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

MODULE 4

Customer Success

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LESSON 4.5

Tracking Your Customer Success Points 

How To Track The Customer Success Metric


Customer Success points play a crucial role in determining your standing within the Security Solutions Partner designation.  

These points reflect the effectiveness and efficiency of your solutions in securing and satisfying customer needs.  

Accumulating a high number of customer success points not only helps in achieving the 'Qualified' status, allowing you to purchase and enrol in the Security Solutions Partner designation but also ensures continued enrolment and renewal.  

By effectively tracking and enhancing these metrics, you can maintain a robust security posture, thereby boosting your credibility and trustworthiness in the eyes of your customers and partners. 

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START HERE


Gaining points is key to achieve your Security designation. The following is an outline of ‘how you check for points’, but if you aren’t adding your PartnerID correctly, these points can’t be recognised in the first place. 

If you are not sure how to do this, in our Appendix module, Lesson 4 we provide an overview of how to add your PartnerID to be recognised correctly.  

 

 

How Do You Check Your ‘Customer Success’ Points In Partner Center? 

1. Sign in to Partner Center and select Membership.

If you don't see the Membership workspace, check your assigned roles in Partner Center. You must have the Global admin or Microsoft AI Cloud Partner Program partner admin role to view the Membership workspace. 

Image 1: Membership | Overview Page



2. Select Solutions Partner > Overview. Here's what the status means for each solution area. 


  • In progress: You aren't yet qualified for this solution area to get enrolled into this solution area. This status appears when you've earned some points, but either have less than 70 total points, or when you have 0 points in an individual metric. 

  • Qualified: You've met the qualifications and can purchase a Solutions Partner designation. Make a payment in Membership offers to enrol. 

  • Enrolled: You're enrolled in the Solutions Partner designation for this solution area. You remain enrolled until your anniversary date regardless of increase or decrease in your score. Because you're enrolled, you can see your renewal status and qualification eligibility window on this page. 

  • Enrolled (Renewal due): You're currently enrolled for this solution area and are within the renewal window. To maintain your enrolled status, renew before the last date of your renewal window. 

Image 2: Solutions Partner | Overview page



3. Select View details for any of the solution area cards on the page or select any solution area of interest on the navigation menu. 

The page that appears shows the details of your partner capability score for the solution area. If multiple tracks are available for the solution area, the page shows the score of the selected track. You can change the selected track by selecting the page title that also contains the name of the selected track. 

Image 3: Solution Partner | Security Overview Page 



After you select a track, multiple cards appear, one for each metric that makes up the partner capability score for that solution area. Each of these metric cards provides you with several details about the metric: the criteria, your score, and other details for the metric. 

Image 4: Reviewing the Security | Customer Success - Deployments metric in Partner Center.

Image 5: Reviewing the Security | Customer Success – Usage Growth metric in Partner Center.



Selecting the ‘View Details’ button under Customer Success - Deployments or Customer Success – Usage Growth, will open a panel on the right, giving you the full points details.  

From here, you can also download the data that contributes to the score calculation so that you can analyse and take appropriate actions to get qualified wherever the required score is not met.  

Asset 14  LESSON TAKE AWAYS

The key takeaway of this lesson is the importance of accurately tracking and reporting customer success points to achieve the Security designation.  

We provided a detailed guide on how to check these points in the Partner Center, emphasizing that if the PartnerID is not added correctly, the points won't be recognized.  

Accurate tracking and reporting are essential for maintaining and improving customer success metrics, ensuring that goals are met. 

Customer Success Module Review 

Throughout this module, we walked through the Customer Success requirements and discussed the following: 

  • High-quality customer service ensures better adoption and long-term retention of security solutions.

  • Clear and concise messaging is crucial for grabbing the customer's attention quickly.

  • Select customers that align with your business goals and ensure profitability by onboarding them under your terms.

  • A well-executed Go-To-Market strategy is essential for successfully introducing new products or services to the market.

  • Regularly check your performance points to ensure you are on track to meet your goals.

  • Accurate tracking and reporting of customer success points are crucial for maintaining and improving customer success metrics. 

Asset 14  MODULE TAKE AWAYS

The takeaway from this module is about nailing your customer success and GTM strategy. First off, customer success is super important.  

High-quality customer service is key to making sure you win new customers, and they stay with your business long term.  

Delivering a solid Go-To-Market (GTM) strategy is essential. You need to have a well-executed plan to introduce new products or services to the market.  

When it comes to communication, you need to be clear and concise. Your messaging should grab the customer's attention quickly. Tailoring your message to fit the customer's needs is crucial.  

When you're negotiating with new customers, make sure they align with your business goals. It's all about targeting the right customers and ensuring profitability by onboarding them under your terms. 

Regularly check your performance points to make sure you're on track to meet your goals. Accurate tracking and reporting of customer success points are also crucial. 

Overall, these lessons provide a strategic framework for achieving success through effective customer service, targeted messaging, strategic customer selection, and diligent performance tracking to meet the security metrics.  

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Next Module: Additional Content

Next module we’ll provide several useful lessons, for example, a Solution Designation Program overview, a consolidated Security Designation overview, what Security specialisations are available, how to use PAL and CPOR effectively, and a long list of essential links provided during our program, and several others that may be of help during and following our training program.