Microsoft Ramps Up Its Solution Selling, Compensation Model for Dynamics AX in the Enterprise

Microsoft today announced changes to its partner program for Dynamics AX that will allow volume licensing for large enterprise sales of Dynamics AX.             

Microsoft plans to take on a more aggressive deal-making role for Dynamics AX in the enterprise space with more strictly defined sales engagement rules and by adding AX to enterprise agreements for Microsoft Volume Licensing customers.

"To meet customer expectations, Microsoft will have a higher level of activity in the sales engagement with our partners, and we are increasing investment and sales training in our own internal Solution Sales Professionals to back that up," explained Doug Kennedy, the head of partner services for Microsoft Dynamics. "This licensing model will enable us to be fully engaged with partners, and we believe this will drive a higher level of partner opportunity and customer satisfaction."

Kennedy sees this move as a measured response to the evolving AX market. "It is very specific and prescriptive. Now Microsoft solution selling professionals (SSPs) have a list of partners to be brought in with the SSP" for enterprise deals.

To ensure partners are qualified and prepared to meet the needs of enterprise customers, the participation requirements have been increased, with a higher number of required technical certifications and an elevated minimum revenue requirement. Enterprise-class certification will include 15 certified technologists and a run rate of at least half a million dollars in gross revenue delivered to Microsoft annually. 

Most businesses that already work in the enterprise space should be easily certified to these standards, Kennedy believes. "We must ensure that partners selling into the enterprise segment have the scale and experience to be successful in handling complex project management and multifaceted implementation and integration efforts" said Kennedy. "This ensures customer satisfaction and partner profitability."