Sales Workshop 4: BC Deal Shaping – Licensing, Revenue and Incentive Considerations

General Information

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.

Virtual | 2 sessions

Session 1

BC Deal Shaping – Licensing, Revenue and Incentive Considerations

‍November 3, 2026
16:00 - 17.00 CET

Length: 1 h

Session 2

BC Deal Shaping Office hours / Q&A

‍December 8, 2026
16:00 - 17:00 CET

Length: 1 h

Target Audience

Partner sales, presales, and deal-desk roles at GrowthLab BC partners who quote and shape deals directly. These are the people whose behaviour the session is trying to change, and the ones with live deals to apply it to.
Partner principals, practice leads, and channel or alliance managers responsible for incentive capture and progress toward the Solutions Partner designation for Business Applications.

Prerequisites
Working familiarity with selling BC, but no assumption of deep licensing fluency.

Reserve your place

Your place is included in GrowthLab at no additional cost. Register now, and we will send the calendar invitations and joining details to your work email.

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