Start with their pain points. Most SMBs care about productivity, security and cost. Microsoft 365 bundles those into one solution that includes email, collaboration, device management and built-in security at a predictable monthly cost.

Business Premium is the sweet spot for SMBs. It includes everything in Business Standard plus advanced security features like Intune, Azure AD Premium and Defender for Business. It’s ideal for customers with remote teams or compliance needs.

• Security conversations: Use Microsoft Secure Score or attack simulation tools to show gaps.
• Teams Phone: Many SMBs still use legacy phone systems—Teams Phone can modernize that.
• Microsoft 365 Copilot readiness: Help customers prepare for AI by ensuring they’re on eligible SKUs, have strong data governance and are utilizing free Copilot Chat with their Microsoft 365 subscription.

You can increase seats anytime, but reductions must wait until renewal. Make sure customers understand this upfront to avoid surprises.

Yes! Microsoft offers partner incentives through the Partner Center. These vary by region and product, but Microsoft 365 Business Premium and Defender SKUs are often a focus.

• Microsoft partner playbooks
• Strategic service offers through Pax8 Professional Services
• Partner Center Insights
• Microsoft Level Up CSP training with Pax8 Academy

Subscribe to the Partner Center announcements, join Microsoft Partner Community forums and attend Pax8’s monthly Microsoft partner calls. You can also follow the Modern Work and Security GTM Yammer group for curated updates.

1. Ensure they’re on eligible SKUs (e.g., Microsoft 365 Business Standard or Premium).
2. Help them clean and secure their data in SharePoint, OneDrive and Teams.
3. Educate them on responsible AI use and governance.