BC Deal Shaping – Licensing, Revenue and Incentive Considerations

Objective
‍Equip Business Central partners to structure licensing and pricing that maximises partner incentives and Solutions Partner designation points, including common multi-SKU combinations and complex cases such as claiming influenced revenue where you deliver services but cannot transact licenses in a given geography.

Topics covered

• BC licensing essentials. Essentials versus Premium, full users versus Team Members, the per-user model, and what actually drives the price on a quote.  
• Building the quote. List pricing mechanics, the SKU combinations that show up most often alongside BC (Microsoft 365, Power Platform, Dynamics 365 Sales and Customer Service), and the points where partners routinely over-license or under-license.  
• Deal-shaping strategy. Sequencing, bundling, and the handful of pricing scenarios that come up repeatedly in live pipeline, with the trade-offs of each.  
• Partner economics. How BC deals pay, how to claim influenced revenue through CPOR and PAL, and how to associate your organisation to the transaction correctly so the credit lands.  
• Feeding the designation. How closed deals contribute to the Solutions Partner designation for Business Applications across the three score categories (performance, skilling, customer success), and how to build momentum toward attaining or renewing it.  
• Awareness: harder situations. A short walkthrough of complex cases, including multinational deals where you deliver the services but cannot transact the licences in a given geography, and how influenced revenue still gets captured.