Advocating for customers and partners, with Guus Krabbenborg

When today's guest, Guus Krabbenborg, talks to Dynamics 365 partners and their customers, he likes to ask them about some of the more challenging topics in a typical ERP project: what does success really look like when each party is being honest about their goals and motivations? And why do so many projects fail to meet those goals?

Guus shares his perspective with us on customer project preparation, some of the continuing challenges of cloud ERP projects, and the role he believes Microsoft should be playing in today's Business Central partner channel. He also shares customer anecdotes and his outlook on Directions EMEA 2024.

Show Notes: 

• 4:00 - What does project success really mean and why does the "on-premises way" still pervade partner perspectives?
• 11:00 - Why customer happiness should be a driving metric of partner success
• 13:30 - Presenting a direct message to customers and prospects - how Guus does it and why partners should get better at it
• 15:45 - The real guidance that partners need to give clients for success
• 19:30 - A story of an AX/F&O customer executive's mistakes
• 29:00 - Why partner success at Microsoft is still largely  focused on sales and revenue

More information

• More on ERP Masterclasses: www.erpmasterclasses.com
• A related customer story from Guus