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WPC 2012 Notebook: A Look Back at the Big Stories for Microsoft Dynamics Partners

by Guus Krabbenborg
Owner of Dynamics and More, Dynamics and More

WPC 2012 may have kicked off a bit on the quiet side for those watching the Microsoft Dynamics, but as the week in Toronto picked up, the event delivered a series of important announcements, from product management to marketing to the state of the channel.

As the author of an annual post-WPC report for Dynamics partners for several years (you can download  the 2011 report here), I'd like to share some of my initial impressions on this year's event and highlight some of the important trends you'll find more analysis of in this year's report.

  • Ten years after the acquisition of Great Plains and Navision Software Microsoft finally puts its cards on a significant revenue growth in Dynamics. This decision comes with radical changes in the partner policy, in the cooperation with the current partners and in the way partners are compensated. The report will tell you all about these changes.
  • For the first time in history a Microsoft ERP solution get entrance to the domain of the Enterprise Agreements. This gives AX partners access to the world of Enterprise corporations, where Microsoft sees a huge potential. We describe the impact of this change on the partner channel.
  • The radical split between the Enterprise and the SMB markets has huge consequences for partners! It influences the mutual positioning between AX on one side and GP, NAV and SL on the other side harder than ever before. But we also see impactful consequences for the go to market models and the cooperation with partners.
  • Dynamics GP and Dynamics NAV ...

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About Guus Krabbenborg

Guus Krabbenborg has been active in the world of business software for more than 30 years. He has held various sales and management positions at Philips, Digital Equipment, DBS Business Solutions and Navision Software successively.

From 2007, Guus was co-founder and partner in Partner Master Class, the Dutch Partner Development Center.

In 2012 Guus was co-founder and co-owner in QBS Group – today known as Companial (www.companial.com). He left the company in 2021. Companial operates as a Value Added Distributor in the Microsoft Dynamics channel with currently over 1.000 partners in 75+ countries all over the world. This makes Companial the largest eco-system in the Dynamics 365 partner channel worldwide.

In 2018, Guus started a new venture, called Dynamics and More. In this company he focuses on helping both Microsoft partners and Microsoft customers in their business transformation and digital transformation processes. He also delivers inspirational Masterclasses for software selection and Organisational Change.

In 2024, Guus started an initiative called ERP Masterclasses (www.erpmasterclasses.com) to help current and future D365 customers prepare them (better) ...

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