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The MSDynamicsWorld.com (MSDW) podcast explores news, ideas, and events in the Microsoft Dynamics ERP and CRM community.
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Now displaying: 2019
Dec 5, 2019

On this episode, our resident online marketing expert Marilou Barsam chats with Marleen De Winter, director of marketing at Integrity Data. They are looking at the recently revealed findings of the 2019 MSDW marketing research study, and Marleen explains how some of those results and trends relate to her teams' efforts and observations in the Dynamics ecosystem.

One such finding points to a notable shift in what Dynamics users expect when they land on ISV websites. Comments from users indicate that as part of their online search and buy process, they are looking for specific information on pricing, more demos and trials, and overall , a clearer roadmap to the right sales contact at your company.

Marleen shares with us how their company has addressed  some of these issues. As part of our conversation she discusses how their company undertook a comprehensive home page design with drop-downs and trails pointing to separate product suites, produced demo videos by product specific sales people, added ROI calculators and customer testimonials, and highlighted a strong "Call to Action" to actually bring the user to the appropriate sales contact

Tune in to hear how these changes have improved Integrity Data's online close ratio and get specific tips for your own website.

Dec 2, 2019

Microsoft ISVs that have invested in upgrading  their solutions from Dynamics AX to Dynamics 365 for Finance and Operations (D365FO) are working with a mix of cloud customers today – some that have upgraded (or re-implemented) and others that are new to the product.

On this episode of our AX to D365FO Upgrade Journeys series, To-Increase CEO Luciano Cunha discusses how his company, a longtime Microsoft ISV, has made investments over several years and across different departments and business practice areas to meet the needs of the D365FO market. While D365FO seems to be hitting its stride in terms of stability and maturity, ERP competition remains fierce, and buyers are still stuck with consequential decisions throughout the purchase, implementation, and post-deployment phases of D365FO solution ownership.

Show Notes

  • 1:30 - Luciano's history at To-Increase and rising to his latest role as CEO
  • 4:45 – The impact on an AX or D365FO customer of working with multiple ISVs
  • 6:00 – Upgrading an AX ISV solution to D365FO vs re-implementing it
  • 9:15 – How many of an ISV's AX customers have moved to D365FO so far?
  • 10:45 – Should SMB customers consider moving to AX 2012 before D365FO?
  • 14:00 – The enterprise AX customer's perspective on waiting at AX 2012 R3 or not
  • 17:15 – Is the D365FO platform stabilizing for customers?
  • 21:30 – Why some organizations are back to an approach that brings in line of business applications rather than a monolithic system
  • 26:00 – Adapting to the OneVersion release approach and how it has stabilized
  • 33:00 – How ISVs can be proactive on customer service and product management on D365FO
  • 39:00 – How to make ERP interfaces more enjoyable to use.
  • 41:00 – The challenges to partners related to D365FO's growth
  • 48:00 – The outlook on Microsoft's ISV Connect program since its launch, and what the ideal outcome will look like
  • 52:30 – How should customers evaluate ISVs?
Nov 21, 2019

This episode of the MSDW Podcast is sponsored by Nomad eCommerce.

Ramin Marghi of Catapult ERP wrote recently about the challenges of on-premises ERP today, and why Dynamics 365 Business Central in the public cloud addresses those challenges – if not directly, then through a change of approach that will help set organizations on a new course for the future.

On this episode of the podcast, Ramin discusses some of the issues that define today's SMB ERP climate in the Microsoft channel. You can't discuss this topic without examining the history of Dynamics NAV and what the product's evolution has done to move organizations forward (or not) over the years. Broadening the outlook even further is the accelerating pace at which Microsoft has prioritized ERP-adjacent technology like the Power Platform tools. Those advances may be even more interesting to an owner of a legacy ERP, Ramin believes, as those peripheral capabilities could offer a more realistic way to bring improvements to an organization's processes and data than an ERP upgrade.

Show Notes

  • 1:00 – Making the professional transition from accounting to ERP delivery
  • 2:30 – Why is now the time to shift focus to Business Central in the cloud
  • 5:30 – What risks does a company face when they have been "living with" an on-prem ERP for too long?
  • 7:30 – How do clients react to the cloud-first argument today?
  • 8:45 – How to explain the tension between cloud skeptics and cloud progressives
  • 10:30 – Is it a partner's role to build excitement about Business Central to an on-prem ERP client?
  • 15:00 – Companies who could choose either a lower mid-market solution like BC or an upper-mid to enterprise solution like D365 Finance and Operations
  • 17:00 – The long-term promise of the Common Data Model as it relates to ERP
  • 20:00 – NAV vs BC parity, and why it's not always the right argument
  • 21:30 – What else in the Microsoft cloud is worth paying attention to?
  • 24:00 – Why NAV customers are paying attention to Power Platform, even if they're not ready to upgrade.
  • 25:00 – What else can an organization do to invest for the future other than upgrading their ERP?
  • 31:00 – When should you develop an extension for Business Central vs a Power Platform-based solution?
  • 34:30 – Why great Power Platform demos and working solutions are gold for partners on the front lines of the channel.
  • 36:00 – Mix of new and upgrading Business Central customers
Nov 18, 2019

Priefert Manufacturing is a Microsoft Dynamics AX customer that operates in a rural location in the US that still loses internet connectivity to the outside world from time to time. The company maintains its own data center and IT expertise, ensuring that its critical systems are never lost due to failures beyond its control, like when all three of its ISPs fail at the same time.

Darren Goebel, VP of Technology at Priefert, joins our upgrade podcast series to share his experience looking into the company's path forward from Dynamics AX 2009 to something new. While Dynamics 365 for Finance and Operations would seem to be the obvious choice, Goebel explained that, after lengthy discussions with Microsoft, his team is nearing the conclusion that the company will likely migrate to another vendor.

He speaks frankly about his observations, research, and skepticism about moving to the public cloud. He recounts conversations with Microsoft representative and he explains why he most likely does not see Microsoft's ERP priorities as the best match for his organization's future plans.

Show Notes

  • 2:30 – Priefert's history with Microsoft Dynamics, and how the company's evolution has impacted its ERP usage.
  • 7:00 – challenges of transitioning the business model to process manufacturing
  • 15:30 – Assessing capabilities and cost of moving to D365FO – why stay on maintenance for an out of support product, and what the cost comparison looks like
  • 19:30 – How their license transition to D365FO might look.
  • 20:30 – Using AX on forklifts, kiosks, and other devices, and what it means for a cloud vs hybrid vs on-prem architecture for a business in a rural location that loses its internet connection.
  • 23:15 – Conversation with Microsoft reps about assessing total cost of ownership
  • 26:30 – What Priefert was told about hybrid D365FO, and why they can't afford manufacturing to lose connectivity for an hour.
  • 36:30 – Considering alternatives like private cloud or other ERP vendors
  • 39:30 – Recounting support calls to Microsoft – two in the last ten years.
  • 44:00 – How other vendors compare to D365FO for Priefert's needs
  • 45:45 – Is D365FO an ERP product or a development platform? And what is reasonable for customers to expect from Microsoft in weighing cloud vs on-prem?
  • 51:30 – How another ERP vendor's on-prem to cloud mix compares to Microsoft's
  • 53:30 – What does the next year hold for Priefert's ERP plans?
Nov 15, 2019
Nov 11, 2019

This episode of the MSDW Podcast is sponsored by Sana Commerce.

Alex Meyer of FastPath is closing out 2019 on a high note. He released a new edition of his book Microsoft Dynamics 365 Security and Audit Field Manual along with co-authors Andy Snook and Mark Polino. And was recently named a Microsoft MVP for the first time.

We talk with Alex about the new edition of the book and how his own views around Dynamics 365 for Finance and Operations (D365FO) are evolving as the product undergoes changes to licensing and adds more Power Platform touch points. The book has a technical side and an audit side, he says. It explores both how to set up security in a conceptual way, then how to implement it. And, he explains that while core concepts remain mostly unchanged amid product updates, fast moving updates around areas like the Power Platform do deserve a closer examination.

Show Notes

  • 1:00 – Product updates that warranted a new look at security
  • 2:00 – What the One Version approach means for managing security
  • 5:00 – Guiding principles of security in D365FO
  • 7:15 – Why use task recordings for least privilege security
  • 9:00 – How to approach field level security
  • 10:30 – Implications of the change from a single "Finance and Operations" license to "Finance" and "Supply Chain Management" licenses.
  • 12:00 – GDPR today.
  • 16:00 – Managing security around solutions that incorporate the Power Platform tools
  • 18:30 – The security considerations for data outside of the transactional database
Oct 21, 2019

Kuldeep Gupta is a Project Delivery Head at CloudFronts Technologies, with a specialization in project service and program management. As part of his responsibility for project delivery excellence, Kuldeep not only oversees projects that deliver Microsoft Dynamics 365 Project Service Automation to clients, but he oversees its usage internally at CloudFronts.

On this episode of the MSDW Podcast we dive into some of the fundamentals of the PSA product, including the improvements over the three versions, progress toward the next generation that builds off Microsoft Project Online, and the needs of customers asking for PSA-based solutions. We also talk about some of Kuldeep's writing for MSDW and the future of the product.

Show Notes

  • 2:30 – Background on Kuldeep's role and areas of focus.
  • 5:00 – How and why D365 PSA evolved as a standalone product
  • 6:15 – How CloudFronts are using PSA, and the value the system delivers to them
  • 7:30 – The importance of time and expense entry management
  • 9:00 – The evolution of PSA through version 3
  • 12:00 – Common integration points
  • 14:00 – Integrating PSA in the context of ERP
  • 15:00 – Comparing PSA to the project service features in D365 Finance and Operations
  • 16:30 – The future of PSA – Microsoft will reformulate using Project tools
  • 20:00 – What else Kuldeep is talking to customers about in delivering PSA solutions
Oct 3, 2019

This episode of the MSDW Podcast is sponsored by ClickLearn.

On this episode, Rick McCutcheon, a Microsoft MVP and expert in CRM process, strategy, and user adoption sits down with Clicklearn CEO Joachim Schiermacher and CMO Jakob Hojer Bjorning. They discuss ClickLearn's latest product updates, their presence at these upcoming conferences, and how their product vision aligns with Microsoft's business apps in terms of user adoption, training, testing, and documentation.

Oct 2, 2019

This episode is sponsored by ClickLearn.

It's an important week for Microsoft's Dynamics 365 and Power Platform teams as 2019 release wave 2 begins to roll out to customers. To learn more about what this means for D365 Business Central, we are joined by Microsoft group program manager Chad Sogge and Microsoft MVP and chief operating office of Dynamics Southwest AJ Ansari.

Chad explains the five key areas in which his team has delivered updates to Business Central and dives into some of the issues that partners and customers will be watching for as these updates roll out.

Improving the upgrade and migration tools is top of mind. Even more urgent is the status of extensions, specifically their development and support related to compatibility with wave 2. It's potentially a big change for existing BC customers, and the timing is critical.

Also up for discussion in this episode are topics including customer support, multiple production instances, submitting new ideas for the product team, and more.

Show Notes

  • 4:00 – 5 key areas of focus for the 2019 wave 2 release for Business Central
  • 13:30 – Momentum around discussing NAV to BC upgrades, and what is still needed
  • 16:45 – Are customers demanding that ERP vendors like Microsoft carry more of the burden of making upgrades easy and relatively low cost?
  • 20:00 – Why the Dynamics 365 leadership team is aiming for more openness in the roadmap.
  • 24:30 – Working in sandbox instances with production data.
  • 27:00 – How will the latest updates to AL impact extensions?
  • 34:30 – The shift to modules and componentization in wave 2
  • 39:00 – Opening support tickets via the admin center, is customer access coming?
  • 46:00 – Creating multiple production instances in a tenant
  • 49:00 – How the community is influencing to new releases of BC
  • 51:00 – Status of integration with Common Data Service, Flow, and PowerApps
  • 54:00 – Is the dev platform now at an "AL 3.0" stage? And why the BC team might want to consider stronger branding on the changes.
  • 56:00 – What's next in terms of diving into wave 2
Sep 27, 2019

In a perfect world, CRM-related IT investments would always be made in the context of an organization's well-defined vision for serving customers, satisfying their needs and expectations, and doing it in a way that helps achieve business goals. But getting to that level of understanding can be a lot of work. Thankfully, CRM industry analyst Paul Greenberg is out with a new book that re-frames the issue of customer engagement in a way that makes sense of both the leadership challenges and the rationale for technology investment.

In The Commonwealth of Self-Interest: Business Success Through Customer Engagement, Paul explores the demands of 21st century customers and how companies must evolve to meet their expectations. As in the rest of his writing, like his earlier and seminal book CRM at the Speed of Light,  The Commonwealth of Self-Interest presents a mix of academic sources, case studies, anecdotes, wisdom built through years in the industry, and the careful construction a framework to guide readers away from the risks that come with rushed and poorly planned technology investments and toward the kind of changes that redefine business priorities to meet customers (and their sometimes outsized expectations) where they are today.

Along with the launch of the book, Paul is also working his way through his 2019 CRM Watchlist article series for ZDNet. Microsoft did not make the top tier (that went to Salesforce and Adobe), but the company is on the list once again this year.

On this episode we discuss the Dynamics 365 and Power Platform vision, key themes in the new book, and whether some of the latest trends in the CRM space have staying power.

Show Notes

  • 4:00 – What does commonwealth of self-interest (COSI) really mean?
  • 14:00 – On how to balance the need to invest in technology with mapping a company's vision to improve customer engagement and experiences
  • 21:30 – Why is Adobe so good at managing experience and what can Microsoft learn from them?
  • 23:45 – Are there any big successes based on the Microsoft + Adobe partnership?
  • 26:00 – What has changed in the world that makes Paul frame the CRM world in terms of COSI?
  • 33:00 – Why companies over-promise or reach for "delight" when they shouldn't.
  • 39:00 – The writing process: why talking about customer wraps together the personal and the big, public stories
  • 44:00 – Paul's view on Microsoft's choices around CRM and more broadly.
  • 49:00 – Why E-Commerce is so important?
  • 52:00 – Why LinkedIn needs to open its APIs back up
  • 57:30 – Why to be cautious about companies claiming to offer a Customer Data Platform (CDP)
  • 1:02:30 – How to make sense of the overlapping relationships between Microsoft, ServiceNow, and Adobe
  • 1:07:30 – Why invite Salesforce to be a part of the Open Data Initiative (ODI), and what the project represents.
Sep 20, 2019

In this news roundup episode, our editorial desk offers an accelerated review of recent news and expert insights published on MSDW. Among the topics covered are:

Sep 18, 2019

A podcast series about the journey from Microsoft Dynamics AX to Dynamics 365 for Finance and Operations (D365FO) wouldn't be complete without examining the role that ISVs play. After all, the role of add-on solutions presents one of the key decision points in planning an upgrade or migration path from AX, whether it is an older version or the most recent build of AX 2012 R3.

On this episode of the AX to D365FO Journeys podcast series, we have our a conversation with an ISV executives who has been carefully watching and operating in the realm of the D365FO upgrade and migration space. Glenn McPeak, CEO of Data Masons is an ERP and supply chain veteran who understands the impact of an ERP update.

Microsoft's rollout of D365FO as a public cloud service (primarily) presents its own unique challenges for customers and the ISVs who serve them. Glenn talks about some of the ways that Data Masons, their partners, and their customers have been adapting to Microsoft's cloud-first approach, from both the technical and channel perspectives.

Show Notes

  • 5:00 – Why so much thinking is going into the D365FO journey and why ISVs are relevant
  • 9:45 – Why the external ISV model is gaining popularity, as opposed to embedded.
  • 13:30 – What role does Data Masons play alongside the D365FO partner on an engagement?
  • 15:00 – What is the state of the integration framework today?
  • 18:00 – Can customers and their partners manage safely around Microsoft's update policies?
  • 20:00 – What are the tools that ISVs should be using to make the transition?
  • 22:45 – What it means to be a part of a customer's go live in the context of Microsoft's FastTrack
  • 25:45 – Is there a role for EDI in upgrades beyond the final state solution?
  • 30:00 – Why are some companies choosing or feeling forced to wait on AX 2012 R3 or an earlier version? And why others feel the move to D365FO is the right choice.
  • 35:30 – Is the D365FO a total departure from previous versions of AX?
  • 38:30 – What will the new co-sell and co-market programs mean for ISVs?
  • 41:30 – What is the mix of D365FO implementations between new customers and upgrade/migrations, and how is it changing?
Sep 12, 2019

What does it mean to be an ISV in the Microsoft business applications channel these days? With so many aspects of that particular type of partner relationship in flux today, there is no single answer. Yet another sign that things are not what they used to be: the most recent Inc. 5000 list, which featured only five or so partners from the Microsoft Dynamics channel down from nearly twenty in 2017.

While magazine "best of" lists are a generally terrible way to measure anything, at least this one has a bit of quantitative data to use as a starting point for a discussion. So on this MSDW podcast episode, we speak with Mike Dickerson, CEO of ClickDimensions, one of the Dynamics-focused ISVs on this year's list. They reported over 100% growth over the last three years.

As Mike tells us, there is no single reason for the drop on the Inc list. But with the massive changes underway in this space, both with the products and the partner strategy, there is plenty to consider in terms of what is changing, why, and how ISVs can position themselves for the future.

Show Notes

  • 3:00 – What has allowed ISVs to grow historically in the Dynamics space?
  • 6:00 – What might have caused the dropoff in high growth ISVs in this space, as measured by the Inc. 5000?
  • 11:15 – Is it a problem for Microsoft if fewer ISVs in their channel are growing?
  • 13:30 – What does growth mean to ISVs vs VARs?
  • 18:30 – How much influence does Microsoft have as a partner vs as a competitor?
  • 22:30 – The multi-faceted art of planning for change in the Microsoft channel
  • 27:15 – Can newcomers to the Microsoft business applications channel find real growth opportunities today?
  • 30:00 – How businesses can make the most of their marketing automation investments.
Aug 29, 2019

Sometimes the biggest challenge facing ISVs and VARs is simply keeping tabs of all the moving parts in a complicated marketing initiative. It’s easy for deadlines to slip or for tasks to go untended. In this quick episode of the Marketer’s Corner, Heather Robinson of Fastpath, a security and compliance ISV working in the Microsoft channel and others, describes a marketing tool that has enabled her to monitor key aspects of performance by members of a Dynamics marketing team, and thereby bring accountability to each team member.

The tool is particularly effective for keeping tabs on lead-generation campaigns, which are Robinson’s primary responsibility. For details, listen in on the interview as she explains how she has expanded Fastpath’s marketing efficiency and effectiveness.

There’s lots more in this interview, the seventh in a series of Marketer’s Corner podcasts designed to provide ideas and guidance for improving marketing productivity and effectiveness, as well as to provide an accessible platform for ISVs and partners to share their marketing experiences and tips with the Dynamics community at large.

Aug 26, 2019

The reporting architecture of Microsoft Dynamics 365 for Finance and Operations (D365FO) is moving toward data lakes, and it's not a simple change for customers to understand. Today's guest, Kirk Donahoe, solution architect and consulting manager at MCA Connect, has been studying the changes to the entity store and the BYOD model and wrote about it recently. The use of ADLS Gen2 will change the overall architecture of D365FO in the Azure cloud, but it will also impact third party data warehouse solutions like his firm's. Partners like MCA Connect need to understand what to do next, but just as importantly, so do D365FO customers.

Kirk spends a good deal of his time advising clients on the impact of Microsoft's changes. He and other D365FO experts are also paying close attention to Microsoft's guidance on the topic as it rolls out, sometimes with bigger announcements but often in small pieces.

On this episode, Kirk reviews some of the highlights of his recent article, discusses how various updates will impact both D365FO and AX users, and explains how other Azure data services factor into a Microsoft cloud ERP customer's experience.

Show Notes

  • 2:30 – What's the impact of ADLS Gen2 on D365FO customers and Microsoft customers more generally?
  • 3:30 – More about Kirk's role at MCA Connect
  • 4:30 – What is the present state of data management and reporting in AX and D365FO?
  • 6:30 – Microsoft's move away from multidimensional data services and toward tabular.
  • 9:45 – What are entity store limitations today, and what will change with ADLS?
  • 12:00 – Why ADLS Gen2 does not change the need for data warehouses and a real reporting strategy.
  • 13:00 – Common examples of unstructured data in a data lake
  • 14:15 – How are AX and D365FO customer responding to the data lakes plan so far? And how will customer migrate to it?
  • 17:00 – How Power BI plays into the change, and how costs of Power BI and ADLS Gen2 compare to today's architectures
  • 20:00 – When will D365FO customers be switched to the data lake from the current entity store?
  • 21:20 – What does this mean for AX users planning an upgrade?
  • 24:30 – Open Data Initiative, data lakes, CDS for analytics, and other Azure data services to track
  • 26:45 – What should customers understand first to manage their project investments?
  • 29:00 – What else could Microsoft be doing to improve customer value?
Aug 23, 2019

In this brief podcast episode, Mary Miller of ImageTag discusses how she has deployed the work execution platform Smartsheet to manage nearly all aspects of her team's projects, calendar, budget, and more. She credits it with revolutionizing the marketing management function while boosting departmental productivity.

There’s lots more in this interview, the sixth in a series of Marketer’s Corner podcasts. The series is designed to provide ideas and guidance for improving marketing productivity and effectiveness, as well as to provide an accessible platform for ISVs and partners to share their marketing experiences and tips with the Dynamics community at large.

Aug 21, 2019

Microsoft MVP Erik Hougaard published his first book this week, the Microsoft Dynamics 365 Business Central Field Guide, and he joins the MSDW Podcast to talk about the book, the state of Business Central, and his experiences with self-publishing.

Erik has been working with NAV and Business Central for a long time. He's perhaps best known for his work as a developer and architect and his related blogging and speaking. The Field Guide is a departure from some of the topics he usually discusses. It is written for new Business Central users and administrators, whether they have experience with Dynamics NAV or not. It is not intended as a cover to cover read, he says, but rather as a real field guide – something meant to be picked up as needed to learn more about specific topics, from standard features to integration options to reporting and customization.

We discuss a few important chapters, Erik's experience writing and publishing the book, and plans for updating it as Business Central is updated by Microsoft every six months going forward.

Show Notes:

  • 2:00 – Why write a book, and why make it a field guide?
  • 7:45 – What is it like to write about Business Central for the newcomer?
  • 10:00 – Thoughts on the real uses of the "Intelligent Cloud" tools for linking on-prem to cloud BC
  • 13:20 – User productivity in the Business Central interface
  • 19:00 – What topics around BC could use a deeper dive?
  • 21:30 – The strength of standard BC integration via APIs
  • 22:45 – How to keep a Business Central book current.
  • 24:50 – Thoughts on self-publishing
  • 26:10 – What else you need to know about the book.
Aug 9, 2019

In today's news roundup episode we break down recent Microsoft announcements, and highlight recent expert content on budgeting, automation, reporting, and ERP integration, and more.

Topics include:

Aug 7, 2019

Microsoft's industry accelerators for Dynamics 365 and the Power Platform don't simply appear. Rather, they are the result of extensive collaboration with partners willing to share their years of experience and intellectual property to help develop standardized data models and feature sets. In the financial services sector, VeriPark has contributed to that effort, contributing to the development of the recently launched Banking Accelerator.

Our guest on this episode, Wim Geukens, managing director of VeriPark Europe, explains that committing some of the company's most valuable IP to an open source initiative like an industry accelerator wasn't an easy decision. And while they may be losing some advantages, there are advantages to helping Microsoft shape its industry model, too, he says. The company also continues to move ahead with efforts to offer more high value capabilities for financial services firms, in areas like language processing and facial recognition.

We also discuss Wim's recent articles for MSDW on approaching the requirements of omnichannel customer engagement in the banking and insurance sectors. One reason the articles work so well is that, unlike generic statements on the importance of improving customer experience, they take on real and addressable challenges like integrating legacy solutions and prioritizing the availability of customer information at key moments.

Show Notes:

  • 2:30 – Approaching omni-channel customer experience needs for specific industries
  • 4:30 – The insurance industry's unique requirements
  • 5:50 – Are insurers eager to re-invent themselves through innovation and a modern architecture?
  • 10:15 – VeriPark's evolution as an industry-focused vendor
  • 13:45 – What does an industry-focused approach mean when designing and marketing a solution?
  • 18:00 – Does leading edge technology have a place in financial industries?
  • 19:00 – Why work with Microsoft on the banking accelerator initiative.
  • 23:00 – The broader industry effort around the Microsoft Business Applications platform
  • 26:00 – What's next for VeriPark's investment with Microsoft? Blending what's possible and what's realistic.
Aug 2, 2019

How do Microsoft Dynamics users really go about researching and making buying decisions about ISV solutions?

It turns out the reality is often much different from partner's assumptions about the buying process. As just one example, it may be tempting for Dynamics marketers to assume that product videos and podcasts are fringe marketing vehicles for third-party solutions, when in fact they are rapidly becoming mainstream, argues Adam Berezin, MSDynamicsWorld’s CEO in the latest Marketer’s Corner podcast.

In this episode of the MSDW Marketer's Corner podcast series, Berezin draws on the results of our latest Dynamics ecosystem survey of decision makers and influencers, drawn from among MSDW’s 70,000-plus active site-members, for a number of surprising observations about what Dynamics users are really seeking in their product research and buying decisions.

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
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