Blog written by:
Michael Hartmann
Time to read: 4 minutes
18 July 2018
Thoughts from Inspire Day 2
Dynamics 365
QBS group
Today started again with a keynote from Gavriella Schuster, the CVP for the One Commercial Partner Organization. The theme that I found very relevant was the partner-to-partner model. It seems that Microsoft genuinely embraces the partner led model much more than in the past. I recall there was always some discussion about how far Microsoft will go with a direct model and to what extent do they place a strategic bet on partners. After today I don’t think there is any doubt that Microsoft has built their go-to-market around partners and they understand the opportunities that can be realized with partner delivery. This is also not just a two-dimensional relationship between Microsoft to partners but also multi dimensional with partners working with and feeding Microsoft.
One concept will be to map the catalogue of partners that are in AppSource with the partners that sit with the Cloud Solution Provider Program so that partners that build IP can find partners that sell IP. But also making the partnership more practical when it comes to sales organizations. Microsoft announced an ISV Co-Sell program, where Microsoft sellers will get 10% revenue recognition of the partner ISV solution that they are able to sell on behalf of partners in their accounts. While this is more towards corporate and enterprise ISVs, it shows the willingness to invest with partners in the mutual benefit. For us at QBS, we continue to be early adopter of some of these “co sell” and “co marketing” opportunities, WE have been one of the pilot CSPs in their 3rd party ISV program for CSP. We have used this Inspire to discuss how we can take on leads that Microsoft gets through various channels and then dispatch them to our partners based on their profile.
I also had the opportunity to spend some quality time with Cecilia Flombaum, the Business Application Lead in the One Commercial Partner Organization in Microsoft Headquarter. We discussed both the opportunity and challenges that partners have with adopting Dynamics 365 Business Central. While Cecilia understands the challenges many of our partners have to bring their IP to Business Central, she is also clear that this is the only way to stay relevant and actually increase valuation for your company. This goes hand in hand with dramatically shortening the sales and implementation cycle for a business application solution. She was also clear in her advice that partners need to look how to differentiate. Providing industry expertise is one strategy but not the only one. Even if you stay industry agnostic, you can differentiate in business application, either by workload or by user experience that you enable across industries. You will see the full interview with Cecilia as part of our Inspire Business Report.
On a personal note, I have started to get used to the Casino feeling. Since it is far too hot to stay outside, you end up in Hotels and Casinos even outside of the conference hours. So next step is to actually start to gamble, but hopefully my flight is heading back home before….
Best regards from Vegas
Michael Hartmann
HOT news from Microsoft Inspire 2018 in Las Vegas!
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