Register deals you've won in Partner Center
Appropriate roles: Referrals admin
You can register deals you've won in Partner Center by providing additional information about the contract. This information helps us provide you with more opportunities in the future.
There are two paths that lead to deal registration:
- You have created a new deal in the Co-sell opportunities section, and your deal meets the criteria for deal registration.
- You want to report a closed ISV Connect deal, which was not cosold with Microsoft.
Important
If the deal is eligible for deal registration, make sure that there is a gap of 72 hours between the deal creation and deal getting marked as won. Closing the deal as won earlier than that may result in deal registrations getting rejected.
Navigation
Azure IP Co-sell deal registrations
All Azure IP Co-sell deal registrations can now be performed in the Co-sell opportunities tab in the Referrals workspace.
Existing deal registrations that are in review and closed state (approved, rejected) will also be available in the same section.
ISV Connect deal registrations
All ISV Connect deal registrations can now be performed in the ISV Connect deals tab in the Referrals workspace.
- If there is co-sell opportunity associated with the ISV Connect deal, the link to initiate the ISV Connect deal registration will be available in the respective opportunity.
- If a new ISV Connect deal registration is required to be done without any corresponding co-sell opportunity, you can initiate that from the ISV Connect deals tab.
Deal registration eligibility
Referrals with solutions that have Azure IP Co-sell incentives and/or Biz Apps incentives are eligible for deal registration. The eligibility requirements for Azure IP Co-sell and Biz Apps are different and are listed below.
Azure IP Co-sell deal registration eligibility
A referral should meet all the below mentioned criteria for it to be eligible for Azure IP Co-sell deal registration.
- The deal type is either Co-sell or partner-led (you have chosen to allow Microsoft sellers to view this deal).
- The deal value is greater than or equal to 25,000 USD. The currency conversion is based on the monthly exchange rates published by Reuters.
- The customer account selected for the deal is managed by Microsoft. These are accounts where Microsoft sales team has an existing relationship with the company.
- There is at least one Azure IP incentive-eligible solution in the deal.
- The status of the deal is Won.
- If the deal type is Co-sell, Microsoft must have either accepted the invitation, or marked the deal as won. You can see the Microsoft status by looking at the Microsoft card below your deal details.
The deal registration eligibility is always shown below the deal progress. After marking the deal as won, you will get a Register now button at the bottom of the screen like the won/lost buttons.
ISV Connect deal registration eligibility
The only criteria for registering an ISV Connect deal is that the deal value should be greater than 5,000 USD.
The deal registration eligibility is always shown below the deal progress. After marking the deal as won, you will get a banner on the top of the deal "Registration for Business Applications ISV Connect is required on this sale" with the Register now button.
Note
If the Deal registration item does not show up in the deal progress bar for your deal, then the deal does not meet all of the requirements for deal registration.
You can choose to register the deal immediately after marking the deal as won or at a later point in time through the deal lifecycle Register now button. Once the deal is registered, you can view the progress of the deal validation from the same lifecycle. If there is any action required from your company, appropriate errors are shown in the deal lifecycle view. The deal goes into a closed state when the deal validation is complete.
Azure IP Co-sell deal registration
Important
Partners have 60 days from the contract sign date to register the Azure IP Co-sell deal. All dates are in UTC time zone.
Click on the "Register" button displayed at the bottom of the screen, to initiate an Azure IP Co-sell deal registration. There will be a panel with a form that will contain all the details that are to be submitted for registering the deal. Details of all the fields in that form are mentioned below.
| Field Name | Is Mandatory | Validations if any | Description of the field |
|---|---|---|---|
| Is marketplace transaction? | Yes | No | This information is required to understand if the customer is purchasing the solution included in the referral from Microsoft marketplace [ AppSource, Azure marketplace, Azure portal]. Selecting Yes, will enable the simplified marketplace deal registration. |
| Estimated marketplace transaction date | Depends | No | This is mandatory if the selection for the first question is Yes, otherwise this field is not even display to the partners. The information provided in this field will help Microsoft to automate the deal registration without the partner needing to provide any additional information. Partner can Register the deal after providing this information. |
| Will the solution be deployed on Azure? | Yes | No | Registration is applicable only for solutions deployed on Azure. If the selection for this question is "Others", partners will be prompted to close the deal without registration. |
| Is this a perpetual contract? | Yes | No | This field is to determine if the contract between the partner and customer is perpetual. If Yes, the Total contract value entered in the registration form is spread over a six-year period to determine the annual contract value. Registration will be allowed only if the annual contract value is greater than 25,000 USD. |
| Total contract value | Yes | Yes, Annual contract value calculated from this value should be greater than 25,000 USD | This value should include software and services fee but not hardware cost. |
| Solution Value | Yes | Yes, Solution value should be less than or equal to the total contract value | Total contract value less any non-recurring implementation fee. If renewing, increase the solution value by the amount for the renewal period and extend the end date. |
| Contract signed date | Yes | Yes, this can be date, which is at most 60 days in the past and cannot be a future date. The date should be on after referral creation date and the Microsoft invitation date which ever is latest. | The date on which contract has been signed with the customer and is mentioned in the contract with the customer. |
| Contract start date | Yes | Yes, this can be date, which is at most 90 days in the past and can be earlier than the contract signed date | The date from which the customer started using the solution mentioned in the referral. |
| Contract end date | Depends | Yes, this cannot be earlier than the contract start date | This is not required for perpetual contracts and is required for non-perpetual contracts. For perpetual contracts, the end date is deemed to be six years from the contract start date for annual contract value calculations. |
| Tenant type | Yes | No | This field will indicate if the solution in the referral is deployed on customer or partner tenant. |
| Pricing Model | Yes | No | This is to understand if the pricing model is Pay-as-you-go or not. |
States for Azure IP Co-sell deal registration
Below are the different states the registration can be at and the corresponding meaning of those states.
| State | Description | Next state(s) |
|---|---|---|
| Registration(Pending) | The deal is waiting on the partner to register the deal | Approved, Review(Pending) |
| Approved | The deal has been approved by the system through a set of programmatic checks. A small subset of deals in this state can be selected for additional review if they are flagged as duplicates by the system. | Review(Pending) |
| Review(Pending) | The deal is being reviewed by the review team for the correctness of the registration details | Review(Passed),Review(Failed),Action required |
| Action required | Review team has sent the deal back for editing with relevant comments to the partners. | Review(Pending) |
| Review(Passed) | Review team has successfully reviewed the deal registration details and approved the registration. | Closed |
| Review(Failed) | The registration failed validations while reviewing. Failure reasons will be communicated to the partners via a banner on the partner center UI | Closed |
| Marketplace Validation(Pending) | The deal is being validated by the review team | Action required, Closed |
| Marketplace Validation(Passed) | Review team has successfully validated the transaction details and approved the registration. | Closed |
| Marketplace Validation(Failed) | The registration failed validations while checking for the marketplace transaction. Failure reasons will be communicated to the partners via a banner on the partner center UI | Closed |
Eligibility for system approval
Majority of the deals will be programmatically approved. Below the exclusions for system approval where the deals will automatically move to the Review(Pending) state.
- Annual contract value is greater than 1 million USD.
- There are multiple partners involved in the same referral.
- The pricing type is pay-as-you-go.
- The solution will be transacted on the marketplace.
Important
Registrations that are programmatically approved can be selected for further review by Microsoft review team. If a specific registration is selected during this process, the partner will be sent communication about this action through an email and a banner on the Partner Center. No action is required from the partner, unless the review team sends back the registration moving the state to action required.
ISV Connect deal registration
ISV connect deal registration can be initiated from the banner on the top of the deal progress bar. There are two scenarios under which ISV Connect deal registration will be required.
- The solution in the referral has only Biz apps standard or Biz apps premium incentive and no other IP incentives.
- The solution in the referral has both Azure IP Co-sell incentive and either a Biz apps standard or Biz apps premium incentive.
For scenario 1, click on the banner to register the ISV Connect deal. All the details can be filled like the experience that you are already familiar with. You will also have a link to navigate to the registered ISV Connect deal from the Co-sell opportunity post registration.
For scenario 2, click on the banner to register the ISV Connect deal. This is in addition to the IP Co-sell deal registration that is done in the Co-sell opportunity page. If the Azure IP Co-sell deal has been registered, the details for the ISV connect will be pre-filled. If you are registering the ISV connect deal prior to registering the IP Co-sell deal, it is recommended to complete the Azure IP Co-sell deal registration first to avoid entering the data twice.
Note
If the contract start date is earlier than the contract signed date in the Azure IP Co-sell deal registration, the ISV connect deal contract start date will be filled with the contract signed date.