How to identify potential Microsoft Copilot customers

Description

Microsoft have recently provided new information within Partner Centre to help MSPs understand user licences and behaviour.

Opportunity to upsell Copilot

With recent changes to CSP rebates and improvements in Copilot bundle offerings and margins, we need to change how we think about M365: every customer base review now becomes a growth planning exercise. Instead of asking, “What licences are due for renewal?”, we need to ask, “Which customers are ready to move to Business Premium? Which need stronger security? Which are ready for Copilot? 

IF YOU BUY MICROSOFT THROUGH MANAGE PROTECT

We can provide regular reports from this data, and take you through recommendations for client upsell approach.

Where to find Microsoft Licenced User Activity Data

If you are a Microsoft Partner and have access to the Partner Center, you should be able to locate user usage information under "Insights", then "Growth Opportunities" under "AI Business Solutions & Security" in the left hand menu.

Using Microsoft User Licencing Data

The top of the page has some useful overall data around your clients' Copilot seat penetration and potential opportunities, but you will need to scroll down for per-tenant usage data presented in a table. Each tenant is listed with details about their total M365 licences, Copilot licences, whether they are actually using Copilot and if they are using the free chat version. 

As you can see, there are many columns, not all of which are useful. To see only the columns of interest, click on "Change columns". 

To filter and sort the data, download into a spreadsheet with the "Download" link highlighted above.  

The Data Dictionary link is helpful for understanding the column names, but here are some useful ones:

• MAU - monthly active users
• Copilot MAU (Licensed) - MAU is the measure of unique signed-in users who have taken one or more intentional actions in the last rolling 28 days.
• Free Copilot Chat MAU (Unlicensed) - Users who are using free Copilot chat in any given month.  Free chat usage is probably the best indicator of paid copilot upsell potential. 
• Free to Paid Whitespace - Unlicensed Copilot MAU / (Unlicensed Copilot MAU + Copilot PAU).
• Copilot Seats Whitespace - The gap between Copilot-eligible licenses and users currently licensed for Copilot.

Use the data to identify priority clients for paid Copilot

Have a look through the data to get a sense of where your customers are at with AI. Are they paying for it but not using it? Have they deployed it to a select group but not deployed more broadly? Are they just using the free version? 

This information helps you make relevant suggestions and focus your efforts on the clients that are most ready to start talking about AI, or who might be at risk of security issues if they have not engaged you to secure their tenant for Copilot.

We advise you treat these numbers as a guide only and check other sources before quoting them to customers. This data is useful for identifying trends and opportunities - take it with a grain of salt.

How we can help

Manage Protect has many resources for M365 and Copilot upsell, as well as the potential to work with Microsoft to run Copilot workshops for your clients. Attached below are:

1. Copilot licencing options - which version does what and approximate costs
2. Why pay for Copilot? A guide detailing the different capabilities of free and paid Copilot.
3. An enablement guide around the deployment of Copilot within a small business
4. An "AI readiness" technical checklist

Email marketing@manageprotect.com to request other documents you may require or any assistance.