The Three Top Threats to Microsoft Dynamics Channel Partners…and How to Combat Them
We go over the 3 top threats to Microsoft Dynamics Channel Partners & how to combat them with our host Terry Petrzelka, the founder of Tectura Corporation.
We go over the 3 top threats to Microsoft Dynamics Channel Partners & how to combat them with our host Terry Petrzelka, the founder of Tectura Corporation.
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My name is Terry Petrzelka, the founder and past CEO of Tectura Corporation. I grew Tectura from humble beginnings in 2001 to become the world’s largest Microsoft Dynamics VAR in 2010 when I retired from Tectura. Today, still being driven daily by a passion to assist partners who are in the Channel Partner business model, I am fortunate to be working with hand-picked channel partner business owners as well as industry leading ERP Publishers to put in place initiatives that stimulate continued growth and create business opportunities for channel partners.
With this as a back drop, I contend that changes in the relationship between the publisher and the channel partner will be the number one issue for channel partners to contend with over the next 18-24 months. Why? Publishers will be requiring a technically capable, business agile business partner that must provide them a means to gain market share. This means the channel partner of today/tomorrow will be required to demonstrate and perform at new levels with advanced technology skills to remain relevant in the channel partner business model. This means significant investment by channel partners to meet the demands of the publishers today and tomorrow. In simple words, market forces, new technologies, and the technical acceleration of all publishers ERP platforms over the next 12-18 months will have a profound effect in the partnership model between the publisher and the channel partner.
Of the publishers, Microsoft’s significant advancement over the past 12 months in their corporate wide initiative of cloud first will continue to be a major challenge for partners to remain relevant in the channel partner model. Below are my top three immediate challenges/threats to the channel partner business model and its continued existence over the next 18-36 months:
Ongoing software pricing promotions for GP and NAV on Azure have all but eliminated any profit opportunity. Operational support teams along with field sales and technical resources for these product lines have been reduced. An example being that only managed partners in large deals (over $15,000 in Microsoft revenue) can get Microsoft field support.
As a strategic business advisor to a select few Microsoft Dynamics Partners, SBS Group is one of my clients. SBS Group is one of the authorized partners globally that provides a business opportunity for Dynamics partners of any size to accelerate its business growth and success via the authorized Microsoft Master VAR Program. Since being selected by Microsoft as one of their Master VARs, nearly 100 VARs have affiliated themselves with SBS Group via their Partner Network to meet the above challenges, but most importantly to position themselves for future growth and profitability. How is this possible?
Bottom line, joining the SBS Partner Network allows you to transform your business into a more effective, competitive, and profitable organization with no investment—while you get to maintain full ownership and autonomy.
I am offering a complimentary half-hour consulting session to hear about your challenges and share some of my insights learned from talking to and working with scores of partners. Click here to learn more or contact us to set up a call. You’ve got nothing to lose and everything to gain.