Maximizing Partner Success with CSP and CPOR

Partner associations are the magic beans ?? for sprouting points in the Microsoft partner capability score card. Partners that understand and leverage these associations succeed by earning one or more Solutions Partner Designations within the Microsoft AI Cloud Partner Program (MAICPP).

In this month's issue, we'll shed some light to help you drive success with the amazing associations of Cloud Solution Provider (CSP) and Claiming Partner of Record (CPOR). The chart below provides a view as to which associations contribute points for each designation.

CSP Essentials: Taking A Closer Look ??

The Cloud Solution Provider (CSP) association is required to allow the reseller and the provider to sell Microsoft cloud services to the end user, also known as the transacting partner of record (TPOR). Establishing a CSP association occurs when new customers are added, or existing customers are invited to connect in the 'customer' workspace within Partner Center.

Earning points is crucial for obtaining a Solutions Partner designation. It's imperative to regularly review your metrics in the partner scorecard for accuracy, as discrepancies can arise. If your customer's contribution to points for CSP is not visible, it could be due to several reasons:

1. The customer may not meet the eligibility criteria, such as having fewer than 11 paid seats.
2. The CSP association might not be recognized for the Solutions Partner designation, for instance, if a customer has more than 300 paid seats, they would fall under the Modern Work Enterprise category, which does not acknowledge CSP.
3. There could be an issue with establishing the CSP reseller relationship link.

If you have any questions, then reach out to TD SYNNEX.

CPOR Uncovered: Claiming Success in the Cloud ??

Speaking with a partner who has effectively mastered CPOR is one of the greatest ways to learn more about it and how to use it for your business. I invited Justin Slagle, CEO of The Partner Masters, to share his knowledge and perspectives on the significance of CPOR for both CSP and non-CSP clients in the following section.

The Claiming Partner of Record (CPOR) model is an important element in Microsoft's partner program, designed to recognize and reward partners who actively contribute to their customers' success in the cloud environment. CPOR enables partners to claim association with specific customer engagements, such as those involving Microsoft 365 or Dynamics 365. This association is crucial for partners as it allows them to access valuable data on usage and sold seats, which in turn helps them provide tailored recommendations and management services to enhance customer experience and maximize usage. This customer association also allows Microsoft to see which partner is actively working with the customer on a consumption strategy and not just transacting the licensing.

Many times, we see partners making the mistake of not claiming CPOR when they transact CSP licensing. It is still extremely important to complete your CPOR claims for every customer including CSP customers (from very small to very large) and also your old Advisor/DPOR customers. And, yes, I know that the incentives have gone down in FY24 for SMB CPOR associations, but the benefits of having visibility to the customer usage metrics and Microsoft knowing which customers you are working with should outweigh the lack of incentives.

Additionally, if you are not claiming CPOR, you may be missing out on additional Solution Designations and Specializations. As an example, the Security Solution Designation does not give you customer points for CSP. It only gives you points if you CPOR associate to a customer. And missing out on these can result in you missing out on valuable funding programs like $6,500 per customer for Threat Protection Engagements.

We often hear partners say that it’s hard to get the customer to agree to doing the CPOR claim, but the reality is that this is not an “opt in” model for the customer. When you complete a CPOR claim, the customer has the option to “opt out” after the claim is complete. The customer is not notified until you complete the claim and Microsoft approves. At that time, if the customer disapproves of you being associated, they have a short period to respond to Microsoft and disapprove of the claim.

Many partners complain that getting a CPOR approved is hard. But this is something that gets easier with practice. A common error we see is that partners think they need to use the CPOR Proof of Execution (POE) document. This is false. You can use a statement of work that you have with a customer if the SOW shows the work that you are doing with the customer. We suggest that all our partners include all of the M365 workloads in their SOW that they will work on with the customer now and in the future. This makes claiming much simpler.

Customer association is one of the most important elements to success with being a profitable Microsoft Partner. CPOR does not have to be hard, but it does need to be something you do with every one of your clients if you want to grow your partnership with Microsoft. And from everything that we have seen with our partners, completing CPOR claims can completely turn around your partnership with Microsoft! Justin Slagle, CEO of The Partner Masters

CPOR Advantage: Effort Yields Rewards??

It is still extremely important to complete your CPOR claims for every customer including CSP customers (from very small to very large) and also your old Advisor/DPOR customers.

1. How CSP partners and non-CSP partners can earn points in Modern Work Enterprise and Security designations via CPOR.
2. Partners will earn more points with CPOR vs CSP or DPOR associations in categories "deployments" and "usage growth" for Modern Work SMB or Enterprise designation.
3. Qualify for CPOR incentives in the Microsoft Commerce Incentive program.
4. Allows partners to be recognized for servicing a customer’s Microsoft cloud environment, even if they are not the one reselling CSP license.
5. Access valuable customer data on usage and sold seats.

Navigating the Future: What's Ahead in FY25 ??

Microsoft kicks off their new fiscal year on July 1, 2024. To set the stage for all the transformation ahead Microsoft has some key events for partners to gain insights into strategic investments, business priorities and program updates. Register and attend these events to stay informed.

• July 10 - MCAPS Start for Partners, includes live keynote, on-demand breakout sessions and then on July 11th a chance to ask questions to Microsoft leaders in the AMA (ask me anything) sessions.
• July 22 - FY25 GTM Launch Event, for the go-to-market priorities and initiatives planned for FY25 in Modern Work and Business Applications.

I'll be attending... will you?

Elevate Your Microsoft Partnership with TD SYNNEX ??

Let us support you in navigating the next steps to success. Attend our MAICPP Clinics and/or request a coaching call. We're here to assist you in evaluating your status and scorecard, providing clarity, and guiding you towards a path filled with increased benefits and incentives.

• Aug 15 - Top Takeaways on the Microsoft Partner Program for FY25
• Aug 19 - Overview of the Microsoft AI Cloud Partner Program and Benefits
• Aug 26 - The Ins and Outs of Renewing Solutions Partner or Legacy Benefits
• Sept 9 - How to Achieve the Modern Work Solutions Partner Designation
• Sept 23 - How to Achieve the Azure Solutions Partner Designation

Join us in this insightful journey, and let's grow together in the Microsoft ecosystem!