Introduction
The Microsoft AI Cloud Partner Program is designed to empower partners to achieve more, and a key component of this program is the concept of specializations. These specializations are not just badges; they are a testament to your organization's deep technical expertise and real-world experience in specific, high-demand areas of the Microsoft Cloud. In today’s competitive market, specializations offer a powerful way to differentiate your business, showcase your capabilities, and attract customers seeking specialized expertise. This blog post serves as your comprehensive guide to understanding, achieving, and leveraging Microsoft specializations to propel your business forward.
What are Microsoft Specializations?
Microsoft specializations are designed to highlight partners who demonstrate a proven ability to deliver specific solutions within the Microsoft ecosystem. They signify a higher level of competency and expertise beyond the base Solutions Partner designation. Specializations are not a separate product to purchase; rather, they are an extension of the Solutions Partner program, focusing on specific technical areas with high customer demand1. By achieving a specialization, you are not only recognized for your skills but also gain access to additional benefits that can further support your growth. These specializations are categorized under several solution areas, including Azure, Business Applications, Modern Work, and Security.
Why Pursue Advanced Specializations?
Enhanced Visibility
Advanced specializations prioritise your organisation in Microsoft’s directories, making it easier for customers to find you.
Exclusive Opportunities
Partners gain access to unique co-sell opportunities, marketing resources, and advanced training programs.
Competitive Edge
These specializations differentiate you from competitors, proving your capability to deliver specialized Microsoft solutions.
Specializations by Solution Area
The specializations are diverse, covering a wide spectrum of Microsoft technologies. Here’s a breakdown of the specializations available under each solution area:
Azure Specializations
AI Platform on Microsoft Azure
Analytics on Microsoft Azure
Build AI Apps on Microsoft Azure
Data Warehouse Migration to Microsoft Azure
Accelerate Developer Productivity with Microsoft Azure
Hybrid Cloud Infrastructure with Microsoft Azure Stack HCI
Infra and Database Migration to Microsoft Azure
Kubernetes on Microsoft Azure
Microsoft Azure Virtual Desktop
Microsoft Azure VMware Solution
Migrate Enterprise Applications to Microsoft Azure
Networking Services in Microsoft Azure
SAP on Microsoft Azure
Business Applications Specializations
Business Intelligence
Finance
Intelligent Automation
Microsoft Low Code Application Development
Sales
Service
Small and Midsize Business Management
Supply Chain
Modern Work Specializations
Adoption and Change Management
Calling for Microsoft Teams
Custom Solutions for Microsoft Teams
Meetings and Meeting Rooms for Microsoft Teams
Modernize Endpoints
Teamwork Deployment
Security Specializations
Cloud Security
Identity and Access Management
Information Protection and Governance
Threat Protection
How to Achieve a Specialization
Earning a specialization involves a structured process, primarily accessible through the Membership > Specializations section in the Partner Center. The general steps are as follows.
Meet Eligibility Requirements: You must have an active Solutions Partner designation in a relevant solution area.
Fulfill Performance Requirements: This usually involves demonstrating specific levels of Azure Consumed Revenue (ACR) or Monthly Active User (MAU) growth, depending on the specialization.
Fulfill Skilling Requirements: You must have a specified number of individuals within your organization who hold specific Microsoft certifications.
Complete an Audit or Provide Customer References: Depending on the specialization, you might need to undergo a third-party audit or provide customer references to validate your expertise
Specific Requirements
Performance
The performance requirements vary significantly between specializations. Many Azure specializations require a certain amount of ACR within the last three months. Others focus on MAU growth over the trailing twelve months (TTM).
Skilling
Each specialization has specific certifications required, and a certain number of individuals within your organization must hold those certifications.
Audits
Specializations like "Analytics on Microsoft Azure", "Build AI Apps on Microsoft Azure", and many others require a third-party audit. You can schedule audits through the Partner Center once you meet all prerequisites.
Customer References
Specializations in the Modern Work and Security solution areas often require customer references. These references demonstrate your ability to successfully deploy and manage specific technologies.
AppSource Offers
Some specializations such as "Networking Services in Microsoft Azure", "Microsoft Low Code Application Development", "Business Intelligence", "Finance", "Intelligent Automation", "Sales", "Service", "Small and Midsize Business Management", and "Supply Chain" require published offers on Microsoft AppSource.
Tracking Progress in Partner Center
You can access the specializations area in Partner Center by signing in with a Microsoft AI Cloud Partner Program partner admin role and navigating to Membership > Specializations.
Here, you can select the area you are interested in (Azure, Modern Work, Security, or Business Applications) and check your progress towards attaining any specialization. The status will show as “Not Started” until all the prerequisites are met, after which it changes to “Active.”
Understanding Azure Consumption Revenue (ACR)
Azure Consumed Revenue (ACR) is a crucial metric for many specializations. It reflects the revenue generated from customer usage of Azure services that your organization has influenced. ACR is calculated based on various partner-to-customer associations, including:
Digital Partner of Record (DPOR)
Cloud Solution Provider (CSP) direct-bill partner or CSP indirect reseller
Partner Admin Link (PAL)
It's important to note that certain types of subscriptions, such as Trial, Benefits programs, Support, and Internal, are not counted towards ACR.
Azure Consumption Revenue Fields
The calculation of ACR also involves specific fields:
Service Level 1: The highest level at which Azure services are bundled.
Service Level 2: The second-highest level based on the Azure service.
Service Level 3: The third-highest level, further specifying the Azure service.
Service Level 4: The fourth-highest level, even further specifying the Azure service.
Strategic Pillar (or Service Group 2): A grouping of Azure services according to a service subcategory.
Sub-Strategic Pillar (or Service Group 3): Another grouping of Azure services according to a service subcategory.
Service Influencer: Grouping of services based on a consumption activity.
ACR Filters for Specializations
Each specialization has specific filters that determine which Azure services and workloads contribute to the ACR requirements. Some examples include:
AI Platform on Microsoft Azure: Includes Azure AI Services, Azure OpenAI, and AI Infra.
Analytics on Microsoft Azure: Includes Azure Synapse Analytics, Azure Data Lake, Azure Data Factory, Microsoft Fabric, and Azure Databricks.
Build AI Apps on Microsoft Azure: Includes Azure AI Services, Azure OpenAI, Cosmos DB, OSS DB, SQL DB, App Platform Services, Container and Serverless Services, and Integration Services.
Infra and Database migration to Microsoft Azure: Includes Windows Server Virtual Machine ACR, Linux Virtual Machine ACR, SQL Managed Instance, SQL Database, and SQL VM ACR.
Microsoft Azure VMware Solution: Includes Azure VMware Solution, Azure VMware Solution by CloudSimple, Azure VMware Solution by Virtustream, and Specialized Compute Azure VMware Solution.
Specialization Benefits
Specializations not only recognize your expertise but also provide significant product benefits. These benefits are designed to increase the value for partners who invest in showcasing their technical skills. Once you achieve a specialization, you gain access to incremental benefits that extend until your next Solutions Partner designation anniversary date. It's important to understand that these benefits are subject to maximum cap amounts for each solution area.
Maximum Benefit Caps:
Azure: Five product benefits.
Business Applications: One product benefit.
Modern Work: Three product benefits.
Security: Three product benefits.
For example, if you have three Security specializations and then gain a fourth, you will not receive product benefits for that fourth specialization because you have met the maximum cap.
Specialization Enrollment and Renewal
Once enrolled in a specialization, your enrollment remains valid for one year until the “Valid till” date, regardless of whether you continue to meet all qualification requirements. However, to re-enroll, you need to meet all the requirements during the renewal window, which opens 60 days before the anniversary date and closes 30 days after.
Renewal Process
Year One (First Anniversary): You need to meet the qualification requirements (eligibility, performance, certifications, and offer publishing, if applicable). You do not need to pass an audit or submit customer references again.
Year Two (Second Anniversary): You must meet the qualification requirements and complete the manually validated requirements (audits or customer references).
Years Three and Beyond: The process follows the same pattern as years one and two, alternating between only qualification requirements and qualification requirements plus manually validated requirements every other year.
Reminder notifications are sent via email at multiple points in time to the Microsoft AI Cloud Partner Program partner admin role, and these notifications can also be viewed in the Partner Center.
Conclusion
Microsoft specializations are more than just badges; they are a strategic investment in your organization’s future. By achieving these specializations, you demonstrate your deep technical expertise, gain access to valuable benefits, and position yourself as a leader in the Microsoft ecosystem. Pursuing these specializations will enhance your business and drive customer value.
For further information, explore the Microsoft Learn resources and the Partner Center, which provide up-to-date details on all specializations. You can also consult the Microsoft AI Cloud Partner Program Benefits Guide for a better understanding of the benefits associated with the specializations.
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