Staying agile as a Microsoft Dynamics SMB Partner: A conversation with WebSan’s Andrew King (Podcast transcript)

Editor's Note: This article is based on a transcription of a recent MSDW Podcast episode.

As an SMB partner, WebSan Solutions has the job of both making sense of the latest messaging on Dynamics 365 apps while also of helping its Dynamics CRM, NAV, and GP customers future-proof their solutions. And as a smaller partner with a headcount of about 30, WebSan must work to remain competitive.

"I think that Microsoft is pushing partners to get more creative," says Andrew King, a director at  WebSan, in a recent interview. "They're making the monetization of these products a little more difficult than they traditionally used to be and I think you're going to see some interesting things happen in the channel in the next twelve months."

Following is a synopsis of a conversation between MSDynamicsWorld Editor Jason Gumpert and King, on how his firm, and other SMB partners, can navigate the choppy waters of FY18.

MSDynamicsWorld: One thing I heard from Microsoft at Inspire 2017 was "We want partners to offer clients the full breadth of our technology in really cohesive solutions. If your firm doesn't offer all of it, figure out a way to make that happen." Is that how you take it?

Andrew King: One hundred percent.  

It's going to be an interesting transition as Microsoft tries to push more partners into selling the full stack into deals. You'll still need that specialization but you also need a level of generalization ...