Use Partner Contribution Indicators to attain the Small and Midmarket Cloud Solutions competency

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This article describes six key Partner Contribution Indicators (PCI) used to assess a partner's progress toward attaining or retaining a Silver or Gold Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option.

Note

Learn how partners use a different set of Partner Contribution Indicator metrics to attain the Silver or Gold Cloud Business Applications competency. For more information, see Use Partner Contribution Indicators for the Cloud Business Applications competency. You can also read more about the different competencies available and their requirements.

This article includes information about:

Overview of Partner Contribution Indicators for this competency

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 or retains the Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option.

With PCI, partners receive credit for key measures of customer success, such as successful deployments and increasing usage. They are rewarded for continuing to invest in and scale out their technical capabilities.

When a partner achieves certain levels of impact in key indicators, for example, the partner can attain (or retain) the Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option.

Note

To learn more about the benefits of attaining competencies, see Microsoft partner competencies.

PCI scoring based on six key indicators

PCI provides a sophisticated view of a partner's technical capabilities, their ability to drive customer success, and their sales performance. To help partners attain the Silver or Gold Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option, PCI measures your company's prior-year performance across six key indicators:

Performance indicators:

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

  2. Net customer adds: Net customers acquired for specific Microsoft products 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. 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 deployments: Number of production tenants that cross a specific usage threshold over the past 12 months. (For details about this metric, see Definitions for new 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 PCI indicator scores for this competency

Each indicator brings a score that is added to the total. Here are the maximum scores you can earn for each indicator in order to attain the Silver or Gold Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option:

For this indicator Your maximum score for this competency is
Performance - Net new revenue 10 points
Performance - Net customer adds 10 points
Capability - Functional consultants 30 points
Capability - Developers 5 points
Customer success - new deployments 20 points
Customer success - Monthly active user growth 25 points

Thresholds for each PCI metric for this competency

Each PCI metric has Microsoft-set thresholds that can earn your company maximum points toward attaining the Silver or Gold Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option.

Points across each metric are tallied to yield a distinct PCI score. 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.

For example, a market partner with $15,000 in Net New Revenue will earn half ($15,000/$30,000) of the maximum 10 points.

The following table describes the specific Partner Contribution Indicator thresholds you can reach to earn maximum points toward attaining the Silver or Gold Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option.

PCI Metric Performance indicator: Net new revenue Performance indicator: Net customer adds Capability indicator: Functional consultants Capability indicator: Developers Customer success indicator: New deployments Customer success indicator: Monthly active user growth
Maximum points 10 points 10 points 30 points 5 points 20 points 25 points
Criteria $30,000 10 5 2 10 35%

Prerequisites to receive PCI credit for a customer

Certain Partner Contribution Indicators only allow you to receive credit for a given customer if you have a specific partner-to-customer association with them. The indicators, or PCI metrics, impacted by these prerequisites are:

  • Net new revenue
  • Net customer adds
  • New deployments
  • Monthly active user growth

You can only receive credit for these PCI metrics for a given customer if you have one of the following partner-to-customer associations:

  • You are a Cloud Solution Provider (CSP) for a paid subscription belonging to that customer's tenant
  • You are the Claiming Partner of Record (CPOR) for a paid subscription belonging to that customer's tenant
  • You are a Digital Partner of Record (DPOR) for a paid subscription belonging to that 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.

Note

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

Detailed PCI metrics definitions for this competency

The following sections describe more details about each of the six PCI metrics and how points are calculated. These metrics are associated with attaining the Silver or Gold Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option.

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. This indicator's points are calculated for this competency as follows:

  • 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 any combination of the following, qualifying products:

    • Dynamics 365 Customer Engagement-qualifying products include: Sales, Marketing, Customer Service, Field Service, Project server, Plan 1, Automation, Marketing, Microsoft Relationship Sales
    • Finance and Operations-qualifying products include: Dynamics 365 Business Central, Capacity and Storage, Finance and Operations (including Fraud protection, operations, retail, HR, plan 2), mixed reality, 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. This indicator's points are calculated for this competency as follows:

  • Net customer adds are summed up over a trailing 12-month period.

  • A total of 10 net customer adds are possible, with maximum possible earnings of 10 points (one point for each net customer add).

  • 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.

  • Maximum and partial points can be earned for net customer adds.

  • 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. This indicator's points are calculated for this competency as follows:

  • Functional consultant indicator points are based on the current month snapshot with maximum possible earnings of 30 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.

To earn the maximum of 30 Functional consultant points toward attaining this competency, partners must have 5 consultants who hold either a:

  • Customer Engagement Functional Consultant certification
  • Finance and Operations Functional Consultant certification
  • Business Central Functional Consultant certification

To reach five consultants, partners can mix and match consultants holding any of the three certification types.

To earn Customer Engagement Functional Consultant Associate certification, an individual must pass the following exam:

  • PL-200
    and one of the following exams:
  • MB-210, MB-220, MB-230, or MB-240

To earn Finance and Operations Functional Consultant Associate certification, an individual must pass these exams:

  • MB-300
    and one of the following exams:
  • MB-310, MB-320, or MB-330

To earn Business Central Functional Consultant Associate certification, an individual must pass this exam:

  • MB-800

Definitions for PCI metric #4 - Developers

Developers is a capability indicator. This indicator's points are calculated for this competency as follows:

  • Developers are defined as the number of individuals holding a currently active Customer Engagement Developer Associate certification or a Finance and Operations Developer Associate certification.

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

  • To reach five consultants, partners can mix and match consultants holding either certification type, as follows:

    To earn Customer Engagement Developer Associate certification, an individual must pass the following exam:

    • PL-400

    To earn Finance and Operations Developer Associate certification, an individual must pass these exams:

    • MB-300
      and one of the following exams:
    • MB-500 or MB-700

Definitions for PCI metric #5 - New deployments

New deployments are a customer success indicator. This indicator's points are calculated for this competency as follows:

  • New deployments are summed up over a trailing 12-month period with a maximum of 20 points available. Partial points can also be earned.

  • To earn maximum points for this competency option, partners must have 10 production tenants, with each tenant having crossed the threshold of 5 monthly active users over the past 12 months.

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

    • Below the specified threshold (a certain number of production instances under a tenant) 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 the following, qualifying products:

    • Dynamics 365 Customer Engagement-qualifying products include: Sales, Marketing, Customer Service, Field Service, Project server, Plan 1, Automation, Marketing, Microsoft Relationship Sales
    • Finance and Operations-qualifying products include: Business Central, Capacity and Storage, Finance and Operations (including Fraud protection, operations, retail, HR, plan 2), mixed reality, Team Member
  • All partners associated to any paid subscription under a tenant will get credit for all production instances under that tenant.

Definitions for PCI metric #6 - Monthly active user growth

Monthly active user growth is a customer success indicator. This indicator's points are calculated for this competency as follows:

  • 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 to apply toward attaining the Gold or Silver Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option.

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

  • To be eligible for points, partners must have a baseline of at least 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 qualifying products.

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

How to access Partner Contribution Indicators

This section describes how to access Partner Contribution Indicators' details and partner progress.

Access Partner Contribution Indicators

To view your Partner Contribution Indicators table, follow these steps:

  1. Sign in to the Partner Center dashboard.

  2. Select MPN from the navigation menu, then select Competencies.

  3. Select the Small and Midmarket Cloud Solutions competency, followed by the Cloud Business Applications SMB option.

  4. Under the Summary section, view your progress, achievements, and related score to date.

    How to read the Partner Contribution Indicators table.

Next steps

View these informational resources to learn more about attaining the Gold or Silver Small and Midmarket Cloud Solutions competency through the Cloud Business Applications SMB option.