Partner-Led vs. Active Co-sell: How to Choose the Deal

When you submit a deal in Microsoft Partner Center, you're asked to choose a deal type:

• Active Co-Sell
• Partner-Led
• Private

This choice doesn’t just affect internal reporting — it dictates how Microsoft sees and engages with your deal.

Use it strategically, and Microsoft becomes a multiplier. Use it poorly, and your deal disappears into the noise.

In this post, we’ll break down the difference between Active Co-Sell and Partner-Led — and how to choose the right one based on your deal and goals.

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What Do These Deal Types Mean?

Let’s clarify each one in simple, practical terms:

Private Deals — Just Don’t

Private = “We don’t want help from Microsoft” + “We don’t want Microsoft to see this deal.”

This deal is basically invisible.

🛑 Avoid using this option. It provides no co-sell value and tells Microsoft nothing about your pipeline or priorities.

Partner-Led — Show Microsoft What You’re Working On

Partner-Led — Show Microsoft What You’re Working On

Partner-Led = “We don’t need help right now, but we want Microsoft to know about the deal.”

Use Partner-Led when:

• You’re managing the deal end-to-end

• You want Microsoft awareness in case the customer asks

• You’re expanding customer reach and want to show impact

📌 Why it matters:
This keeps Microsoft reps informed — which helps avoid “channel conflict” (where they unknowingly suggest competing partners). It also builds visibility for your team and your influence with shared customers.

Active Co-Sell — Ask for Help (and Get It)

Active Co-Sell = “We’re inviting Microsoft to take action on this deal.”

When you choose this option, you’ll be prompted to:

• Specify what help you want (e.g., customer intro, technical validation, budget alignment)

• Provide customer contact info

• Write notes that help the seller act

Use Active Co-Sell when:

• You need Microsoft to accelerate, connect, or validate the deal

• You’re engaging in joint selling or field alignment

• The customer has MACC budget or the solution is transactable via Azure Marketplace

💡 And yes — every active Co-Sell deal gets routed to a Microsoft seller, regardless of the help type you select.