Heeding Microsoft's Guidance, Global Partners Are Positioned For More Dynamics AX, CRM Specialist Deals

Two of Microsoft's global partners made significant acquisitions in the Dynamics channel last week, and the similarities are no coincidence. Executives of both acquired and acquiring firms have signaled that the market will remain active for strategic acquisitions of Dynamics AX and CRM firms that offer larger system integrators alignment with Microsoft's enterprise goals.

For Andy Vabulas, CEO of IBIS Inc., whose firm was acquired last week by Sonata Software, the deal represents one more step toward driving the company's Dynamics AX-based Advanced Supply Chain Software product to the global market.

"We were looking for the best partner and we had lots of options. We wanted [to] stay in play, drive this thing globally, and be successful and relevant. And I think we accomplished that."

The deal comes as IBIS was actively working to strike its own partnership arrangements around the world. The company had signed IBM, Vabulas says, as well as Dynamics partner K3, and they were in talks with other providers in various parts of the world. Joining Sonata "gives us feet on the street in many geos and allows us to serve partners better and accelerate the rollout of Advanced Supply Chain globally," he says.

The Sonata-IBIS deal and last week's HCL deal to acquire PowerObjects both call attention to the attractiveness of acquisition targets that can offer a highly focused boost in IP and expertise that is aligned with Microsoft's channel goals. IBIS recently sold off its GP practice to US-based Dynamics VAR Socius, which was an effort, Vabulas says, to improve the focus of the company in preparation for this type ...