• Rejoignez-nous
  • Login
  • fr-beBelgique - Français
    • enGlobal
    • beBelgië - Nederlands
    • daDanmark
    • deDeutschland
    • esEspaña
    • frFrance
    • itItalia
    • nlNederland
    • noNorge
    • atÖsterreich
    • plPolska
    • chSchweiz
    • svSverige
    • en-ukUnited Kingdom
    • en-afAfrica - English
    • en-meMiddle East - English
  • Global Global Global en
  • Belgique - Français Belgique - Français Belgique - Français fr-be
  • België - Nederlands België - Nederlands België - Nederlands be
  • Danmark Danmark Danish da
  • Deutschland Deutschland Deutschland de
  • España España España es
  • France France France fr
  • Italia Italia Italia it
  • Nederland Nederland Nederland nl
  • Norge Norge Norge no
  • Österreich Österreich Österreich at
  • Polska Polska Polska pl
  • Schweiz Schweiz Schweiz ch
  • Sverige Sverige Swedish sv
  • United Kingdom United Kingdom United Kingdom en-uk
  • Africa - English Africa - English Africa - English en-af
  • Middle East - English Middle East - English Middle East - English en-me
QBS group
Menu
  • Centre d’Information
    • Blogs
    • Events
    • News
    • References
    • Trainings
    • Close
  • Solutions
  • Prestations de service
    • Ready to Start – Dynamics 365 Customer Engagement
    • Take the lead
    • QBS Academy
    • Services Azure de QBS
    • Close
  • Programme
    • Devenir partenaire
    • Indirect CSP
    • Programme ISV
    • Nos partenaires
    • Close
  • À propos de nous
  • Contact
Blog écrit par:

Guus Krabbenborg

Temps pour lire:5 minutes
Partagez ceci:
  • Share on Facebook
  • Share on Twitter
  • Share on Google+
  • Share on Linkedin
  • Share by Mail
25 octobre 2016

After Directions EMEA 2016, Microsoft Dynamics NAV partners face crucial decisions on their future

You are here: Home » After Directions EMEA 2016, Microsoft Dynamics NAV partners face crucial...

CRM

CSP

Dynamics 365

NAV

Office 365

As a longtime Microsoft-observer with a perspective geared toward Microsoft Dynamics, I’d like to share some of my impressions of the important trends from this year’s Directions EMEA 2016 in Prague.

This article is based on a more detailed analysis from in this year’s Directions 2016 Business Report for Dynamics partners.

For me these are among the most important stories and questions coming out of Directions EMEA 2016:

  • Being a Dynamics NAV partner in todays’ market is like dancing on a volcano. The recent announcements around Dynamics 365 will make this effect even stronger! These days, Dynamics NAV partners face the biggest challenges ever in their companies’ history. The combination of cloud, subscription pricing, new types of competitors, continuous innovation and the changing buying behavior force business owners and their shareholders to explicitly step out of their comfort zones. These trends call for new entrepreneurship, new business models and ongoing change. The question is of course if the current partner channel is ready, able, and willing to do so.
  • According to Microsoft, all Dynamics NAV partners need to transform their businesses in order to stay relevant. However, many partners still have not even started this process – not with action and sometimes not even in their minds! Paul White, who is worldwide responsible for Microsoft Dynamics in the SMB market, forecasts that only 20 percent of the current NAV partner community will eventually make this transition. So partners who have not started their transformation process yet should really hurry in order not to be left behind.
  • A relevant question is if today’s NAV channel is mentally prepared to make this change. After all, the majority of the current business owners started their companies in the early- to mid-nineties, when they were 35 to 40 years old. Well, if you add 20 to 25 years on top of that, you’ll understand that many owners today focus more on risk reduction and pre-retirement rather than on starting a whole new business line.

  • In Prague, Microsoft announced the so called ‘AND strategy’ for her partners. This basically is the advice to partners to continue their NAV projects business, while at the same time building a new, incremental cloud business, most likely in a separate unit with:
    • A separate team;
    • A business model based on less license margin and smaller services revenues;
    • A focus on winning new customers;
    • A lower cost profile;
    • And a different mindset.
  • The Dynamics NAV product has made a great revival! Only a few years ago the future of the product was openly questioned. In Prague, however, we all felt the excitement and saw that Dynamics NAV is back again! A few observations: the launch of the new NAV 2017 version, an impressive stream of additional innovations around NAV, 100 extra NAV developers in the R&D teams, a continuously growing number of NAV customers and finally NAV was selected as one of the cornerstones of Dynamics 365 via « Project Madeira »
  • Paul White presented the audience with Microsoft’s case for the attractiveness of the SaaS markets. Today, these SaaS markets are still smaller than the on-premise markets. However, the growth rates of SaaS solutions (up to 12 percent year over year) are much higher than the growth rates in the on-premise markets (only 1 percent YoY).
  • Microsoft explained her top four priorities for the NAV partner channel:
    • Helping partner to drive down the Cost of Sales by shifting from a sales oriented approach to a marketing oriented approach
    • Helping partners to improve the lifetime value of their customers by setting smart pricing and packaging and a limitation of the churn rates
    • Channel development for Dynamics 365. Microsoft expects to find new Dynamics 365 partners in the Office 365 channel, amongst Hosting Service Providers, BPO partners via accountants, traditional Dynamics ERP partners, and traditional ISVs
    • Exploring the ISV opportunity. Microsoft plans to make a bigger effort to help ISVs reach international scale.
  • In order to be successful in the « cloud first » world, NAV partners need to expand their ERP-only portfolio with solutions like Dynamics CRM, Office 365, Azure, Power BI, Flow, and Cortana Intelligence Suite. On top of that they need to differentiate their offerings more than ever before. And finally, they need to market, sell, deliver, and support digitally. Again, these are all huge changes for the majority of the partner channel!
  • Either via on-premise or via cloud, Microsoft is still focused on reaching the 200,000 NAV customer milestone in 2019. Achieving this goal would really be a piece of art! It means that the second 100.000 customers will be recruited in only 5 years’ time, where it took Navision and Microsoft over 20 years to win the first 100,000 customers.
  • Lots of oxygen was taken out of the room in the various sessions on Dynamics 365. On the one hand this was logical since that solution can be seen as the future successor of Dynamics NAV. On the other hand, it was not logical since the general impression is that only 20 percent of the current NAV channel will be able to transform their companies to a successful cloud business. But where else should Microsoft present her new solution?
  • Rather than just focusing on the functions and features of Dynamics 365, partners definitely need to pay attention to the business side of this new solution. What does it take to make a success out of Dynamics 365? And what changes must the average NAV partner make in order to become successful?
    Dynamics 365 will not be part of the Microsoft Dynamics pricelist. This new solution will only be sold via the Cloud Solution Provider (CSP) program. Partners can choose between CSP Direct (aka Tier 1) or work with a Value Added Distributor in CSP Indirect (Tier 2) arrangement. In the coming weeks and months every Dynamics NAV partner has to make a choice between these two options.
  • The pricing models for Dynamics 365 are quite different from the current NAV subscription pricing. For example, there will not be a tiered model anymore that provides higher margins at higher volumes. Nor there will be bottom-up pricing from Microsoft to the partner. In contrast, Microsoft will dictate a ‘street price’ on which partners get a margin. All these changes are due to the standards of the CSP program. The days of the Dynamics teams making her own rules and policies within the Microsoft organization are gone forever!
  • The organization committee of Directions EMEA had many reasons to be proud. They reported 1,772 attendees representing 588 partners from 52 countries from all over the world. That’s an all-time record!
  • The 2017 edition of DIRECTIONS EMEA will take place on October 4th – 6th in Madrid. It will be the 10th anniversary of the EMEA event, so probably reason enough for a small party.

Plus d’articles

Ce qui pourrait également vous intéresser

  • Update on Dynamics 365 Business Central 7 February 2019

    This series of webinars is intended to share the […]

  • Ready to Start Microsoft Dynamics 365 Customer Engagement
  • Directions EMEA 2018 Business Report

    This unique report features a broad but insightful and independent business reporting on the happenings at DIRECTIONS EMEA 2018.

  • Microsoft Dynamics 365 – the perfect platform for new business ventures

    Microsoft has thousands of business partners. Is this market not the red ocean?

  • The new requirements for CSP Direct: Is license administration part of a Microsoft Dynamics partner’s core business?

    Microsoft is changing the rules of the Cloud Solution Provider […]

  • Dynamics 365 for Sales Acceleration Program – Reference MKB365

    MKB365 has set up a separate business model for implementation […]

  • Highlights from eXtreme 365 EMEA 2018

    Get all the highlights of eXtreme 365 EMEA 2018 and watch this 6 minutes video.

  • Update on Dynamics 365 Business Central

    This series of webinars is intended to share the […]

    14 mars 2019 Webinar
  • What can Dynamics CRM Partners expect from eXtreme365 EMEA 2018?

    eXtreme 365 is the annual event for Microsoft Dynamics […]

  • The CSP Direct model is like an iceberg – webinar

    At QBS group we believe that our partners deserve […]

  • The evolution of Dynamics 365 opens the door for new opportunities

    Being a Dynamics CRM partner today is like dancing on a volcano – far from boring!

  • “Ever change a winning team”

    “Ever change a winning team” Alex Ferguson, former football […]

  • What’s new NAV 2018

    Understanding these new possibilities is crucial for your product and / or marketing plans.

  • Stand and Deliver, your customers will be mine!

    Upgrade your Customers NOW! Or Someone else WILL.

  • Position NAV as stepping stone for more Dynamics 365 ‘Tenerife’ deals

    Since the introduction of the Dynamics 365 Business Edition in the US and Canada late 2016, the position of Dynamics NAV is under pressure! Competitors took the chance to position NAV as an old-fashioned solution and that’s a direct threat to your NAV business!

  • Exclusive interview with Jeff Edwards Director for ERP Channel Strategy Microsoft

    “If you’re an ERP partner not selling CRM, and not having a focus on verticals in 2018 – I don’t know what you’re doing”

  • Services Azure de QBS
  • Services de mise à niveau
  • Dynamics 365 for Sales Acceleration Program
  • Programme ISV

    En tant qu’ISV, vous axez principalement vos efforts sur […]

  • Indirect CSP

    En tant que revendeur Microsoft, vous envisagez de collaborer […]

  • DIRECTIONS EMEA 2017 business report is available now!

    Never before it was so important for Dynamics partners […]

  • Business Edition is off – long live Tenerife!

    Our team is just getting back from Directions in […]

  • Directions EMEA 2017 in Madrid: Microsoft shares core beliefs that Dynamics SMB partners can embrace

    As a longtime Microsoft-observer with a perspective geared toward […]

  • QBS Academy
  • Directions EMEA 2017 Madrid

    Find here all the information you as Microsoft Reseller […]

  • Reflections on this weeks announcements from Microsoft

    One of our founders summarized this week plain and […]

  • The CSP Direct model is like an iceberg

    We noticed that the market is changing, our clients are, more and more, requesting a subscription based approach. This allows them to not have their own services nor the hassle.

  • General Data Protection Regulations (GDPR) – a Microsoft perspective

    The EU General Data Protection Regulation (GDPR) is the […]

  • Inspire 2017 – A look back at 11 big stories for Microsoft Dynamics Partners

    As a longtime WPC / Inspire-observer with a perspective […]

  • Part 4 Microsoft Dynamics Development Preview

    Microsoft released during last Christmas an Azure Virtual Machine […]

  • What Dynamics Partners can expect from Inspire 2017

    Microsoft is on the move! Ever since the start […]

  • 7 Strong arguments to sell Dynamics NAV today

    Dynamics NAV finds itself in an interesting position today! […]

  • Dynamics NAV Development: Extensions or Extinction?

    No one wants to be a dinosaur, it does […]

  • Do you know your new competitors with Dynamics 365 for Financials?

    The new kids-on-the-block with outsell you on Dynamics 365 […]

  • What is the Microsoft Cloud Solution Provider Program (Microsoft CSP)

    The Microsoft Cloud Solution Provider Program (CSP) enables partners to directly manage their entire Microsoft cloud customer lifecycle.

  • Dynamics 365 Business Edition: Opportunity or Threat

    Microsoft will be launching Dynamics 365 Business Edition in […]

  • Get yourself a niche, in order to be successful

    At QBS group we believe that our partners deserve […]

  • Meet QBS group at eXtreme 365 EMEA 2017!

    It’s only a few weeks until the start of […]

  • What Dynamics CRM partners can expect from eXtreme 365

    eXtreme 365 is the annual event for Microsoft Dynamics […]

  • Part 1 – Microsoft Dynamics Development Preview

    Microsoft released during Christmas an Azure Virtual Machine where […]

  • “With AppSource, partners can get a much greater return on their IP”

    Exclusive interview with Paul White. Paul White is worldwide […]

  • Fantastic new opportunities for Dynamics partners why and how you can join the CSP program

    The Microsoft Cloud Solution Provider (CSP) program offers Microsoft […]

  • We are once again part of a NAV community

    Herke ICT Group is a Dutch reseller of Microsoft […]

  • QBS group helps you to really understand CSP!

    The new Cloud Solution Provider (CSP) program is going […]

  • What Dynamics NAV Partners Can Expect from Directions EMEA 2016

    DIRECTIONS is the annual event for Microsoft Dynamics NAV […]

  • Making winners out of users

    Do you want to bring more value to your […]

  • WPC 2016 Notebook: A look back at 11 big stories for Microsoft Dynamics partners

    As a longtime WPC-observer with a perspective geared toward […]

  • What is the Microsoft CSP Program?

    In order to be successful in a Cloud first, […]

  • The fact that we belong to a larger organisation gives our customers security.

    Verito delivers Microsoft Dynamics NAV to charity organisations and […]

  • QBS group has joined the Microsoft® Cloud Solution Provider (Indirect CSP) program

    Recently, QBS group has become a Microsoft Indirect CSP […]

  • NavAzure: « We are a small company with a great organisational support base »

    NavAzure is a newly established company, which currently one […]

  • Without the help from QBS group we wouldn’t have succeeded.

    Blisss is a Dutch reseller of Microsoft Dynamics NAV. […]

  • Creative Ways of Dealing with Your Capacity Problem

    A lot of Microsoft Dynamics partners are dealing with […]

Ce que l’on dit à propos du Groupe QBS

  • Ferry Schrijnewerkers

    Owner en Co-founder at MKB365

    Since the start of our company 4 months ago, we have already completed 12 Dynamics 365 for Sales implementations.

    Read the reference case
  • Joaquim Antón Gimeno

    GRUPO CHOICE

    "Our relationship with QBS group allows us to improve our marketing strategy."

    Read the reference case
  • Sofkia

    "Our alliance with QBS group has been very important in the development of our business strategy."

    Read the reference case
  • VS Sistemas

    "QBS group helps us build our road to success."

    Read the reference case
  • Berith Skov - C2IT Business Solutions

    “We are very satisfied with the services provided by and through QBS group."

    Read the reference case
  • Herke ICT Group- Karing Buzing

    We are once again part of a NAV community.

    Read the reference case
  • Owe Loonstra - Verito

    Manager Sales & Marketing

    The fact that we belong to a larger organisation gives our customers security.

    Read the reference case
  • Adfocom - Jeroen Kersten

    Partner Care saved us a lot of time.

    Read the reference case
  • NavAzure - Michael Francois Knudsen

    “It is important to me, that I through QBS become part of a greater network, where partners can share experience"

    Read the reference case
  • Blisss - Dirko Wijers

    Without the help from QBS group we wouldn’t have succeeded.

    Read the reference case

Programme

  • Become a partner
  • Indirect CSP
  • Programme ISV
  • Our Partners

Centre d’Information

  • References
  • Blog
  • Training
  • Event
  • News

Prestations de service

  • Services Azure de QBS
  • Services de mise à niveau
  • Dynamics 365 for Sales Acceleration Program
  • Take the lead
  • QBS Academy

Follow QBS group

© Copyright QBS group 2017
  • Privacy Statement
QBS group helps you to really understand CSP! 10 TIPS to improve your website
Please complete the form

Please complete this form.
Please complete this form.
Please complete the form
Please complete the form

Send me an email.
Please complete the form
Sign up QBS group Membership
Register for this event
Download Center

QBS
  • fr-beBelgique - Français
    • enGlobal
    • beBelgië - Nederlands
    • daDanmark
    • deDeutschland
    • esEspaña
    • frFrance
    • itItalia
    • nlNederland
    • noNorge
    • atÖsterreich
    • plPolska
    • chSchweiz
    • svSverige
    • en-ukUnited Kingdom
    • en-afAfrica - English
    • en-meMiddle East - English
  • Centre d’Information
  • Solutions
  • Prestations de service
    • Ready to Start – Dynamics 365 Customer Engagement
    • Take the lead
    • QBS Academy
    • Services Azure de QBS
    • Back
  • Programme
    • Devenir partenaire
    • Indirect CSP
    • Programme ISV
    • Nos partenaires
    • Back
  • À propos de nous
  • Contact
  • Become a partner
  • Login

QBS group uses cookies and scripts to analyze our website usage, so we can give you the best possible experience on our website. For more information about this, read our privacy and cookie policy

Scroll to top