether #ISV #SI #PartnerToPartner #PartnershipsMatter #OakaStudio #SIPartnerships #ISVSuccess #MicrosoftEcosystem #B2BMarketing

The Importance of Partnering in the Microsoft Partner Community

Wed, 26 Mar 2025 12:26:08 GMT

Stronger Together: Why Partnerships Drive Success in the Microsoft Ecosystem

Success in the Microsoft Partner Community isn’t just about having great services and solutions - it’s about collaborating with the right partners to scale faster, innovate smarter, and grow stronger, potentially into new regions and industry focus areas .

The Microsoft Partner Community is built on the idea that collaboration fuels success . Whether you're an Independent Software Vendor (ISV), a System Integrator (SI), or a Managed Service Provider, the right partnership can provide:

Access to New Markets : Expanding into new industries or customer segments becomes easier when you collaborate with established partners. We always evangelise for finding you niche – the most successful partners specialise in specific industries, solutions, or customer needs, and this is where partnering can come in .

Technical Expertise : Microsoft’s ecosystem is vast, and no one can do it all alone, and it would be virtually impossible to be all things to all people. By partnering, you gain access to specialised skills and knowledge.

Stronger Credibility : Customers trust businesses that work within the Microsoft network, especially those with co-sell partnerships. The concept of “Partner to Partner” is familiar to both Microsoft and end users, so they know they are getting best in class for the capability they need.

Increased Revenue : With Microsoft’s incentives and co-selling opportunities, businesses that collaborate can close deals faster and on a larger scale.

Why Partnerships Matter

Real-World Benefits of Partnering

Companies that engage in the Microsoft Partner Community see measurable benefits, including:

✔ Higher win rates on deals through co-selling support

✔ Faster go-to-market strategies with joint marketing efforts

✔ Improved customer trust through Microsoft-backed credibility

If you’re not already leveraging the power of partnerships, now is the time .

Here’s how to start:

Identify Your Strengths – What does your company bring to the table? Find complementary partners to fill the gaps.

Engage in the Community – Attend Microsoft events, join partner networks, and start conversations. Why not @Seer 365 and @Oaka 365 for this quarter’s Partner Pulse? We’ll be talking about this exact topic.

Leverage Microsoft Programs – Take advantage of co-selling, marketing support, and incentives designed to help partners succeed.

How To Get Started

Join Us at Oaka Partner Insights

Want to learn more about how to leverage partnerships for growth? Our next Oaka Partner Insights is your chance to connect with potential partners, hear from industry leaders, and gain insights into Microsoft’s latest partnership strategies.

�� April 1st, 2025

�� Teams

�� https://events.teams.microsoft.com/event/7db9875e-0201-47d4-b0ec-b2d6e9bb569f@d00fe698-bc02-4592-96c3-b3570337fdc8

Oaka Partner Insights is a dynamic series of webinars, podcasts, and newsletters tailored to empower Microsoft Partners. Our mission is to support your Microsoft Alliance, Sales, Go-To-Market, and Practice/Delivery growth. Each engagement will delve into a focused topic, providing valuable insights and strategies to help you excel in these critical areas.

Don’t miss out! Subscribe to our newsletter for exclusive insights, partnership strategies, and Microsoft ecosystem updates.

#MSPartner #PartnersMakeMorePossible #MicrosoftPartner #BusinessGrowth #TechCollaboration #StrongerTogether #ISV #SI #PartnerToPartner #PartnershipsMatter #Oakastudio #SIPartnerships #ISVSuccess #MicrosoftEcosystem