Dynamics ISVs Learn to Build a Better Channel with New Microsoft Marketing Program

Call it a marriage made through Microsoft's Partner Channel Builder Program.

Microsoft ISV Tensoft Inc. has entered into a partnership whereby RMS McGladrey Inc., a Gold Certified Partner of Microsoft Dynamics GP Business Solutions, will promote and sell the Tensoft Revenue Cycle Management (RCM) Suite for Dynamics GP, with a focus on technology businesses.

Although partnerships between ISVs like Tensoft, an ERP and supply chain solution provider for the semiconductor, software and high tech industries, and resellers like McGladrey, a large assurance, tax and consulting services provider aren't all that unusual, the Microsoft Partner Channel Builder Program that put them together is new and different, according to the companies and the person who developed the program for Microsoft.

In fact, they agreed that the Microsoft Partner Channel Builder Program is probably the best program that no one has ever heard of.

The partnership between Tensoft and McGladrey is designed to address the complex compliance, revenue, billing and contract management needs of technology companies. But the two companies said they might never have solidified an agreement if it wasn't for the Partner Channel Builder Program.

"The biggest challenge and opportunity Microsoft has is [to figure out] how to get ISVs focused on developing best-in-class vertical solutions as opposed to being distracted with services and direct sales," said Paul Solski, managing director at Aeusa International Marketing Corp. (AIM), who developed the program.

Tensoft President and CEO Bob Scarborough said the program is part of Microsoft's Accelerate Your Channel Initiative for ISVs.

"Microsoft engaged Paul to build these structured, repeatable partner programs based on best practices and to ...