D&B Looks to Microsoft Partners to Accelerate Custom Data Solutions for Microsoft Dynamics CRM

D&B, providers of commercial data for business, has launched a new indirect sales channel with the goal of spurring more third party solutions based on D&B data for CRM.

The new program, dubbed the AllianceNetwork, offers support to partners, including in the Microsoft Dynamics CRM ecosystem, that want to utilize a revamped D&B web services architecture to develop repeatable solutions for their CRM customers. To support the new program, D&B has invested $160 million into improving its infrastructure and updating its web services API to help partners expose D&B data in more customized ways. 

Launching the new program also means helping CRM partners go beyond the traditional D&B360 data management solution for CRM, which is already integrated with Dynamics CRM, and into the development of more specialized solutions forparticular industries or market segments.

According to Jim Lawton, D&B senior vice president of strategic relationships, the company arrived at the new model as part of its quest for transformative change in its reseller channel.  "For the last 12 to 18 months we have been evaluating strategies to transform the company and bring value to our customers," Lawton said. "The focus [with the new program] is on new solutions.  It's not an exercise in integrating D&B data into CRM - we've been doing that for years. It's about solving the customers' problems, driving more revenue, and gaining a deep understanding of the customer's goals and how a CRM solution is a vehicle for meeting those goals."

The program will also include more support for D&B partners to help them ramp up their ability to develop and market ...