“My Microsoft partner earns virtually nothing from my contract anymore, so their advice is also independent.”
Unfortunately, this is a persistent misconception.
Many organizations think that Microsoft partners hardly make any money from licensing or cloud contracts these days. The reality is different: Microsoft partners still earn a significant amount from your contract—often even more than you think.
Microsoft significantly increases partner rewards
Starting in fiscal year 2026 (July 2025), Microsoft will significantly increase partner rewards worldwide. The new incentives were announced at the MCAPS Start for Partners 2025 event, including:
- 20% more budget for AI and Copilot projects through ECIF (Enterprise Customer Investment Funds)
- 50% more funding for Copilot implementations
- Double-digit increase in Microsoft 365 incentives
- 70% more outcome-based incentives for Azure adoption and workload expansion
- 20% higher reward for CSP partners on new customer acquisition and upselling
- 15% extra incentives for security-related solutions
Source: Microsoft Partner Blog
These are not small sums, but concrete and substantial rewards that encourage partners to sell and implement Microsoft products and services.
Partners are commercially connected to Microsoft
Microsoft partners don't operate as fully independent advisors. Their contracts with Microsoft contain strict terms, targets, and compensation structures. This means they are financially incentivized to promote specific Microsoft products.
The contracts between Microsoft and its partners are more extensive and decisive than the contract you, as a customer, have with your partner. This gives partners a significant commercial interest in Microsoft products.
Optimizations can be detrimental to partners
If your partner suggests optimizations—such as reducing unused licenses, redistributing rights, or choosing more cost-effective licensing options—this will reduce the partner's license revenue. Optimizations cost time and effort, and reduce the partner's revenue.
This creates a clear incentive to not (fully) disclose such optimizations. As a result, you continue to pay for licenses you don't need or aren't using optimally.
Independent advice is crucial
Precisely because of Microsoft's commercial dependence and its incentives, it's essential for you as a customer to have an independent advisor at your side. Someone who has no vested interest in a specific solution or vendor, but who is fully committed to your business goals and optimal IT strategy.
At Technotex, we combine our role as a producer of high-quality lifting materials with our responsibility for safe use and a sustainable future. BeSharp Experts We don't sell licenses, manage environments, or implement anything. We offer purely independent and strategic advice, based on your situation and needs.
Closing note
The idea that Microsoft partners earn little to nothing from your contract and are therefore independent is factually incorrect. Microsoft actually encourages partners to sell and implement more, with substantial financial incentives.
Because it is often unattractive for partners to implement optimizations, it is important that you choose an independent advisor who thinks honestly with you – without commercial interests.
Independence is not a luxury, but a requirement for good IT policy.
Contact us today. We're happy to help you with independent insights and strategic advice.