Further, customers can expect more hand-offs to partner-led engagements, given that Microsoft is already pushing customers toward its partners for FY27 (which began July 1, 2026) when it comes to AI, security, cloud modernization, Copilot, agents, and managed services, Randall said. The company is also offering partners higher margins for growth in certain AI workloads.
“To prepare for these shifts, customers should reflect and document their Microsoft account and support teams,” Randall advised.
By that he meant enumerating things like the support contacts, the partner contacts, and the escalation paths for issues. This information should be well-documented and shared internally, he said. The same goes for Microsoft-involved conversations having to do with any kind of commitment, such as those involve pricing assumptions, roadmap dependencies, or deployment milestones.
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