Moving to Indirect? Giacom Helps MSPs Do It Better 

With Microsoft announcing major changes to its Cloud Solution Provider (CSP) programme for FY26, Giacom is stepping forward to support direct CSP partners through the transition — offering a seamless, industry-leading experience defined by automation, tailored onboarding, and access to deeper Microsoft resources than ever before. 

From 1^st October 2025, Microsoft will enforce new CSP authorisation requirements, raising the annual revenue threshold to maintain a direct relationship. Previously set at $300k per year, the new requirement will be $1 million. Many existing direct partners will no longer meet the new criteria, meaning they’ll need to transition to working through an authorised distributor. Microsoft believes this change will ultimately benefit those partners – and Giacom, as the UK’s largest Microsoft distributor, is uniquely positioned to ensure partners make the most of the opportunity. 

“Microsoft is making this change because it believes these partners will thrive faster through distribution,” explains Oliver Gardner, Head of Microsoft Alliances at Giacom. 

“By moving into the indirect channel, partners can immediately access a richer set of resources, support structures, and routes into Microsoft programmes they may not have had before.” 

A Seamless Transition, Built Around You 

What sets Giacom apart is its ability to make the switch simple. With automated migration tooling and bespoke onboarding programme, partners can move while maintaining operational continuity throughout. 

“We’ve built a white-glove onboarding experience that maps directly to how a partner operates today,” says Gardner. 

“We replicate their systems, align with their workflows, and handle the backend migration — so from a customer or operational point of view, nothing changes. It’s seamless.” 

Access to More Microsoft, Not Less 

One concern among direct partners is that moving to distribution means losing visibility or influence with Microsoft, but we believe the opposite is true. 

“We’re already managing relationships with Microsoft at all levels — from territory teams to global product groups,” says Gardner. 

“By joining Giacom, partners gain more Microsoft mindshare than they ever had on their own. That means greater access to funding, support, co-sell opportunities, and roadmap alignment.” 

Helping Partners Grow – Not Just Comply 

Giacom’s goal isn’t just to help partners meet new rules — it’s helping them to grow and thrive. With dedicated teams across technical pre-sales, go-to-market execution, and Microsoft incentives, Giacom helps partners scale faster, unlock new revenue streams, and take full advantage of Microsoft’s growth engines like Security, Azure, and Copilot. 

“We’re not here to just help partners transact — we’re here to help them win,” says Gardner.