Partner Contribution Indicators (PCI) show partner impact on seven key measures of customer success

This article describes each of the seven key Partner Contribution Indicators (PCI) used to assess a partner's progress in attaining or maintaining the Cloud Business Applications (CBA) MPN competency.

The article includes information about:

Overview of Partner Contribution Indicators

Partner Contribution Indicators provide 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 (CBA) MPN competency.

With PCI, 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.

PCI scoring based on seven key indicators

PCI provides a sophisticated 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:

Performance indicators:

  1. Net new revenue: Net new revenue across all sales channels for Microsoft Dynamics 365 products. (For details about this metric, see Definitions for net new revenue.)

  2. Net customer adds: Net customers acquired for Dynamics 365 across all sales channels. (For details about this metric, see Definitions for net customer adds.)

Capability indicators:

  1. Functional consultants: Number of individuals holding a currently active Functional Consultant Associate certification for Dynamics 365. (For details about this metric, see Definitions for functional consultants.)

  2. Functional consultant growth: Growth in the number of Functional Consultant Associates. The baseline snapshot for the Functional consultant growth metric in PCI will now be taken on October 1, 2020. (For details about this metric, see Definitions for functional consultant growth.)

  3. Developers: Number of individuals holding a currently active Developer Associate certification for Dynamics 365. (For details about this metric, see Definitions for developers.)

Customer success indicators:

  1. New large deployments: Number of production tenants that cross the high-usage threshold over the past 12 months. (For details about this metric, see Definitions for new large deployments.)

  2. Monthly active user growth: Growth in monthly active users across all your customers over the past 12 months. (For details about this metric, see Definitions for monthly active user growth.)

How PCI score impacts competency eligibility

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

Your PCI score determines competency eligibility, as follows:

If your PCI score is You
1-59 points are not eligible for a Silver or Gold competency
60-79 points meet requirements for a Silver competency
80-100 points meet requirements for a Gold competency

The following image offers a quick, visual reference. Shows PCI scores to achieve Silver or Gold competency.

Maximum scores you can achieve for each indicator

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

For this indicator Your maximum score is
Performance - Net new revenue 10 points
Performance - Net customer adds 10 points
Capability - Functional consultants 15 points
Capability - Functional consultant growth 15 points
Capability - Developers 5 points
Customer success - New large deployments 20 points
Customer success - Monthly active user growth 25 points

The following image offers a quick, visual reference. Shows a chart with maximum scores possible for each of seven Partner Contribution Indicators (PCI).

Thresholds for each PCI metric

Each PCI metric has Microsoft-set thresholds that can earn your company maximum points. These thresholds differ for the Customer Engagement and Finance and Operations paths for attaining the Cloud Business Applications competency. The thresholds also differ for partners operating in developed markets versus partners operating 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 and Operations. This score 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. For example, a developed market partner with $150,000 in Net New Revenue will earn half ($150,000/$300,000) of the maximum 10 points.

See the following tables for details:

Table 1 Customer Engagement thresholds

PCI Metric Performance indicator: Net new revenue Performance indicator: New customer adds Capability indicator: Functional consultants Capability indicator: Functional consultant growth Capability indicator: Developers Customer success indicator: New large deployments Customer success indicator: Monthly active user growth
Maximum points 10 points 10 points 15 points 15 points 5 points 20 points 25 points
Developed $300,000 10 points 10 points * See note 5 points 5 points 25%
Developing $150,000 5 points 5 points * See note 2 points 1 point 25%

* Note: Growth targets differ based on the number of baseline consultants. See Table 3 for growth targets.

Table 2 Finance and Operations thresholds

PCI Metric Performance indicator: Net new revenue Performance indicator: New customer adds Capability indicator: Functional consultants Capability indicator: Functional consultant growth Capability indicator: Developers Customer success indicator: New large deployments Customer success indicator: Monthly active user growth
Maximum points 10 points 10 points 15 points 15 points 5 points 20 points 25 points
Developed $300,000 3 points 15 points * See note 5 points 3 points 25%
Developing $150,000 1 point 5 points * See note 2 points 1 point 25%

* Note: Growth targets differ based on the number of baseline consultants. See Table 3 for growth targets.

Table 3 Functional consultant growth

Note

The following table shows a Developed and Developing column with the functional consultant baseline needed to be eligible to earn points. The Baseline snapshot date will be taken October 1, 2020.

Developed Developing Growth needed to earn all 15 points*
15-29 5-14 35%
30-49 15-24 25%
50 and above 25 and above 15%

Detailed definitions of PCI metrics

The following sections describe more details about each of the seven PCI metrics and how their points are calculated.

Use the following list to go quickly to a specific definition:

Definitions for PCI metric #1 - Net new revenue

Net new revenue is a performance indicator and one of seven key partner contribution indicators described earlier in this article. Here's more information about how net new revenue is defined and how its points are calculated:

  • Net new revenue is defined as net new billed revenue across all sales channels for qualifying Dynamics 365 products.

  • Net new revenue is summed up over a trailing 12-month period with a maximum possible earning of 10 points.

  • Points for net new revenue are calculated as billings minus credits and aggregated over 12 months.

  • Net new revenue is calculated based on the following, qualifying products:

    • Customer Engagement-qualifying products include: Sales, Customer Service, Field Service, Project Service Automation, Marketing, Microsoft Relationship Sales, Plan 1, Talent, and Enterprise Team Member.
    • Finance and Operations-qualifying products include: Unified Operations, Finance, Supply Chain Management, Retail, Commerce, Plan 2, Mixed Reality, Talent, and Enterprise Team Member.
  • Sales channels include Enterprise Agreement (EA), Cloud Solution Provider (CSP), and Web Direct.

  • For Enterprise Agreement revenue-only: This revenue includes revenue from the first year of the agreement. Recurring revenue from the second and third year is not included.

Definitions for PCI metric #2 - Net customer adds

Net customer adds is a performance indicator and one of seven key partner contribution indicators described earlier in this article. Here's more information about how net customer adds are defined and how this category's points are calculated:

  • Net customer adds are summed up over a trailing 12-month period with a maximum possible earning of 10 points.

  • Net customers are added across all sales channels.

  • Points for net customer adds are calculated monthly as customers added minus customers lost and are aggregated over 12 months.

  • A customer add is defined under these conditions: When a customer has no paid seats across all their subscriptions in a prior month, but has at least one paid seat in the current month.

  • A customer lost is defined under these conditions: When a customer has at least one paid seat across all their subscriptions in a prior month, and does not have any paid seats in the current month.

  • Sales channels include Enterprise Agreement (EA), Cloud Solution Provider (CSP), and Web Direct.

  • For multiple partners/same customer or customer working directly with Microsoft: There are different calculations of customer adds and customer lost for cases where multiple partners are associated with the same customer through different subscriptions or for cases where the customer may already be working directly with Microsoft. These calculations appear below.

    For multiple partners, same customer, different subscriptions:

    • All partners associated with the customer will get credit for a new customer add in the month the customer is added.

    • Subsequent partners associating with the same customer via old or new subscriptions will not get new customer add credit for that customer.

    • All partners associated with the customer will lose credit for a new customer add in the month the customer is lost.

    • Any partner associating with the same customer subsequently, via old or new subscriptions, will get new customer add credit for that customer.

    When the customer is already working directly with Microsoft:

    • If a customer is already working directly with Microsoft and has met the new customer add criteria, partners associating with the same customer subsequently, via old or new subscriptions, will not get new customer add credit for that customer.

Definitions for PCI metric #3 - Functional consultants

Functional consultants is a capability indicator and one of seven key partner contribution indicators described earlier in this article. Here's more information about how the functional consultants indicator is defined and how this category's points are calculated:

  • Functional consultant indicator points are based on the current month snapshot with a maximum possible earnings of 15 points.

  • Functional consultants are defined as the number of individuals holding a currently active Functional Consultant Associate certification, such as a Customer Engagement Functional Consultant certification or a Finance and Operations Functional Consultant certification.

  • Customer Engagement Functional Consultant certification requires an individual to pass: MB-200 and one of the following: MB-210, MB-220, MB-230, MB-240, or MB6-898.

  • Finance and Operations Functional Consultant certification requires an individual to pass: MB-300 and one of the following: MB-310, MB-320, MB-330, MB6-897, or MB6-898.

Definitions for PCI metric #4 - Functional consultant growth

Functional consultant growth is a capability indicator and one of seven key partner contribution indicators described earlier in this article. Here's more information about how the functional consultant growth indicator is defined and how this category's points are calculated:

  • Functional consultant growth is defined as the growth in number of certified Functional Consultant Associates since a baseline snapshot. Baseline snapshot date will be taken October 1, 2020.

  • Functional consultant growth indicator points are based on the current month snapshot compared to the October 1, 2020 baseline. Partners can achieve 0 or 15 points with this indicator.

  • The baseline snapshot will be subsequently reset on the next Cloud Business Applications competency renewal date.

  • To be eligible for points, you must have a minimum of 15 Functional Consultant Associates for Developed market partners and 5 for Developing market partners when the baseline snapshot is taken.

  • No partial points will be awarded. Growth on top of the baseline snapshot must meet or exceed the thresholds indicated in Table 3. Functional consultant growth.

Definitions for PCI metric #5 - Developers

Developers is a capability indicator and one of seven key partner contribution indicators described earlier in this article. Here's more information about how the Developers indicator is defined and how this category's points are calculated:

  • Developers are defined as the number of individuals holding a currently active Developer Associate certification.

  • Points for the Developers indicator are based on the current month snapshot with a maximum of 5 points available.

  • Customer Engagement Developers get credit when they pass both MB-200 and one of the following: MB-400 or MB2-716.

  • Finance and Operations Developers get credit when they pass both MB-300 and one of the following: MB-500 or MB6-894.

Definitions for PCI metric #6 - New large deployments

New large deployments are a customer success indicator and one of seven key partner contribution indicators described earlier in this article. Here's more information about how the New large deployments indicator is defined and how this category's points are calculated:

  • New large deployments are summed up over a trailing 12-month period with a maximum of 20 points available.

  • New large deployments are defined differently for Customer Engagement vs. Finance and Operations:

    • For Customer Engagement, new large deployments are defined as the number of production instances under a tenant that have crossed 250 monthly active users (for Developed market partners) and 150 monthly active users (for Developing market partners).

    • For Finance and Operations, new large deployments are defined as the number of production instances under a tenant that have crossed 100 monthly active users (for Developed market partners) and 50 monthly active users (for Developing market partners).

  • A tenant is considered to have crossed the monthly active user threshold if the tenant was:

    • Below the specified threshold 12 months ago, and
    • Crossed that threshold at least once over the subsequent 11 months.
  • Monthly active users are counted at the tenant level and summed up across only the paid subscriptions under the tenant.

  • Monthly active users are calculated at the end of every month.

  • Partners are associated to tenants at the subscription level. Subscriptions are mapped to Customer Engagement products or to Finance and Operations products.

  • All partners associated to any paid subscription under a tenant will get credit for all the Customer Engagement or Finance and Operations production instances under that tenant.

Definitions for PCI metric #7 - Monthly active user growth

Monthly active user growth is a customer success indicator and one of seven key partner contribution indicators described earlier in this article. Here's more information about how monthly active user growth is defined and how this category's points are calculated:

  • Monthly active user growth is defined as the growth of monthly active users across the entire customer base over the past 12 months.

  • Monthly active users are counted at the tenant level and summed up across only the paid subscriptions under the tenant.

  • The monthly active user growth indicator compares the current month against a baseline from 12 months ago. 25 maximum points are available.

  • Monthly active users are calculated at the end of every month.

  • For Customer Engagement to be eligible for points, Developed market partners must have a baseline of at least 250 monthly active users, and Developing market partners must have a baseline of 150 monthly active users across their entire customer base 12 months ago.

  • For Finance and Operations to be eligible for points, Developed market partners must have a baseline of at least 100 monthly active users, and Developing market partners must have a baseline of 50 monthly active users across their entire customer base 12 months ago.

  • Partners are associated to tenants at the subscription level. Subscriptions are mapped to Customer Engagement or to Finance and Operations products.

  • All partners associated to any paid subscription under a tenant will get credit for all the Customer Engagement or Finance and Operations monthly active users summed up across all paid subscriptions under that tenant.

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 access and read the charts

This section describes how to access Partner Contribution Indicators from the Partner Center dashboard and how to read the associated charts.

Access Partner Contribution Indicators

To view your Partner Contribution Indicators charts and progress, follow these steps:

  1. Sign in to the Partner Center dashboard.

  2. Select CSP from the navigation menu, then select Partner Contribution Indicators.

    You should see the Partner Contribution Indicators dashboard with associated charts.

    Note

    If you don't see these options, try to select MPN from the menu, followed by Partner Contribution Indicators. If you still can't find these options, you may not have the appropriate user role assigned in Partner Center. Contact your Partner Center Global admin or MPN partner admin for help.

Read the charts

The following image shows how to read some of the areas and charts on the Partner Contribution Indicators page in Partner Center.

For more information on using this area, see the collection of resources and videos found at the end of this article.

How to read the chart

Next steps

View more PCI training videos and informational resources.