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 Customer Engagement and Finance & Operations. The thresholds also differ for partners operating in developed markets vs those that operate exclusively in emerging markets. If a partner has one or more customers in a developed market, the developed market thresholds apply. The developed or emerging 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, for example, 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 Summed up over training 12-months Maximum of 10 points
Net new billed revenue across all sales channels for specified Dynamics 365 products.
Calculated as billings minus credits and aggregated over 12 months.
Customer Engagement products include Sales, Customer Service, Field Service, Project Service Automation, Marketing, Microsoft Relationship Sales, Plan 1, Talent, and Enterprise Team Member.
Finance and Operations products include Unified Operations, Finance, Supply Chain Management, Retail, Commerce, Plan 2, Mixed Reality, Talent, and Enterprise Team Member.
Sales channels include i.e. Enterprise Agreement (EA), Cloud Solution Provider (CSP), and Web Direct.
Enterprise Agreement revenue only includes revenue from the first year of the agreement. Recurring revenue from the second and third year is not included.
Net customer adds Summed up over training 12-months Maximum of 10 points
Net customers added across all sales channels.
Calculated monthly as customers added minus customers lost and aggregated over 12 months.
A customer add is when a customer has no paid initiated units in a prior month but does in the current month.
A customer lost is when a customer has paid initiated units in a prior month but does not in the current month.
Sales channels include i.e. Enterprise Agreement (EA), Cloud Solution Provider (CSP), and Web Direct.
When a different partner is associated with a customer in a churn out and re-acquisition case, the most current partner will receive credit.
Functional consultant Current month snapshot Maximum of 15 points
Number of individuals holding a currently active Functional Consultant Associate certification.
Customer Engagement Functional Consultant certification requires and individual to pass MB-200 AND MB-210 OR MB-220 OR MB-230 OR MB-240 OR MB6-898.
Finance and Operations Functional Consultant certification requires and individual to pass MB-300 AND MB-310 OR MB-320 OR MB-330 OR MB6-897 OR MB6-898.
Functional consultant growth Current month vs baseline on March 31, 2020 0 or 15 points
Growth in the number of certified Functional Consultant Associates since a baseline snapshot taken on March 31, 2020.
The baseline snapshot is reset on the next Cloud Business Applications competency renewal date.
To be eligible for points, 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 awarded. Growth on top of the baseline snapshot must meet or exceed the thresholds indicated in Table 3.
Developers Current month snapshot Maximum of 15 points
Number of individuals holding a currently active Developer Associate certification.
Customer Engagement Developer Associate certification requires an individual to pass both MB-200 AND MB-400 OR MB2-716.
Finance and Operations Developer Associate certification requires an individual to pass MB-300 AND MB-500 OR MB6-894.
Summed up over trailing 12-months Maximum of 15 points
For Customer Engagement, this is the number of production instances under a tenant that has crossed 250 monthly active users for Developed & 150 Monthly active users for Developing market partners.
For Finance & Operations, this is the number of production instances under a tenant that has crossed 100 monthly active users for Developed & 50 Monthly active users for Developing market partners.
A tenant is considered to have crossed the monthly active user threshold if it 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 or 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.
Current month vs baseline from 12 months ago Maximum of 25 points
For Customer Engagement, 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 to be eligible for points.
For Finance and Operations, 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 12 months ago to be eligible for points.
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 or 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 Solution 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 receives all credit for PCI metrics associated with the subscription.

How to read the charts

How to read the chart

Additional resources

Please visit Partner Center Indicators information where you can find detailed training videos, presentations, FAQs, and fact sheets.