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How the Business Case, Licensing, and Partner Role Should Influence Microsoft Dynamics AX Selection

by Jeff Onesto
Director of Business Development, ASi Inc.,

As we move into the fall, parents everywhere have just finished the daunting task of getting their kids ready for the new school year.  Microsoft Dynamics ERP partners go through a similar process as we get ready to kick-off the "Software Evaluation Season". After almost 10 years in the channel, I hope to offer companies seeking a new ERP solution some useful tips when beginning their evaluation of Microsoft Dynamics AX.

TIP#1 - Begin the evaluation with a business case

I have the unique opportunity to observe and participate in many ERP evaluations and I am constantly amazed how many companies begin evaluating software without a business case.  The business case is a living document and will change as you become more familiar with ERP features and functions.  Most importantly, the business case requires you to look past the obvious costs such as software and hardware, and consider internal costs such as backfilling key personnel.           

TIP#2 - Evaluate standard license terms early

In my humble opinion (IMHO,) if corporate executives clearly understood the standard publisher warranty, disclaimers and/or damage limitations before beginning the evaluation process the players and process would look quite different and be performed with much more care.  Software License Terms (SLT), in the case of Microsoft, End User License Agreement (EULA), in the case of SAP, and License & Services Agreement (LSA), in the case of Oracle can easily be ‘BING'-ed on the internet.  As you can see below, Microsoft, SAP and Oracle are fairly consistent.  Understanding your legal rights is very important and the very reason why ...

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About Jeff Onesto
Jeff Onesto is the Director of Business Development at Advanced Systems Integration. He is responsible for software sales and the development and management of strategic alliances. Jeff brings over 15 years of enterprise software sales and delivery experience with companies such as Price Waterhouse, Oracle and JD Edwards. Jeff holds a B.S. Business Administration- Accountancy from California State University, Northridge.

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