Selling Microsoft Dynamics AX in the Enterprise: Views from the Partner Channel

Few announcements out of WPC 2012 were more important for Dynamics ERP resellers than Microsoft's decision to take on sales duties for Dynamics AX in major accounts, those with enterprise agreements.

Microsoft had its reasons, as Doug Kennedy outlined at the time, and no one doubts the company's intention to get its own team ramped up for competition against SAP, Oracle, and any others who dare go after Fortune 500 ERP opportunities.

Privately, Dynamics AX partners have expressed concerns about what the future will bring for their business and for the stability of their clients relationships.  The prospect of thinner margins and an uncertain segregation of opportunities between Microsoft and the reseller channel have created an environment that one veteran AX partner described recently as "not partner-friendly" and potentially unstable. 

But that executive also acknowledged the recent changes as "a natural progression" for Microsoft's AX strategy in spite of the timing, which finds many AX customers practically begging for upgrades, having been sold on the benefits of AX 2012.

In a new blog post, Dwight Spech of I.B.I.S. has laid out the most candid analysis yet of the changes coming to the Dynamics AX channel.  His assessment starts with the initial reaction of any AX VAR to the changes announced at WPC: "Panic, terror and riot". 

For those partners who plan to continue delivering Dynamics AX software and services to enteprise-level clients by qualifying at the new enterprise standard that includes 15 certified technologists and a run rate of at least half a million dollars in gross revenue delivered to Microsoft annually, then they ...