From 1 November 2025, Microsoft will update the way it prices Online Services under volume licensing agreements. Enterprise Agreements (EA), Microsoft Products and Services Agreement (MPSA), and Online Services Premium Agreement (OSPA) contracts will all move to a single, standardised pricing model aligned with the public prices shown on Microsoft.com.
This marks a continuation of Microsoft’s efforts to simplify licensing and provide consistency across its cloud offerings. While some customers may experience price adjustments as a result, the change also creates clarity and helps ensure that pricing for Online Services is consistent regardless of a customer’s entry point.
For partners, this adjustment opens the door to new opportunities. Here’s what you need to know.
What’s actually changing
Microsoft is removing volume-based pricing tiers from Online Services agreements. Previously, EA and MPSA customers could receive different discount levels based on organisation size (Levels B, C, and D). From November 2025, all Online Services under these agreements will follow Level A pricing, which matches the Microsoft.com list price.
The change will take effect either at the point of renewal or when a customer adds new Online Services not currently listed on their Customer Price Sheet.
It’s also worth confirming what isn’t affected. On-premises software pricing remains unchanged, as do government and education-specific agreements, which continue to follow their own dedicated structures.
Why this matters for customers
Early analysis suggests that many organisations on EA or MPSA agreements could see cost increases in the range of 6–12%, depending on user counts and the mix of Online Services in use. The exact impact will of course vary, and each business will need to review its unique circumstances at renewal time.
The bigger picture is that customers lose the variable pricing tied to volume. Instead, they will have a clear and predictable reference point in Microsoft.com list pricing. That brings transparency, but it also increases the importance of active licence planning. Renewals will need closer attention, and IT and procurement leaders may wish to re-evaluate which licensing route best supports their commercial and operational goals.
A new opening for partners
One of the most significant outcomes of this change is that Cloud Solution Provider (CSP) models now stand on equal footing with EA in terms of core pricing. This means that partners can position CSP as a viable alternative for organisations of all sizes, not just SMB, and emphasise the flexibility and service choice that comes with it.
In practice, this means customers may be more open to considering a CSP approach than they have been in the past. Partners can help them weigh the benefits of CSP’s flexibility in billing and terms, compare it with the structure of an EA renewal, and determine which route offers the right balance of value and agility.
Where partners can add value
Rather than focusing purely on headline pricing, the partner role is to act as a guide through the decision-making process. This is where new opportunities emerge:
- Licence optimisation: Many enterprises have unused or under-assigned licences. By running a thorough health check, partners can help identify these gaps and show ways to align licence counts with actual usage.
- EA-to-CSP migration planning: For some organisations, shifting from EA to CSP will make sense. Managed migration services, tenant optimisation, and rollout support turn partners into trusted advisors rather than simple resellers.
- Flexibility and responsiveness: CSP agreements allow businesses to make regular adjustments, which can be beneficial in industries with fluctuating headcount or evolving digital priorities.
- Broader value-added services: Partners can bundle licensing guidance with consulting around security, compliance, adoption, and training, helping customers maximise the value of their Microsoft investment.
How we support our partners
We’re already working with partners to prepare for these changes well ahead of November 2025. Our role is to make sure partners have the tools, expertise, and insights they need to have informed conversations with their customers.
- SCOUT for optimisation: Run detailed checks on EA tenants to uncover unused or misallocated licences so customers understand where they stand before renewal.
- Migration frameworks: For organisations ready to explore CSP, we provide step‑by‑step support, helping partners design roadmaps and deliver migrations with confidence.
- Training and enablement: So that partners can speak to customers about the new model with clarity and reassure them about their choices.
- Expanded services: From cloud consulting and configuration to managed services, Infinigate helps partners build beyond licensing into longer-term value partnerships.
Looking ahead
Microsoft’s November 2025 update is a structural adjustment designed to bring consistency to Online Services pricing. While it may introduce new considerations for customers, it also creates a clear role for partners to step in and provide guidance on the best licensing paths forward.
Now is the time for partners to start speaking to their customers, review existing agreements, and plan ahead for renewals. Infinigate is here to support that process, making sure you have the insights, tools, and services needed to help customers see beyond price points and make confident, strategic choices about their Microsoft investments. If you want to find out more, please reach out to your Business Development Manager or email our Microsoft Specialists directly at microsoft@infinigate.cloud.