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Sell productivity. Sell AI.
Sell both.

Microsoft 365 and Copilot are the fastest-growing partner opportunity in ANZ. Tech Data gives you the bundles, programs, and enablement to position AI-powered productivity into every customer conversation, from SMB through to mid-market.

MARKET OPPORTUNITY

AI is already changing how customers work.

SMB workers aren't waiting for permission, they're already adopting AI. Partners who help customers do it intentionally are winning. Use these data points in customer conversations.

78%

of SMB workers already use AI in their roles
Microsoft & LinkedIn Work Trend Index

90%

say AI saves them time and makes them more productive
Microsoft & LinkedIn Work Trend Index

61%

still need an AI vision and an implementation plan
Microsoft & LinkedIn Work Trend Index

$2B+

still need an AI vision and an implementation plan
 Microsoft & LinkedIn Work Trend Index 

COPILOT CATALYST PROGRAM

Selling Copilot just got easier.

Copilot is Microsoft's biggest product launch in a decade, but selling it requires more than just a SKU. Customers want use cases, ROI proof, and a clear adoption pathway before they commit.

The Tech Data Copilot Catalyst Program gives you the playbook: bundled commercial pricing, pre-built customer envisioning workshops, ROI calculators, and the technical guidance to position Copilot for SMB and mid-market customers with confidence.

Copilot Benefits (1)

MODERN WORK SOLUTION AREAS

Beyond Copilot, the full Modern Work portfolio.

Modern Work is more than Copilot. Microsoft 365's productivity, communication, and collaboration stack is the entry point for most customer relationships — and where partners build long-term recurring revenue.

AI

Microsoft 365 Copilot

Customers who buy Copilot rarely buy it standalone — they buy or upgrade M365 alongside it. The single highest-velocity productivity opportunity in the partner ecosystem right now.

Foundation

Microsoft 365 (E3 / E5)

The bedrock of every Modern Work practice. E3 covers core productivity; E5 unlocks advanced security, compliance, voice, and analytics — a major upsell opportunity.

Communications

Teams Phone & Premium

Cloud calling and meetings consolidated into Teams. A meaningful margin opportunity for partners who can replace legacy PBX and standalone meeting platforms with a unified Microsoft solution.

Frontline

M365 F1 / F3 Frontline

Frontline worker SKUs designed for retail, hospitality, healthcare, and field-service customers. A large, often-underserved segment for partners who can package and deploy correctly.

Devices

Surface & Modern Endpoint

Surface devices, Microsoft Intune, and Windows Autopilot — the device and management layer that completes a Modern Work proposition for hybrid workforces.

Engagement

Viva Suite

Microsoft Viva for employee experience, learning, insights, and engagement. Particularly relevant for customers focused on hybrid work culture and retention.


HOW WE SUPPORT YOU

Specialists who know CSP.

Modern Work is the most competitive Microsoft solution area, partner success depends on margin discipline, renewal management, and the ability to upsell into higher SKUs over time. We help with all three.

funding
CSP commercial expertise

Pricing models, NCE billing motion, annual vs monthly commitments, partner-of-record management. Our team works CSP every day — we know how to optimise commercials for both you and your customers.

Platform
StreamOne automation

Provision, suspend, upgrade, and bill M365 and Copilot subscriptions through StreamOne. Less time on tenant admin means more time on customer conversations and upsell opportunities.

Practice Builder
Customer envisioning support

Pre-built Copilot workshop kits, ROI calculators, and use case discovery frameworks. You bring the customer; we bring the structure to convert envisioning into a signed deal.

Grow-1
Solutions Partner Designations

Achieve and maintain Solutions Partner status for Modern Work. We coordinate the skilling, customer success scoring, and capability evidence Microsoft requires to unlock benefits and incentives.


WHERE PARTNERS WILL WIN

Customer scenarios driving Modern Work growth.

The opportunities your peers are winning right now in ANZ. Each is a credible practice area worth focusing capability around.

AI Adoption

Copilot envisioning & deployment

Customers who've heard about Copilot but don't know where to start. Partners who run a structured envisioning workshop, identify high-value use cases, and deploy with adoption support are turning these into long, sticky engagements.

Upsell

E3 to E5 customer migrations

E5 unlocks advanced security, compliance, voice, and analytics. Existing E3 customers represent the most efficient upsell motion in M365 — with significant ARPU uplift and longer-term renewal stability.

PBX Replacement

Teams Phone consolidation

Customers retiring legacy PBX systems in favour of Teams Phone. A clean partner motion that combines licensing, professional services, and ongoing managed services into a single value proposition.

Frontline

F1 / F3 frontline rollouts

Retail, hospitality, healthcare, and manufacturing customers with large frontline workforces. Microsoft has invested heavily in frontline-specific tooling — an underserved segment ready for partner attention.


Ready to grow your Modern Work Pratice?

Whether you're closing a Copilot deal this month or building a long-term M365 practice, our ANZ Modern Work team is ready to help.


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