Biz Apps Net Customer Add: How to drive numbers for CSP and EA?

[RalfW]

We want to understand how we as a partner can drive the net customer add numbers in the partner portal. We believe that we need to establish a DPOR for EA customers, is that correct?

1. Scenario A - We have acquired a new customer, we provide their licences, type is CSP.
2. Scenario B - We have acquired a new customer, we provide their licences, type is EA

Impact on the Net Customer Add figure:

1. Scenario A: No "additional" action is required. Once the agreement is current and active, the new customer will be included in the next data refresh of the partner portal. Note: May take up to 30 days before data is propagated to the partner portal.
2. Scenario B: "Additional" action is required":  If the license agreement is EA, and we don't undertake any additional steps, we will NOT see the customer be added to our net customer add figure. To correct this and get recognition for this new customer we need to establish a DPOR relationship in the customers Azure environment, as described in the KC (https://learn.microsoft.com/en-us/partner-center/link-partner-id-for-azure-performance-pal-dpor)

Is our understanding correct? What's missing or what's worth to keep in mind too? Thank you!

Ralf

[#2]

Hi @RalfW 

Scenario A - We have acquired a new customer, we provide their licences, type is CSP."

DPOR is not for CSP.  You may find it useful to learn more about CPOR.

"We believe that we need to establish a DPOR for EA customers, is that correct?

Scenario B - We have acquired a new customer, we provide their licences, type is EA

As indicated on the link in your post, Digital Partner of Record (DPOR) is used for EA subscriptions (not CSP subscriptions).

If this reply answers your question, please Accept as the solution to help the other members find it more quickly. Otherwise, please let me know if you need further assistance on this topic.

Regards,

Microsoft CSP Licensing Concierge

[#3]

Hello team,
thanks for your prompt response. Sorry, but I don't see in your response a reference to the net-customer-add KPI of Biz Apps membership. My question is about net-customer-add and what partners need to do to increase that figure!?

(1) IF the license agreement is CSP, no action is required. net-customer-add figure will include the new customer in the next data refresh.
(2) IF the license agreement is EA, we need to establish a DPOR to get this included in the net-customer-add (as per shared article).

I am hoping you are confirming Scenario 1 = correct and Scenario 2 = correct.
Thank you 🙂

[#4]

Hi @RalfW 

I was hoping that the link that I provided on Solutions Partner for Business Applications would be useful. 

If I were to guess, you could start by logging into Partner Center and explore the FY24 Sales Pitch Deck. 

Unfortunately, your questions are out of scope for me as Licensing Concierge, therefore, I am unable to assist. I hope you find the answers you're looking for.

Regards,

Microsoft CSP Licensing Concierge

[#5]

thanks team 🙂

The reason why I posted this on this forum was because it appears nobody really knows, everybody is guessing, including the MS partner support! And this topic is NOT documented on the partner portal, nor could I find this on any ppt decks from MS. So, we leave partner to guess what to do!?

Not what we want, right? Hence, I am wondering who at Microsoft
(A) will know (somebody in Redmond?) and
(B) who is responsible for the content on the partner portal, business apps, net customer add?

I am not giving up 😄 ... Ralf

[#6]

Hi,

Where you provide the licenses as a CSP partner, the association to you as the transacting partner is automatic.

For customer with an EA where you have not provided the licenses, Claim Partner of Record (CPOR) would be the method to associate the workload/licenses with you as the partner. In some scenarios Partner Admin Link (PAL) can be used.

DPOR was typically only for Azure and DPOR can only be one partner per subscription, and only the customer can change who their DPOR is.

Note in all cases, the revenue must still be above threshold to be counted as new.

[#7 · Accepted solution]

@RalfW I have reached out to the BizApps team and this was their response:

Re #1: : Scenario A is correct, no need to do anything else, association via CSP is automatic. We've passed on this feedback to the appropriate team and they are adding this suggestion to the roadmap for improvements in the near future.

Re #2 For scenario B, they can use DPOR, or they can use CPOR for an EA customer. For questions about associations, point them to the association guidebook. https://assetsprod.microsoft.com/mpn/en-us/solutions-partner-associations-playbook.pdf

I hope you find this helpful! 

[#8]

Thanks @Jill and team, and @Nick. To recap - did I capture this correctly?

- IF license = CSP --> no action required
- IF license = EA --> submit CPOR-OSU or set DPOR

EA: Doesn't matter if we provided EA or another MS partner
DPOR: Only one partner per workload/subscription combination possible

[#9]

@RalfW Update on this below:

Eligible association types for NCA

• Net customers are added across all sales channels including Enterprise Agreement (EA), Cloud Solution Provider (CSP), and Web Direct.
• Eligible attributions for Microsoft Dynamics 365 include Claiming Partner of Record (CPOR) RevRec, CPOR OSA, CPOR RevRec Performance, CSP Tiers 1 and 2, and Digital Partner of Record (DPOR).
• Eligible attributions for Power Platform include CPOR RevRec, CPOR OSA, CPOR RevRec Performance, CSP Tiers 1 and 2, and Digital Partner of Record (DPOR).

Eligible association types for Usage/Deployments

• Eligible attributions for Microsoft Dynamics 365 (except Customer Insights) include CPOR OSU, CSP Tier1, CSP Tier2, Digital Partner of Record (DPOR)
• Eligible attribution for Power Platform & Customer Insights include Partner Admin Link (PAL)

Solutions Partner for Business applications - Partner Center | Microsoft Learn