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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: July, 2019
Jul 26, 2019

In this latest MSDW Marketer’s Corner podcast, Stephanie Burke, vice president of marketing at Sana Commerce, provides guidance about developing rich content that will engage Dynamics users researching new products.

For example, she describes steps Sana has taken to create a credible blog that has helped bring sales prospects in. She explains how Sana uses case studies to bring prospects along in the sales cycle, along with the kinds of company and personnel information the company includes on its site.

Jul 18, 2019

Inspire 2019 is coming to and end this week following a full three day schedule plus additional regional meetings and sessions. On this episode of the podcast, we get the Dynamics SMB partner perspective from QBS Group's CEO, Michael Hartmann, and VP of Business Development Nelson Tavares da Silva. They share some of the key guidance they received from Microsoft around Dynamics 365 Business Central, updates on programs including AppSource and partner benefits, and themes that they will use at their own firm and with their partners.

QBS Group will also be hosting their own webcast with more event updates on July 22.

Show Notes:

  • 1:00 - How Microsoft approached the issue of trust, specifically around the issue of Internal Use Rights.
  • 3:00 – Investments that will benefit Microsoft's partners in FY 2020: Channel incentives and field resources
  • 5:30 – Microsoft's commitment to AppSource and to co-sell, and how partners should understand the different forces at work in the channel.
  • 8:30 – Are there indications that Business Central ISV activity is accelerating?
  • 11:00 – What the "sliver approach" will mean for NAV ISVs who need to get to AppSource for Business Central.
  • 13:15 – Discounts being lowered for Dynamics Price List products, and incentives to make CSP the path forward.
  • 15:00 – What's the overall Dynamics SMB partner sentiment at Inspire?
  • 18:30 – What themes from Inspire will impact strategic planning by partners those aligned with QBS Group?
  • 20:30 – The Inspire 2019 event experience, plus other exciting and impressive technology
Jul 11, 2019

Inspire 2019 is just days away, and the International Association of Microsoft Channel Partners (IAMCP) will be there as always, advocating for Microsoft partners and celebrating its 25th anniversary. On this episode we speak with Jeffrey Goldstein, president of IAMCP Americas and the managing director at Microsoft partner Queue Associates. He'll be at Inspire and he walks us through the themes that both his firm and IAMCP members will focus on, both internally and with Microsoft executives.

Some of the most pressing matters should be no surprise, like how to navigate the changes to gold and silver certifications, the loss of internal use rights (IURs), and the evolving use of AppSource. But Goldstein is also helping lead

Show Notes:

  • 2:30 – Inspire 2019 event outlook, including IAMCP's 25th anniversary celebration, board of directors meetings, and Microsoft executive roundtables
  • 8:50 – What partners can expect to hear from Microsoft at executive roundtables that's different from the event's formal keynotes.
  • 12:00 – What are the most pressing channel issues partners are looking at today?
  • 14:45 – IAMCP's role in encouraging winning partner-to-partner initiatives
  • 16:00 – What can we infer about Microsoft's view of SMB partners today?
  • 18:15 – How many partners will Microsoft realistically manage?
  • 20:00 – How Queue Associates has adapted to changes in competencies recently.
  • 23:00 – How IAMCP is approaching the impact of the removal of Internal Use Rights (IURs), including its statement on the matter.
  • 30:30 – Do partners yet understand the impact of AppSource?

Links:

Jul 9, 2019

Mary Miller's marketing and partner engagement team at KwikTag fulfill's many roles for the company. When it comes to supporting their reselling partners, the team have deployed a marketing toolkit that provides a blend of resources from product information to demos, case studies, and industry research. They even develop landing pages and microsites that their partners can use in the context of customer interactions.

In this episode, Mary and podcast host Marilou Barsam discuss:

  • What a marketing toolkit looks like at KwikTag
  • How partners are expected to utilize the toolkits
  • Strategies for selecting and developing the right toolkit materials
  • The value of co-branding materials with partners
  • How to mutually manage leads between an ISV and partners
Jul 7, 2019

Linda's new book, Get Acquired for Millions, reflects her own experiences in 3 sales, plus new research from across the industry.

The sale of a technology services provider (TSP) business brings into focus matters of all sorts -- financial, strategic, operational, psychological, and even personal. The prospect of an acquisition also raises a lot of challenges and anxieties – the worth of a business today, how can that value be improved, how buyers are approaching opportunities, and where sellers are finding the best deals.

Our guest is Linda Rose, a veteran of the tech services space and the Microsoft channel in particular. She has sold three businesses over her career, most recently her cloud services business about two years ago. After taking some time off for a few adventures, she's back to work with a new book for other business owners. It's called Get Acquired for Millions: A roadmap for technology service providers to maximize company value.

We talk about her own experiences as an entrepreneur, her research for the book, and some of the findings and recommendations for other TSPs.

Show Notes:

  • 1:50 – How Linda's new book came to be after selling her last business.
  • 6:00 – Takeaways from her latest deal, other business experiences, and translating those into the resources of the book.
  • 10:00 – Is transforming your business to become more attractive to buyers always healthy move even if you're not interested to sell?
  • 12:30 – Performance factors that prospective buyers will be looking at.
  • 14:30 – Psychological stresses that play into a deal's success.
  • 19:30 – The role of an M&A broker or coach
  • 25:00 – The importance of a letter of intent (LOI)
  • 28:15 – Where do Dynamics-focused partners fit into the broader TSP deal outlook?
  • 33:00 – What are private equity firms focused on in the Microsoft channel, and how are they framing the value of acquisitions?
  • 36:30 – Why are so many MSPs looking to sell?
  • 38:40 – Women in tech – what has changed, and how Linda's own experiences inform her views.

 

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