In this updated guide to navigating Microsoft changes, Alexandre Laflamme, Partner Programs and Sales Incentives Manager at Sherweb, explains what MSPs need to know about the evolving Microsoft Partner Program for MSPs. Learn how upcoming CSP updates and new program requirements could impact your business and how working with the right partner can simplify Microsoft, keep you eligible for incentives and set you up for long-term growth.
Feeling overwhelmed by Microsoft’s evolving partner programs? You’re not alone. From shifting CSP requirements to new incentives tied to AI and security, it’s a lot to absorb, especially if you’re focused on running and growing your MSP. The good news: you don’t have to figure it out alone.
This blog is your starting point. Whether you’ve worked with Microsoft for years or are just starting to explore your options, we’ll walk you through what’s changing and how Sherweb can help you turn complexity into opportunity.
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Jump to a section:
- What is the Microsoft CSP program and what’s changing?
- Why the new CSP rules matter to your MSPP
- How Sherweb helps MSPs stay eligible, supported, and growing
- Ready to take the next step? Start here
What is the Microsoft CSP program and what’s changing?
If you’ve ever sold Microsoft licenses to your customers, you’ve participated in the Cloud Solution Provider (CSP) program, either directly through Microsoft or indirectly through a partner like Sherweb. It’s the primary way Microsoft delivers cloud services (like Microsoft 365 and Azure) to businesses around the world.
In October 2025, CSP is getting a major update as part of the Microsoft AI Cloud Partner Program (MAICPP). The goal? To reward partners who help customers adopt key technologies like AI, cybersecurity and cloud infrastructure. But with those rewards come new requirements.
Here’s a quick snapshot of what’s changing:
- Incentives are now tied to expertise and performance, not just enrollment.
- Partners must meet specific thresholds in categories like Modern Work, Security or Azure to qualify.
- Discounts and bonuses will favor partners driving Copilot, Defender and Microsoft 365 E5 adoption.
- Three-year licensing terms are now an option for those ready to scale.
If that sounds like a lot, it is. But it’s also an opportunity for MSPs to strengthen their positioning, unlock better margins and deepen client relationships.
Why the new CSP rules matter to your MSP
Here’s the core shift: you can still transact without meeting the new requirements, but you’ll leave money on the table!
Under the new MAICPP structure, incentives, cashback and co-op funds are only available if your business meets Microsoft’s updated eligibility standards. That includes:
- Earning a Solutions Partner designation or scoring 25+ PCS points in a solution area like Modern Work or Security.
- Maintaining a minimum trailing 12-month revenue threshold.
- Showing consistent performance through active usage and customer success metrics.
This matters whether you’re a solo shop or a growing MSP with a full sales team. Without support, these changes could reduce your margins, delay customer projects or make it harder to stay competitive.
These changes take effect on October 1, 2025, so now is the time to get ahead of the curve.
And if you’re not tracking these changes closely—or don’t have the bandwidth to align your business to Microsoft’s roadmap—you risk losing access to benefits you’ve come to count on.
That’s where the right partner makes all the difference.
How Sherweb helps MSPs stay eligible, supported and growing
At Sherweb, we’ve always seen our role as more than just a distributor. We’re here to make the Microsoft ecosystem simpler, more strategic and more human for our partners.
Here’s how we do that, especially as CSP enters a new chapter:
✓ Guidance that aligns your business with Microsoft’s direction
We don’t just forward program updates, we interpret them for you. Our team helps you understand where your business stands today and what actions you need to take to stay eligible for incentives tomorrow.
✓ Real people, not just portals
Sherweb partners work with a dedicated account team, including Microsoft experts who know your region, your business model and your goals. When the rules change (and they will), you have someone to call, not just a PDF to read or a chatbot.
✓ Enablement built for MSP growth
From building up your Partner Capability Score to helping you meet Microsoft’s evolving security requirements, we help you design offers that match Microsoft’s priorities without losing sight of your clients’ needs.
✓ Insight-driven recommendations
Using tools like Microsoft Lighthouse and analytics dashboards, we help identify cross-sell and upsell opportunities, track progress toward eligibility and prioritize actions that protect your margins.
In short, we’re not just here to help you survive Microsoft’s changes. We’re here to help you thrive through them.
Ready to take the next step? Start here
Change is coming. The partners who prepare now will be the ones best positioned to grow—profitably and sustainably—within the Microsoft ecosystem.
If you’re unsure how these updates apply to your business, or just want a clearer path forward, we’ve put together a resource to help you get ready.
Inside, you’ll find:
- A clear explanation of Microsoft’s updated CSP incentive rules
- A six-step readiness checklist
- Expert recommendations for maximizing your margins
- Real ways to align your strategy to Microsoft’s roadmap
You don’t have to do this alone. With the right partner, complexity becomes clarity and growth becomes much more attainable.
