The 2026 Microsoft co-sell momentum is real
Partners are landing meetings, pipelines are growing, and it’s only January.
Co-Sell Field Notes: Notes from a $68M Microsoft Co-seller
Web-based version can be read here: www.barrontech.kit.com/the-2026-microsoft-co-sell-momentum-is-real
Hey there,
I finally sat down after what feels like forever.
The first couple of real weeks of 2026 have been intense — in a good way.
It’s feeling like the economy is starting to pick back up for those of us in tech sales:
- Conversations are happening again
- Budgets are unlocking
- Use cases are piling up that need to get done
It’s early, but I think this is going to be a really strong year for business. We know who’s in the Oval Office, strategies are being set, and it feels like the next two years will be great for execution. (Yes, I know there are three years left in Trump’s term — I just think the final year will be more about maintaining than moving.)
Anyway — onward! 👇
💡 What’s working in the Microsoft world right now:
- Industry-specific offerings
- Teams messages > emails (faster responses, better engagement)
- Being easy to work with
- Upper SMC focus vs. EOU
🚫 What’s not working:
- Generic “we do [insert tech]” messaging
- Over-reliance on email
- Being hard to work with (had to say it 😅)
- Copilot-only solutions — Azure AI Foundry is quickly becoming more important
Just this past week, one of my clients — a 20-person Microsoft partner — followed this exact playbook.
The CEO reached out to 20 targeted Microsoft sellers with an industry-specific M365 offering.
Result? Three SMC meetings booked to plan co-sell activities.
Assume 1–2 of those turn into $30–50K initial opportunities… that’s $30–100K in new pipeline, from one focused outreach effort.
You love to see it.
Hope your year’s off to a strong start. I’d love to hear what you’re seeing out there — reply and let me know what’s working (or not) in your world.
Happy Co-Selling,
Matt Barron
P.S. All previous emails can be read here: www.barrontech.kit.com