Copilot growth opportunities data in AI Business Solutions & Security Insights

Appropriate roles: Report viewer | Executive report viewer

In addition to Microsoft 365 Secure Productivity workloads, the AI Business Solutions & Security Insights extends its Growth Propensity and Land and Expand (LXP) based machine learning models for Microsoft 365 Copilot. The Copilot Opportunities experience offers tailored data and insights for marketing, sales, and customer success organizations to grow usage and upsell specifically Microsoft 365 Copilot along the entire customer life cycle. Hundreds of signals such as Microsoft 365 product usage, free usage, whitespace, agent usage, and licensing are distilled into actionable insights at account level.

Key models and data include:

• Total copilot eligible Microsoft 365 licenses and whitespace metrics to allow measurement of overall opportunity size
• Free and paid Copilot usage across licensed and unlicensed users at a tenant level, including free-to-paid whitespace
• Targeting scenarios for customers based on acquire/monetize/grow framework used by Microsoft sellers
• Propensity for Microsoft 365 Copilot license expansion or purchase
• Propensity for Microsoft 365 Copilot adoption for users currently not assigned to a license
• Time-to-value based assessment of account Microsoft 365 adoption status
• MCI incentive eligibility to propel Copilot adoption and license expansion

Copilot Opportunities tab data dictionary

Following is a view of the data available in the Copilot Opportunities tab:

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Details about these screenshots are included in the following sections.

Definitions

The following table describes the columns that are numbered in the preceding screenshots:

Definitions (hidden columns)

To view the hidden columns, select the Change Column icon, then select the columns to display or download, as shown in the following screenshot:

Charts

All Copilot MAU data dictionary

The total Copilot MAU includes licensed and unlicensed users.

Copilot Opportunity data dictionary

The Copilot Opportunity value is the primary call-to-action (CTA) that encapsulates various machine learning inputs. This value should provide direction on what next steps to take with this customer opportunity. Selecting the Copilot Opportunity values in the table opens a flyout pane that provides visibility into the data science models that power the propensity as well as key penetration metrics that highlight why the customer is categorized as acquire, monetize, or grow.

• Copilot Opportunity: This field is a Microsoft recommendation of whether the next step should be to focus on acquiring, monetizing, or growing the customer along the Copilot journey.

  • Acquire: These customers have high propensity to purchase and/or use Copilot, but they have low Chat MAU penetration and low Microsoft 365 paid license penetration. The recommendation here's to acquire the customer by growing the use of Copilot Free Chat.

  • Monetize: These customers have high propensity to purchase and/or use Copilot and have penetrated Copilot Chat but not penetrated with Microsoft 365 paid licenses. The recommendation here's to focus on monetizing the customer via agents or through paid Copilot licenses.

  • Grow: These customers have high propensity to purchase and/or use Copilot and have notable penetration in Copilot Chat and paid Copilot licenses. The recommendation here's to focus on increasing the customer’s paid copilot licenses further.

  • Other: These tenants do not meet the propensity threshold for targeting scenarios.

• M365 Copilot Penetration: The number of Microsoft 365 Copilot paid available units / Copilot eligible licenses.

• Copilot Chat Penetration: The Copilot Chat MAU / Copilot eligible licenses.

• Copilot Eligible Seats: Total Microsoft 365 licenses that are eligible also to have a Microsoft 365 Copilot subscription. This is the total universe that can be sold Copilot.

• M365 Copilot Whitespace: Total Microsoft 365 licenses that are eligible to have a Microsoft 365 Copilot subscription subtracted by paid available units of Microsoft 365 Copilot.

• Copilot Chat Whitespace: Total Microsoft 365 licenses that are eligible to have a Microsoft 365 Copilot subscription subtracted by Copilot Chat MAU.

• Opportunity Reasoning: Provides the reasoning why the Copilot Opportunity is Acquire, Monetize, or Grow.

• Recommendation: Provides the next step recommendation for how to engage with this opportunity based on all the signals showcased in the flyout pane.

• Expansion-Ready Propensity: The propensity of a tenant to purchase Microsoft 365 Copilot licenses, based on a Machine Learning (ML) model with various signals that correlate with Microsoft 365 Copilot license expansion.

• Expansion-Ready Recommendation Reason: This is the machine generated recommendation based on machine learning data science models that leverage various correlated signals such as related workload and product usage to identify tenants with a higher likelihood to purchase Microsoft 365 Copilot. The reason is meant to increase model explainability – but is in preview and may not exhaustively capture the decision-making process of the model.

• Adoption-Ready Propensity: The propensity of users who are currently not assigned to Microsoft 365 Copilot licenses to adopt Microsoft 365 Copilot, based on a Machine Learning (ML) model with various signals that correlate with Microsoft 365 usage.

• Adoption-Ready Recommendation Reason: This is the machine generated recommendation based on machine learning data science models that leverage various correlated signals such as related workload and product usage to identify tenants with a higher likelihood to adopt Microsoft 365 Copilot. The reason is meant to increase model explainability – but is in preview and may not exhaustively capture the decision-making process of the model.

All Agents MAU data dictionary

Selecting the All Agents MAU values in the table opens a flyout pane with more details on the nature of agent usage within a tenant.

In addition to all up, agent MAU, the flyout pane gives a breakdown of licensed, unlicensed, and agent MAU by extension/application type:

• All Up Agents Licensed MAU: Total agent MAU for Microsoft 365 Copilot licensed users.

• All Up Agents Unlicensed MAU: Total agent MAU for users only without a Microsoft 365 Copilot license.

• All Up Agents Total MAU: Total agent MAU for all users.

• Agents in Copilot Chat Licensed MAU: Total agent MAU for Microsoft 365 Copilot licensed users, within the Copilot Chat applications.

• Agents in Copilot Chat Unlicensed MAU: Total agent MAU for users only without a Microsoft 365 Copilot license, within the Copilot Chat applications.

• Agents in Copilot Chat Total MAU: Total agent MAU for all users, within the Copilot Chat applications.

• Connectors Licensed MAU: Connectors agent MAU for Microsoft 365 Copilot licensed users.

• Connectors Unlicensed MAU: Connectors agent MAU for users only without a Microsoft 365 Copilot license.

• Connectors Total MAU: Connectors agent MAU for all users.

• Plugins (Actions) Licensed MAU: Plugins (Actions) agent MAU for Microsoft 365 Copilot licensed users.

• Plugs (Actions) Unlicensed MAU: Plugins (Actions) agent MAU for users only without a Microsoft 365 Copilot license.

• Plugins (Actions) Total MAU: Plugins (Actions) agent MAU for all users.

• Custom Engine Licensed MAU: Custom engine agent MAU for Microsoft 365 Copilot licensed users.

• Custom Engine Unlicensed MAU: Custom engine agent MAU for users only without a Microsoft 365 Copilot license.

• Custom Engine Total MAU: Custom engine agent MAU for all users.

Customer data associations

Data in AI Business Solutions & Security Insights is limited to customers with whom partners have an established compliant association. A compliant association requires customer consent for data sharing, with availability of an opt-out option. Anonymized and derived data is only shared with customer consent. The specific associations configured in AI Business Solutions & Security Insights for data sharing purposes are outlined below.

We're assessing and expanding to other association types as customer consent is obtained and will update this section when new associations are added to AI Business Solutions & Security Insights.

Notes on usage data

In some cases, Monthly Active Usage (MAU) is greater than Paid Available Units (PAU). This can occur for various reasons listed below:

• Unpaid or Trial Users: Some workloads allow usage by users who don't hold paid licenses. For example, in the case of Microsoft 365 Copilot or Compliance workloads, features may be accessible to a broader set of users than those with paid entitlements. This leads to higher MAU counts compared to PAU.

• Tenant-Level Policies: In security workloads like Microsoft Defender or IRM, tenant-wide policies may apply protections to all users or devices, regardless of licensing. This results in MAU counts that include users not covered by paid licenses.

• Misconfigured or Missing Licensing Data: There are cases where licensing data is incomplete or misaligned. For instance, if IRM isn't configured but Communication Compliance (CC) is, MAU may still be reported due to CC activity, while PAU remains zero for IRM.

• Over-Deployment or Over-Usage: In security and compliance workloads, over-deployment is common. For example, a product like Purview may be deployed across an organization, but only a subset of users are licensed. This is seen as a monetization opportunity to convert active users into paid ones.

• Multiple Workload Attribution: Some workloads aggregate usage across multiple features (for example, MIP DLP, DLM, DNR under Purview). If users engage with any of these features, they may be counted in MAU even if only one feature is licensed, inflating MAU relative to PAU.