Partner-to-Partner (P2P) success, Part 2: The York Group on revenue objectives, identifying Dynamics partners and selection criteria

In Part 1 of this series, The York Group President Harald Horgen described the risks of ISV-channel partner relationships, on both sides.

The rewards are there for strategic partners - but, they must do the math. Horgen suggests that the technology-oriented ISVs must put themselves in the partner's place and ask, "How does this technology, however magnificent it is, make business sense?"

In turn, channel partners are tasked with filtering ISVs with selection criteria that lead to meaningful business conversations.

MSDynamicsWorld: You advise channel partners to calculate revenue objectives carefully.

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About Dann Anthony Maurno

Dann Anthony Maurno is a seasoned business journalist who began his career as International Marketing Manager with Lilly Software, then moved on as a freelancer to write for such prestigious clients as CFO Magazine; Compliance Week;Manufacturing Business Technology; Decision Resources, Inc.; The Economist Intelligence Unit; and corporate clients such as Iron Mountain, Microsoft and SAP. He is the co-author of Thin Air: How Wireless Technology Supports Lean Initiatives(CRC/Productivity Press, 2010).

Dann can be reached at dmaurno@guidepointmedia.com.

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