Guide to co-selling in Partner Center (PC) for partners migrating from Partner Sales Connect (PSC)

Appropriate roles: Account admin | Referrals admin | Partner Sales Connect (PSC) seller | Partner Sales Connect (PSC) admin | Partner Sales Connect (PSC) deal manager

This article provides guidance for partners migrating from Partner Sales Connect (PSC) to Partner Center (PC) so they can continue to create and manage co-sell deals in Partner Center.

Note

If you are here because you saw a banner in PSC about the migration, you are in the right place. This guide is not applicable for Solution Assessment (SA) and OEM licensing business partners managing their deals in PSC.

Important

Starting April 1, 2021 your company will not be able to create or edit deals in PSC. You will still be able to download the existing deals data using the bulk export capability in PSC. You can also migrate open deals from PSC to Partner Center after this date.

If there are deals that you are actively working on that contain IP co-sell incentive eligible solutions, you have two options:

1. Mark the deal as won and complete deal registration in PSC before March 31,2021.
2. Migrate the deals to Partner Center so that you get more time to work on the deal and to start deal registration.

As you know, company will lose access to PSC after April 30, 2021. However, you will still find everything you want to do in Partner Center, such as create co-sell deals, manage your deals, and act on deals sent to you by Microsoft sellers.

There will be differences, however. The following guidance can help make your transition to Partner Center smoother and more straightforward.

Before you move, things you need to know

If you are a PSC admin

  • You need a work email to sign in to Partner Center.
  • Set up your account with the help of the Partner Center account admin.
  • Learn how to co-sell in Partner Center by reading this document.
  • Set up user accounts in Partner Center for all your PSC users (Admin, Deal manager, and Seller roles) and assign them referral admin roles.

Important

Make sure the Microsoft Partner Network (MPN) ID shown in the PSC banner is available in the list of MPN locations in Partner Center.

Image showing the PSC banner where the partners can find the MPN ID.

To verify the MPN ID appears as a Partner Center MPN location, sign in to the Partner Center dashboard, then select Settings (the Gear icon) at the top-right of the screen, followed by Account Settings. In the second-level, left-navigation menu, select Locations to see the list of all MPN IDs and locations associated with the Partner Center account.

If you are a PSC deal manager or seller

  • You need a work email to sign in to the Partner Center dashboard.
  • If you are using a non-work account in PSC or your work email is for a different company than the partner company, contact your PSC admin for account set-up help.
  • Check with your PSC admin if your Partner Center account set-up is complete irrespective of the account that you use to sign in to PSC.
  • Verify if you have access to Partner Center and the Referrals section.
  • Read this document to understand the workflows and the changes in Partner Center.

As an admin in PSC, these are your next steps

From the Partner Center left-navigation menu, select the Referrals option. Confirm you can access the Referrals pages.

Note

You might have to sign out of Partner Center and sign back in to refresh your credentials for access to the Referrals pages.

If you don’t see the Referrals option on the Partner Center menu or Referrals-related pages, contact your company’s account admin and ask them to give you access to the Referrals option and related area.

To find your company's account admin:

  1. Select Account settings from the gear icon at the top-right of the Partner Center dashboard.

  2. Select User management from the second-level, left navigation menu.

  3. At the top of the user list, select the Filter drop-down menu. Change the option to Account admin.

    The page will display all the account admins with their respective email addresses. Email one of them and ask them to assign the referrals admin role for your work account.

Image showing the account admins in the partner settings user management page.

Important

  • If your role only involves managing users in PSC, ask your company's account admin to assign you the account admin role in Partner Center.
  • If your role also includes managing co-sell opportunities, ask to be assigned the referrals admin role.
  • It's a good idea to also nominate one change management lead among the PSC admins. Doing so will prevent all PSC admins from having to reach out individually to Partner Center account admins. Instead, the change management lead can then be the primary person working with the Partner Center account admin.

User migration

After you have set up your account in Partner Center, use the user migration wizard in the co-sell opportunities page to auto-assign Partner Center roles to employees of your company.

Note

User migration can only be performed by account admins of your company. If you don't have the account admin role, find an account admin who can help set up the user accounts with the help of the user migration wizard.

Image showing the user migration wizard.

Account admins will see a PSC user migration wizard link in the co-sell opportunities page next to the referrals guide. They can initiate the user migration by selecting the link. To initiate the user migration, admins can select the link. They can perform this user migration step multiple times until all users are assigned proper roles in Partner Center.

The user migration table has the following details:

  • User account - Email ID of the employee
  • PSC partner account - The account to which the employee is associated with in PSC
  • PSC user role - One of the three roles assigned to in PSC.
  • PC MPN location - The location for which the user will be given relevant Partner Center (PC) roles. The PSC partner account MPN is used to find the equivalent MPN location in Partner Center to assign permissions. Entire organization denotes the vOrg MPN ID.
  • PC user role - Employees are assigned roles based on their PSC user roles. Admin in PSC will be assigned Referrals admin roles in Partner Center. Seller will be assigned referrals user role in Partner Center. Learn more about the Partner Center roles and what users with these roles can do in Partner Center here
  • PC AAD Tenant - the Microsoft Azure Active Directory (Azure AD) tenant to which the users are assigned to in Partner Center
  • Status - There are three possible states for the status of the migration
    • Not migrated - User does not have any Partner Center referrals role assigned
    • Migrated - User has been migrated successfully with relevant role assigned as shown in the table
    • Error - Unable to complete migration due to some error

Sometimes, migration can fail and result in errors. Here are a few reasons why a migration might cause an error and some of the ways to resolve the issue:

  1. The PSC users may be using a non-work account.

  2. The PSC user may be using an account from a domain different from the one you use in Partner Center.

    To resolve errors related to scenarios 1 and 2, ask the user to sign into Partner Center using their work account attached to your Azure AD tenant. Your global admin can help.

    To find your global admin:

    • Sign into the Partner Center dashboard and select Account settings from the gear icon at the top-right.

    • Select User management from the second-level, left navigation bar.

    • At the top of the user list, select the Filter drop-down menu and change the option to Global admin. The page then displays all the global admins with their respective email addresses. Ask one of them to assign the referral admin role for your work account.

      The global admin can either create a new user account in your Azure AD tenant or assign guest user access to the other domain account users. Once the accounts are set up for all the PSC deal managers and users, they need to sign in to Partner Center, select Referrals from the left-navigation menu, and confirm they can see the Referrals page.

  3. The user already has a referral role assigned in Partner Center.

    • You can verify the existing role of the user. In the top-right corner of Partner Center, select Settings (the gear icon), then Account settings. When you see a second left-navigation menu, select User management and search for the user.

PSC Deals migration

After you have completed user migration, use the deals migration wizard in the co-sell opportunities page to bring all the eligible open deals from PSC to Partner Center. Deals migration link will be visible only referral admins with entire organization scope in Partner Center. There will be link called "PSC deal migration" on the top right of the Co-sell opportunities page, which will open the deal migration wizard.

Read this section before starting the deal migration.

Eligible for migration

Only some deals are eligible for migration from PSC to Partner Center. This migration wizard is built to help partners bring their deals to Partner Center where they are still actively working with their customers to close the deal. Only deals that are in open state created from Jan 1, 2020 with valid partner account details (valid MPN ID) and not undergoing deal registration are eligible for migration.

Not eligible for migration

  • Solution assessment deals are not eligible for deal migration
  • OEM licensing business deals are not eligible for deal migration
  • Any deal that has been marked as won in PSC is not eligible for migration. Deal registration if eligible for the deals marked as won should be completed in PSC.

Pre-requisites for deal migration

Before starting the deal migration from Partner Center, follow the below instructions to set up the deals in PSC for a successful migration.

  1. All the sales team members in your company working on the open deals are informed about this migration.
  2. The sales team members are trained to use Partner Center for deal management.
  3. The deals have all the required information as described below.
    • Customer company details including name and address
    • Customer contact details if it is a co-sell deal
    • At least one solution
    • At least one team member with all the details - first name, last name, email ID and phone number
    • Deal value
    • Estimated deal close date
    • Partner notes

You can use the bulk download and upload capabilities in PSC to add all the missing details in the deal for all the eligible deals.

Note

Deal migration will succeed even if the above pre-requisites are not met. But, you cannot change the state of the deal if any of the above mentioned required fields in Partner Center are not available. You will then have to enter all the required information missing in the deals in Partner Center to start working on them. It is strongly advised to clean the eligible deals in PSC before migrating them to Partner Center.

The deal migration in Partner Center is built as one-click experience. All you need to do is select the "Migrate deals" button once your company is ready to migrate the eligible deals. You cannot choose the deals that you want to migrate from PSC. If you do not want to migrate any deals to Partner Center, move them to the closed state in PSC before starting the migration.

Note

After initiating the migration, it can take up to 24 hours for the deals to be migrated.

Once the migration is completed, the banner message will have status changed to complete with a link to the migration report. Download the report to view the details of deals that got migrated from PSC to Partner Center.

The report includes the below details.

  1. Partner Center engagement ID - The unique identifier in Partner Center for all the deals in an engagement. There are two deals - one for the partner and one for Microsoft in a co-sell engagement in Partner Center.
  2. Partner Center referral ID - The unique identifier in Partner Center for the deal belonging to the partner.
  3. Deal name - Identifier given to the deal in PSC.
  4. PSC deal ID - The unique identifier in PSC for the deal.
  5. Errors - to indicate if there is any error while migrating a specific deal.

All the deals that have been successfully migrated will not be visible in PSC. You can continue to work on the migrated deals in Partner Center including completing deal registration in Partner Center. There will be no changes to the interactions with the Microsoft sellers for co-sell deals.

Deals migrated from PSC will be available in the Inbound and Outbound tabs based on the source of the deal. All deals shared by your company will be available in the Outbound tab and Microsoft initiated deals will be available in the Inbound tab of Partner Center. There will be two types of deals that will be created post migration.

  1. Co-sell deals - Deals that are marked as co-sell in PSC will be created as co-sell deals in Partner Center.
  2. Partner-led deals - Deals that are not marked as co-sell will be created as partner-led deals in Partner Center. Partner-led deals are visible to Microsoft sellers and can be upgraded to co-sell deals before reaching terminal state (won, lost). Also, partner-led deals are eligible for deal registration if there is an incentive eligible solution in the deal.

Important

If there are any errors due to which some deals could not be migrated, you can re-initiate the deal migration by clicking on the "Migrate deals" button. It will be enabled only if there are some eligible deals yet to be migrated. This will also be helpful if you are in the transition phase where some new deals are getting created in PSC after initiating deal migration.

Once all the deals are successfully migrated, there will be banner showing "No deals to migrate" with the "Migrate deals" button getting disabled.

After completing user migration and/or deal migration, use the following guidance to decide the migration strategy:

If your company has a Partner Development Manager (PDM) - When your Partner Center account is set up and your users have moved over and have roles and permissions, you can move your Co-selling activities to Partner Center. Inform the PDM to make the switch rather than wait until your migration complete deadline, which will enable all your new deals to flow into Partner Center.

Note

Once you have made this switch, you will only be able to act on the existing Active deals in PSC. You can neither create new deals nor receive any deals from Microsoft sellers in PSC.

If your company doesn’t have a PDM - Make sure all the user accounts are set up and verified by all the users. You will be notified through an email and a banner in PSC regarding the exact date when you can start Co-selling in Partner Center. Remember that you will still have to manage the existing active deals in PSC.

Important

You have until April 30, 2021 to register the deals that are marked as won.

Next steps for PSC admins, PSC deal managers, and PSC sellers

Learn how to Co-sell in Partner Center. This is an important step, which will help you be prepared for Co-selling in Partner Center. Understand the workflows and the changes in Partner Center so that you can effectively Co-sell right away. Start by reading this document completely. A good set of resources is also available in the Co-sell experience gallery.

Major differences between PSC and Partner Center workflows

Scenario Partner Sales Connect Partner Center
User roles PSC has admin, deal manager, and seller roles. Partner Center only has referral admin role that gives both read and write permission for all deals.
Inviting Microsoft on a co-sell deal Initiated by Microsoft seller, there is no explicit ask by partner. Partner will have to make an explicit request if a Microsoft seller help is needed for a deal. Microsoft Seller has an option to decline the request.
Expiry There is no concept of a deal expiry. Partner inbound deals expire in 14 days if they are not accepted by the partner. Same is the case with partner outbound deals where they can go in to expired state if the Microsoft seller doesn’t act on them in 14 days.
Microsoft seller details Visible as soon as a deal gets created. Microsoft Seller details are shared with Partner only if the seller explicitly accepts the invitation for Co-selling from partner.
Private pipeline Not available. Partners can share their pipeline without giving visibility to Microsoft sellers.
Solutions Solutions belonging to only one price list can be added to a deal. Partner can add solutions that belong the following lists. a) Their own solutions b) Solutions from Microsoft first party catalog (similar to the Transaction Deal role in PSC) and c) Co-sell solutions from other third-party partners (similar to the ISV Deal role in PSC).
Deal assignment Only assigned seller can view and act on the deals. Team members can be added to a deal to specify the people working on a deal, there is no blocking of other referral admins from viewing or acting on those deals.
Customer organization Free form text entry. You can search the customer organization against the D&B database by just typing a few characters. The legal name and address are automatically populated based on the choice.
Customer contact Not mandatory. Not mandatory for private pipeline sharing. Required if Microsoft seller is invited to participate in a Co-sell request.
Public API Not available. Public API to programmatically manage Partner Center referrals.

Map the fields in PSC to the corresponding fields in Partner Center

This section compares (or "maps") selected screenshots shown for PSC against the corresponding view in the Partner Center co-sell opportunities section.

You will see numbered, yellow or red circles on each pair of screenshots:

  • What do yellow circles mean? Numbered, yellow circles appear first on each PSC screenshot. You will then find a companion Partner Center screenshot below it with many of the same numbers.

    To see how each field or attribute in PSC maps to its counterpart in Partner Center, match the numbered circles together in the two, related screenshots. For example, match the numbered, yellow "1" in the first, PSC screenshot to the numbered, yellow "1" in the second, Partner Center screenshot below it.

  • What does a red circle mean? If you see a red circle on one screenshot, that indicates the PSC field is not available in Partner Center.

PSC-to-Partner Center field mappings are shown for the following areas:

  1. PSC home page mapped to the Partner Center co-sell opportunities default view
  2. PSC grid view mapped to the Partner Center deal view
  3. PSC deal details view mapped to the Partner Center deal details view
  4. PSC Add Products view mapped to the Partner Center Add solutions view
  5. PSC user management view mapped to the Partner Center user management view
  6. PSC user role assignment view mapped to the Partner Center role assignment view
  7. PSC notifications view mapped to the Partner Center notifications view

1 - PSC home page mapped to the Partner Center Co-sell opportunities default view

Compare the matching, numbered circles between the top PSC screenshot and the Partner Center screenshot below it. Matching numbers show where you can find the PSC-related feature or attribute in Partner Center. Red circles indicate there is no matching Partner Center field.

Image showing the field mappings between the home page of Partner Sales Connect and the default view of Co-sell opportunities in Partner Center.

2 - PSC grid view mapped to the Partner Center deal view

Compare the matching, numbered circles between the top PSC screenshot and the Partner Center screenshot below it. Matching numbers show where you can find the PSC-related feature or attribute in Partner Center. Red circles indicate there is no matching Partner Center field.

Note

Other considerations appear below the screenshots.

Image showing the field mappings between the Partner Sales Connect (PSC) grid view and the Partner Center deal view.

Special considerations:

  • There is no list view in Partner Center like that of PSC. All the deals are listed based on the latest received or created date with the customer information and the type of the deal. The first deal in the view is selected by default. Most of the values that are displayed in the PSC table format are available in the detail view of the deal in Partner Center.
  • Deal role is not a required field in Partner Center. It is not displayed or captured in any of the workflows. It is derived automatically at the Microsoft seller side based on the solutions added to the deal.
  • The last modified date is not displayed on the referral details page in Partner Center. Partners can use the sort functionality to sort the deals based on the last updated date.

3 - PSC Deal details view mapped to Partner Center

Compare the matching, numbered circles on the top (PSC) screenshot with the Partner Center screenshot below it. Matching numbers show where you can find the PSC-related feature or attribute in Partner Center. Red circles indicate there is no matching field or area in Partner Center.

Note

Other considerations appear below the screenshots.

Image showing the field mappings between the Partner Sales Connect (PSC) deal details view and the Partner Center deal details view.

Special considerations:

  • Partners can edit a deal by selecting the edit button on the partner deal detail view (6). Once the edit button is selected, all the fields will become editable. You then have the option to either save or cancel the edits made to the deal.
  • There is no option to close the deal as duplicate in Partner Center.
  • Customer Outcome is not available in Partner Center. All the details related to customer interactions can be updated in the Notes section in Partner Center.
  • Estimated solution close date is only available for OEM IOT deals in Partner Center. This information is not displayed for any other deal types.
  • Licensing program is not required in Partner Center. This information is auto-inferred based on the solutions selected in the deal.

Note

Any deal marked as won or lost cannot be edited afterwards. Exercise caution while moving a deal into one of these terminal states.

4 - PSC 'Add Products' view mapped to the Partner Center 'Add solutions' view

Compare the matching, numbered circles on the top (PSC) screenshot with the Partner Center screenshot below it. Matching numbers show where you can find the PSC-related feature or attribute in Partner Center. Red circles indicate there is no matching field or area in Partner Center.

Image showing the field mappings between the Partner Sales Connect (PSC) add products view and the Partner Center add solutions view.

5 - User management in PSC versus Partner Center

Compare the matching, numbered circles on the top (PSC) screenshot with the Partner Center screenshot below it. Matching numbers show where you can find the PSC-related feature or attribute in Partner Center. Red circles indicate there is no matching field or area in Partner Center.

Image showing the field mappings between the Partner Sales Connect (PSC) user management home and the Partner Center User management page view within the Account settings area.

6 - User role assignment in PSC versus Partner Center

Compare the matching, numbered circles on the top (PSC) screenshot with the Partner Center screenshot below it. Matching numbers show where you can find the PSC-related feature or attribute in Partner Center. Red circles indicate there is no matching field or area in Partner Center.

Image showing the field mappings between the Partner Sales Connect (PSC) role assignment view and the Partner Center role assignment view.

Special considerations:

  • The equivalent role for PSC admin is the account admin role in Partner Center.
  • There is only one role in Partner Center for co-sell deal management. This role is the referral admin role.

7 - Notifications in PSC versus Partner Center

Compare the matching, numbered circles on the top (PSC) screenshot with the Partner Center screenshot below it. Matching numbers show where you can find the PSC-related feature or attribute in Partner Center. Red circles indicate there is no matching field or area in Partner Center.

Image showing the mapping between the Partner Sales Connect (PSC) notifications and the Partner Center notifications view.

Moving from PSC to Partner Center - Frequently asked questions

The following sections answer frequent questions about the migration.

1 - What should I do if I don’t have access to Partner Center?

You can contact your admins listed on the “No access” page to get the roles assigned. You will need the referral admin role for read and write permission under the referrals section. If you are managing only business profiles, then you will need the business profile admin role in partner center.

Image showing the no access experience in Partner Center.

2 - Who can grant me access to the Referrals section in Partner Center?

Your account admin can grant you access to the Referrals tab. To find your account admin, select Account settings from the gear icon at the top-right of the Partner Center dashboard. Then, select User management from the second-level, left navigation bar. At the top of the user list, select the Filter drop-down menu and change the option to account admin. The page will display all the account admins with their respective email addresses. Ask one of them to assign the referral admin role for your work account.

3 - The +new deal button is greyed out for our account. What should I do to start creating deals?

This happens only if there are no Co-sell ready solutions attached to the MPN organization that you are using in Partner Center. Contact your PDM to get the MPN ID of your solutions corrected or create a support ticket mentioning the problem, “New deal button greyed out after PSC migration.”

4 - Can I assign deals to a specific person from our organization like PSC?

You can assign team members to a specific deal. It doesn’t block other referral admins from viewing or acting on those deals.

5 - Is there a view of all the deals assigned to me?

You can use the favorites feature, which is a user-level tab. You can mark all the deals that are assigned to you as favorites to get a quick access to the deals.

6 - Is there a read-only view for the deals?

No, there is no read-only view of the deals in the referrals section. All referral admins will have full read and write access to all the deals.

7 - How can I register a deal after marking it as won?

If the deal meets the below criteria, we will display a pop-up to start deal registration.

  • There is an incentive eligible solution attached to the deal.
  • Microsoft seller is invited to participate in the deal, or they invited you to the deal.
  • Microsoft card is in the Accepted or Won state in Partner Center.

8 - I get an error message when I select the “+New deal registration” button in the Deal Registration section. How can I register my deals?

The +New deal registration button is to be used only by the partners who are registered in the ISV connect program for registering a deal with no corresponding Co-sell opportunity in Partner Center. For registering deals with a co-sell opportunity, a pop-up will be displayed when the deal is marked as won and if it meets the criteria for deal registration.

9 - Is adding a customer organization mandatory?

Yes, adding a customer organization is mandatory in Partner Center. First start by searching for the location where the customer is location. Based on the details that you have; you can be specific including the exact building name or just give city details. The organization search will fetch all the legal entities matching the name that you enter so that you don’t have to enter any address details. All the details are automatically filled based on the organization selected.

10 - Are customer contact details mandatory?

Depends on the type of deal you are creating. If you are just sharing your pipeline and not require any help from Microsoft sales organization, you can choose not to give customer contact details. If you are co-selling where you are actively seeking help from Microsoft seller, you will have to provide the customer contact details. You should get explicit consent from the customer before creating a co-sell request in partner center.

11 - How many solutions can I add to a deal?

You can add up to 50 solutions (analogous to 'products' in PSC) to a deal. Unlike PSC, you can mix solutions from your own co-sell eligible solutions, Microsoft first party SKUs and other third party co-sell eligible solutions. There is no deal role that is to be selected or available in partner center. For Microsoft SKUs, you can optionally add quantity and price for each SKU that is added to the deal.

12 - When will I get to know the Microsoft seller details after creating a deal?

Microsoft sellers are assigned only after matching the exact help requirement stated while creating the deal with the relevant seller persona on the Microsoft side. Even after assignment, Microsoft sellers will have an option to either accept or reject the co-sell invitation. Only if a co-sell invitation is accepted by a seller, the deal will be updated with the Microsoft seller contact details. The SLA for Microsoft sellers to act on the deal is 14 days. It is the same SLA that partners have to act on the deal before it goes in to expired state.

13 - Where can I find the opportunity ID?

Opportunity ID in PSC is the same as the deal ID in Partner Center. You can find the deal ID next to the deal name when you open any deal.

14 - How can my PDM get access to Partner Center?

Partner Center cannot be accessed by your PDMs directly unlike PSC. There are multiple options to enable that capability, which are mentioned below.

  • OCP Insights - If PDMs are just viewing the deals and progress related to them, they can use the One Commercial Partner (OCP) Insights portal to get your organization view. This is an internal tool and only available for PDMs. OCP insights are not available for your company's users.
  • Guest user in Partner Center - You can add your PDM @microsoft.com account as a guest user in partner center and assign referral admin role to them so that they can view and act on referrals.
  • Creating a new user in your tenant - You can create a new user in your own tenant and share those details with the PDM so that they can view and act on referrals similar to other referral users in your account.

Finding the correct MPN ID if your account in PSC is not associated with a valid MPN

If you are here because you saw a banner in PSC mentioning ‘PSC invalid MPN ID association problem’, you are in the right place. Your account might have been linked to an invalid MPN ID because of the following reasons

  • Your company doesn't have a Partner Center account.
  • Your PDM made a mistake while entering the MPN ID of your account in the internal systems that link your PSC account to your Partner Center account(MPN ID).
  • Your company did not complete migration from Partner Membership Center (PMC) to Partner Center.

First, find the correct MPN ID by following the below steps

Below is a screenshot showing the exact location where you can find your Partner Center MPN ID

Image showing the account settings where the partner can find their MPN ID.

Next,

  • If you have a PDM, ask them to get your MPN ID corrected with the correct MPN ID from your partner center account.
  • If you don't have a PDM, send an email to the address given in the PSC banner with both the PSC account information shown in the PSC banner and the correct MPN ID from your partner center account.

Resources to help you create and manage your deals in Partner Center

If you have not already read the co-sell help topics, the following resources will help you manage deals in partner center.

To do this Read this
Understanding the tabs and navigation in co-sell opportunities page Navigating the co-sell section
Selecting a customer organization from the D&B list Select your customer
Modifying the fields in the deal details section Deal details
Adding your team members to a deal team Add your employees
Responding to a co-sell deal Manage co-sell deals
Register deals you've won in Partner Center Register a new deal
Get referral insights and find out how your referrals are doing Referral insights
Creating and managing business profile Manage business profile
Manage leads for your business profile Manage leads

Next steps