Microsoft re-balancing its Dynamics AX, CRM enterprise sales plans

Microsoft is taking steps to rebalance its enterprise sales efforts for Dynamics ERP and CRM opportunities, says Doug Kennedy, VP of the Dynamics partner organization. Updated plans coordinated between the Dynamics team, Microsoft Consulting Services (MCS), global system integrators (GSIs) and, to some extent, regional services firms should put a larger portion of enterprise opportunities in the hands of GSIs.

The goal, Kennedy explained in a recent interview, is to better define the rules of engagement on key enterprise opportunities. In particular, Microsoft wants to separate the efforts of its own sales and pre-sales teams from the efforts of VARs selling AX and CRM, and then keep all those efforts separated from the SMB channel.


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About Jason Gumpert

As the editor of, Jason oversees all editorial content on the site and at our events, as well as providing site management and strategy. He can be reached at

Prior to co-founding, Jason was a Principal Software Consultant at Parametric Technology Corporation (PTC), where he implemented solutions, trained customers, managed software development, and spent some time in the pre-sales engineering organization. He has also held consulting positions at CSC Consulting and Monitor Group.

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