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White Paper – the Microsoft Dynamics ecosystem must win more customers
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At QBS group we’re all about Dynamics partners – to the extent that we call ourselves “Dynamics partner fanatics”. We follow closely the development of how the “currents” of the market forces changes directions, and hence forces us (and you) to change with it.
Today, the lines between a Value Adding Reseller and an ISV can be somewhat blurry, as many partners have been customizing solutions for customers – ending up with a solution that was even sellable via other VAR’s. But balancing both these worlds can be tricky as there’s a built-in conflict of interest. Will this combination prevail in the new cloud world with diminishing margins and less customization needs?
We challenged our guest writer, Hans Peter Bech, with that thinking – and he created this thought provoking white paper from that.
Enjoy the reading!
We’d love to hear your thoughts on this as well – please feel free to comment on our LinkedIn post.
Abstract of white paper:
Microsoft Dynamics ecosystems partners need to up their customer acquisition and revenue generation capabilities. The time where a partner could live comfortably off one or two handfuls of
customers are coming to an end. At a time where the ratio between software and professional services revenue is changing, pushing the partners to sell more software to compensate, the cash
flow profile of software revenue is also changing, emphasizing the need for substitution in the same direction even further.
The whitepaper argues that revenue generation is a business process just like product development, project management and logistics. The major difference is that the progress as well
as the outcome of the process depends on people over whom we exercise no control. If you are not happy with the outcome of your revenue generation efforts, you should look at the processes
first before looking at the people. You should also be prepared to do a lot of testing and remember to have a reasonable dataset before you make any firm conclusions.
The whitepaper outlines how to change the business model from mainly relying on existing customers to a model capable of winning new customers.
Before you leave!
If you would like to talk to us to hear how we may assist you in your future Dynamics journey – contact us.
Or if you would like to attend our upcoming webinar, November 29 2019, on our ISV offerings, you can register here
PS!
If you liked this article, perhaps you would like to read more from the same author.
If you’re an existing QBS partner you don’t have to register below. This White Paper is also placed in the QBS Partner Portal – for your easy reference.
Request download here
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