For years, MSPs have said the same thing: Microsoft distribution can feel impersonal, complex, and slow. That feedback has shaped the launch of Climb’s new Microsoft Growth Programme – a complete rebuild of our MSP offering designed to simplify Microsoft, strengthen support, and make growth easier for partners. 

At Climb Channel Solutions, we’ve rebuilt our Microsoft MSP framework from the ground up, shaped directly by the voices of MSPs. We listened to what partners were saying across forums, feedback channels, and real-world conversations, and we designed a programme built on six clear pillars: strategic growth planning, Partner Centre optimisation, licensing and e-commerce, Surveil optimisation, professional services and support, and onboarding without the guesswork. 

Kyle King, Campaign Marketing Manager, sat down with Chris Stewart-Smith, Microsoft CSP Business Development Manager, to talk about what inspired this rebuild, how it’s different from traditional MSP programmes, and why people – not platforms – are at the centre of it. 

Kyle: How did partner feedback highlight that something wasn’t working in traditional Microsoft MSP programmes? 

Chris: “It started with a simple question: what do MSPs actually want from distribution? 

We used AI tools and direct engagement to build a full picture, asking MSPs everywhere, “What frustrates you about Partner Centre? How could a distributor help you differently?” Over weeks, those conversations built a clear pattern. Partners wanted enablement that was specific, structured, and actually useful. 

We listened to what MSPs are saying and we’re responding to it properly. These are businesses that are proud of what they deliver: they plan, they build, they grow with their customers. They just want that same kind of partnership reflected back from a distribution partner.”

Kyle: What gap do you think Climb is filling with this new MSP programme? 

Chris: “Distribution is at a crossroads. Margins are tighter, and automation dominates every conversation. But what happens if you flip that on its head…if you help MSPs do more, with more? That’s what we’ve done. We’ve built a framework where experienced, knowledgeable people guide partners towards growth. Automation and platforms have their place – ours are first-rate – but people are what make progress happen. “

Kyle: How would you describe Climb’s philosophy when it comes to working with MSPs? 

Chris: “Climb isn’t a traditional distributor. We want to bring partners disruptive technologies, deeper conversations, and genuine collaboration. 

Our secret sauce is our people. Look them up on LinkedIn – you’ll find decades of channel experience across the team. That’s not something you often see in distribution. When you speak to us, you’re speaking with people who’ve been where you are and understand the challenges first-hand. “

Kyle: How important is having real, UK-based technical support? 

Chris: “It’s a big deal, and something we’re genuinely proud of. You can visit our offices in Devon and meet the people who handle your sales, operations, and support. We know our partners personally, and we like it that way. 

For many MSPs, that level of access is a surprise, especially if they’ve been dealing with outsourced support or offshore call centres. When something matters to your business, you want to talk to someone who’s accountable, not just available. “

Kyle: How does this programme help MSPs build long-term success with Microsoft, not just short-term wins? 

Chris: “Here’s an example. When Microsoft introduces a major change, the sales team needs to understand it well enough to talk to customers. The technical team needs to know how it affects deployment. And ideally, someone should have already prepared customer-ready comms explaining it clearly. 

If that isn’t happening, all that work falls on a single over-stretched CTO or architect, and that’s just not sustainable. 

Our framework brings structure to all of that. It ensures partners stay informed, aligned, and supported, so they can focus on growing their business instead of chasing information. “

Kyle: What do you wish Climb’s customers knew about Climb’s Microsoft practice? 

Chris: “Typically, distributors sell 80-90% CSP – mainly Microsoft 365 licenses, with a small amount of Azure. At Climb, it’s the opposite. Roughly three-quarters of the Microsoft we distribute is Azure. 

That should tell you something: we’re exceptionally strong in Azure. 

Many MSPs see Azure as the hard part and Modern Workplace licensing as the easy part – and that’s fair. But we’ve built a team that genuinely understands Azure inside out. It’s where our experience, our technical capability, and our support all come together. “

Kyle: What’s the single biggest difference an MSP will notice in their first 90 days working with Climb? 

Chris: “The onboarding experience. We call it ‘onboarding without the guesswork.’ The feedback we get most often is surprise, because the expectation is that change will be slow, admin-heavy, and painful. It isn’t. Our team handles the setup, the training, and the support. And if you get stuck, there’s live chat built directly into the platform, so you can get the answers you need straight away. That kind of support just isn’t something most distributors offer, and it sets the tone for everything that follows.” 

Kyle: What does success look like 12 months from now – for Climb and for the partners you support? 

Chris: “For me, success is simple: more conversations. We’ve been our own best-kept secret for too long. There are plenty of distributors who lead with automation. We lead with people. 

Twelve months from now, I want more MSPs to be experiencing that difference, growing faster, unravelling Microsoft together with us, and finding that distribution can be a partnership, not a process. “

Kyle: What would you say to an MSP who’s been burned by a hands-off distributor before? 

Chris: “Ask us one question: “What Microsoft changes should we have been told about in the last two months?” If everything we tell you is old news, then maybe you’re already getting great support. But if it’s not, you’ll see right away how we’re different. “
 

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Climb’s Microsoft Growth Programme for MSPs was designed to put partnership back at the heart of distribution. From strategic growth planning to Partner Centre clarity, onboarding, and cost optimisation with Surveil, every pillar is built around one goal: making Microsoft easier, clearer, and more rewarding for MSPs. 

If you’d like to learn more or talk through the programme in detail, get in touch with Chris Stewart-Smith. 

Together, we’ll make your Microsoft CSP programme easier to manage and more rewarding for your business.