Dynamics 365 – Account Based Marketing

When you have been around as long as I have, you will have seen “The Next Big Thing”, many times. An article caught my eye they other day about “Account Based Marketing”. Now, I don’t know if this is the next big thing or not, but it seemed interesting, and …

Dynamics 365 – Refactoring RapidStart and Sellers Sell

This is a continuation of my post “Dynamics 365 – A Partner’s Journey from Salesforce“, if you did not like that one, then you probably won’t like this one either. When we last left off, Microsoft had requested that we consider turning ourselves inside-out

Dynamics 365 – No Bench Warmers in SMB

Most of the Microsoft Partners that focus on SMBs, are themselves SMBs. No SMB, whether Customer or Partner, can afford to pay for skilled people who mostly sit on the bench. The new, nimble SMB partner is more like a football coach, calling in Special Teams, or free agents as …

Dynamics 365 – A Partner’s Journey from Salesforce

So it’s Christmas morning, gifts have been opened, and family won’t be arriving for several hours yet, so I go to write. As I think about the great year wrapping up for us, and look forward to the even more promising year to come, I find myself reflecting on our …

Dynamics 365 – When will it finally be Finished?

I am returning from a small Dynamics partner conference in Newport Beach. One of the recurring themes at this conference, particularly when a Microsoft representative stood before us, was pelting them with questions similar to: “When will Dynamics 365 be finished?”. I was not one of those asking that question, …

Dynamics 365 – A new lane on the Cloud Highway

As a traditional Microsoft partner, you can probably remember the good ol’ days. Steady, predictable, the kinds of things you could build a nice business on, in your own time. For customers, you were more like the utility company. Necessary, but unseen. But then the cloud crashed into everything.

How Partners will succeed with Dynamics 365

I recently wrote a post titled “Dynamics 365 – How Partners will Succeed Post-CRM“, and as I often do when I see it pop up elsewhere, I read it again. As I was re-reading, two things became very clear; first, this is a damn eloquent writer, but second, it was …

Dynamics 365 – Welcome to the Microsoft Amusement Park

For the longest time, the only ride in the Microsoft Dynamics Amusement Park was the Lazy River ride. A few years ago they added their first roller-coaster, and they are about to open their first Super Coaster. Hang on, it’s gonna be a wild ride!

The Microsoft Cloud Partner Margin Squeeze

Just a few short years ago, Office 365 launched. At the time, selling the product required genuine knowledge, and migrating to the product required genuine expertise. There was significant partner margin and incentives on the sale of Office 365, as well a nice margins on deploying it. Those days have …

How Microsoft will Force you “To the Cloud” (Part 4-Who)

In this conclusion of the series, we examine “who” wins and who loses as a result of Microsoft’s “World Domination via Cloud” assault. Our “Free Market” economy, can be very Darwinian. When a company the size of Microsoft makes a seismic shift it creates a major disruption that for some …

How Microsoft will Force you “To the Cloud” (Part 3-Where)

In this part of the series, we explore “where” Microsoft’s “World Domination via Cloud” challenges will come from. This post will be all text as I am tired of trying to find pictures. Just because a big-ass company says they are heading in a particular direction, no one is obligated …

How Microsoft will Force you “To the Cloud” (Part 2-Why)

Okay, since it is obvious Microsoft is now “All-in” on cloud, some people, particularly old-line partners are asking why. “Why is Microsoft harshing my mellow?” As if getting their asses handed to them was not reason enough for Microsoft, there are a lot of other reasons why this ocean liner is …