MICROSOFT ECOSYSTEM • FY26
Designed for the Frontier
Access to AI isn't the advantage anymore. How the work is designed around it is. In FY26, we helped Microsoft partners show up, activate, and accelerate across every partner motion. Here's what we built, and what comes next.
THE YEAR BY THE NUMBERS
Scale across the ecosystem
3,500
Qualified leads
Generated across upper and lower funnel partner campaigns to drive conversions
600+
Partner solutions
Curated and optimized inside the Microsoft Solutions Directory
100+
Partners activated
Across the Microsoft partner ecosystem, spanning every partner type
10+
Sales enablement packages
Built to align Microsoft field and partner sellers around a shared GTM story
12
Co-sell readiness workshops
Offer development, sales plays, JVP & MPF builds to get partners to co-sell ready
3
Marketplace campaigns
Driving co-sell aligned pipeline through Azure & AppSource
WHAT WE DO
Every motion. Every partner type.
From awareness to activation to commercial infrastructure, we run the full spectrum of partner marketing, purpose-built for the Microsoft ecosystem.
DEMAND GENERATION
Lead gen & demand gen campaigns
Full-funnel campaign execution for Microsoft partners from upper-funnel awareness to lower-funnel qualified leads, built for co-sell alignment.
→ Thousands of qualified leads generated in FY26
CO-SELL READINESS
Offers, sales play & JVP/MPF development
Facilitated workshopping engagements that take partners from fragmented messaging to a sharp, co-sell ready joint value proposition — and a sales play that Microsoft field sellers can immediately use.
→ 12 engagements across offers, sales plays & JVP/MPF in FY26
SALES ENABLEMENT
Unified GTM narratives for Microsoft + partner teams
Sales enablement packages that give Microsoft field sellers and partner AEs a common story, a common motion, and the confidence to co-sell together.
→ 10 packages delivered in FY26
ECOSYSTEM INFRASTRUCTURE
Microsoft Solutions Directory & Partner Center integration
We don't just market inside the ecosystem, we're integrated into it. From optimization across 600+ partner solutions to a Partner Center lead flow API integration, we operate at the commercial layer.
→ AI-based integrations in FY27
MARKETPLACE GROWTH
Azure & AppSource Marketplace campaigns
Campaigns built specifically for the Marketplace motion — commercially sophisticated, co-sell aligned, and designed for partners transacting at scale through Microsoft channels.
→ 3 Marketplace campaigns activated in FY26
WHO WE WORKED WITH
The ecosystem, represented
ISVs, SIs, cloud-native platforms, industrial tech — 100+ Microsoft partners across every type and vertical.
90+ partners across the Microsoft Solutions Directory
The priorities that shaped the work
WHAT WE WERE THINKING ABOUT
FY26 wasn't a normal year in the ecosystem. The topics driving Microsoft's agenda showed up in every brief we took on.
Digital Sovereignty
Sovereignty moved from boardroom priority to procurement requirement. We helped partners tell a credible, localized story for buyers navigating data residency, regulatory compliance, and cloud governance.
AI Trust & Security
AI trust became a sales objection before it became a feature. Partners needed to address it in their GTM motion — not just their product roadmap. We helped them get there.
The Frontier Firm
Microsoft's FY26 frame: organizations rebuilding their operating model around AI — not just using it. We helped partners articulate how they enable that transformation for their customers.
Co-sell Activation
Co-sell at scale means partners and Microsoft field sellers need a shared story and a shared motion. That's the work we do. From JVP development to sales enablement kits to Marketplace activation.
We didn’t just talk about the Frontier
OUR OPERATING MODEL
“Access to AI won’t be the advantage for much longer.
How the work is designed around it will be.”
MICROSOFT, FY26
We took this seriously not as a positioning statement, but as an operating principle. Here's what that looked like in practice in FY26.
HOW WE OPERATED IN FY26
AI-assisted campaign production — faster creative iteration, better brief-to-output fidelity, without sacrificing editorial standards
Partner Center API integration — lead flow connected directly into the Microsoft partner ecosystem infrastructure
Workshops at the speed of the market — offer development and joint messaging workshopping cycles tightened as partner priorities shifted mid-year
WHERE WE SHOWED UP
In the room where it happened
We were present at conversations that shaped the Microsoft partner agenda in FY26.
Microsoft Ignite
Ultimate Partner Live
Focused partner sessions
WHAT’S NEXT
Introducing readypathAI
We spent FY26 inside the Microsoft partner ecosystem running campaigns, workshopping offers, enabling sellers, and wiring into the commercial infrastructure. readypathAI is what we built from everything we learned. An agentic ecosystem activation intelligence platform designed to help organizations make faster, smarter decisions about what to do, where, and when.
What does your ecosystem look like this year?
FY27 COME WITH CHANGE AND NEW GOALS
Whether you're building a co-sell motion from scratch, accelerating an existing one, or trying to figure out where to invest in the ecosystem — let's talk.