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How to Write a Modern RFP for CRM Implementation
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Here’s why customers should pay for more for customizations!
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Finding The Limits of Low-Code
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Dynamics 365 Business Central and RapidStart CRM UPDATE!
In my last post, I announced that we (Forceworks) were developing an addon for our RapidStart CRM to connect to Microsoft's wildly popular Dynamics 365 Business Central. I wanted to update you on our progress. BTW, I did not record audio for this post because it has...
A Better CRM for Business Central?
At a recent event, Microsoft executives told me that Dynamics 365 Business Central was flying off the shelves. Over the years, I had occasionally peeked over the fence at Business Central, mostly out of curiosity. But "flying off the shelves" is a reason for me to...
Steve has a Chat with Vahe Torossian
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Steve has a Chat with Jukka
I had the pleasure of having a chat with a Power Platform industry leader, Jukka Niiranen. Listen or Watch below. Enjoy! [podcast...
The New Weapon – Cost Predictability
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The Works Services-as-a-Subscription Model Update
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Power Platform Blind Spots
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Power Platform Outside the Bubble
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The Microsoft Partner Dilemma
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Steve has yet another Chat with Charles
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Let’s Talk About Funnels
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It’s Time for a New Services Model for Dynamics 365 and the Power Platform
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The Myth of Single Version of the Truth
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Are you over-paying for Dynamics 365?
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Pay as you Go, Go, Go
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Hit 50K Users? Get ready for the knock-offs.
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Your organization (tenant) is over capacity
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“Even after everything, we still have adoption problems”
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We Upgraded from Dynamics 365 to RapidStart CRM
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Steve has another Chat with Toby Bowers
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Dynamics 365 for Outlook Deprecated Alert
Many of our customers have been asking about the ominous alert that appears in their advanced settings area for either Dynamics 365 or Power Apps Model driven environments. In this short post I will explain it, and show you how to get rid of it. Dynamics 365 for...
The End of the Microsoft Partner
Okay, calm down, your Microsoft Partner practice isn’t ending anytime soon. But, if you throw your head back and think about what is happening in our world, you can probably see how it could. No? Let me tell you what I see.
The Commoditization of I.T.
I have spoken about this much in the past, primarily in the attempt to get you thinking about creating your own I.P. to differentiate so you don’t end up competing on price for everything you do. But in the final analysis, we may lift our heads one day, in the not to distant future, and realize that the Cloud may have screwed us all. Microsoft’s and other cloud providers’ dependence on channel partners is changing. Let’s face it, Microsoft was never going to show up at Joe Blow Printing Company and install an Exchange server, they needed you to do that. But today, “poof”, that server is gone. Well, not gone, but rather Microsoft is spinning it up in their data center. What was the Partner’s role? Selling a subscription.
Consumption is the Means to the End
If you are a Microsoft partner you know well about the new metric: consumption. Microsoft is now a cloud company, cloud companies survive, or thrive on recurring revenue, look at Salesforce. Recurring revenue is the result of selling subscriptions, and having customers renew those subscriptions indefinitely. Consumption is insurance. If users are not “consuming” the subscriptions, they cancel them. This is why you see Microsoft placing such a high emphasis on consumption, to insure the revenue stream. Your job? Make sure the customer is using the services.
“Steve, you are Full of Crap!”
Yeah, I get that a lot. I can hear you saying that Microsoft is completely dependent on you to architect that cloud system and help your customer succeed, etc. I agree, and so would Microsoft… for today. But they don’t need you to install an Exchange Server anymore, or any other server for that matter. In fact they don’t need you to migrate customer email either, they let you. Everywhere you look, not just Microsoft, but every provider is seeking to make things easier, to eliminate any hurdles that a customer may have to overcome in order to become a paying subscriber. Increasingly, Partners are that hurdle.
The Rise of the Hill Flatteners
What do products like SkyKick, Bit Titan and RapidStart CRM have in common? They each significantly reduce the cost of getting customers from here to there. These and other similar products, are promoted to “Make your Job as a Partner easier and more Profitable”, but are actually designed to flatten hills. Hills of cost customers previously had to climb over to start paying for subscriptions, the real end-game. Why do you think Microsoft keeps talking about these solutions? Your $150/user email migration cost is friction… your $25K basic CRM deployment cost is in the way! Many partners today are simultaneously facilitating and blocking Microsoft’s efforts. Right now these types of hill flatteners are offered though partners, but in the case of RapidStart CRM, our solution that is available only through our resellers, a customer can get CRM deployed in a usable way without any help from their partner, post purchase. Right now our resellers are largely just that, sellers; and they are not even particularly good at it. At what point do I decide that the channel is in my way?
The End of I.T as Voodoo
We know that the Baby Boomer generation, by and large viewed anything I.T. related, as the sole domain of Nerds. Nerds flipped the script and convinced everybody that I.T. was Voodoo, and only they could understand it. The typical Baby Boomer, while still in charge of many, if not most, organizations today, is also challenged by Smartphones. The Millennials are replacing the retiring Baby Boomers at a pretty good clip, and bring a more skeptical view of I.T. as Voodoo. Brought up with access to more technology, they are not nearly as intimidated by technology as their predecessors were. Guess who is coming next? Generation-X. Gen-X was raised on technology, they have no fear at all, and given access to the tools by the providers, they will be perfectly fine figuring this “stuff” out on their own thank you. Gen-Xers are at Microsoft developing these tools right now… for Gen-Xers. They will actually think “Tool” is too strong a word as it implies something that requires some skill to use. In a Gen-X run organization, I.T. is not a department, it is simply a fabric that everyone uses as they see fit, intuitively. They will have no need for a middleman between them and the platform provider. Gen-Xer: “Excuse me, what do you do again?“, Partner: “Oh, I provide consulting, to help you get the most out of Technology“, Gen-Xer: “Are there people who need that?“, Partner: “There used to be“…


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How to “Do More With Less” with Microsoft
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How to Write a Modern RFP for CRM Implementation
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Here’s why customers should pay for more for customizations!
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Finding The Limits of Low-Code
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Dynamics 365 Business Central and RapidStart CRM UPDATE!
In my last post, I announced that we (Forceworks) were developing an addon for our RapidStart CRM to connect to Microsoft's wildly popular Dynamics 365 Business Central. I wanted to update you on our progress. BTW, I did not record audio for this post because it has...
A Better CRM for Business Central?
At a recent event, Microsoft executives told me that Dynamics 365 Business Central was flying off the shelves. Over the years, I had occasionally peeked over the fence at Business Central, mostly out of curiosity. But "flying off the shelves" is a reason for me to...
Steve has a Chat with Vahe Torossian
[podcast src="https://html5-player.libsyn.com/embed/episode/id/24359718/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/87a93a/" width="100%" scrolling="no" class="podcast-class" frameborder="0" placement="top"...
Steve has a Chat with Jukka
I had the pleasure of having a chat with a Power Platform industry leader, Jukka Niiranen. Listen or Watch below. Enjoy! [podcast...
The New Weapon – Cost Predictability
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The Works Services-as-a-Subscription Model Update
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- 42 – Podcast – Preparing for the Microsoft Dynamics 365 Fall 2018 release wave
- 41 – Benefits and process to building ISV solutions with Microsoft PowerApps, Microsoft Flow & AppSource
- 40 – Four MVPs in a Room
- 39 – Dynamics 365 Saturday Atlanta
- 38 – Mary Jo Foley on (Not) keeping up with Dynamics 365
- 37 – Early reaction as Dynamics 365 for Marketing, Sales Professional reach the market
- 36 – So you want to be an Independent Consultant?
- 35 – Dynamics Marketing with Kishan Chetan and Steve Mordue
- 34 – 2018 Dynamics 365 Predictions
- 33 – Unexpected Curves Crash Microsoft's Dynamics 365 Roadmap
- 32 – MSDW Podcast: Talking Microsoft Dynamics platform plays and eclipses with Steve Mordue
- 31 – Microsoft waffles regarding what's next for Dynamics 365 for SMBs
- 30 – Business Edition vs Enterprise Edition: what you need to know (Webinar)
- 29 – Azure App Service Isolated caters to enterprise security concerns
- 28 – Steve Mordue on Microsoft’s sales shakeup, SMB commitment, and partner survival
- 27 – Tip #896: Don’t get blacklisted by blasting emails from Dynamics 365
- 26 – Microsoft FastTrack: Partner Friend or Foe?
- 25 – Tip #856: Modifying disabled users
- 24 – How Can Microsoft (and Its Partners) Leverage LinkedIn?
- 23 – IT Community Champ
- 22 – Microsoft Dynamics CRM SMB Apps
- 21 – Dynamics 365 Pitch Must Reach Channel
- 20 – Dynamics 365 Needs more Cowbell
- 19 – Can Microsoft Make Dynamics 365 Work?
- 18 – Whiteboarding Microsoft Dynamics 365
- 17 – Timing Microsoft Dynamics 365: CRM partners lament 'fuzzy' pre-launch license planning
- 16 – Microsoft Dynamics 365 to start rolling out November 1
- 15 – Dynamics CRM at a crossroads
- 14 – The Reinvention of the Microsoft ISV
- 13 – Microsoft Dynamics 365: New roadmap, licensing details revealed
- 12 – Dynamics Introspective: What Is Microsoft’s Next Big Bet On Dynamics CRM Success?
- 11 – IP assets: Channel companies seek differentiation
- 10 – Add new business offerings for long-term sustainability
- 09 – The gamification platform: Cool toy or CRM partner opportunity?
- 08 – How one of Microsoft's top CRM partners uprooted its business
- 07 – Cloud channel partners, vendors grapple with metrics
- 06 – Building a successful sales team to maximize profitability
- 05 – Cloud Partner Strategy 2.0 – Going Vertical
- 04 – It just works better: Why we made the move to Microsoft
- 03 – Microsoft Dynamics Partner Roundup
- 02 – Escape from Salesforce: Beware lock-in risks when migrating to Microsoft Dynamics CRM, says one partner
- 01 – Microsoft Dynamics CRM 2013: More favorite features from the field
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