Three Steps to Accelerate your Recurring Revenue Business

Technology organizations have a growing list of channels to grow their business, with subscriptions and recurring revenue at the top of that list. Technology firms’ success relies on their ability to adjust, implement, and accelerate, based on their clients’ shifting needs. This ability begins with an understanding that growth can be a moving target – when to maintain the status quo, when to follow the pack, and when to branch out on your own and establish differentiation. But we continue to hear that without a strong foundation, rooted in proven best practices; you’ll be fighting an uphill battle from day 1. Ultimately, client engagement is proving to be the most consistent driver for business separating from the pack. Here are three critical steps to enable and engage your customers for sustained business growth.

Sales and Product Management

This first step is self-explanatory on the surface: you need to know which products you’re selling and how you’re going to sell them. Understanding your product capacity, including how to differentiate, is critical when enabling your sales teams. If they don’t know what they can sell, how are they supposed to sell it? Equally important is how you’re going to sell these products, and product positioning manifests in a few ways, which are easy to take for granted. Too often, companies will take products and publicize the product’s features, slap a satisfaction guarantee on it (or an “unmatched customer service” guarantee), and call it a day. This strategy fails to recognize the challenges your clients are trying to solve, and what makes your company different. If you’re a Microsoft CSP, this is particularly important because the core product offerings you provide are not dissimilar from other competing CSPs.

At the core of any business, you must be able to define which products and services you’re selling (including subscriptions and one-time items), have an established pricing strategy with stated price lists, and a plan for your core-bundle offers. Bundling can evolve in many ways, so your team needs to understand your core bundles’ uniqueness as part of your sales strategy.

How to accelerate: as your practice grows, you should consider three main areas to kick that growth into high gear:

  1. Embrace Integration – explore automating your product catalog management and provisioning.
  2. Internal Incentives and Sales Performance Incentive Funds (SPIFFS) – Reward your sellers and maximize the sale of products that promote your business’s growth.
  3. Sales Incentives – how to reward your sellers and maximize the sale of products that promote your business’s growth.

Online Presence

In the digital economy, a company’s online presence is vital for their business to thrive. This is especially true for fostering more robust relationships with your clients and effectively messaging your differentiation to prospects. We know what customers are asking for: transparency, agility, and attentive customer service. Yet each of those three areas poses a unique challenge of their own for companies embracing recurring revenue models. Providing clarity and agility can be particularly tricky if you’re manually managing hundreds of inquiries and change requests per month, exponentially increasing the internal effort needed to provide the level of customer services your clients desire.

The good news is many companies are actually nailing their online presence and delivering on the service their customers need. It all starts with self-service, a portal where your clients are empowered to view and manage their licenses, view billing data, and view new products and services available to help grow their business. Installing a branded customer self-service portal is a surefire way to deliver transparency, agility, and exceptional customer service, while also providing a platform to accelerate growth.

How to accelerate: once you have your self-service portal installed with your company branding, you can elevate your presence even further with the following tactics:

  1. Visitor Tracking Google Analytics – gain critical insights on what your customers are viewing to ensure your products and services align with their needs.
  2. Case and Ticket Management – streamline processes to boost customer satisfaction.
  3. Knowledge Base – build data streams and gain a better understanding of your customers.

Every company can improve its online presence, and even amidst a pandemic, Zuora’s Subscription Economy Index finds that subscription sales remain resilient, rising 12% in Q2 2020 alone. Providing your clients with a hassle-free, transparent process for navigating inquiries and requests is a recipe for increased engagement.

Automation and Integration

In a recent interview with current CEO of Zuora Tien Tzuo, there were some fascinating thoughts from Steve Cakebread (former CFO of Salesforce) around Automation and the subscription economy. Automation and the subscription economy are forever intertwined, with each facilitating growth of the other. The rapid rise in subscriptions isn’t possible without Automation; otherwise, it would be too painful to bill and collect cash on a monthly or annual schedule (it also wouldn’t make financial sense). What Steve says is: “Automation is key. A lot of companies realize this way too late. You can’t just throw bodies at the problem anymore. People don’t want to do that kind of work these days.” Of course, he’s right. Too often, the standard procedure is adding headcount or resources to solve the problem. But for many growing small businesses, that’s not an option.

There are only two options: slow your growth, or automate. If you’re a business owner, the choice is clear: you have to find a way to automate. But how and where to start? An audit of your sales process is a good start, and being honest and objective with your evaluation is critical. From there, you’ll be able to target gaps and where your effort is overly manual. This is your foundation for transforming your business, identifying areas for investment – if you’re a CSP, integration with Partner Center is also worth exploring or integrating into your accounting system. As Steve mentioned, people don’t want to be working in excel spreadsheets all day, so enabling an automated, integrated flow across your systems is paramount. You also want to allow notifications and alerts through Power Automate’s flow.

How to accelerate: with your foundation in place, you want to continue eliminating overly manual workflows. The next four areas are how we see the best companies operating:

  1. Provisioning Integration with 3rd Party providers
  2. Payment Integrations for Cash Collection
  3. Provider Integrations for Provisioning
  4. Business Intelligence Reports – gain operational and sales insights

Once you begin to apply these tactics, you’ll be better informed, operating more efficiently, and gaining critical insights into how your business should grow recurring revenue. One other quote of sage advice from Steve: “Make sure you’re in a position to take advantage of the data. We would have done so many things at Salesforce differently if we just had access to the data.”

8 Signs You Need to Invest in Your CSP Business

There is an expansion in CSP revenue for Microsoft partners, as demand continues to rise within the Microsoft Cloud market. Yet, we also see CSPs struggling to accelerate past initial roadblocks to scale their recurring revenue. As your client number begins to increase, so does the workload and the customer’s expectations. What results is a bottleneck creating friction in your revenue growth plan.

If your CSP business is experiencing any of these eight friction areas, it’s time to examine a new process and/or system.

1. You’re using Excel Spreadsheets and emails to track your customer’s changes

This first example is very common, and if you’re reading this, I’m sure you’re nodding your head. Tracking changes through email communication, then documenting that change in an excel spreadsheet can be painful work. Steve Cakebread called out this type of process in a recent interview with his former colleague, Tien Tzuo: “automation is key. A lot of companies realize this way too late. You can’t just throw bodies at the problem anymore. People just don’t want to do that kind of work these days.”

2. Revenue/Sales Models and Billing are not aligned

A sales strategy not aligned with your billing processes is a recipe for significant friction amongst critical teams. Striking the right balance between allowing your sales team to be more creative in product definition, pricing, and deal terms and your billing teams’ ability to support and provision these requests is paramount. Creating a harmonious workflow between each team enables your sellers to spend more time closing business, with your billing team collecting Cash more efficiently.

3. Sales Teams are spending too much time to turn around quotes

If you’re a sales team member, you dread having that quote returned to you with corrections from your billing team. If you’re a sales leader or a business owner, you want your sales team out in the field selling. Creating a standard process for quoting, including product definition, terms, and pricing parameters, frees up your sales team to sell more. Having to customize pricing on every deal creates friction in your sales velocity and slows revenue.

4. Waiting until you receive Microsoft/Provider Invoices to invoice your customers

This area is also quite common with CSPs, who are keen on waiting for providers to invoice before sending out client invoices. The result is friction with cash flow and increasing risk, in that you don’t know what your customers have purchased and have no record through the billing period. This strategy is reactive, which customers don’t like and can lead to attrition.

5. Collecting cash before provisioning

We see this a lot from Dynamics customers, and it’s an outdated model that can decrease client satisfaction. This strategy often stems from the difficulty in accommodating changes or tracking changes between collecting Cash and provisioning. This area is ripe for automation and needs to be examined before your customer satisfaction begins to decrease.

6. You only have one billing frequency

What’s best for you is not always what’s best for the customer, unfortunately. However, this challenge is a good thing because your client list is beginning to grow, and enabling your team to offer multiple billing frequencies without impacting the business is a natural step in your CSP business’s growth. Customers expect certain flexibility, and promoting this within your systems will empower your sales teams to close deals faster.

7. You don’t let customers self-manage

We’re now deep in the customer experience conversation because this is one request we repeatedly hear from customers: they want transparency and the ability to manage their licenses on their own. In the CSP world, customer experience is the leading indicator of customer retention, and providing an optimal experience is why customers stay. Creating a self-service portal is what customers want. Of course, you should put guard rails in place, including a view into when changes were made and by whom. Manually entering these changes, creating reports to track the changes, then processing the addition/reduction all creates a long process.

8. You spend too much time on reconciliation

Reconciliation is undoubtedly a hot-button concern for all billing teams. They want everything to match up correctly, and rightfully so. The fastest way to alleviate this concern is to have an integrated system that connects provisioning with billing. This automation relieves stress on your billing team, mitigates the risk of any error, and helps everyone focus on the areas of work that excite them.

If you’ve read this far, so you must be experiencing at least one of these challenges. The good news is Work 365 has you covered. Even better news: Microsoft Incentive Co-op funds can be utilized for the purchase of Work 365. If you’re a CSP partner and want to accelerate your business’s growth this year, visit the page to learn more about Work 365.

Work 365 is the holistic business application built on the Microsoft Cloud, boosting customer engagement, unlocking sales and service opportunities, and collecting Cash. Explore how Microsoft CSP Partners are growing their business with Work 365.

Use your Microsoft co-op incentives as a CSP reseller to accelerate growth

Quick Background: In Jan 2020, Microsoft started accumulating funds through the co-op program for its CSP resellers. CSP partners have been accumulating funds that can be deployed starting in July 2020.

These co-op funds can be used by Microsoft channel resellers towards qualified activities that grow their business. In addition to driving demand co-op investment funds are meant to help resellers focus on these critical areas:

  1. Creating and sustaining recurring revenue – greater certainty and stability.
  2. Maximize customer engagement – invest in relationships and become a trusted advisor, increasing engagement and adoption.
  3. Deliver additional services – upsell and cross-sell opportunities.

The Microsoft co-op guide directly lists various qualified activities, including demand generation activities like tradeshows and events. Neither of which are viable opportunities in a COVID-dictated 2020. Along with marketing activities, what is not always obvious is the opportunity to automate processes. Microsoft Direct resellers incur a significant burden in managing and provisioning seats and services.

Investing in a branded self-service site that allows your customers to manage their current services, while also purchasing new services, saves you time and resources and grows revenue.

Resellers with self-service portals can offload almost 80% of provisioning changes, significantly increasing customer satisfaction, and freeing up time to pursue other value-adding activities.

The guidebook explicitly states that you can use these funds for branding activities. These branded self-service portals facilitate customer engagement, demand generation, and revenue growth in five main ways:

  1. It’s what clients want.
    • Customers want increased transparency, the ability to manage services themselves, and real-time insight into costs and billing.
  1. It’s a direct channel for customer collaboration and communication.
    • Once implemented, these portals provide targeted information and allow your team to communicate (and market) directly to these customers when managing this portal.
  1. They eliminate work for your team and the customer.
    • Fewer emails, less back-and-forth, more automation = less effort.
  1. It unlocks upsell and cross-sell opportunities.
    • These portals provide additional visibility into product catalogs, and your unique offerings, facilitating more in-depth conversations around business needs.
  1. Payments and billing are automated.
    • Add unique services, your IP, and other new products to the existing subscription account.

The good news?

Work 365 helps you accomplish all the above, and you can apply co-op funds to utilize Work 365 solutions.

How does Work 365 help:

  1. Create your own company-branded, self-service portal.
    • Work 365 enables you to build a portal for your customers to view usage data, access personalized pricing, and create a customized product catalog.
  1. Integrate your Provisioning, Billing and Payments systems with Work 365.
    • Focus more on business needs and product value through more in-depth discussions with clients on how to grow their business.
  1. Identify business trends and insights with the data and reporting.
    • Have all your teams work in one system that includes all your customer data.

The Microsoft co-op program incentivizes resellers to invest in their growth using Microsoft funds. Work 365 can help you along with that journey.

To learn more about how Work 365 can help you accelerate your business growth at scale, while using co-op funds for the investment, follow the link  HERE.

Sales acceleration with Product Catalog and pricing at your finger tips

Sales are customer initiated through  self-service or through your internal Sales team. Either way, both of these channels rely on having accurate pricing and service availability. The CSP product catalog for Microsoft partners has close to a thousand subscription services with changes to product availability and pricing along with availability in different regions around the world.

Having current pricing in your product catalog for your sales team can boost sales, save time and increase customer satisfaction. A customer using Microsoft Cloud services will tend to consume services in an additive way. They may start out with a basic service, add security, voice and other services as they become more aware of their needs, transition existing services or just adopt new products as they become available. The partner center makes it quite easy to provision new services. However, the provisioning process when it is disconnected from the sales and billing process creates a significant operational challenge for any Cloud Services provider.

Catalog management, or product catalog management helps you organize and consolidate e-commerce product data into a single, digital point of reference. In an optimal selling environment, the catalog maintains and stores product information for an e-commerce business client facing portal and or your internal sales team. It’s the strategic process of managing and maintaining your product catalog to ensure the quality of your product data across all sales channels. It includes how you organize, standardize, and publish your product data to each channel. 

Catalog management ensures the quality of product data, by allowing an admin to update the product information in a catalog, so that customers can make informed buying decisions. The seller can help buyers make those decisions by providing important details for their decisionsThese solutions are typically bundled with additional e-commerce marketing software, and other support tools. 

If you think about the concept of catalog management, it seems very simple right? You just must maintain a single catalog of all the products you sell online. 

Unfortunately, this is hard to do for many reasons: 

  • Product Updates – in our industry, products are been constantly added, removed and their prices can change anytime. How would you keep up with all these changes? Are you sales team selling the product with the right pricing and markup?
  • Product Relationships – different types of product can make SKU management more complex and often have parent-child relationships that can be hard to manage. How do you ensure that SKUs relate to its parent item, but also are represented as individuals? 
  • Conciliate Third-Party Product Data – If you receive product data from third parties like Microsoft Partner Center, this data can come in all sorts of formats. You must make sure all attributes from different distributors are organized as you necessary for your optimal operation.
  • Selling on Multiple Channels – another challenge of product data is managing it across multiple sales channels. Each of these channels require a specific format of your product data for listing purposes.  
  • Customer-specific Pricing – the same product can vary in price according to your buyer. This is common practice in our industry. Individual customers or groups can have their own specific pricing structure. It’s important to maintain this information because you’ll want to ensure that the right prices show online for the right customers. Offering the best buyer experience possible.  

Product data can become messy, fast. It can be tedious and time-consuming for business to normalize product data from other sources to meet their internal requirements. In our industry, many businesses often have large teams who spends weeks compiling, updating, and publishing product data. Not only is it hard on your operations, but it can also result in wrong and inconsistent data on your website for customers. 

With all these issues in mind, our team developed a simple, straight forward but robust product catalog for our Work 365 Billing and subscription application. Watch our quick video about our new feature! 


If you have any questions don’t hesitate in scheduling a demo.

​​Best Practices to Get Paid Faster – Building a Successful Recurring/Subscription Business​

As Simon Sinek says – “Start with Why”?

Volumes play an important role in a subscription business. This revenue is billed more frequently, in fact monthly- for 1 customer you are generating 12 invoices a year! The invoices are typically smaller in size than one-off sales. If you are reselling products (which is true for most Microsoft CSP Partners), the margins are tight. If customers don’t pay or delay payments, there is an impact on cash-flow.

How to Collect Cash Faster?

Step 0: Sell to who will pay: In order to make sure there is no risk of non-payments you need to establish credit limits, do background checks and ensure that you won’t be left with the proverbial “bag in hand”- this is typically part of your Sales Process.

Step 1: Invoice Accurately. An accurate invoice is correct on all counts.

  • Who has the check or credit card? It could be the finance department, the procurement department, and the IT manager or relevant stakeholder who would need to approve your invoice.
  • What are exactly are they getting billed for? Are all the services and subscriptions correct, prices, changes in quantities, and refunds clearly shown in the invoice so that there isn’t any confusion?
  • When do they need to pay and most importantly receive the invoice? Is the invoice being sent to the customer on the correct date and with the correct due dates?  The invoice needs delivery needs to predictable. We see so many cases where customers have cash flow issues but are not able to generate an accurate invoice on the correct date based on the billing frequency.

Step 2: Invoice: Delivery, Persistent, Actionable, Convenient: It’s imperative your invoice is delivered to the right stakeholders in a medium that is acceptable to them (email, mailed physical signed copies). Is the invoice persistent? Can the invoice be easily accessed by the intended audience? A self-service portal that shows their orders and invoices would allow them to access your invoice when they need it. Is the invoice actionable: Does it clearly state how to pay you and how convenient is it to pay you?

“The customer experience is the sum total of all customer moments. The invoice is a defining customer moment. “

What Systems are Involved in Generating an Invoice and Collecting Cash?

The problem with the above situation is that while you’ve got all the pieces together:

  • There are multiple logins/identities
  • Your brand is diluted and there is no consistency is not there because of the different looks and feels.
  • Data is the new oil – and it’s messy to have oil all over the place
  • Access to these systems is limited and to a few people. The lack of access to this data creates problems like selling to customers you don’t want to, inability to create an accurate invoice.

What is Required for a Successful Billing Automation Solution to Generate Accurate Invoices and Collect Cash?

  • Customer data in one system 
  • Single Identity 
  • Single Portal for everything: what they’ve bought from you, when they bought is from you, agreements, invoices 

Cash Collection is a business function: 

  • Credit Limit should be associated with Aging Data and affect new Sales 
  • The customer Payment information should be in the customer system 
  • Automate Collections using Payment Gateways 
  • Don’t reward bad behavior – Credit Holds so that provisioning is stopped 

Work 365 offers a Billing and Subscription application that helps cloud companies archive the necessary requirements and processes to grow your revenue. Learn more here.

Adjusting the Billing Contract to the New Frequency Using Work 365

Billing Contract Changes

Annual billing contracts are always great if you can get your customer to agree with them. It is great for your cash flow; it reduces the impact from the billing standpoint and your collection. Several companies enjoy the facilitation Annual Contracts brings to the table. But in today’s ever-changing environment you might be asked by your customers to change their billing cycle.

Then, what should you do?

There are two specific scenarios that you want to think about when it comes to change a Billing Cycle from annual to monthly or quarterly:

Scenario 1

The relationship changes at the renewing of the contract. The customer had an Annual contract and now wants a Monthly contract.



  • Run the Change Log Invoice

This step is important because if there were any changes that happened between the last billing date and the last time you invoiced your client. You want to make sure you will include all those changes to the new invoice which you can see using the Change Log Invoice.

  • Adjust the Sales Unit and Sales Price, if needed

Work 365 can divide or multiply based on which sales unit was set up as the sales price and adjust on what needs to be invoiced at the time the invoice is generated. You need to take extra care if you sell your own IP where the annual price is different from the monthly price.

  • Adjust the Billing Contract to the new frequency

This is the simple step you need to perform in the billing contract to change the frequency of your invoice.

Scenario 2

The relationship changes in the middle of the contract. The changes are made mid-cycle. They want to add more licenses or products and they don’t want an Annual billing right now to conserve their cash flow. If you add the new changes to the current billing contract the invoice that is generated will show the balance for the year.


  • Create a brand-new subscription to accommodate the change and associate it with the new billing contract

You will want to create a new subscription and associate with a new billing contract because this is an existing relationship which will be billed using the original frequency as it was set up in the billing contract.

The Need for Collecting Cash Fast

Accounts Receivables processes can take up valuable time and energy in any organization.This is why “Collecting Cash fast” is one of the key metrics for building a successful recurring business. Very often the longer it takes to collect cash the higher the risk of collecting that cash correctly. You need to ensure that you are collecting the payment as quickly as possible.

Work 365 supports the typical billing frequencies – Monthly, Quarterly and Annual billing. Some of the data we see with users of the application and the billing frequencies:

More than 70% off the invoicing is on a monthly basis. Monthly billing is the most common way of billing CSP and cloud services. Annual billing tends to be used by ISV’s and other solution providers that bundle their products or package their solutions through CSP.

Collecting cash through automated systems lowers the risk of non-payment, and reduces your DSO (Days of Sale Outstanding).mUsing manual processes like check payments is not practical for monthly payments. Typically, you want to keep your DSO to 30 days and lower than 7 days for monthly billing contracts.

Work 365, maintains the schedules for your billing relationships and using the integrated payment solutions can provide a convenient way to collect cash either through credit cards or direct debit solutions through Global leaders in payment solutions like Stripe, and GoCardless.

The video above demonstrates how you can leverage these integrated payment providers directly into Work 365.

So, what’s your DSO? Let us know your thoughts schedule a demo to discuss these options.

Extend Work 365 with PowerApps Automate

PowerApps Application

Work 365 is built on the PowerApps platform as a native Dynamics Application. With Automatic provisioning capabilities changes to licenses from within the Dynamics 365 application get provisioned automatically to the Microsoft Partner Center and distributors like TechData and Synnex.

This also means that your end customers who use the Work 365 self-service portal can add or reduce the number of licenses and have them provisioned directly with the providers.

Changes to licenses from the Portal get synced back to Work 365 and then provisioned automatically. From a service standpoint, it is very important that these provisioning changes are tracked and managed.

The questions that usually get asked are– “How do I know what changes my customers are requesting from the portal?” and “Did the changes get provisioned successfully?”

Two specific outcomes are likely:

  1. Changes are provisioned Successfully
  2. Or Changes Failed to Provision

Failures in provisioning can happen because of two reasons:

  1. Technical Issues – Unavailability of the endpoint, security or authentication failures
  2. Business Rules- The provider rejects the changes because of data validation errors like exceeding a certain threshold

Work 365 is built entirely on the PowerPlatform– which means you can utilize the capabilities of PowerApps, PowerPortalPowerAutomate, and even PowerBI to manage processes and drive outcomes.

For license change notifications here is a Sample process you may follow:

In simple terms, you may describe this process as “If  a license change is made through the Portal and it is successfully let the customer know that the provisioning was successful, however, if the provisioning fails to let my Service team know so that they can fix the issue!”

You can expand and modify this workflow into many areas and connect additional steps through the entities and capabilities of Work 365 and the PowerPlatform. You could include additional information in the notifications like error messages, and pricing information for the customer from the subscription.

If you would like to implement this PowerAutomate template, follow us on Twitter or LinkedIn and we will be sure to share this with you.

Understanding the Azure Plan vs. Microsoft Azure 

Microsoft Azure (Class Azure) will be available through Nov 1st, 2020. Microsoft MSP and CSP partners are currently transitioning their Azure customers to the Azure plan and the modern commerce infrastructure before the deadline.

Partners purchasing a new Azure offer in Partner Center must choose between Microsoft Azure or the Azure plan. Partners will not be able to provision both offerings at the same time.

Provisioning the Azure plan

Partners choosing the Azure plan must ensure the terms of the Microsoft Customer Agreement are accepted.  Resellers will have one-time provisioning of the Azure plan per customer via Partner Center. The Azure plan acts as a container for all Azure subscriptions. When the Azure plan is provisioned, an Azure subscription underneath the Azure plan is created by default.

  • To provision additional Azure subscriptions, Partner’s would NOT provision additional Azure plans. Instead, additional Azure subscriptions can be created under the customer’s existing Azure plan through the Azure Management Portal.

Transitioning a Microsoft Azure subscription to the Azure Plan

  • If customers have existing Microsoft Azure subscriptions, Partner resellers will need to transition those subscriptions to the new Azure plan.
  • Partners transitioning the original Microsoft Azure offer to the Azure plan can initiate the transition directly in Partner Center. There is no customer action required.
    • In the Partner Center, there will be a button on the Microsoft Azure subscription to transition to the Azure plan. After hitting the button, the Partner Center will direct Partners to the Azure Management Portal for the transition to be processed and completed.

Managing Azure Resources for PEC (Partner Earned Credit)

  • To earn PEC on Azure plan subscriptions, Partners must, at minimum, have AOBO (Admin On Behalf Of) Access at the resource level.
    • Direct CSP Partners or Indirect Providers provisioning new Azure subscriptions are automatically assigned AOBO rights to perform administrative tasks on the customer’s Azure AD tenant on behalf of the customer.
      • Customers do not have admin rights unless provided by the Partner; however, customer’s do have the ability to remove a Partner’s AOBO access.
      • Indirect CSP Partners: For Indirect CSP Partners to gain access, their Direct Providers must give AOBO rights to the Indirect CSP Partner.
  • Azure resources can also be managed through RBAC (Role-Based Access Control):
    • RBAC is assigned to specific users where the appropriate RBAC roles can be assigned at the resource level (ie. resource, resource group, subscription).

The Impact

Classic Azure was billed to Microsoft partners at a discount (usually 15%). This discount was the retail margin that partners were expected to markup the reported usage summary to create a customer-facing invoice. However, with Azure plan the Microsoft invoices the partner (reseller) the full retail amount without any margin. Microsoft will later provide a Partner Earned Credit equivalent to the resale margin 2 months later based as a credit on the invoice as mentioned above. What this is means is if you are transitioning existing Azure subscriptions to Azure Plan

  • Be sure to review the markup percentage on existing customer subscriptions. If you retain the original markup you are going to be potentially overcharging your end customer.
  • Review your default margin that is applied for new Azure subscriptions through the configuration in Work 365
  • Daily Usage data is no longer available the same way as it was for Azure Plan (your customers will not be able to view consumption the same way.
  • Be sure to adjust all your billing dates as the G invoices will be available for the entire previous calendar month.

Using a billing automation solution like Work 365 reduces and even eliminates the complexities around the Microsoft CSP Partner program.

Learn more about how Work 365 can help you!

CSP Reconciliation in Dynamics 365 using Work 365

Work 365 is a Billing automation system.

One very important question we get very often from Finance and Account teams is how does Work 365 help with CSP reconciliation?

CSP Reconciliation is a very important accounting function and in the Microsoft CSP partner world, that means reconciling your customer billing with your invoices from Microsoft or your distributor.

The above video will show a brief demonstration of how you can use Work 365 from within your Dynamics 365 system to do some basic audits and review the data from a visual perspective to perform a high-level reconciliation.

This graphic above shows in one Work 365 Table :

  1. The customer selling price on the billing side (revenue)
  2. The cost of information from the provider (cost)
  3. The quantities in the billing system (revenue)
  4. The quantities from the Provider Invoice (cost)

Using this simple table/view it’s easy to visually spot any discrepancies. However just because the quantities don’t match it doesn’t indicate that there is an actual discrepancy. This can happen if there was a change made to a subscription after the provider invoice was received.

So the subscription count in the table may show the current subscription, however, the provider invoice will show the subscription count for when the bill was generated. Having the context and history of the subscription (through change License Change Logs) helps to further clarify any such reconciliation concerns.

Work 365 provides bi-directional sync between Partner Center and Work 365. If your system is healthy and functioning correctly every customer subscription in Partner Center will sync into Work 365 and Work 365 Subscriptions will sync with Partner Center.

Learn more- Watch our video webinars!