Automated Referral Management Overview MCI Claims Microsoft automatically creates a standard Partner Center referral when specified conditions are met Benefits: Ensure notification process alerts Microsoft account teams partner
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Presentation Transcript
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Automated Referral Management | Overview MCI Claims
Microsoft automatically creates a standard Partner Center referral when specified conditions are met
Benefits:
Ensure notification process alerts Microsoft account teams partner engagements
Enable MCI Engagement configuration to support co-sell configurations defaults
Validate Partner Center Deal IDs provided by partners Partner Center
Manages referral status and supports co-sell notifications across organizations
Benefits:
Microsoft and partners are better connected regarding account opportunities
Update referral to co-sell after customer consent,
Update referral to won or lost based on POE completion status to indicate when activity is completed. Microsoft CRM
Account team notified of partner led activities and can support customer outcomes / opportunities.
Benefits:
Align Microsoft sales teams with customer outcomes / opportunities
Automate ability for Microsoft sellers to jointly engage and align with partners
Associate MCI engagement impact and track to sales pipeline progression Select MCI claims now automatically generate inbound Partner Center Referrals. This feature notifies Microsoft account teams of new qualified deals with integrated insights for simplified co-selling and improved Partner experience<br>
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Automated Referral Management | Process Flow and Engagement Thresholds MCI creates Partner Center referral when conditions are met Partner creates claim in MCI Microsoft / Partner may jointly engage in opportunity Automated Referral Engagement Thresholds Three Touches to Tighter Collaboration Automated Referral Management Process Flow * Partners may manually update or manage referral details throughout the typical referral lifecycle. *All sizes included<br>
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Automated Referral Management | Referral Creation Process Detailed Partner requests customer consent through MCI Partner Activities portal
Customer provides consent to proceed.
Adds Deal Size when requesting customer consent Partner completes engagement per requirements
Partner submits POE Microsoft approves or declines POE
Partner disputes or fixes POE errors Microsoft processes payment for approved claims
Partner receives payment for processed approved claim. Claim Customer Stage 01 POE Validation Stage 04 Stage 05 Microsoft creates referral where conditions meet engagement configuration. Microsoft updates referral as Co-Sell after customer consent has been received. Upon POE approval MCI updates PC referral status to “won” and upon claim expiration without POE approval status is updated to “Lost”. Customer Consent Stage 02 Stage 03 Execute & Submit POE Stage 04 POE Validation Partner identifies customer opportunity, creates MCI claim for partner activity. MCI Partner Activities Payment Stage 05 Microsoft CRM Microsoft Account team actions “Co-Sell Referrals” in Microsoft CRM, by Accepting and/or Appending Referral to a MSX Opportunity Engagement Stages Activity<br>
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MCI Partner Activities | Deal Size Guidance Overview
Upon requesting customer consent, MCI starts the ARC process for select engagements.
Partners provide estimated deal size in ($USD equivalent).
Partners may update the value in MCI until the customer completes the consent process.
This input will not impact the claim eligibility or payout.
Estimating Deal Size by Revenue Type
License and Seat Revenue
Specify the license and seat customer purchase estimate over a 12-month period
Estimated amount should reflect the deal size value to Microsoft revenue in USD
Consumption Revenue
Estimated amount of revenue generated over the first 12-months after the project is complete in USD
Partners should leverage the Azure Consumption Estimator and carefully consider the ramp up of the project after deployment. How is Deal Size Value Used within Microsoft
Share the created referral with customer account team to support co-sell process
Notify account teams when activity is completed to drive customer next steps
Future capabilities to enhance the partner experience
Microsoft is working to enhance MCI to support relationships with partners and help guide Microsoft ability to Co-Sell's with partners. This change will not impact any claims that have already received customer consent.
Support & Resources
Contact your company’s Referral Admin for estimation guidance
Your PDM may be able to provide additional estimation guidance<br>
