‘We’re Here To Translate Microsoft To Human’: Sherweb Program Helps MSPs As Microsoft CSP Program Evolves

‘The biggest challenge MSPs have has never been selling Microsoft products, it’s understanding Microsoft itself. We’re here to translate Microsoft to human,’ says Alexandre Laflamme, programs and sales incentives manager at Sherweb.

As Microsoft reshapes its Cloud Solution Provider (CSP) program into the Microsoft AI Cloud Partner Program (MAICPP), Sherweb is stepping up to help MSPs succeed through the transition.

The Canada-based distributor this week announced a full-scale initiative to guide partners through the changes, which include higher revenue thresholds, new compliance standards and a performance-based incentive model that could leave some MSPs without access to cashback rewards and other benefits.

“This becomes a huge fork in the road for MSPs,” Alexandre Laflamme, programs and sales incentives manager at Sherweb (pictured), told CRN in an interview. “Historically, the question was: go direct or go indirect? But today, that decision isn’t just about discounts, it’s about risk, complexity and business viability.”

Under MAICPP, direct CSPs–those who purchase licenses straight from Microsoft–must now meet much stricter requirements, including solutions partner designations and higher revenue and security standards. However, indirect MSPs working through distributors like Sherweb can qualify for incentives with fewer barriers, including earning 25 Partner Capability Score points, often achievable through certifications alone.

“Microsoft is making it at least three times harder to be a direct CSP come October,” Laflamme said. “Meanwhile, they’ve made it 10 times easier to go indirect. They’re clearly signaling where they want the majority of partners to go.”

The shift comes as Microsoft reduces internal partner support staff and leans more heavily on distributors to manage and educate its sprawling partner network, “They want to offload that partner enablement burden to people like us,” he said. “And we’re ready for it.”

Additionally, Sherweb is launching Accelerate Microsoft, a new consultation program that pairs MSPs directly with experts who help with licensing, clean up Partner Center accounts and plan for long-term growth with Microsoft.

“The biggest challenge MSPs have has never been selling Microsoft products, it’s understanding Microsoft itself,” he said. “We’re here to translate Microsoft to human.”

Eric Veenendaal, founder and CEO of Canada-based MSP Convverge, said with the Microsoft CSP program evolving so quickly, it wasn’t just a question of whether he understood the changes but rather making sure he was approaching them the right way.

“Sherweb provided us with their insights, validated what we were already doing and recommended adjustments where it made sense,” Veenendaal said in a statement. “Their perspective has provided tremendous value to Convverge.”

When working with Sherweb, partners can expect to navigate security and billing compliance requirements, build Partner Capability Scores using low-barrier certifications, unlock operational efficiencies using tools like Microsoft Lighthouse and Office Protect and qualify for cashback and funding programs

“There’s a misconception that it’s hard to qualify. But starting this October, it’s easier than ever,” he said. “For most MSPs, getting certified is the fastest route to that 25-point PCS baseline. That unlocks cashback eligibility for the entire year, no annual fees or no massive hurdles.”

Previously, smaller MSPs relied on Microsoft’s Silver partner designation to earn cashback, according to Laflamme. But with that program ending in January, many have assumed the door is now closed. But it’s not.

“We’re telling indirect partners who gave up back in 2022: come back. It’s easier now. Don’t leave that money on the table,” he said. “Our goal over the next 18 months is to be the Microsoft Partner Advisor, not just for Partner Center but for everything Microsoft. There’s too much misinformation out there and partners need a reliable source who can tell them what’s real, what’s required and what’s next.”