After WPC 2012, Microsoft Dynamics Partners Face Crucial Decisions on Their Channel Future

Based on what we learned at the Worldwide Partner Conference 2012, Microsoft is experiencing its most exciting phase to date in its 37-year history. For Dynamics ERP and CRM partners, "exciting" is just one of the words that might describe the range of changes, challenges, and opportunities that are coming in the 2013 book year.  Microsoft's progress in the cloud and changes to the partner channel have forced Dynamics resellers to reexamine their role in the ecosystem - and the basic assumptions of their business model.


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About Guus Krabbenborg

Guus Krabbenborg (1961) has been active in the world of business software for more than 25 years. He has held various sales and management positions at Philips, Digital Equipment and Navision Software successively. He was also co-founder and co-owner of the Dutch Dynamics partner DBS Business Solutions. From 2000 till 2007 Guus has worked as a consultant and trainer at TerDege Training & Consultancy, an independent agency focused on the international market for business software.

Since 2007 Guus is co-founder and partner in the firm Partner Master Class, the Dutch PDC. In a growing number of countries in Europe and Asia Pacific this company offers training and coaching in the five business areas that are part of the Dynamics Partner Academy.

His newest venture is called Quattro Business Solutions. This company acts as the Master VAR (better: Value Added Distributor) in the Microsoft Dynamics channel in a number of countries in Western Europe. Guus is co-founder and co-owner in QBS and has responsibility for the training and coaching activities.

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Value coupled with Infra services

For the channel partners, the key winning positioning would be to combine their value add (customization) services along with the Infrastructure service (Solution via private cloud). The existing channel partners who posses the Infra back-bone (Private ISPs) as well as techo-functional expertise in Dynamics are sure to win from this current situation that Microsoft has created. Cheers, Sesh - Sundaram Infotech

Quantity or quality ?

More signed contract so More projects so more ressources ? not available , no well trained ?

Quantity or quality ? both are pretty ambitious
See the number of failure, delays in AX projects...

Signed a new customer ,well don't succed to implement Ax and you lose this customer for many years...

That's the case for few biggest projects in France... Many projects not under controlled.. ?