gppc connections 2011 | november 6-8 | las vegas, nv are you making or breaking your isv / var...
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GPPC Connections 2011 | November 6-8 | Las Vegas, NV
Are You Making or Breaking Your ISV / VAR Relationship?
Quentin Martin - TecturaJon Rivers – Data Masons, Inc.
Connections 2011 | Nov 6-8 | Las Vegas, NV
Better Relationships = Win Win!
Connections 2011 | Nov 6-8 | Las Vegas, NV
VAR
• Lack of resources by VAR
• Lack of documentation by ISV
• Inconsistency with delivery of services, software estimates
Relationship Challenges
ISV
• How do I know am being treated equally when you have multiple offers in my space?
• Communications• How do I get you to
look at my solution?
Connections 2011 | Nov 6-8 | Las Vegas, NV
What are your expectations?
ISV
• Why are you calling me?
• Are you looking to replace another solution or?
• Do you have a client asking for our Solution?
VAR
• Client needs additional functionality that base GP cannot handle
• Business model has changed since implementing base GP and needs to add on
Connections 2011 | Nov 6-8 | Las Vegas, NV
ISV
• How do you manage the various ISV's & make sure to offer the right solution for the customer
• Why not have 1 go to solution?
• Leads – who will you recommend?
Multiple competitive solutions?
VAR
• Clients expects us to give them a choice
• Tectura is acting on behalf get best solution for investment
• Tectura works with the top 2-3 ISV’s in each category
Connections 2011 | Nov 6-8 | Las Vegas, NV
VAR
• ISV should be certified by Microsoft as well be on a VAR list of whom they will deal with
• Hands off opportunity versus having VAR engaged
• Case studies, client references
Trust, expectations…
ISV
• Built inside Dynamics versus outside
• Selling Models– Partner or End User
only– Hybrid
• Maintenance Collection
• Level of commitment• Margins
Connections 2011 | Nov 6-8 | Las Vegas, NV
VAR
• Frustrations, ISV dealing with VAR direct, vice versa
Thoughts on how
ISV
• Partnership Guidelines
• Less Bugs more expensive ISV solution?
• What makes an ISV Solution Successful?
• Multiple ISV’s joining forces to give a complete solution?
Connections 2011 | Nov 6-8 | Las Vegas, NV
ROUND TABLEOpen Forum
Connections 2011 | Nov 6-8 | Las Vegas, NV
Contact Information
Quentin Martin Jon Riverswww.linkedin.com/pub/quentin-martin
Linked In www.linkedin.com/in/jonrivers
[email protected] Email [email protected]
Twitter @Jon_Rivers
Twitter @DataMasons
Blog www.datamasons.com/blog/
Blog ERP Software Blog
Facebook Data Masons Page