Will Microsoft’s Dynamics Business Remain Indirect in the Cloud?

August 23 2011

This article is adapted from the WPC 2011 Business Report by Dynamics consultancy TerDege.

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. 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 addition, Guus is a much-praised writer and presenter. His blogs and articles are valued by both end-users and partners. He is also a frequent speaker at international conferences and seminars - both from Microsoft and Microsoft partners. Guus has published several books on Project Success with CRM and ERP solutions.

Guus can be contacted by e-mail at gk@dynamicsandmore.com and by phone on +31 622 496 073. 

More about Guus Krabbenborg


cloudlight's picture

Thanks Guus for introducing this topic, which is indeed one of the most significant to face Dynamics Partners worldwide. My own research into cloud adoption backs up your observation that Microsoft will have to radically re-invent itself on the Service delivery side in order to make it work. This is no small feat. So, if they succeed, does that mean the reduction of margings for VARs? If they fail, does that mean the VARs are safe? Unfortunately the answer to the first question is "yes" and to the second "no". Or at least it will be "no" to the second unless some major changes are made to the MS Partner Program. Following your advice, again, look at what SAP are doing with ByDesign and how they are compensating the channel. Lastly, I agree again that we need to look at the "VA" in VAR. Customers will always pay for value - yes they will have preferences as to whom they pay and what the terms are - but they will pay. This opens up further discussions about Marketplace and Verticals, of course. Interestingly it will be the NAV and GP resellers who could win biggest here. The AX channel may only be left with delivery. Cloudlight ...behind every cloud...

Guus Krabbenborg's picture

Thanks for your feedback Cloudlight! I do believe there will be pressure on the marging for partners that add no or only little value to the standard Dynamics offering. With that it's important to realize that what is of value in the cloud today could be a commodity tomorrow! On the other hand the partners that do deliver real customervalue the margin will increase. That's the other side of the same coin. So the message for Dynamics partners is quit simple: climb higher in the value tree and don't wait too long with that!