How Microsoft Dynamics partners can use P2P cooperation for success on tenders

Partner to partner, or P2P, collaboration is not a new concept in the Microsoft channel, but it tends to be elusive for several reasons, starting with the potential for competition among partners. Collaboration tends to be most common between VARs and ISVs that are not directly competing, or between a big partner and smaller partners that are engaged in a specific project due to their specialized or local expertise.

When it comes to tenders, especially in the large customer segment or in the public sector, partners often find that they cannot participate because the tender requires a combination of expertise in several different Dynamics workloads, e.g., ERP + Field Services. Or they don't even dare to participate in a tender because they don't feel that they have enough capacity or capability to realize a complex project. But how can a partner evolve further if they are unable to find a way to participate in more complex projects?

Tenders are a good opportunity for P2P cooperation because when partners are joining forces, they can propose winning solutions for more complex projects. In the last year, Companial has explored a new approach to streamlining P2P engagements with a focus on tenders that partners could not otherwise participate in. The early results have yielded insights and observations about the broader Microsoft channel and what the future holds for P2P success.

First, P2P efforts are only successful when the interests of the involved are in line. This usually means that neither party harbors a fear that cooperation will lead to the other party taking over the customer with time.

Second, P2P efforts work best when the technical alignment also leads to new and perhaps unexpected client benefits.