01 Find the money
The 5-signal account scan
A printable 20-account scoring worksheet. Most partners find 5–15 qualified opportunities in their first 30-minute pass.
Free Playbook · For Microsoft Channel Partners
The revenue you'll close next quarter is already in your book.
A revenue-discovery guide for Microsoft VARs, System Integrators, and Technology Solutions Distributors — with the worksheet, scripts, and 90-day plan to turn your existing customer base into your strongest pipeline.
28 pages. No fluff. Instant download.
◉ Azure DevOps-native
✦ Microsoft AI Cloud Partner
✦ Microsoft Solution Partner
★ G2 Leader
★ 4x Infotech Champion
2026 Edition
Partner Revenue Playbook
The Hidden Revenue Playbook
Find untapped budget in the Azure DevOps customers you already serve — and close it in 90 days.
For Microsoft Channel Partners
7 Sections
28
Pages
5–15
Qualified opportunities
Found in most partners' first 30-minute account scan.
up to 28%
Activity-based comp
Plus a 2–3× services multiplier on every deal you close.
90 days
Signed to first deal
A week-by-week plan benchmarked against top partners.
7
Working sections
Worksheets, scripts, objection handlers, and the math.
The opportunity hiding in plain sight
"How many of your customers are running Azure DevOps right now?"
If your answer is "I don't know," you're leaving real money on the table — not theoretical pipeline, but approved budget your customers are already spending on workarounds.
Every ADO customer in a regulated industry is paying 3–5 full-time staff to maintain requirements in Word and Excel, rebuild traceability matrices by hand, and scramble through audit prep. That spend could be flowing through you.
This playbook shows you how to find it, qualify it, and close it — in 90 days.
What's Inside
Seven sections. One real plan for next quarter.
Not a product brochure — a working playbook you can run the same afternoon you download it.
02 Have the conversation
Scripts that surface pain fast
Word-for-word outreach email, seven discovery questions that surface pain in 20 minutes, and handlers for all six objections you'll hear.
03 Run your own math
The economics calculator
Activity-based compensation up to 28%, a 2–3× services multiplier, and multi-year prepaid deal math — with a plug-in-your-numbers worksheet.
04 Execute in 90 days
The week-by-week plan
From signed agreement to first closed deal, benchmarked against what successful partners actually do.
05 Make the case
The business-case builder
A ready-to-send ROI one-pager that frames the cost of the status quo in your customer's own numbers — so the budget conversation is easy.
06 Know how you get paid
The partner economics map
Margin tiers, marketing development funds, and co-sell incentives laid out plainly, so you know exactly what every closed deal is worth to you.
07 Make it repeatable
The scale-it system
Turn one win into a motion you run across your whole book — templates, hand-off checklists, and the metrics to track quarter over quarter.
Why Now
2026 is a compliance tidal wave. Your customers are already feeling it.
If your customers ship software in a regulated industry, they have an audit deadline they cannot miss — and a budget already approved to meet it. The partner who shows up first wins the deal. The playbook shows you how to be that partner.
DORA
EU financial resilience
FDA QMSR
Medical device quality
ISO 26262
Automotive safety
DO-178C
Airborne systems
NERC CIP
Energy & utility
+ more
Every regulated sector
Get Instant Access
The whole playbook, free.
Tell us where to send it and the playbook is yours.
- ✓ 20-account scoring worksheet you can run today
- ✓ Outreach email, discovery questions & objection handlers
- ✓ A plug-in-your-numbers economics calculator
- ✓ The week-by-week 90-day execution plan
Questions
Before you download.
Microsoft VARs, System Integrators, Technology Solutions Distributors, and MSPs — any partner with existing customers running Azure DevOps.
No. It's a working playbook: a scoring worksheet, discovery scripts, objection handlers, an economics calculator, and a week-by-week 90-day plan.
No — the account-scanning and discovery frameworks work on day one. If you want to monetize what you find, the playbook explains how the partner program pays.
Partners who follow the plan typically have 1–2 closed deals and 3–5 active opportunities by Day 90.
The revenue is already in your book.
You just have to go find it. The playbook shows you how.
Want to talk first? Reach our partnerships team directly at ron.alltree@modernrequirements.com or explore the program at modernrequirements.com/partnerships.
