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Partners should plan ahead of CSP disruption

Partners should plan ahead of CSP disruption

Microsoft’s updated Cloud Solution Provider (CSP) program requirements will redefine who qualifies to operate as a Direct Bill partner.

Announced changes will come into effect on October 1st, 2025.

For many in the channel, this raises one critical question: what’s next?

With little more than 20 weeks to prepare, partners should take proactive steps to re-evaluate current models.

For any Partner concerned of falling below the new revenue or resource thresholds, Crayon can work with you on a plan to minimise potential disruption to revenue streams and customers.

What’s changing in the CSP Program?

Starting October 1, 2025, the bar to remain a Direct Bill partner will be significantly higher.

Microsoft’s updated requirements include:

  • A minimum of $1 million USD in annual CSP billed revenue
  • 12 months of experience as an indirect reseller before applying for Direct Bill
  • At least one active Microsoft Solutions Partner designation
  • Operational and billing capability validation via automated testing
  • Full compliance with Microsoft’s Partner Center security protocols
  • An active ASfP or PSfP support plan.

These changes are about building a more capable, compliant, and cloud-ready partner ecosystem. Microsoft is signaling intent to further concentrate focus on long-term, sustainable value creation for customers in the market. The future CSP ecosystem will advance through organisations with demonstrable ability to contribute to this objective.

Yet for many partners – especially those below the revenue or resource thresholds – it means adapting, fast.

Crayon has already helped hundreds of partners adapt their business models to stay ahead of disruptive influences in the Microsoft channel. One example is Cegrid, a global provider of cloud business solutions.

Why Cegrid chose Crayon to make the switch

Cegid, a leader in business management software, serves thousands of customers across finance, retail, and HR. When the CSP program changes were announced, its leadership team acted quickly.

They saw the opportunity to simplify operations, remain aligned with Microsoft’s direction, and avoid future risk.

Cegid partnered with Crayon to manage the transition from Direct Bill to indirect reseller, without impacting service quality or customer confidence.

Here’s what that looked like:

  • Tenant and subscription migrations completed securely and on time
  • Cegid’s brand kept front and center with white-labeled support
  • Billing and provisioning automated through Crayon Cloud-iQ
  • Onboarding tailored to their business model and customer commitments
  • Microsoft compliance ensured – without disruption to customers.

The result? A future proofed CSP strategy, built for growth.

Crayon’s approach to CSP transitions

We’ve helped hundreds of partners navigate this situation. Our transition model is based on repeatable processes, personalised onboarding, and a long-term view of partner success.

Here’s what partners can expect:

  • Structured tenant and subscription transition
  • White-label delivery that keeps your brand in the spotlight
  • Onboarding designed to accelerate time-to-value
  • Access to Crayon Premium Support, we resolve most issues in-house and facilitate faster escalation with Microsoft as needed, all at a lower cost than the Microsoft Support package.
  • Automation and control via Crayon Cloud-iQ (or integrated APIs)
  • A partner success team focused on business outcomes – not just compliance.

Whether you’re considering moving to indirect or just need clarity, we’re here to help.

 

Let's talk about what comes next

Let's talk about what comes next

The CSP program is changing – but with the right approach, it doesn’t have to be disruptive.
At Crayon, we’ve built the people, platforms, and experience to guide partners through this evolution.

If you want to stay competitive in the Microsoft ecosystem, now is the time to act.

Open to exploring what Crayon can do for you?  Simply leave a few details with us, and our team will be in touch to discuss your needs.

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