Deal Success: Behind one Microsoft Dynamics VAR's acquisition journey

Microsoft Dynamics partner firms seem to get acquired every few weeks, if not more often. For those directly involved with these deals - as an owner, employee, or client (or competitor, it could be argued), such transactions have huge implications. And for a business owner who has fostered the growth of a company over years or even decades, the sale of a business is often a major career milestone, opening up the future to new possibilities.

Acquisitions between Dynamics partners are also interesting because so much of the outcome plays out right in the same ecosystem, in the same state or region and often involving many of the same people. Negotiations play out with much in the balance - the seller's client base, a regional or national brand identity, a team of (hopefully) well-paid technology and business experts, and financial and legal agreements with long term implications.

So, what's it really like to sell a Dynamics partner business? And what does it take to make the deal successful for all interested parties? To find out, we spoke with Microsoft MVP Gloria Braunschweig, owner of the former Dynamics GP practice Computeration, based in Oregon, which was acquired by Fine Solutions. She talked to us about the importance of a long term plan, the responsibilities of a leader guiding an organization through an acquisition, valuing a partner organization, preparing for post-acquisition life, the Master VAR option, and more.

(Note: Additional information on the structure of the Master VAR sales affiliate agreement has been added below within the interview.)

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