The 2026 Microsoft co-sell momentum is real

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