Peter A. Jensen
I have been with Microsoft since 2002, but I have been with Dynamics even longer, starting out with a Dynamics NAV partner in 1992. I currently lead the Partner Programs team in the US Dynamics organization and look forward to keeping in touch with the US Dynamics Partner Community on this blog.
Our series of Microsoft Dynamics CRM Partner Technical Community Calls continues next month with a session dedicated to data analysis. Register today for this upcoming event taking place on Friday, June 22 at 8:00AM PT.
Getting the most out of your CRM investment is as important today as it’s ever been. The ability to analyze data to drive actionable results is a key factor in making a CRM solution valuable to an organization. Join us to learn more about enhanced business intelligence for Microsoft Dynamics CRM through PowerPivot and the new PowerView capabilities delivered with SQL Server 2012 and SharePoint.
Register for the community call via the Partner Learning Center.
As part of the Catch the CRM Fever Sweepstakes for Microsoft partners we have a video submitted by Amber Kirkman from Sunrise Technologies.
Stay tuned for winners to be announced soon!
A Blog Series for Microsoft Dynamics Partners by Kati Hvidtfeldt, US Microsoft Dynamics ERP Cloud Lead.
Conventional business wisdom preaches differentiation. A solid strategy to move ahead of the pack in the ERP cloud-based solutions business is to become the go-to provider in a specific vertical or segment. This can be accomplished through strategic partnering, as discussed in earlier Kati Unplugged posts, or by developing services and add-ons based on deep industry knowledge. In this week’s blog Microsoft Dynamics Partner Technology Advisor Dan Youngers explains why customers choose companies that offer vertical solutions—and why going vertical can help Microsoft Dynamics ERP partners compete in the cloud.
Microsoft Dynamics partners are often on the receiving end of a common mantra: Go vertical. From our 30,000-foot view of Microsoft Dynamics ERP partners, we’ve noticed that those whose numbers are consistently strongest are those who are meeting the needs of vertical markets. And a closer look shows us that many of those companies are more profitable, too. Offering cloud-based solutions can help partners stay ahead of the competitive curve, but adding an industry focus can really help partners move ahead.
Here are five reasons why going vertical can help your business deliver the best value and customer experience—along with higher win rates and profit margins.
1. Referrals: Most software purchase decisions are heavily influenced by referrals. By focusing on a specific vertical your business can build its expertise and shine as a leading industry solutions provider.
2. Trust: Solution providers that demonstrate industry knowledge through spot-on vertical solutions and educated sales discussions show that they know exactly what prospects need, reducing buyer fear, uncertainty and doubt.
3. Lead qualification: Understanding a specific industry gives businesses insights into the prospect landscape. By getting to know the reputations of your prospects, including their financial solvency, you’ll be in a better position to prioritize leads based on which businesses are “players” and which ones may not be able to afford your solution.
4. Efficiency: A typical customer doesn’t want to spend time educating sales and support people on the universal needs of the industry. Focusing on a specific industry lets your business offer the best value for your customers—and best margins for your business—by reducing your sales and marketing investments in messaging, demo development and collateral, and by developing a support staff knowledgeable in the common industry ISVs and configurations.
5. Loyalty: Industry expertise equals a better customer experience through faster implementations and added value, like industry-specific reports and role-tailored dashboards. And that leads to long-term relationships.
Going vertical is really a process of reinventing your business—a daunting proposition. But the payoff is increased wins, shortened sales cycles and better profits. What business can walk away from that?
To learn more about how to incorporate cloud-based solutions into your business plans visit the Microsoft Dynamics Countdown to the Cloud page on PartnerSource. Go to www.microsoft.com/dynamics/growyourbusiness for resources that demonstrate to customers how Microsoft Dynamics ERP cloud, hybrid and on-premise solutions can benefit their businesses.
As part of the Catch the CRM Fever Sweepstakes for Microsoft partners we have a video submitted by David VanCott from Webfortis.
As part of the Catch the CRM Fever Sweepstakes for Microsoft partners we have a video submitted by David Schwantes from Hitachi Solutions.
Stay tuned for winners to be announced soon!
With two months remaining in Microsoft Fiscal Year 2012, now is the time to review your progress toward recognition within two of Microsoft Dynamics prestigious partner programs.
The 2012 Partner Recognition Program for Microsoft Dynamics recognizes our top Microsoft Dynamics partners for their exceptional FY12 performance. To achieve 2012 President’s Club for Microsoft Dynamics, partners must demonstrate a strong combination of revenue or customer adds, plus license growth.
A small number of strategic partners from across the globe will be invited to be part of the 2012 Inner Circle for Microsoft Dynamics based on their stellar sales performance in FY12. Partners will qualify to be considered for Inner Circle based on performance and those who have demonstrated consistent business leadership and strategic impact on the growth and success of the Dynamics business.
Check Your Current Progress
For more information, including detailed requirements and FAQ’s, please visit PartnerSource.
In our last blog Dan Youngers explained why “going vertical” puts partners at an advantage—especially in competing against other providers in the cloud. In this week’s blog, Josh Richards at Merit Solutions explains how the company was able to help a leading life sciences industry player implement a Microsoft Dynamics AX2012 cloud solution that fits their needs and budget like a glove.
In addition to its consulting services, Merit Solutions is an engineering and software application development firm. Because the company understands infrastructure and how to build IP, they were able to create a vertical cloud ERP solution and implementation methodology, putting them a step ahead of the competition.
At Merit Solutions, we are extremely fortunate to work with companies around the world who create products and offer services that improve the lives of millions. Our driving principle is to help them increase their business success—whether that’s through growth and expansion, business process automation or creating jobs and healthy communities.
Like most companies in the software solutions industry, we enjoy working with clients who are forward thinking and understand how their technology decisions can better position them for competitive advantage. Innovare Health Advocates, a medical services industry leader, is a perfect example. Innovare came to us understanding the impact technology has on its ability to serve its customers and recognized the need to move away from fragmented, inefficient processes. The company needed a new ERP system that would improve visibility, streamline processes and support exponential growth—but they couldn’t support a large up-front investment.
Merit Solutions helped Innovare understand the benefits of Microsoft Dynamics AX 2012 with our MAXLife Cloud ERP software for life sciences. We determined that a private cloud delivery model would better position them for success and enable them to achieve their business goals. Innovare also recognizes tremendous value in the Merit Solutions Rapid On Implementation Methodology, which will enable them to get up and running quickly while minimizing their ERP deployment risk.
The benefits of a cloud-based solution helped tip the scales on Innovare’s decision, and they are already beginning to reap the benefits:
Through their use of an integrated Cloud ERP system with MAXLife Cloud and Rapid On deployment, Innovare is now able to improve efficiency, easily support its projected growth and realize a more rapid time to value.
A Microsoft Gold Certified partner since 2003, Merit Solutions is an award-winning mid-sized IT services company with offices in North America and Europe. Merit Solutions was recognized as one of the top Microsoft Dynamics ERP resellers of 2011.
The Microsoft Dynamics page on Facebook now has a new URL. You can find us at facebook.com/msftdynamics.
The page is designed to share a variety of case studies, stories, and customer evidence as well as demonstrate how Microsoft can help individuals – and organizations – realize their full potential and drive significant impact by offering an end to end business solution that is flexible and easy to use.
Today, over 7,000 people “like” the Microsoft Dynamics page on Facebook. Join them to share your stories and successes!
Microsoft Fiscal Year 2012 is quickly reaching the homestretch as June is right around the corner. And as you know, historically in June many of our Microsoft prospective and existing customer offers as well as partner incentives are approaching their expiration dates.
Visit PartnerSource today to access the US Offer Summary Sheet. Review it to understand how you can factor these offers and incentives into your sales strategy. For example, discover a compelling price point to switch to Microsoft Dynamics AX 2012 from competitive solutions, find out how prospects can license a Microsoft Dynamics ERP 5-user system for one low price, and learn how customers can offset the deployment and implementation costs of Microsoft Dynamics CRM Online.
Act now as many of these offers and incentives expire before the end of June 2012!
To continue driving a successful close to Microsoft Fiscal Year 2012, our US Microsoft Dynamics partner programs team is excited to announce the FY12 Q4 Microsoft Dynamics ERP SMB Customer Addition contest.
You could win* one of the following prizes for your qualifying FY12 Q4 Microsoft Dynamics GP, Microsoft Dynamics NAV, or Microsoft Dynamics SL customer additions:
Follow these links to complete three easy steps to enter:
*Contest open only to authorized reps in the Microsoft Dynamics Sales Professional Community in the West, Central, or East U.S. Microsoft Dynamics sales regions. Game ends 6/22/12. For full contest details, see Official Rules.