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The MSDW Podcast

The MSDynamicsWorld.com (MSDW) podcast explores news, ideas, and events in the Microsoft Dynamics ERP and CRM community.
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Now displaying: August, 2017
Aug 9, 2017

Harald Horgen of The York Group has worked on and around Microsoft channel programs for over a decade. Vendor and reseller priorities have change in that time, and in the last few years Microsoft’s focus has been on driving higher cloud technology consumption.

Horgen believes the newest approach, via One Commercial Partner and related platforms like Partner Center, will bring more discipline to Microsoft’s channel efforts, but not without some risks. ISVs looking to establish a channel of their own within the Microsoft ecosystem must be disciplined, practical, and strategic, says Horgen. Not all business owners will adapt to meet the challenges of this new phase of channel challenges.

Show notes:

  • 3:15 - How long has P2P been on Microsoft’s agenda?
  • 8:00 – Microsoft’s goals with the One Commercial Partner program
  • 9:40 – What AppSource means for partners
  • 10:30 – What should ISVs do now to address Microsoft’s changes?
  • 13:20 – How ISVs should evaluate prospective reselling partners
  • 17:00 – Triangulating between an ISV, a channel partner, and Microsoft
  • 20:45 – How well are ISVs adapting their products to match with Microsoft’s direction?
  • 22:00 – The importance of Azure consumption and Office365 activitation
  • 23:30 – Why Harald has a pessimistic view of the future of the big distributors in the Microsoft channel
  • 28:00 – Why dropping margins will drive a repositioning of channel partners
  • 30:30 – Why partners are less willing to invest in new solutions today than in the past
Aug 3, 2017

On this episode, we speak with Afshin Alikhani, chairman of Retail Realm, a software distribution and development company specializing in the retail sector with a focus on distributing Microsoft’s Dynamics RMS, AX for Retail, and 365 for Retail, as well as their own related retail solutions.

Afshin founded Retail Realm in the 1990s and has expanded its reach around the world. He has seen the business landscape shift over that time, and he believes the Microsoft channel is at a major transition point. Veteran firms are re-considering their strategy and there are big challenges for new entrants. And amid these changes, the retail industry continues to be one of the fastest evolving for new technology for businesses of all sizes.

Show notes:

  • 2:15 – How the role of Microsoft partners is changing in FY 2018 in light of new programs, models
  • 4:30 – Is consolidation in the channel inevitable in the Dynamics channel, and is it the same at the enterprise and SMB spaces?
  • 8:10 – Do SMB retailers know what kind of solutions they need?
  • 11:30 – Microsoft’s challenge of building up the next generation of retail SMB offerings via Dynamics 365.
  • 15:10 – Why does Microsoft care so much about retail?
  • 18:45 – Where do SMBs go today for a Microsoft-based retail solution?
  • 21:00 – The opportunity (and risks) of moving from Dynamics RMS to AX/365
  • 26:00 – What are retail channel partners focusing on in SMB if Msft doesn’t have something for them today beyond Dynamics RMS?
  • 28:30 – Why ERP vendors are buying retail solutions rather than developing them.
  • 29:45 – How will Microsoft Partner Center help SMB partners?
  • 33:00 – Will Microsoft really change its account management following the reorg?
  • 34:45 – What’s new and exciting in retail tech in the Microsoft space.
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