Partner contribution indicators

Partner Contribution Indicators (PCI) provides a holistic measure of a partner’s impact in driving successful customer outcomes and therefore greater differentiation in the market when a partner attains and maintains the Cloud Business Applications competency. Partners receive credit for key measures of customer success, such as successful deployments and increasing usage, and are rewarded for continuing to invest in and scale out their technical capabilities.

Scoring

PCI provides a sophisticated, holistic view of a partner’s technical capabilities, their ability to drive customer success, and their sales performance. PCI measures your company’s prior-year performance across seven key indicators:

  1. Net new revenue — Net new revenue across all sales channels for Microsoft Dynamics 365 products.
  2. Net customer adds — Net customers acquired for Dynamics 365 across all sales channels.
  3. Functional consultants — Number of individuals holding a currently active Functional Consultant Associate certification for Dynamics 365.
  4. Functional consultant growth — Growth in the number of Functional Consultant Associates since March 31, 2020.
  5. Developers — Number of individuals holding a currently active Developer Associate certification for Dynamics 365.
  6. New large deployments — Number of production tenants that cross the high-usage threshold over the past 12 months.
  7. Monthly active user growth — Growth in monthly active users across all your customers over the past 12 months.

Points are granted for each achieved indicator, resulting in a single-number PCI score. 100 maximum points are possible. PCI score determines competency eligibility:

PCI scores

Each indicator brings a score that is added to the total. Here are the maximum scores for each indicator:

pci performance

Thresholds

Each PCI metric has Microsoft-set thresholds that can earn your company maximum points. These thresholds differ for the Customer Engagement and Finance & Operations paths for attaining the Cloud Business Applications competency. The thresholds also differ for partners operating in developed markets versus those that operate exclusively in developing markets. The developed or developing market categorization of a country is based on the Microsoft Partner Network definitions.

Points across each metric are tallied to yield a distinct PCI score for Customer Engagement and Finance & Operations which will be updated monthly.

Partners can earn the maximum points for a given metric if they meet or exceed the thresholds indicated below. Partial points can be earned for all metrics except for Functional consultant growth. E.g. a Developed market partner with $150,000 in Net New Revenue will earn half ($150,000/$300,000) of the maximum 10 pts.

customer engagement

Finance

consultant

Detailed definitions of PCI metrics

Net new revenue

net adds

Functional consultant

Functional consultant growth

Developers

New large deployments

Active users

Customer-to-partner association

You receive credit for Net new revenue, Net customer adds, New large deployments, and Monthly active user growth for a given customer, within the bounds of the metric definition, only if you are the Cloud Solution Provider (CSP), the Claiming Partner of Record (CPOR), or Digital Partner of Record (DPOR) for a paid subscription belonging to the customer's tenant.

A partner becomes the CPOR if they have established association with a customer at the subscription level via the Dynamics 365 Online Services Advisor (OSA) incentive or Dynamics 365 Online Services Usage (OSU) incentive.

A partner becomes the DPOR if they have established association with a customer at the subscription level within the product.

When both CPOR and DPOR exist for a given subscription, the CPOR will receive credit for the relevant PCI metrics associated with that subscription. The CPOR receives the credit for Net new revenue and Net customer adds if the association was via OSA. If the association was via OSU, the CPOR receives the credit for New large deployments and Monthly active user growth.

How to read the charts

How to read the chart

Additional resources

Please visit the Partner Contribution Indicators resource collection where you can find detailed training videos, presentations, FAQs, and fact sheets.