In the Microsoft Hybrid Cloud Partners podcast, we explore the latest opportunities for you to enhance your profitability and prepare for the future with AI. New episodes are now available in all podcast platforms and share the stories of Services Provider License Agreement (SPLA) partners scaling profitably and the innovative hybrid cloud solutions behind them.

Rackspace Technology is a trusted Microsoft partner and a leading driver of Azure Arc. Read their story here and listen to this recent episode of the Hybrid Cloud Partners podcast to learn how they will save $40M in the next three years with their hybrid cloud implementation of Azure Arc.

Rackspace partners with Microsoft to reduce costs and provide more value to customers

Rackspace has been an innovator and leader in the technology services industry for more than two decades. The latest innovations in hybrid cloud led to a partnership with Microsoft around Azure Arc, transforming how they help customers, both in the security space and in managing their workloads running Windows Server and SQL Server.

“This is the perfect world for Arc. It allows us to have a single pane of glass, to be able to manage and secure our customers’ workloads. It’s a bridge to hybrid computing.” —Jeff DeVerter, Chief Technology Evangelist

When Rackspace started looking into transitioning from their SPLA SQL Server to Arc-enabled SQL, they realized the potential to reduce total cost of ownership (TCO) was massive—an estimated $40 million over the next three years. Along with the financial benefit to Rackspace, Arc would enable their customers to manage, through a single pane of glass, their day-to-day business more cost-effectively and provide improved billing economics.

“Coming to us for not just our SPLA licensing but also for extended support is a huge value to our customers. They’re able to access and see in real time what their utilization is. It leads to better visibility or observability, as we like to say, which at the end of the day is what all customers want.” —Zachary Symm, Product Manager for Managed Public Cloud

Empowering partners and customers in a hybrid world

Rackspace plays a critical role in the hybrid world. Their ability to support customers in their data center and in Azure enables customers to utilize resources where it matters most. Azure Arc empowers customers to get the services they need in a more manageable and efficient way. The shift, says Symm, “opens up AI, it opens up security like Sentinel, it opens up licensing, it opens up as Microsoft evolves all these future services that they can now consume. It’s a massive transformation journey for the customer to be able to utilize all those benefits.”

Rackspace worked with the Microsoft Datacenter Optimization (DCO) team to successfully make the move to Azure Arc.

Looking ahead, Rackspace plans to continue growing their partnership with Microsoft as they continue to build out new capabilities and provide managed services on Azure and across their datacenters with Azure Arc. In Azure Arc, they now have a single management tool that reduces complexity and security risks while providing greater benefits to their customers.

Says Symm, “The ability to use all the new services from Azure and transport the scalability, the portability, all of those things, into the on-premises or multi-cloud world is a massive opportunity for all MSPs.”

Next steps

Learn more about this story in the latest episode of the Hybrid Cloud Partners podcast.

Subscribe today to listen wherever you get your favorite podcasts:

YouTube* | Spotify | Apple Podcasts | Amazon Music | RSS

*With closed captions in Spanish, Portuguese, and French.

For exclusive resources and to become part of the Microsoft DCO community, visit dco.microsoft.com.

Join the conversation

Want to explore this and other topics you care about with Microsoft and other US partners? Head over to the Microsoft Americas Partner Community on LinkedIn.

The Americas Partner Insider Newsletter highlights key messages from Microsoft for the month. Use these Quick Links to go directly to the content that’s most relevant to your business:

Quick links

Modern Work and Surface

SURFACE BREADTH RESELLER EXPANSION PROGRAM EXTENDED THROUGH JUNE 2024
Partner Audience: All
Relevant to: #News #ProgramOfferUpdate #Surface

We’re excited to share that the Surface Breadth Reseller Expansion program has been extended! This program expands access to the Surface portfolio, allowing our full community of resellers to sell the Surface Portfolio (excluding warranty) to their customers. Review the program details in this blog.

NEW IN-MARKET PROMO OFFERS
Partner Audience: All
Relevant to: #News #ProgramOfferUpdate #Surface

Save on Surface Laptop 5
Through December 31, 2023, you can offer your commercial customers in the United States savings of up to $350 on Surface Laptop 5. Available customer-facing assets:
Customer Flyer
Customer Email Template

Save on Surface Pro 7+ and Surface Pro 8
Through December 31, 2023, you can offer your commercial customers in the United States savings of up to $825 on Surface Pro 7+ and Surface Pro 8. Available customer-facing assets:
Customer Flyer
Customer Email Template

NEW! SURFACE ELEVATE PROGRAM
Partner Audience: All
Relevant to: #News #ProgramOfferUpdate #Surface

Join the Surface Elevate Program for a comprehensive four-hour session that could transform you into a Surface expert. The session offers an all-encompassing training experience designed to enhance your product knowledge and sales tactics in one dynamic workshop. Learn more and enroll today for the inaugural session.

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Azure

TOP RESOURCES TO BOOKMARK TODAY
Partner Audience: All
Relevant to: #GrowYourBiz #WinFormula #Azure

As you close out the 2023 calendar year, here are some resources we recommend you bookmark:

• • Leverage the new campaign in a box on DMC: Migrate and Secure Windows Server and SQL Server – SMB.
  • Leverage the new campaign in a box on PMC: Migrate and Secure Windows Server and SQL Server – SMB.
  • Check out the Partner Incentives page for details on our Microsoft Commercial Incentive Launch for Azure Customer Adds (ACA). Direct and Indirect Resellers can earn 15 percent on new customer adds over $100 for the first year, up to $250K. Indirect Providers can earn 11 percent on new customer adds over $100 for the first year, up to $250K.
  • Understand the Windows Server 2012 End of Support (EOS) opportunity so you can help your customers migrate and secure their environment. Leverage these resources:
    • Windows Server and SQL Server end of support: Keep your customers secure | Microsoft
    • Windows Server and SQL Server 2012 EOS partner assets
    • Transcend Cloud Boundaries with Azure Arc: For End of Support: Meet Your Customers Where They Are – YouTube
  • Get up to speed on partner-led Azure Migrate and Modernize and Azure Innovate hero incentives:
    • Read this blog for more information on our hero Azure offerings.
    • Read this blog to learn about other Azure product updates and offerings.
    • Watch on demand the Inspire session Turn Vision into Impact with Microsoft Azure.
    • Learn more about the offerings.
  • Check out this announcement on the new annual revenue requirement for CSP Indirect Resellers launching April 1, 2024.

MIGRATE TO INNOVATE AND SECURE
Partner Audience: All
Relevant to: #GrowYourBiz #WinFormula #Azure

Migrate to Innovate and Secure is our hero motion and aligns with end of support. Consider one of these paths for your customers:

• • Migrate Windows Server/SQL Server to Azure VMs to Platform as a Service
  • Migrate Windows Server/SQL Server to Azure VMs to Infrastructure as a Service
  • Azure Arc + Extended Security Updates (ESU) through the Cloud Solution Provider (CSP) program (can be combined with above options when leaving some servers on-prem)

With Arc + ESU, you can provide security updates for servers that you can’t migrate or infrastructure in a private cloud and generate Azure Consumed Revenue.

Our CSP partners want to make 50+% margin to grow this highly profitable business model. Three key levers to call out as part of the CSP motion include:

• • Azure Migrate and Modernize and Azure Innovate Partner-led
  • Microsoft Datacenter Optimization (DCO)
  • Workload Acquisition & Nurture incentive

Read our blog to learn more and look for our next blog coming soon!

MICROSOFT MSP VIRTUAL SUMMIT
Partner Audience: CSP
Relevant to: #Event #UnderstandBenefits #CrossSolution

On November 2, we held our first Microsoft Managed Services Provider (MSP) Summit to talk about the Managed Services opportunity for Microsoft partners. The inaugural event included an overview of new and updated technology to help you grow your practice. Register to watch the recording, and stay tuned for more MSP-specific content coming soon!

We’ve heard your feedback on some of the recent changes to the Microsoft AI Cloud Partner Program and want to hear from you about your experience with Solutions Partner designations. Please fill out this survey to help us continue to evolve the program.

AI OPPORTUNITY FOR MANAGED SERVICES PROVIDERS
Partner Audience: CSP
Relevant to: #LearnSolutionAreas #WinFormula #CrossSolution

Review the AI Opportunity for MSPs for guidance on how to integrate AI technology into your managed services, best practices for customer conversations, and tools for getting started. Check out the campaign resources today!

JOIN THE MICROSOFT MSP COMMUNITY
Partner Audience: CSP
Relevant to: #News #GrowYourBiz #CrossSolution

The new Managed Services Provider (MSP) community is a place where you can interact with Microsoft experts and partners. Whether you’re transitioning to cloud services or looking to optimize your cloud practice, the Americas MSP community is for you.

Learn from other partners that have transitioned to selling cloud solutions and discover how the latest technology can help you build solutions that your customers will love. We’ll share:

• • News on the latest technology that will help customers stay secure, increase productivity, and realize the value of cloud solutions.
  • Technical training to help you stay up to date on the latest Microsoft solutions designed for your cloud practice, like the Microsoft Copilot suite and Microsoft 365 Lighthouse.
  • A guided breakdown of the Microsoft AI Cloud Partner Program to help you maximize your program benefits and master your partner designations.
  • A deep dive into the Microsoft AI Cloud Partner Program to help you provide the best value solutions to your customers and earn the most money from Microsoft in the process.
  • GTM support to help you build campaigns and find new customers.

Visit the new MSP community today!

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Business Applications

RECOMMENDED RESOURCES
Partner Audience: All
Relevant to: #WinFormula #LearnSolutionAreas #BizApps

As you close out 2023, here are top resources to bookmark for December:

• • Download the FY24 Partner Activities Overview Guide.
  • See the November 2023 Partner Alert for updates to the AIM migration program.
  • Leverage the new campaign in a box on PMC and DMC, Maximize Sales Impact with Dynamics 365 (SMB).
  • Bookmark the updated Partner resources guide.
  • Register here for the monthly Partners Activities Office Hours. The next call is on December 14. Recordings will also be available to watch on demand.
  • Register here to attend the Q2 SMB Business Applications Partner Hour on December 12, or watch on demand.
  • Copilot updates
    • BizApps Copilot and AI blogs compilation and customer examples
    • Partner Blog: Accelerate your adoption of Business Applications Copilot and its AI features – Microsoft AI Cloud Partner Program
    • Partner Alert: Announcing demand planning and Microsoft Copilot capabilities in Dynamics 365 Supply Chain Management
    • Partner Blog: New partner opportunities with Microsoft Copilot Studio
    • Partner Blog: ISV opportunity to extend Microsoft Copilot for Sales
  • Register to watch the Ignite Recap for Business Applications Partners on demand.

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Black Partner Growth Initiative

DECEMBER 19 WORKSHOP: NAVIGATING THE MICROSOFT CLOUD AND AI PARTNER PROGRAM: OPPORTUNITIES FOR SAAS FOUNDERS
Partner Audience: All
Relevant to: #Event #GrowSkills #CrossSolution

Join Women in Cloud (WIC), a Microsoft Partner-led Association, as they host a workshop led by Microsoft stakeholders.

• Explore strategic opportunities tailored specifically for SAAS founders within the program, enabling you to leverage Microsoft’s Cloud and AI resources for the growth of your software-as-a-service business.
• Understand the technical resources available through the program, empowering SAAS founders with access to cutting-edge AI technologies and cloud infrastructure to enhance product offerings and customer experiences.
• Learn about resources and support mechanisms that aid in business scaling, ensuring that SAAS founders can effectively grow their businesses while leveraging Microsoft’s expertise and resources.

Register here for the WIC workshop.

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Transformation

DON’T FORGET TO USE YOUR CO-OP FUNDS!
Partner Audience: All
Relevant to: #ProgramOfferUpdate #UnderstandBenefits #CrossSolution

As of August 15, your Co-op FY23 H2 earnings are available for you to use. You have until December 31, 2023, to spend your co-op funds and until February 15, 2024, to submit your claims. You can use co-op funds for demand generation, partner readiness, and market development activities. Sign in to Partner Center to view your available funds and submit any claims. For more information, see:

• • Modern Commerce Incentives
  • Co-op Collection
  • How to earn co-op marketing funds
  • View earned, claimed, and remaining co-op funds
  • Create and manage payout and tax profiles

Top

Partner Resources

Partner Audience: All
Relevant to: #News #GrowYourBiz #CrossSolution

• • Microsoft is a national member of the Small Business Digital Alliance (SBDA). The SBDA provides small businesses with free tools, training, networking, and other resources—the keys to helping you innovate, grow, and succeed. Learn more and get started today!
  • Microsoft AI Cloud Partner Program provides the resources to help you stay engaged with your customers and take your business to the next level. Get the latest partner resources and news tailored to our Americas partners.

Top

Join Us for Events and Activities

Partner Audience: All
Relevant to: #Events #GrowSkills #CrossSolution

• • How to quickly migrate customers to Azure with Microsoft and Datto. Join Henrik Gutle, Azure GTM Leader for the Americas, and Brent Torre, GM Unified Backup, for a conversation on the customer opportunity to securely migrate cloud workloads to Azure with Datto Backup for Microsoft Azure. Register today!
  • Microsoft Cloud Weeks for Partners and Sales Bootcamps. Learn more and register here for these solution-focused training and certification events designed to help you build your expertise. Sign up for upcoming events or register to watch on demand.
  • Partner Academy webinars. Register here for on-demand webinars designed to help you have richer conversations with your customers.
  • Partner Training Calendar. Register today for upcoming training that will accelerate your Microsoft skills. Filter by solution area or solution play, among other options.

For more upcoming events, see the Hot Sheet and Partner Enablement News.

Top

Partner Audience: Services partners
Relevant to: #ProgramOfferUpdate, #GoToMarket, #Azure

In the face of changing market conditions and pressure to accelerate growth while reducing costs, the ability for customers to do more with less is critical. While the cloud has long been the north star for realizing efficiencies and accelerating innovation, we understand that these benefits also need to happen outside of the cloud.

Azure Arc-enabled SQL Server allows customers to build new cloud-native applications on any infrastructure, in their on-premises environments, and across other public clouds. This enables customers to make the most of their legacy applications, with the flexibility to innovate quickly and save on costs.

Switch to pay-as-you-go (PAYG), a cloud billing model for all SQL workloads, and reduce your SPLA costs

If you’re a Service Provider License Agreement (SPLA) partner, offering SQL Server to customers and using the Core licensing model, keep reading to learn more on the cost-savings opportunity to follow! We’re excited to provide partners and customers with a new consumption-based, cloud billing model that provides flexibility to innovate quickly and save on costs versus SPLA. With pay-as-you-go billing on SQL Server, you can benefit from flexibility, improved cost efficiencies, and support for multicloud and hybrid deployments with consistent billing for your entire SQL environment, no matter where they reside. If you have customers on SPLA with SQL, shifting to Azure Arc for billing versus the Cloud Solution Provider (CSP) program can save up to 30%!¹

Bring Azure Innovation to SQL Servers anywhere

With Azure Arc, customers can unlock more robust functionalities:

• • Manage their entire SQL estate in the Azure portal and leverage SQL Best Practice Analyzer to automatically evaluate SQL Server environments for performance, scalability, and business continuity, all at no additional cost.
  • With Azure Arc, SQL Server customers will have Purview access policies readily available for those on-premises environments to centralize insights and governance across their entire data estate.
  • We also enabled Microsoft Defender for Cloud for SQL Server. Microsoft Defender enhances the security posture of a customer’s SQL Server environments, no matter where they reside. Your SQL Server 2022 customers will also be able to benefit from single sign-on (SSO) with Azure Active Directory (Azure AD) to secure identities.

Innovate anywhere with Azure Arc today

With Azure Arc, your SQL Server customers will be able to maximize the value of their investments with technology that allows them to do more with less.

To learn more and get started, reach out to the Microsoft Datacenter Optimization (DCO) team today!

Additional resources

• • Podcast: Microsoft Cloud Hosting Partners
  • Webinar recording: Azure Arc Opportunity: Meeting customers where they’re at
  • Microsoft Learn: Azure Arc-enabled SQL Server
  • Billing model and how to Manage, secure, and govern your SQL Server estate from Azure
  • Pricing for SQL Server 2022 and the new pay-as-you go options
  • More about Azure Arc-enabled data services

Join the conversation

Want to explore this and other topics you care about with Microsoft and other US partners? Head over to the Microsoft Americas Partner Community on LinkedIn.

¹You can achieve up to 30 percent in incentive earning opportunities in CSP by combining Partner Earned Credit; Modern Commerce Incentive; New Customer Add Incentive. Eligibility rules apply. See https://partnerincentives.microsoft.com/ for more information on available incentives.

Did you know that this month marks the 20^th annual Cybersecurity Awareness Month? This is a great time to check out Microsoft Security resources to help you stay cyber smart.

If you weren’t able to attend Security Cloud Week for Partners, register here to watch on demand—and take a look at the other Cloud Weeks and Sales Bootcamps available to Microsoft partners of all skill levels.

Register for the December 6 Americas Partner Insider Call | Modern Work and Security GTM Update to stay current on the latest developments in Modern Work and Security go-to-market strategies. If missed any of our previous calls, you can register to watch Insider Calls on demand.

The Americas Partner Insiders Newsletter highlights key messages from Microsoft for the month. Use these Quick Links to go directly to the content that’s most relevant to your business:

Quick links

Modern Work and Surface

MICROSFT 365 E3 PROMO IN CSP EXTENDED THROUGH FY24
Partner Audience: All
Relevant to: #ProgramOfferUpdate #AccelerateDeals #ModernWork

CSP partners can continue to leverage this offer to drive deals through June 2024, for eligible new-to-offer customers. Drive upsell to Microsoft 365 E3 and help customers get AI-ready. Learn more.

NEW SURFACE DEVICES FOR MODERN WORK
Partner Audience: All
Relevant to: #News #ProgramOfferUpdate #Surface

There’s never been a better time to sell Surface! Microsoft recently unveiled updates across the organization, including updates to the Surface for Business portfolio, designed to help enable modern work for end users. Check out this blog to learn more about the portfolio refresh.

CHECK OUT THE SAVINGS ON SURFACE HUB 2S
Partner Audience: All
Relevant to: #News #ProgramOfferUpdate #Surface

Now through December 31, 2023, Microsoft Surface is offering customers in the United States and Canada up to 15 percent savings on Surface Hub 2S 50″ and 85″. To learn more and take advantage of these savings, visit the offers page:
US offers
CA offers

INTRODUCING THE SURFACE TEC SERIES
Partner Audience: All
Relevant to: #News #LearnSolutionAreas #Surface

Surface Tech Enablement Connect (TEC) is a new partner readiness training engine built to help our partner community develop a deeper technical knowledge about Surface. The series kicks off on October 18, when we’ll highlight the best of Windows 11 with Surface. Learn more and register today!

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Azure

FY24 AZURE PARTNER INCENTIVES OVERVIEW
Partner Audience: All
Relevant to: #GrowYourBiz #WinFormula #Azure

Discover how to align your strategy with Azure priorities, leveraging incentives for growth and customer value. If you missed our September 27 Azure Partner Incentives kick-off call, you can listen to the recording.

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Business Applications

*NEW* BUSINESS APPLICATIONS PARTNER RESOURCES GUIDE
Partner Audience: All
Relevant to: #News #LearnSolutionAreas #BizApps

This new guide provides Business Applications partners with a high-level description of each of the key partner programs and resources provided by Microsoft. Each slide provides a brief overview, a snapshot of the resource, and helpful tips on how to get started. The guide includes a list of related activities and resources to help clarify key dependencies and alignment between resources. It also includes a curated list of links to learn more and get started. We’ll be updating monthly, so check back regularly for the latest. Download the guide.

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Enablement

NEW FY24 PARTNER ENABLEMENT GUIDE
Partner Audience: All
Relevant to: #News #GrowSkills #CrossSolution

Making sure that your teams possess in-demand and updated skill sets remains a challenge, as technology advances at an increasingly faster pace. Finding the ideal learning resources and opportunities in this environment can also be difficult. To ease the process for our partners, we’ve created enablement guides that will help you find upcoming events, preparation for role-based exams, learning journeys, and other resources to support organizations and employees on skilling.

These technical and sales guides cover Microsoft solution areas across Modern Work; Microsoft Dynamics 365; Microsoft Power Platform; Microsoft Azure; and Security, Compliance, and Identity. Check back often, as we’re frequently adding new resources across our channels.

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Transformation

DON’T FORGET TO USE YOUR CO-OP FUNDS!
Partner Audience: All
Relevant to: #ProgramOfferUpdate #UnderstandBenefits #CrossSolution

As of August 15, your Co-op FY23 H2 earnings are available for you to use. You have until December 31, 2023, to spend your co-op funds and until February 15, 2024, to submit your claims. You can use co-op funds for demand generation, partner readiness, and market development activities. Sign in to Partner Center to view your available funds and submit any claims. For more information, see:

• • Modern Commerce Incentives
  • Co-op Collection
  • How to earn co-op marketing funds
  • View earned, claimed, and remaining co-op funds
  • Create and manage payout and tax profiles

Top

Voices for Innovation

AI POLICYMAKING HEATS UP IN CONGRESS
Partner Audience: All
Relevant to: #BestPractice #NewToMSFT

When Congress returned from its August recess, many policymakers quickly turned their focus to AI. Two Senate leaders released a Bipartisan Framework for U.S. AI Act, which proposes creating an AI licensing regime administered by an independent oversight body, among other provisions. The Senate also hosted a bipartisan closed-door forum on AI with tech sector leaders, including Microsoft CEO Satya Nadella. The Senate Judiciary Committee’s Subcommittee on Privacy, Technology, and the Law held a hearing on AI as well. Microsoft Vice Chair and President Brad Smith testified; read his written testimony.

Voices for Innovation will continue to follow AI policymaking discussions closely. Partners can be part of the process, sharing their views and tech expertise. Consider signing up for Voices for Innovation, the Microsoft-supported advocacy community for partners. Get involved with tech policy by participating in VFI.

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Partner Resources

Partner Audience: All
Relevant to: #News #GrowYourBiz #CrossSolution

• • Microsoft is a national member of the Small Business Digital Alliance (SBDA). The SBDA provides small businesses with free tools, training, networking, and other resources—the keys to helping you innovate, grow, and succeed. Learn more and get started today!
  • Microsoft AI Cloud Partner Program provides the resources to help you stay engaged with your customers and take your business to the next level. Get the latest partner resources and news tailored to our Americas partners.

Top

Join Us for Events and Activities

Partner Audience: All
Relevant to: #Events #GrowSkills #CrossSolution

• • Microsoft Cloud Weeks for Partners and Sales Bootcamps. Learn more and register here for these solution-focused training and certification events designed to help you build your expertise. Sign up for upcoming events or register to watch on demand.
  • MSP Summit: Expand your Service Offerings with Microsoft. Join our inaugural event for Managed Service Provider (MSP) partners on November 2. You’ll learn about Microsoft’s advancements in the MSP space; tools and investments to help you get started and expand into new service areas; and invaluable thought leadership and key insights from experts in the field. Register now for this 2.5-hour virtual event.
  • Microsoft Ignite 2023. Discover what’s next in technology, problem-solve with experts, and make global connections at Microsoft Ignite. Learn more and register today for the in-person event in Seattle on November 14-17 or the digital event on November 15-16.
  • Three ways Surface with Windows 11 unlocks flexible work. Learn more and register here (and invite customers to register) for this October 24 webinar.
  • Partner Academy webinars. Register here for on-demand webinars designed to help you have richer conversations with your customers.
  • Partner Training Calendar. Register today for upcoming training that will accelerate your Microsoft skills. Filter by solution area or solution play, among other options.

For more upcoming events, see the Hot Sheet and Partner Enablement News.

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Microsoft provides flexible options to keep your customers’ servers secure. With the end of support (EOS) milestone for Windows Server 2012 on October 10, 2023, along with that of SQL Server 2012 in 2022, it’s important to understand your options and the actions needed to keep your customers’ legacy systems secure and compliant.

This Security Update for SQL Server 2012 was released in February 2023. Using the following guidance, you can provide your customers with access.

Meet your customers where they’re at

Your customers have three options to choose from when evaluating the best path forward for securing their legacy end of support workloads:

1. 1. Move to Azure and unlock new capabilities. You can securely migrate the infrastructure and databases to Azure or modernize on premises with options such as Azure Arc-enabled SQL Server and Azure Arc-enabled SQL Managed Instance.
   2. Go hybrid and get free extended ESU for three years after end of support. This includes hybrid destinations like Azure Stack, Azure VMWare Solution (AVS) and Nutanix Cloud Clusters on Azure to give flexibility to partners and their end customers.
   3. Deploy ESUs with Azure Arc. Purchase Extended Security Updates directly through the Azure portal by Arc-enabling their Windows and SQL 2012 servers.

Now let’s take a closer look at the latest option that Azure Arc has brought to the table. When you onboard legacy Windows Server 2012 or SQL Server 2012 with Azure Arc, it opens a world of possibilities. Specifically, it empowers you to offer ESUs directly through the Azure portal, utilizing your customers’ Azure subscriptions as the conduit.

This approach introduces a flexible billing mechanism, where ESUs are billed on a monthly basis. It’s worth highlighting that when a partner deploys ESUs, the billing takes into account the release date of the ESU. For instance, if ESUs are purchased in December, the customer will still be billed for October and November, aligning with the ESU release timeline.

The ESU opportunity creates additional opportunities for our hosting partners. For the first time, Services Provider License Agreement (SPLA) licenses are eligible for ESUs, offering your customers the chance to extend their upgrade timeline. It also sets the stage for a host of new opportunities. With Azure Arc infrastructure deployed and a CSP relationship established, you can provide your customers with a broader range of services and solutions, all within the Azure ecosystem. This transition not only enhances your service offerings but also strengthens your position as a trusted partner for your customers’ evolving needs. It’s also worth mentioning that if you’re managing infrastructure on other clouds, you can use the same Azure Arc deployment to provide ESUs and additional services to those customers as well.

What is Azure Arc?

Azure Arc acts like a bridge to extend the Azure platform to secure, view, organize, and govern IT inventory anywhere. With Azure Arc, your customers will have clear visibility into the entire IT estate, enabling them to make intelligent decisions about which servers require ESU. Once ESUs are purchased through the Azure portal, security updates can be directly assigned to server workloads in the same interface. On top of that, patches for these servers are also delivered through Azure or an existing patch management solution, so everything necessary for managing ESUs can be done through the portal.

To summarize, the Extended Security Updates through Azure Arc offer:

1. 1. Flexible billing and savings through a monthly billing model centralized in Azure to run end-of-support operating systems.
   2. Visibility and reliability to ensure consistent performance with high availability and visibility of the entire data and server estate.
   3. Security and compliance.

Azure Arc offers management, governance, and security
Azure Arc offers much more than just ESU updates. With Azure Arc, customers can also bring the power of Azure cloud tools to their on-premises servers. Azure Arc provides capabilities like support for Azure Monitor, Update Management, Guest Configuration, and many other tools for managing hybrid server workloads. Customers that onboard their on-premises/hybrid workloads with Azure Arc get management and governance with a common toolset in a single pane of glass.

Azure Arc also makes it simple to protect and secure their on-premises/hybrid servers using tools like Microsoft Defender for Servers and Azure Sentinel. With Azure Arc, Defender can be deployed as an extension to an Arc-enabled server. Once deployed, customers get vulnerability assessment, just-in-time access, malware protection, and other tools to protect server workloads. Defender also provides a robust set of compliance controls and a Compliance Dashboard to help customers with industry and regulatory compliance requirements.

Now, with Azure Arc-enabled SQL Servers connected to Azure, you have the option of purchasing SQL Server using a ‘pay-as-you-go’ model instead of purchasing licenses. This model is a great alternative if you’re looking to save costs on SQL Servers that have variable demand for compute capacity over time; such as when you can turn off a SQL Server at night or on weekends, or even just scale down the number of cores used during less busy times. It’s also a great option if you only plan to use SQL Server for a short period of time and then won’t need it anymore. Pay-as-you-go, billed through Azure, is now available for all versions of SQL Server from 2012 to 2022.

How to purchase ESUs

Extended Security Updates can be purchased for both Windows Server 2012 and SQL Server 2012. To purchase and configure ESU for Windows Server 2012, follow these few simple steps:

1. 1. Access Azure Arc through the Azure portal.
   2. Onboard your customers’ servers to Azure Arc by deploying the Azure Connected Machine Agent.
   3. View their complete server inventory and determine which servers will need ESU.
   4. Purchase and activate ESUs and apply to their servers. ESUs can also be deployed through Azure Policy.

The process for deploying SQL Server ESU is similar and can also completed through the Azure portal:

1. 1. Open the Azure portal and onboard SQL Servers.
   2. View your customers’ entire SQL Server inventory and select the servers where you want to apply ESU.
   3. Subscribe to ESU and configure how patches will be delivered.

Next steps

Are you ready to explore how Azure Arc can help you manage your customers’ legacy Windows and SQL Server workloads, keeping them secure and compliant? Get started with these Microsoft Learn resources:

Lifecycle FAQ – Extended Security Updates

Extended Security Updates for Windows Server Overview

How to get Extended Security Updates (ESU) for Windows Server

Extend Azure services to your SQL Server instances with Arc-enabled SQL

Related posts

Manage, govern, and secure all your SQL Servers with new hybrid capabilities enabled by Azure Arc  – Microsoft SQL Server Blog

Join the conversation

Want to explore this and other topics you care about with Microsoft and other US partners? Head over to the Microsoft Americas Partner Community on LinkedIn.

Hispanic Heritage Month begins every September in the US in celebration of the achievements and contributions from Hispanics across the world. Join us in celebrating the stories and voices of Microsoft employees from the Hispanic and Latinx communities.

GPS Americas would like to extend an invitation to 100 individuals from Microsoft Partner companies to join our partner focus group. Partners will have an opportunity to influence the approach on strategies to solve problems on specific items. Furthermore, this is a great opportunity for partners to gain direct access to GPS Americas Leadership as well as network with other partners. Learn more and sign up for a chance to participate.

Don’t forget to register here for our Americas Partner Insider Call on October 4 at 10:00 AM PT for a partner program update. If you can’t attend or missed any of our previous calls, you can also register to watch Insider Calls on demand.

The Americas Partner Insiders Newsletter highlights key messages from Microsoft for the month. Use these Quick Links to go directly to the content that’s most relevant to your business:

Quick links

Modern Work and Security

ANNOUNCING LIMITED-TIME OFFERS FROM SURFACE FOR BUSINESS
Partner Audience: All
Relevant to: #ProgramOfferUpdate #Surface

Now through September 30, 2023, commercial customers in the US and Canada can take advantage of savings of up to 10 percent on modern devices from Surface for Business.

• • US Resellers: Savings of up to 10 percent are available on Surface Pro 9.* Explore the offers.
  • Canada Resellers: Savings of up to 10 percent are available on Surface Pro 9 and Laptop 5.* Explore the offers.

*Actual savings may vary. Limited to eligible SKUs only. Reach out to your Surface ADR for details.

NEW SELF-SERVICE TRIAL EXPERIENCE AVAILABLE FOR TEAMS EXPLORATORY
Partner Audience: All
Relevant to: #ProgramOfferUpdate #GrowYourBiz #ModernWork

On July 26, Microsoft launched a new Teams Exploratory self-service trial offer for Enterprise and SMB customers. The new Teams Exploratory offer is a user-initiated trial that individual end users can use to start to experience Microsoft Teams and initiate their collaboration journey with Microsoft. Learn more.

WINDOWS 365 SWITCH NOW AVAILABLE IN PUBLIC PREVIEW
Partner Audience: All
Relevant to: #News #ModernWork

Windows 365 Switch provides the ability to easily move between a Windows 365 Cloud PC and the local desktop using the same familiar keyboard commands, as well as a mouse-click or a swipe gesture. Windows 365 Switch enables a seamless experience from within Windows 11 via the Task view feature. Learn more.

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Azure

AZURE SALES AND SOLUTIONS GUIDES
Partner Audience: CSP
Relevant to: #DoingBizwMSFT #LearnSolutionAreas #Azure

Are you new to selling Microsoft Azure this fiscal year? Did you hire new talent and need to upskill them on Azure? Or are you just looking for a refresher on how to sell key Azure products? Whether you’re educating your Microsoft 365 customers on the benefits of Azure or helping protect your customers’ valuable data, be sure to check out our sales and solution guides to get started.

LEVERAGE BLOCK64 TO BETTER UNDERSTAND YOUR CUSTOMER’S ENVIRONMENT
Partner Audience: CSP
Relevant to: #DoingBizwMSFT #AccelerateDeals #Azure

Customers rely heavily on partners as trusted advisors to help guide their technology decisions. Their standards are high, and they expect you to know their business inside and out and provide targeted and helpful recommendations. Microsoft is here to help you better understand your customer’s environment so you can help them understand what they can do to modernize their data estate. Available across the Americas, get started using Block64, a free tool to help you understand your customer’s environment:
US partners
Canada partners
LATAM partners

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Business Applications

AI-POWERED BUSINESS APPLICATIONS AND POWER PLATFORM
Partner Audience: All
Relevant to: #GrowYouBiz #BizApps

Copilot in Dynamics 365 and Power Platform brings the latest AI breakthroughs to users in every line of business, improving customer experience, employee empowerment, and operational efficiency. Leverage these resources to help build your knowledge and position these new technologies as key differentiators in helping your clients transform their businesses.

ANNOUNCING COPILOT IN DYNAMICS 365 FIELD SERVICE
Partner Audience: All
Relevant to: #News #GrowSkills #BizApps

In August 2023, Microsoft announced the Public Preview of Copilot in Dynamics 365 Field Service. Microsoft’s Copilot capabilities work alongside frontline managers to streamline work order creation, optimize technician scheduling, accelerate responses to customers, and suggest next steps with intelligent recaps. This ultimately optimizes service delivery and speeds up time to resolution. Read the official blog announcement.

To try the new Copilot capabilities and the Microsoft 365 integrations for Dynamics 365 Field Service that are now in preview, administrators can set up Dynamics 365 Field Service for Outlook (Preview) and Dynamics 365 Field Service (Preview) app in Microsoft Teams. Administrators can also opt in to the new Dynamics 365 Field Service mobile experience available now in preview.

COPILOT PARTNER BOOTCAMP
Partner Audience: All
Relevant to: #Event #GrowYourBiz #BizApps

Learn more about our AI capabilities, from both business and technical aspects, with an overview of each Microsoft Copilot solution. We’ll help demystify AI and Copilot by covering the narrative, customer conversations, and technical requirements across each Copilot solution. Register for the September 19-21 bootcamp to discover how to make the most out of this opportunity and get your customers ready for Copilot.

NEW DYNAMICS 365 BUSINESS CENTRAL BATTLECARD NOW AVAILABLE
Partner Audience: All
Relevant to: #BestPractice #AccelerateDeals #BizApps

For partners looking for compete insight on how to differentiate Dynamics 365 Business Central, we’ve just published a new internal battlecard! It highlights the strengths and weaknesses of our competitors, how to win, and handling objections. Download the battlecard from the Dynamics 365 Partner Portal.

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Demand Generation

LEVERAGE READY-TO-USE CONTENT TO LAUNCH A SOCIAL MARKETING CAMPAIGN
Partner Audience: All
Relevant to: #BestPractice #GoToMarket #CrossSolution

These automated content marketing resources empower you to easily launch digital marketing campaigns that help build awareness and generate mindshare. Utilize the corresponding sales enablement content to support conversations with your customers. Launch your first social marketing campaign today!

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LinkedIn

WHY TECH MARKETERS NEED TO THINK BEYOND THE IT DECISION-MAKER
Partner Audience: All
Relevant to: #BestPractice #GrowYourBiz #CrossSolution

Did you know that the IT Leader is the most influential voice in only 39 percent of tech buying decisions? In fact, the modern IT buying process involves multiple decision-makers. Learn specific actions you can take to more successfully grow your business in this new B2B tech buying environment. Read the blog to learn more!

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Transformation

PARTNER ANNOUNCEMENTS TO HELP GROW YOUR BUSINESS
Partner Audience: All
Relevant to: #ProgramOfferUpdate #UnderstandBenefits #CrossSolution

The Microsoft AI Cloud Partner Program brings together everything across the entire partner lifecycle, including onboarding, skilling, go-to-market, incentives, and co-selling. Partners get all the value and benefits of the previous program plus access to new offerings and benefits specific to AI. There’s no action for you to take—all our existing partners have been moved into the new program and maintain their existing benefits and designations.

AI-focused announcements to help partners adopt technology that deliver customer success include:

• • Expanded benefits for ISV Success, including access to GitHub Copilot (coming end of 2023).
  • Key marketing resources, including the new “Era of AI” marketing campaign-in-a-box.
  • Expanded Solutions Partner designations to provide opportunities for partners to differentiate their technical capabilities and demonstrate customer success.
  • General availability of ISV Success, which empowers all ISVs to build innovative applications across the Microsoft Cloud and sell with us through our marketplace.

The Microsoft commercial marketplace is central to our partner go-to-market strategy. We’ve recently announced co-sell changes to better align to the marketplace opportunity and have announced new features, like multiparty private offers, empowering partners to work together to sell customized deals through marketplace.

Other key investments include new Solutions Partner designations, general availability of ISV Success and its expanded benefits, and investments in the commercial marketplace.

Watch Inspire sessions on demand and browse the session catalog to explore all the available learning opportunities. For a roundup of news and announcements, read the Official Microsoft Blog.

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Voices for Innovation

MICROSOFT DISCUSSES AI AT THE WHITE HOUSE
Partner Audience: All
Relevant to: #News #NewToMSFT

In parallel with advancing AI innovations in the marketplace and partner ecosystem, Microsoft is also taking a leadership role in advancing practices and policies to help ensure that AI systems are safe, secure, and trustworthy. Earlier this summer, Microsoft joined other AI leaders at the White House and made voluntary commitments to support these goals. Read this blog to learn more about these commitments and Microsoft’s work on responsible AI.

Want to stay informed and be part of the conversation about policymaking for AI and other tech issues? Then sign up for Microsoft’s advocacy community for partners, Voices for Innovation. Build new skills, expand your network, and be a trusted policy advisor for your customers by participating in VFI.

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Partner Resources

Partner Audience: All
Relevant to: #News #GrowYourBiz #CrossSolution

• • Microsoft is a national member of the Small Business Digital Alliance (SBDA). The SBDA provides small businesses with free tools, training, networking, and other resources—the keys to helping you innovate, grow, and succeed. Learn more and get started today!
  • Microsoft AI Cloud Partner Program provides the resources to help you stay engaged with your customers and take your business to the next level. Get the latest partner resources and news tailored to our Americas partners.

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Join Us for Events and Activities

Partner Audience: All
Relevant to: #Events #GrowSkills #CrossSolution

• • Modern Work field and digital partner events. Stay up to date on the latest Microsoft 365 and Security schedule and on-demand webinars.
  • Partner Academy webinars. Register here for on-demand webinars designed to help you have richer conversations with your customers.
  • Partner Training Calendar. Register today for upcoming training that will accelerate your Microsoft skills. Filter by solution area or solution play, among other options.

For more upcoming events, see the October 2023 Hot Sheet.

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August is Black Business Month, a time to acknowledge and advance Black-owned businesses. We hope you take this opportunity to learn more about the Microsoft Black Partner Growth Initiative (BPGI) and celebrate our BPGI partners.

Register here for our Americas Partner Insiders Call on September 6 at 10:00 AM PT. And it’s not too late to register to attend the August 16 Insider Call to learn about our key solution plays for FY24. If you can’t attend or missed any of our previous calls, you can also register to watch Insider Calls on demand.

The Americas Partner Insiders Newsletter highlights key messages from Microsoft for the month. Use these Quick Links to go directly to the content that’s most relevant to your business:

Quick links

Modern Work and Security

DON’T MISS THESE UPCOMING SURFACE LIVE VIRTUAL BRIEFINGS
Partner Audience: All
Relevant to: #Event #GrowSkills #Surface

Explore the Microsoft Surface for Business portfolio in our virtual briefings. Sessions include:

• Surface Hub / meeting rooms – August 24, September 7, and September 21
• Surface portfolio – August 29, September 12, and September 26

Customers and partners can learn more and sign up here.

EXPERIENCE AI ON THE EDGE WITH MICROSOFT SURFACE
Partner Audience: All
Relevant to: #News #LearnSolutionAreas #Surface

The enhanced AI sensory experiences and performance brought to life on Surface devices was a featured topic at this year’s Inspire event. Read this Surface IT blog for the full story and additional resources.

SURFACE HUB 2S JOINS THE MICROSOFT TEAMS ROOMS FAMILY
Partner Audience: All
Relevant to: #News #GeneratePipeline #Surface

When all new Surface Hubs ship with the Teams Rooms experience starting later this year, Surface Hub 2S will become the first touch-enabled board running Teams Rooms on Windows. Read this blog to learn more about what that means for the future of collaboration.

ANNOUNCING THE ADDITION OF SALES ADVISOR TO MICROSOFT 365 LIGHTHOUSE
Partner Audience: All
Relevant to: #ProgramOfferUpdate #GrowYourBiz #ModernWork

Project Orland has moved to general availability with a new name, Sales Advisor, in the expanded Microsoft 365 Lighthouse. Lighthouse transforms the way Cloud Solution Providers (CSPs) engage with their customers through advanced AI-driven insights to proactively manage customer relationships on a larger scale. Sales Advisor simplifies tenant management, minimizes risks, and delivers personalized recommendations. We strongly advise our partners to make regular use of this tool to fully unlock your customer’s potential. Learn more and get started!

SIGN UP FOR OUR FY24 SMB WORKSHOPS
Partner Audience: All
Relevant to: #ProgramOfferUpdate #GeneratePipeline #ModernWork

SMB workshops drive customer intent and conversion with partner-led interactive briefings. In FY24, workshops are updated to support our FY24 solution plays with better value and flexibility for partners. To register your interest in the SMB workshops, fill out this form.

EXTENDED: MICROSOFT 365 E3 PROMO
Partner Audience: All
Relevant to: #ProgramOfferUpdate #AccelerateDeals #ModernWork

The Microsoft 365 E3 15 percent off promotion for new customers is being extended through Q1. We encourage partners to drive upsell to Microsoft 365 E3 and help get customers AI-ready. Review this FAQ and this summary to learn more.

INTRODUCING BING CHAT ENTERPRISE
Partner Audience: All
Relevant to: #News #ModernWork

Bing Chat Enterprise gives organizations AI-powered chat for work with commercial data protection. Bing Chat Enterprise is rolling out in preview to customers licensed for Microsoft 365 E5, E3, Business Premium, and Business Standard at no additional cost. A standalone subscription will be available for $5 per user per month in the future. To learn more, read this announcement and this blog introducing Bing Chat Enterprise and Microsoft 365 Copilot pricing.

ANNOUNCING MICROSOFT 365 COPILOT PRICING
Partner Audience: All
Relevant to: #News #ModernWork

Microsoft 365 Copilot brings a whole new way of working, including the ability to ask questions and get answers from the web. We’re excited to announce that Microsoft 365 Copilot will be available for $30 per user per month for Microsoft 365 E3, E5, Business Standard, and Business Premium customers. To learn more, read this announcement and this blog introducing Bing Chat Enterprise and Microsoft 365 Copilot pricing.

INTRODUCING MICROSOFT 365 COPILOT IN TEAMS PHONE
Partner Audience: All
Relevant to: #News #ModernWork

Copilot in Teams Phone will quickly generate summaries of phone conversations, capture action items, and answer users’ questions about their phone calls. When summarizing calls, Copilot will highlight key points, such as names, dates, numbers, and tasks that were discussed, and can also recommend next steps based on what was covered in a conversation. Read more about the next wave of Copilot in Microsoft Teams.

NEW: TEAMS ESSENTIALS + TEAMS PHONE SYSTEM BUNDLE PROMO
Partner Audience: All
Relevant to: #ProgramOfferUpdate #GrowYourBiz #ModernWork

As of July 17, 2023, CSP partners can now use a new set of promotional discounts and packages to create new customer acquisition motions around calling with Teams Essentials plus Teams Phone (up to $4 off per user per month). To learn more, see the promo FAQ and the Teams Phone SMB partner playbook.

NEW: MICROSOFT 365 CSP MASTERS BOOTCAMPS
Partner Audience: All
Relevant to: #Event #GrowSkills #ModernWork

The CSP Masters Program is built to help partners grow their Microsoft 365 sales and technical capabilities and drive adoption. We’re excited to announce the new bootcamps coming in September. Learn more and register for a bootcamp today.

WINDOWS 365 ENTERPRISE IN CSP OFFER
Partner Audience: All
Relevant to: #News #ProgramOfferUpdate #ModernWork

Windows 365 Cloud PC has revolutionized hybrid end-user computing. To create more partner and customer excitement, we’ve introduced a 20 percent off promo for all Windows 365 Enterprise performance SKUs for existing Microsoft 365 Business Premium customers. CSP partners can take advantage of this channel-wide offer for all existing M365 Business Premium customers regardless of the original channel of purchase. Refer to the promo summary deck for details.

INTRODUCING THE NEW MICROSOFT TEAMS EXPLORATORY SELF-SERVICE TRIAL OFFER
Partner Audience: All
Relevant to: #News #ProgramOfferUpdate #ModernWork

Microsoft launched a new Teams Exploratory self-service trial offer for Enterprise and SMB customers. The new Teams Exploratory self-service trial offer replaces the 12-month Teams Exploratory trial. The intent of this trial is to allow end users without Teams to use the offer for free, seeding usage that can be converted to a paid Teams license upon trial expiration. Learn more about the Teams Exploratory experience.

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Azure

LEARN HOW TO LEVERAGE AI IN YOUR SMB PRACTICE
Partner Audience: All
Relevant to: #News #LearnSolutionAreas #Azure

Are you getting questions from your SMB customers about AI? Are you trying to learn more about Azure Open AI? Learn more about what SMBs are looking for and find the enablement content you need to get started learning about AI.

MORE INVESTMENTS ARE COMING TO AZURE!
Partner Audience: All
Relevant to: #ProgramOfferUpdate #AccelerateDeals #Azure

No matter the customer’s reason for making the move, we understand migration can be complex. We want to help alleviate the customer’s risks and help them get started on their migration with confidence. The Azure Migration and Modernization Program is here to help simplify and accelerate the journey to Azure. Azure Specialized partners now have a path to directly nominate customers for Azure Migrate and Modernize and Azure Innovate in a self-service workflow. This agile path reduces time to market and can help partners drive scale. Learn more about these new Azure partner offerings.

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Business Applications

PREPARING FOR THE BUSINESS APPLICATIONS AI OPPORTUNITY
Partner Audience: All
Relevant to: #GrowYourBiz #BizApps

Customers have been inquiring about the new features and functionality of Copilot within Dynamics 365 and Power Platform. Take this opportunity to lead the AI transformation and differentiate your offerings with customers. Get started by reading this blog.

NEW ATTACH SKU NOW AVAILABLE
Partner Audience: All
Relevant to: #ProgramOfferUpdate #BizApps

As of July 15, 2023, Dynamics 365 Business Central Premium qualifies as the base license for Dynamics 365 Field Sales attach licenses ($20). Learn more.

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Black Partner Growth Initiative

DISCOVER THE BENEFITS OF BECOMING A BPGI PARTNER
Partner Audience: All
Relevant to: #DoingBizwMSFT #GrowYourBiz #CrossSolution

The Microsoft Black Partner Growth Initiative (BPGI) was launched in 2020 to increase the representation of Black-owned partners and enable their growth, building one of the largest diverse partner ecosystems in the technology sector. Check out the BPGI site to explore the benefits, opportunities, and resources available to our BPGI partners.

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Demand Gen

ACCELERATE YOUR GO-TO-MARKET SUCCESS WITH MICROSOFT SOLUTION AREAS
Partner Audience: All
Relevant to: #BestPractice #GoToMarket #CrossSolution

Make it easy for customers to identify your solutions and your expertise in areas with high market demand. When your messaging and go-to-market activities work with Microsoft you can optimize your targeting, offers, and overall messaging to stand out relative to your competitors.

Align to Microsoft solution areas and solution plays to create your joint value proposition and go-to-market with Microsoft.

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LinkedIn

GROW YOUR LINKEDIN FOOTPRINT
Partner Audience: All
Relevant to: #BestPractice #GrowYourBiz #CrossSolution

Your LinkedIn page is the hub of your online business presence, and where you can make meaningful connections and grow your business. Followers are the key to organically growing your LinkedIn footprint. Read 15 Tips for Attracting Followers to Your LinkedIn Page in 2023 for a definitive list of the activities that will drive your follower growth.

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Transformation

NEXT STEPS IN CSP NEW COMMERCE: COMMERCIAL LEGACY SEAT-BASED SUBSCRIPTION MIGRATION AND INTRODUCTION OF PUBLIC SECTOR OFFERS
Partner Audience: All
Relevant to: #ProgramOfferUpdate #GrowYourBiz #CrossSolution

In fiscal year 2024, Microsoft is taking two important steps toward the retirement of the CSP legacy commerce platform. Beginning in November 2023, public sector (academic, government community cloud [GCC], not-for-profit [NFP]/charity) offers will be available in new commerce for new and renewing customers. Starting in January 2024, Microsoft will begin automatic migration of all renewing commercial and public sector customers to new commerce. Learn more.

PARTNER ANNOUNCEMENTS TO HELP GROW YOUR BUSINESS
Partner Audience: All
Relevant to: #News #ProgramOfferUpdate #UnderstandBenefits #CrossSolution

Fueling partner growth and profitability in the era of AI
The next generation of our partner program was announced at Microsoft Inspire. The new Microsoft AI Cloud Partner Program empowers every partner to deliver customer value by leveraging Microsoft AI and the Microsoft Cloud. Other key investments announced at Inspire include new Solutions Partner designations, general availability of ISV Success and its expanded benefits, and investments in the commercial marketplace. To learn more, read this blog by Nicole Dezen, Chief Partner Officer and Corporate Vice President, Global Partner Solutions.

The Microsoft AI Cloud Partner Program brings together everything across the entire partner lifecycle, including onboarding, skilling, go-to-market, incentives, and co-selling. Partners get all the value and benefits of the previous program plus access to new offerings and benefits specific to AI. There is no action for a partner to take to move to the new program—we’ve moved all our existing partners into the new program effective immediately and partners maintain their existing benefits and designations.

AI-focused announcements to help partners adopt technology to deliver customer success and in their own organization include:

• Expanded benefits for ISV Success, including access to GitHub Copilot (coming end of 2023).
• Key marketing resources, including the new “Era of AI” marketing campaign-in-a-box.
• Expanded Solutions Partner designations to provide opportunities for partners to differentiate their technical capabilities and demonstrate customer success.
• General availability of ISV Success within the Microsoft AI Cloud Partner Program—a curated path purpose-built for organizations building B2B applications. ISV Success empowers all ISVs to build innovative applications across the Microsoft Cloud and sell with us through our marketplace.

The Microsoft commercial marketplace is central to our partner go-to-market strategy. We’ve recently announced co-sell changes to better align to the marketplace opportunity and have announced new features, like multiparty private offers, to empower partners to work together to sell customized deals through the marketplace.

Watch Inspire sessions and browse the session catalog to explore all the available learning opportunities.

Read the Official Microsoft Blog for a roundup of news and announcements.

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Partner Resources

Partner Audience: All
Relevant to: #News #GrowYourBiz #CrossSolution

• Microsoft is a national member of the Small Business Digital Alliance (SBDA). The SBDA provides small businesses with free tools, training, networking, and other resources—the keys to helping you innovate, grow, and succeed. Learn more and get started today!
• Microsoft AI Cloud Partner Program provides the resources to help you stay engaged with your customers and take your business to the next level. Get the latest partner resources and news tailored to our Americas partners.

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Join Us (Events and Activities)

Partner Audience: All
Relevant to: #Events #GrowSkills #CrossSolution

• Art of the Possible: Empower Higher Education with Microsoft Devices. See the agenda and register now for this interactive session with industry experts on August 24.
• Secure Horizons: Empowering Partners with Microsoft’s Defender Suite and Microsoft Sentinel. Register here for the industry roundtable on August 21. Following this interactive discussion with Microsoft Security SMEs, attend the technical workshop on August 22–24.
• Partner Academy webinars. Register here for on-demand webinars designed to help you have richer conversations with your customers.
• Partner Training Calendar. Register today for upcoming training events that will accelerate your Microsoft skills. Filter by solution area or solution play, among other options.

For more upcoming events, see the September 2023 Hot Sheet.

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Now let’s take a look at some of the key highlights from Inspire. Browse all of the latest opportunities, news, and announcements listed below or use these quick links to review by solution area:

Modern Work and Security	LinkedIn
Azure	Transformation
Business Applications	Voices for Innovation
Black Partner Growth Initiative	Partner Resources
Demand Gen	Join Us (Events and Activities)

Modern Work

Partner audience: All Partners
Relevant to: #News, #GrowYourBiz, #ModernWork

Sales Advisor added to Microsoft 365 Lighthouse
Project Orland has moved to general availability with a new name, Sales Advisor, in the expanded Microsoft 365 Lighthouse. Lighthouse transforms the way Cloud Solution Providers (CSPs) engage with their customers through advanced AI-driven insights to proactively manage customer relationships on a larger scale. Sales Advisor simplifies tenant management, minimizes risks, and delivers personalized recommendations. We strongly advise our partners to make regular use of this tool to fully unlock your customer’s potential. Learn more and get started!

FY24 SMB workshops
SMB workshops drive customer intent and conversion with partner-led interactive briefings. In FY24, workshops are updated to support our FY24 solution plays with better value and flexibility for partners. To register your interest in the SMB workshops, fill out this form.

Microsoft 365 E3 promo extended
The Microsoft 365 E3 15 percent off promotion for new customers is being extended through Q1. We encourage partners to drive upsell to Microsoft 365 E3 and help get customers AI-ready. Review this FAQ and summary to learn more.

Bing Chat Enterprise
Bing Chat Enterprise gives organizations AI-powered chat for work with commercial data protection. Bing Chat Enterprise is rolling out in preview to customers licensed for Microsoft 365 E5, E3, Business Premium, and Business Standard at no additional cost. A standalone subscription will be available for $5 per user per month in the future. To learn more, read this announcement and this blog introducing Bing Chat Enterprise and Microsoft 365 Copilot pricing.

Microsoft 365 Copilot pricing
Microsoft 365 Copilot brings a whole new way of working, including the ability to ask questions and get answers from the web. We’re excited to announce that Microsoft 365 Copilot will be available for $30 per user per month for Microsoft 365 E3, E5, Business Standard, and Business Premium customers. To learn more, read this announcement and this blog introducing Bing Chat Enterprise and Microsoft 365 Copilot pricing.

Microsoft 365 Copilot in Teams Phone
Copilot in Teams Phone will quickly generate summaries of phone conversations, capture action items, and answer users’ questions about their phone calls. When summarizing calls, Copilot will highlight key points, such as names, dates, numbers, and tasks that were discussed, and can also recommend next steps based on what was covered in a conversation. Read more about the next wave of Copilot in Microsoft Teams.

Teams Essentials plus Teams Phone System bundle promo
As of July 17, 2023, CSP partners can now use a new set of promotional discounts and packages to create new customer acquisition motions around calling with Teams Essentials plus Teams Phone (up to $4 off per use per month). To learn more, see the promo FAQ and the Teams Phone SMB partner playbook.

Microsoft 365 CSP Masters Program bootcamps
The CSP Masters Program is built to help partners grow their Microsoft 365 sales and technical capabilities and drive adoption. We’re excited to announce the new bootcamps coming in September. Learn more and register for a bootcamp today.

Windows 365 Enterprise in CSP offer
Windows 365 Cloud PC has revolutionized hybrid end-user computing. To create more partner and customer excitement, we’ve introduced a 20 percent off promo for all Windows 365 Enterprise performance SKUs for existing Microsoft 365 Business Premium customers. CSP partners can take advantage of this channel-wide offer for all existing M365 Business Premium customers regardless of the original channel of purchase. Refer to the promo summary deck for details.

New Microsoft Teams Exploratory self-service trial offer
Microsoft launched a new Teams Exploratory self-service trial offer for Enterprise and SMB customers. The new Teams Exploratory self-service trial offer replaces the 12-month Teams Exploratory trial. The intent of this trial is to allow end users without Teams to use the offer for free, seeding usage that can be converted to a paid Teams license upon trial expiration. Learn more about the Teams Exploratory experience.

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Azure

Partner audience: All Partners
Relevant to: #News, #AccelerateDeals, #Azure

Azure is the platform that underpins your favorite cloud services and enables innovation. From new and expanded investments to new resources on your journey to AI, here are a few of the important updates announced at Inspire:

Azure OpenAI expanded availability
Azure OpenAI Service already has more than 4,500 active customers. Now this service will reach more organizations around the world, with expanded availability in North America, Western Europe, and Asia. Learn more.

New Azure capabilities and investments
New Azure capabilities and investments include a substantial investment to increase the scale and availability of the Azure Migrate and Modernize program and the launch of Azure Innovate, a new dedicated investment, in response to the demands for analytics and AI.

Microsoft is also expanding the partnership with Meta to bring Llama 2 to Azure AI along with new innovations to the entire Azure AI portfolio.

New investments in the marketplace to unlock Azure IP co-sell benefits
Microsoft is bolstering its strategic investments in the commercial marketplace to expand Azure IP co-sell benefits. As of July 1, 2023, having a transactable offer published on the commercial marketplace is a new baseline requirement for accessing co-sell benefits, and we’re partnering across our ecosystem to help customers transition to the marketplace and access maximum benefits to grow their profitability. As a Microsoft partner, this is an enormous market opportunity for you to sell your co-sell eligible cloud-based apps on the commercial marketplace. Read this blog to learn more.

Migrate to innovate
Our customers need help modernizing their data estate to take advantage of the capabilities that AI has to offer. We continue to improve and build on our free Azure Migrate tool, which helps partners demonstrate the value of Azure to customers. Learn more about the updates we’ve made since Inspire.

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Business Applications

Partner audience: All Partners
Relevant to: #News, #GrowYourBiz, #BizApps

AI-powered Business Applications and Power Platform
Dynamics 365 Copilot, the world’s first AI-powered assistant for CRM and ERP, is helping organizations harness AI innovation to leapfrog the competition and grow their business with customers. Learn more.

Microsoft Sales Copilot
An evolution of Microsoft Viva Sales, designed to transform seller experiences, Microsoft Sales Copilot empowers sellers to increase productivity with custom engagements and close more deals. Learn more.

Dynamics 365 Customer Insights
Dynamics 365 Customer Insights unifies Dynamics 365 Marketing and Dynamics 365 Customer Insights into a single AI-powered solution. Generally available September 1, 2023, Microsoft Dynamics 365 Customer Insights combines customer journey work, real-time marketing, and customer insights for an all-in-one solution. Learn more.

AIM for the future with Microsoft Dynamics
A new program to help customers accelerate their move to the cloud, AIM provides a tailored path through access to resources (assessments, implementation guidance, services, and investment offers). Customers with full on-prem ERP and CRM products are eligible. Learn more.

AI innovations in Power Platform
AI innovations in Power Platform, the most complete low-code platform, will help you accelerate app development, drive productivity, optimize for efficiency, and reduce costs. Learn more.

Business Applications opportunity with the Microsoft AI Cloud Partner Program
The Microsoft AI Cloud Partner Program enables Business Applications partners—both ISVs and SIs—to differentiate their business. Show your expertise and unlock incentives with a Solutions Partner designation or differentiate further with a Business Applications specialization in Business Intelligence, Finance, Intelligent Automation, Low Code Application Development, Sales, Service, Small and Midsize Business Management, and Supply Chain. For ISVs, leverage the Business Applications ISV Connect program as part of ISV Success. Learn more.

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Related posts

Learn about the FY24 Business Applications solution plays | Microsoft
Essential partner support resources to help you achieve more | Microsoft

Join the conversation

Want to explore this and other topics you care about with Microsoft and other US partners? Head over to the Microsoft Americas Partner Community on LinkedIn.

A heartfelt thank you to our partners for a fantastic FY23, and welcome to FY24! As we enter a new fiscal year, let’s remember that our success is interdependent and continue to support one another, celebrate our achievements, and learn from our collective experiences.

By staying true to our shared vision, we can achieve our individual goals and leave an indelible mark on the industries we serve. Let’s raise a virtual glass to a remarkable FY23 and the promise of FY24! Thank you again. May the journey we embark upon today be filled with growth and endless possibilities!

– Nina Harding, CVP, Americas GPS

Register here for the new Americas Partner Insiders Call on August 16 at 10:00 AM PT to hear about key solution area plays for FY24. You can also register to watch previous calls on demand.

If you weren’t able to attend Microsoft Inspire, you can watch the sessions on demand to learn more about our plans for FY24.

The Americas Partner Insiders Newsletter highlights key messages from Microsoft for the month. Use these Quick Links to go directly to the content that’s most relevant to your business:

Quick links

Modern Work and Security

SHARPEN YOUR SURFACE SELLING SKILLS WITH EXPERTZONE
ExpertZone is a learning platform comprised of quick gamified missions and stories built to get and keep you up to speed with the Surface for Business portfolio. From 101 introductions to the devices in our portfolio to deep dives into security, there’s something for everyone who wants to start or grow as a Surface seller. Check out what’s available!

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Azure

START FY24 STRONG WITH THESE AZURE SOLUTION PLAY RESOURCES FOR SMB CUSTOMERS
Our Azure focus in FY24 remains on helping customers migrate and secure their Windows Server + SQL Server workloads. Get started by exploring the latest resources to help you understand the customer opportunity and train your staff how to pitch Azure. A partner best practice is to target your existing Modern Workplace customers and pitch them Business Continuity and Disaster Recovery (BCDR) solutions and Azure Virtual Desktop (AVD).

Download the resources today!

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Business Applications

CHECK OUT THESE DYNAMICS 365 COPILOT ENABLEMENT RESOURCES
With Dynamics 365 Copilot, we introduced the world’s first AI copilot natively built-in to our CRM and ERP applications. We’ve created some awesome enablement resources for you on our enablement portal to guide any Dynamics Presales, Technical Evangelists to enable these capabilities and incorporate into customer and prospect conversations. To learn more, register for these Dynamics 365 Copilot training events today!

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Enabling an Inclusive Economy

JOIN OUR MICROSOFT INSPIRE 2023 INCLUSIVE GROWTH SESSIONS
Learn how we can collectively enable inclusive growth as a Microsoft partner ecosystem. Register for our on-demand breakout sessions and live community discussions on:

• • Driving accessible digital transformation and innovation.
  • Enabling supplier diversity and bringing impact solutions to market.
  • Leveraging community partnerships for GTM.
  • Nurturing inclusive leadership, diverse representation, and allyship within our organizations.

See the catalog for a full list of inclusive growth sessions.

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LinkedIn

UNLOCK THE SECRETS TO BREAKING THROUGH ON THE LINKEDIN FEED
Powerful creative can help businesses generate 10-20x more sales! Improving your ability to stand out on the LinkedIn feed can have a significant impact on your revenue. Read this blog to learn 10 tips and best practices for creating content that engages your audience.

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Transformation

AZURE SAVINGS PLAN IN CSP AVAILABLE IN PARTNER CENTER AS OF JUNE 15
Customers benefit from an Azure savings plan for compute, which can help them:

• • Save compared to pay-as-you-go prices on select compute services.
  • Automatically optimize savings across select services globally up to the hourly commitment.
  • Save on their terms by customizing the plan’s term length, billing frequency, and hourly commitment to fit their needs.

Azure savings plan for compute is an easy and flexible way for customers to save up to 65 percent on compute costs. Visit the readiness gallery to learn more.

STAY UP TO DATE ON THE CSP IN NCE JOURNEY WITH THE PARTNER TRANSFORMATION JOURNEY MAP
Download this journey map to see a list of the key milestones in our journey to Cloud Solution Provider (CSP) new commerce and guidance on the actions that partner organizations should take. You’ll find information about CSP new commerce capabilities that are available now and what’s planned over the coming months.

ACHIEVE MORE WITH THESE ESSENTIAL PARTNER SUPPORT RESOURCES
As a valued partner, you have access to a wealth of Microsoft resources to help you accelerate your business and achieve your goals. Read this blog in the series for details on the essential partner support resources to help you achieve more.

JOIN OUR DEDICATED INSPIRE SESSION TO UNDERSTAND WHAT THE MICROSOFT CLOUD PARTNER PROGRAM MEANS TO YOU
The Microsoft Cloud Partner Program has seen tremendous growth this year and continues to evolve. We’ve been in active listening mode and have heard how partners want the program to develop to help them better serve their customers.

Register for this on-demand Inspire session to learn how Microsoft is continuing to deploy new offers to meet the unique needs of all partner types. You’ll be among the first to hear about the upcoming changes and find out how to seize this opportunity to innovate and grow a successful business.

LEVERAGE THESE RESOURCES TO HELP YOU GROW YOUR BUSINESS
Read this blog for guidance on what you need to learn, what to assess, and how to prepare to activate the changes ahead; and continue to leverage the following resources to grow within the Program:

• • Unlock the possibilities and learn how to grow your business with the Microsoft Cloud Partner Program Playbook! As a comprehensive guide, the Playbook gives you an overview of the Program, its requirements, benefits, and partner incentives to help you take the next steps.
  • Join the conversation between Microsoft and other US partners through your journey to the Microsoft Cloud Partner Program.
  • Visit the training gallery for the resources outlined in the Playbook to learn more about the Microsoft Cloud Partner Program, including Solutions Partner designations, benefits, capability score, Partner Center dashboard, and frequently asked questions.

Have questions or need support? Create a request in Partner Center.

KNOW THE IMPORTANCE OF HAVING A SECURITY STRATEGY IN YOUR BUSINESS
Cybersecurity continues to be one of the top challenges of our digital age, and Microsoft partners play a key role in securing cloud transformations around the world. Today’s organizations need a new security model that more effectively adapts to the complexity of the digital age, embraces the hybrid workplace; and protects people, devices, apps, and data wherever they’re located.

• • The Zero Trust framework is a highly effective security model that assumes all activity—even by trusted users—could be a breach.
  • Strengthen your security posture and navigate the evolving threat landscape with Microsoft cybersecurity tools and resources, including the technical training “Security Through the Lens of Zero Trust” that’s recommended to all Microsoft partners.
  • Read this announcement to learn about the steps you need to take today to help secure your business, the partner ecosystem, and upcoming milestones and updates.

Have questions? Join these weekly Q&A sessions on security-related changes and key calls to action.

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Voices for Innovation

MICROSOFT RELEASES MILESTONE AI POLICY WHITE PAPER
Governing AI is the tech policy issue of the moment, with state and federal policymakers considering the potential benefits and challenges of this rapidly evolving technology. Microsoft recently added to the conversation by releasing a white paper, “Governing AI: A Blueprint for the Future,” which includes five key recommendations for addressing many current and emerging AI issues through public policy, law, and regulation. Learn more and access AI policy resources.

Be part of the conversation about AI and other tech policies by signing up for Voices for Innovation, the Microsoft-supported issue education and advocacy community for partners.

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Partner Resources

• • Microsoft is a national member of the Small Business Digital Alliance (SBDA).
    The SBDA provides small businesses with free tools, training, networking, and other resources—the keys to helping you innovate, grow, and succeed. Learn more and get started today!
  • Microsoft Cloud Partner Program provides the resources to help you stay engaged with your customers and take your business to the next level. Get the latest partner resources and news tailored to our Americas partners.

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Join Us for Events and Activities

• • Partner Academy webinars. Register here for upcoming and on-demand webinars designed to help you have richer conversations with your customers.
  • Partner Training Calendar. Register today for upcoming training events that will accelerate your Microsoft skills. Filter by solution area or solution play, among other options.

For more upcoming events, see the August 2023 Hot Sheet.

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Yesterday, Microsoft announced the 2023 Worldwide Partner of the Year Award recipients.  Today we are pleased to share the 2023 US Partner of the Year Award winners and finalists.  The submissions this year once again demonstrate how partners can use Microsoft technology creatively, to make a positive difference and empower our customers to do more.

Congratulations to this year’s winners and finalists, and to all our partners who have demonstrated innovation, commitment to their customers, and care for our world over this past year.

Microsoft Inspire is taking place July 18-19, 2023.

There is no cost to attend this virtual event. Don’t miss the opportunity to learn, strategize for the year ahead and network with fellow Microsoft partners and Microsoft subject matter experts.

Register for Microsoft Inspire today!