Microsoft makes Global ISVs a key piece of the Dynamics enterprise strategy

Microsoft's Global ISV (GISV) program for Dynamics AX and CRM continues to add vendors, with the four new additions announced around Worldwide Partner Conference 2013.  Over twenty companies now hold GISV status, and Microsoft plans to continue growing the program by adding a handful of new solutions per year.  The program's focus of providing vertical and horizontal solutions that help win more deals in the enterprise space will become an important facet of the Dynamics team's goal of doubling revenue over the next three years, officials say.

Microsoft invites some GISV partners to the program based on their existing enterprise pedigree. For others, becoming a GISV may become the vehicle that takes sparks growth, taking their businesses to the next level in terms of size, stature, and success. A partner that aligns with Microsoft as a GISV should expect to make a serious investment in developing, marketing, and selling their solution. The payoff is entrée into Dynamics ERP and CRM enterprise deals, managed by Microsoft with either direct sales involvement or through a select group of global systems integrators.

The goal of the GISV program, and the opportunity that creates excitement for the companies that join up, is to help Microsoft and its enterprise partners win more Dynamics deals by bringing in a solution that is endorsed by Microsoft and that has a much better level of vertical or horizontal specialization than the base product. Microsoft is expected to drive its enterprise partners to introduce GISV solutions to an increasing portion of its opportunities in the coming years.

The growing importance of the GISV role

According to Microsoft VP Doug Kennedy, identifying the "white space" ...