Successful SMB ERP partners will embrace market shift to cloud apps like Dynamics 365, says Microsoft GM Paul White

Editor's Note:

The following interview with Paul White, general manager of product marketing of Dynamics CRM, NAV, GP, SL and Dynamics 365, conducted by Guus Krabbenborg in October 2016 at Directions EMEA 2016, was originally published as part of the Directions EMEA 2016 Business Report, a publication of Partner Master Class and QBS Group. The interview explores the launch of Microsoft Dynamics 365 for Financials, NAV 2017, changes in the partner channel, and the longer term plans based on the information publicly available at the time. While more product details have since been revealed, this discussion still provides valuable perspective on how Microsoft recommends Dynamics partners, especially NAV specialists, should view and prepare for Dynamics 365 for Financials. (Photos courtesy of Microsoft)

Guus Krabbenborg: Paul - with all the recent announcements around Dynamics 365, what is your opinion on the status of the transformation process in Microsoft's SMB channels?

Paul White: "When we started this whole process some 4 years ago, I hoped that 30 percent of our partners would be able to transition to rapid cloud deployment, subscription pricing, product managed and packaged verticalization. But to be honest - I may have been over optimistic. In saying that I don't mean to imply any criticism of our Partner Community. There's no doubt that this shift is very significant and challenging. Microsoft has wrestled with similar challenges.

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