Dynamics Software Seeks New Efficiencies, Business Growth with Dedicated Services Team

For an ISV that focus on selling its products through partners in the Microsoft Dynamics channel, relationships with the right Value Added Resellers (VARs) are as important as rolling out a great new version of its software.  Without the trust of that network and a clear explanation of the value it can provide to both the partner and the end user, a non-selling ISV will quickly find itself adrift in the marketplace.  

We recently reported briefly (see last section of the article) on the news that Dynamics AX solution provider Dynamics Software had recently hired Gert-Jan van Linschoten as its new senior business consultant, taking on the role of supporting consulting services on the company's products.  While it only got a small mention at the time, we wanted to find out more from the growing company about what it means for an ISV to make a dedicated investment in consulting services. 

We talked to Dynamics Software's Managing Director Eric Veldkamp to get a better understanding of what led him to allocate resources to consulting services, how he promotes the value of standardized add-ons and danger of customizations, and what it means for his business strategy going forward.

MSDW: What has Dynamics Software done until now to support its partners in the field? 

Eric Veldkamp:  We are a non-reselling ISV and expect our partners to do the implementations and deliver support to customers and we continue to work with this business model. In order to enable them to deliver these services to customers we always trained our partners ...