Getting the Most Out of Microsoft: Why Your CSP Partner’s Relationship with Microsoft Matters

By Chris Weinfurt, Microsoft Alliance Manager, Synergy Technical

When you think about choosing a Microsoft licensing partner, you probably ask questions about cost, support, and responsiveness. But here’s something most customers don’t think to ask—how well does your CSP partner understand the Microsoft ecosystem itself?

I’ve worked inside an LSP. I’ve seen the difference between partners that transact with Microsoft and those that know how to navigate Microsoft. At Synergy Technical, my job as Microsoft Alliance Manager is to make sure we fall into the second category—every time.

That means we don’t just process licenses. We unlock the full potential of the Microsoft partnership to deliver value to our customers.

Read The Ultimate Guide: What is Microsoft CSP?

The Microsoft Ecosystem Is Complex—And Powerful

Microsoft doesn’t just sell software. It runs partner incentive programs, co-op funds, solution assessments, technical enablement resources, partner designations, co-selling frameworks, and dozens of evolving motions. These can feel like alphabet soup—but when you understand how they work together, you can do more for your customers.

The truth is, most CSPs don’t take the time to really understand this. It’s a missed opportunity.

What an Effective Microsoft Alliance Manager Actually Does

At Synergy Technical, I spend my time making sure we know how to leverage Microsoft—from both a programmatic and strategic standpoint—so our customers benefit. That includes:

• Understanding the latest changes in Microsoft’s commercial programs (like CSP NCE, multiparty private offers, or licensing transitions)
• Making sure we’re aligned with the right Microsoft field teams on customer opportunities
• Navigating funding programs that can reduce costs or accelerate project timelines
• Resolving questions when licensing gets murky—and Microsoft documentation doesn’t tell the whole story

When our delivery teams or sales teams run into a question that doesn't have a clear answer, they come to me. Not because I have all the answers—but because I know how to get them.

Why This Matters to You as a Customer

Even if I’m not the person you talk to directly, the work I do affects the experience you have with us as your CSP partner.

• When you get access to Microsoft-funded assessments—it’s because we knew the program was available and aligned you with it.
• When we tell you a licensing model is changing before your LSP does—it’s because we’re plugged in.
• When your sales rep gets you a clear answer on whether a feature is included—it’s often because I chased down the program documentation or escalated to Microsoft on your behalf.

We don’t believe in “check the box” licensing. We believe in connected licensing—where strategy, service delivery, and Microsoft alignment all work together.

You deserve a Microsoft partner who understands more than just SKUs and portals. You deserve a partner who understands the Microsoft ecosystem deeply enough to turn its complexity into your advantage.

That’s my job. And it’s why I believe that behind every great CSP is someone who knows how to work Microsoft from the inside.

If your CSP can’t explain what programs you're eligible for—or why Microsoft changed something—you’re missing out. And I’d argue: you deserve better.

Ready to transform your licensing strategy? Contact us today to schedule a consultation, learn more about the Microsoft CSP licensing benefits, or start optimizing your Microsoft cloud services with a trusted partner by your side. Let’s modernize your cloud journey together!