International Expansion for Microsoft Dynamics ISVs: Direct or Indirect?

Planning Ahead

Whether you are an Independent Software Vendor (ISV) with an innovative application and a vision to bring its benefits to millions of small businesses around the world or one with an ingenious way to enable large enterprises to become more competitive, choosing the right business model to expand internationally will be critical to your success.

Now that you have done your homework - determined which customer segments to target, refined your value propositions, researched the best countries to enter and analyzed your global and local competition - one key question remains: do you go direct with a local sales office or do you sell indirectly through partner channels?

Going Direct


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About Paul Solski

Paul Solski ( is the Managing Director of AIM International, a management consulting firm specializing in assisting software companies to enter and grow in new markets. Mr. Solski has over 25 years' experience in international business development having held executive positions at Microsoft, HP, Intel, and Compaq.

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