Philippe brought a unique perspective to the table. Micrologic not only operates as a managed service provider – they also resell, provide services to customers, and build programs to engage other companies as MSPs in the Micrologic cloud offering. This illustrates a core truth: your partners are often playing multiple roles in the ecosystem. The most effective programs acknowledge this complexity and are built with flexibility in mind.
The best programs reflect the reality of partners’ day-to-day challenges and are flexible enough to evolve with them.
Diane reminded us that the goal of any partner program – whether MSP-focused or otherwise – is company impact. Whether that’s growing sales, expanding market reach, or improving customer outcomes, the impact to your organization must be tangible and measurable. Make sure your internal stakeholders understand the strategic contribution your MSPs are making. That recognition fuels continued investment and executive support.
If your partners are making an impact to your company, and no one knows about it, you’re not getting any budget for partner activities.
Gone are the days when raw sales told the whole story. Traditional metrics like sales volume or number of customers onboarded are important, but they’re not the whole story. Philippe and Diane emphasized a multi-dimensional approach to measuring MSP success, including:
Tailor your performance metrics to reflect the outcomes that matter most to your business – and communicate to your partners what success looks like.
One of the standout lessons from Philippe’s commentary is that MSP programs aren’t one-size-fits-all. Programs should evolve alongside your partners’ business models. What works in a mature market may not apply in emerging ones, and your partners’ needs will change as they grow. Regular feedback loops and advisory councils are a great way to keep your finger on the pulse of what partners need now.
Things are always shifting. The program you build needs to adapt or it will become irrelevant.
Building a successful MSP program is as much about culture as it is about structure. Transparency in incentives, expectations, and performance reviews fosters a sense of trust and long-term commitment. Partners want to feel like they’re part of your business, not just a means to an end. Clear expectations, fair treatment, and open dialogue go a long way.
If your partners feel like just another number, you’re doing it wrong.
MSP programs are a critical, and increasingly strategic, part of the partner ecosystem. Whether you’re building your first one or evolving a mature model, it’s essential to think holistically, measure consistently, and communicate often. A big thank you to Philippe Bellard for his real-world insights and to all our attendees for their fantastic questions.
Want help designing or updating your MSP program? Visit the PartnerPath resource center or schedule a call with Diane. We’d love to talk with you.
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