security-1Solutions Partner for
Security Designation
solutions-designation logo-FADE-1

 

 
MODULE 1

Introduction

 
MODULE 2

Performance

 
MODULE 3

Skilling

 
MODULE 4

Customer Success

 
MODULE 5

Appendix

 
MODULE 6

What’s Next

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LESSON 2.1

Meeting the 20 Point ‘Performance’ Criteria 

How to Achieve Points Success


The performance criteria are essential for earning the Microsoft Solutions Partner for Security designation because they measure a partner’s ability to effectively grow and manage their customer base using Microsoft Security products and services.  

Here are some key reasons why these criteria are important: 

  1. Customer Growth: Performance metrics, such as net customer adds, reflect a partner’s success in expanding their customer base. 

  2. Revenue Generation: By focusing on metrics like Azure Consumed Revenue (ACR) and Microsoft 365 usage, the performance criteria ensure that partners are not only adding customers but also driving significant revenue through their security solutions. 

  3. Market Competitiveness: High performance scores indicate that a partner is competitive in the market, capable of delivering effective security solutions that meet customer needs. 

  4. Customer Success: Performance metrics are closely tied to customer success. Partners who perform well are likely providing high-quality services that lead to better security outcomes for their customers. 

  5. Capability Score Contribution: Performance is one of the key components of the Partner Capability Score, which is used to qualify for the Solutions Partner for Security designation.

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The performance category measures your organization's ability to increase the customer base who uses Microsoft Security products and services. This category is made up of Net customer adds as the primary metric for Microsoft 365 and Azure Security workloads.

Net customer adds 

Net customer adds is defined as the number of eligible customers added to your customer base during the trailing 12-month period. 

Calculation 

  • Enterprise track: Each net new customer contributes to two points for up to a maximum of 20 points, obtained from ten (10) customers. 
  • SMB Track: Each net new customer contributes to four points for up to a maximum of 20 points, obtained from five (5) customers. 

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Net Customer Adds = Total qualifying customers with qualifying ACR in current trailing 12 months (TTM) - Total qualifying customers with qualifying ACR in previous (TTM) 

 

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Eligible customers

Azure: This value is the number of unique customer tenants contributing at least $600 ACR (Azure Consumed Revenue) in the last TTM from eligible Azure services associated with eligible Offers for specific Partner association types. 

Microsoft 365: This value is number of unique customer Tenants having at least one workload with paid licenses greater than 300 from eligible Microsoft 365 workloads for specific Partner association types. 

Azure: This value is the number of unique customer tenants contributing at least $600 ACR (Azure Consumed Revenue) in the last TTM from eligible Azure services associated with eligible Offers for specific Partner association types. 

Microsoft 365: This value is number of unique customer Tenants having at least one workload with paid licenses between 5-300 paid licenses in a given month from eligible Microsoft 365 workloads for specific Partner association types. 

Note: The same tenant can be counted in both Enterprise and SMB tracks. 

 
Eligible Azure services

  • Advanced Data Security 
  • Advanced Threat Protection 
  • Application Gateway
  • Microsoft Entra ID B2C 
  • Microsoft Entra Domain Services 
  • Microsoft Entra ID for External Identities 
  • Azure Bastion 
  • Azure DDOS Protection 
  • Azure Defender 
  • Azure Firewall 
  • Azure Firewall Manager 
  • Azure Front Door Service 
  • Azure IoT Security 
  • Key Vault 
  • Network Watcher 
  • Security Centre 
  • Microsoft Sentinel
  • Eligible Azure offers 

All offers except "Support," "Internal," "Benefit Program," and "Trial" are applicable. 


Eligible Microsoft 365 workloads 

Microsoft Entra ID P1, Microsoft Defender for Office 365, Microsoft Defender for Endpoints, Microsoft Defender for Identity, Microsoft Purview Information Protection, and Intune. 

Note: The eligible workload list is subject to change. Consult this list frequently to ensure you have current and accurate information. 


Thresholds for earning maximum points 

Net customer adds from both Azure security and Microsoft 365 are counted and given points. A total of 10 customer additions from Azure security services and Microsoft 365, fulfilling the previous criteria, are required to earn the maximum 20 points for this metric. You can achieve points from either Azure or Microsoft 365 or both. 


Eligible association types 

The association types that earn you points in this metric are: 

  • Azure: Partner Admin Link (PAL), CSP Tier1, CSP Tier2 
  • Microsoft 365: Claiming Partner of Record (CPOR), CSP Tier1, CSP Tier2

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Data freshness 

Performance and Customer Success subcategories typically refresh by the 20th of every month. But there can be other minor data refreshes throughout the month. Skilling subcategories typically refresh within 10 days after certification completes. 

Asset 14  LESSON TAKE AWAYS

Make sure you understand how points are achieved for the Performance metrics, as achieving Net Customer Adds is the key that also opens the door to achieving the Customer Service metrics! 
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Next Lesson: 

We will look at how you can identify the industries you should target for your Security solution and learn to identify the key messages your Solution needs to talk to and ultimately address as you look to win Net Customer Adds.