the partner channel greatest hits for fall and...
TRANSCRIPT
Go to www.ethotech.com/hero or call Stephanie at 678-384-7525 to get all the details.
Same Super Powers
Valuable New Features
Enhanced Support Offerings
Brand New Product Pricing
Innovative New Partner Program
Expanded Implementation Services
EthoTech has come to the rescue of more than 1,300 Customers in hundreds of industries. Partners around the globe have recommended EthoTech products to their customers for over a decade.
But even Super Heroes evolve. So discover how EthoTech’s new partner programs and pricing plans make the world safe for your Microsoft Dynamics® GP customers.
1045 BroadwayFargo, ND 58102
Fall
2011The Partner Channel “I don’t set trends. I just find out what they are and exploit them
.” – Dick Clark Fall 2011
Greatest
to the2011 Microsoft Dynamics
Partner Recognition Recipients
QuICk-hITTIng soCIal MeDIa
CongRaTulaTIons
YouR To-Do lIsT FoR Fall anD BeYonDHITS
Marketing Tips
PRESORTED STD
U.S. POSTAGEPAID
FARGO, NDPermit No. 684
SWEETEN THE DEAL WITH HR AND PAYROLL ENHANCEMENTS.
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Plain vanilla is good, but a hot fudge sundae is great!
Imagine if Microsoft Dynamics® GP could automatically e-mail direct deposit and W-2 statements to employees, budget and manage FTEs, allowed easy corrections and
adjustments to payroll transactions, confi gured rules for calculating overtime, tracked and
managed leave benefi ts.
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Check Image ArchiveZoom to checks and stubs from Microsoft Dynamics GP Inquiry screens
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solution for Microsoft Dynamics® GP from the very
early days. As technology has changed, so has
Mekorma MICR. Over the years, we have expanded
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payment processing enhancements, including:
• Blank or Pre-Imprinted Check Stock
• Password Protected Check Auto-Signing
• Collated Remittance Pages
• Automatic Check Copies
• Print Voucher Notes
• Easier Voucher Selection
• GL Distributions on check stub
• Built-In Check Format Configurator
• Unlimited Number of Formats
• Unlimited Number of Checkbooks
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Mekorma MICR is updating itself once again.
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xxi
fall • 2011 • www.thepartnerchannel.com
Contents
In EvEry IssuEContributors 9 Like a Fountain of Knowledge
On the Home Front 11 Skidding into Fall
News 12 Again – You’re a Busy Group
Events 15 The Big Ones Through Next Spring
ISV Profile 36 Junction Solutions
Members Only Corner 42 Compass Technologies
The List 43 Your One Stop Shop for Solutions
Advertiser Index 66 All Our Advertisers, All in One Spot dEpartmEnts
Leadership 16 The Entrepreneurs’ Corner 26 The Best Practice is Practice 38 Do More Than Just Do No Harm!
Sales 18 Partners on the Phone 28 The Top Hit from Your Playlist
Marketing 20 Quick-Hitting Social Media Marketing Tips 32 LinkedIn to Your Future
FEaturEs 23 Word-A-Ganza
24 2011 Microsoft Dynamics Partner Recognition 34 TPC Caption Contest and Results
41 Logo Contest
A publication dedicated to building a community for Partners
Fall 2011 5
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Select Product AX, GP, NAV or SLEnter the User Count
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TRYNOWTRYNOW
We’re all in...
On the Cover…
Greatest hits albums are typically produced after an artist has had enough successful songs to fill out an album release. Some artists, such as The Beatles, Kenny Rogers, Aerosmith, KISS, U2, Los Tigres del Norte, Queen and Billy Joel, have released multiple greatest hits albums throughout their careers. Others are released only at the end of the artist or group’s career, such as the album Creed released after they disbanded. There are also a few decidedly questionable greatest hits albums out there, most nota-bly from artists such as Vanilla Ice, Nelson, Hillary Duff, and Shaquille O’Neal. (Source: Wikipedia and Cracked.com)
Illustration by Matt Mastrud for The Partner Channel®.
notes
The Partner Channel Magazine is published by TPC Publishing, a business unit of The Partner Channel®, Inc., with principal offices at 1045 Broadway, Fargo, N.D. 58102. All postage is paid from Fargo, N.D. If you wish to be removed from the mailing list, send your request, including name, business name, and mailing address to the above address, or to: [email protected]. If you wish to add names, the same directions apply.
The Partner Channel®, Inc. is an independent company and is not affiliated with Microsoft Dynamics® or any of its affiliates or subsidiaries.
This is a copyrighted publication ©2011, and all articles herein are covered by this copyright. All rights are reserved. Any use of the content for commercial reasons or any other form of reproduction of material herein is strictly prohibited without prior, written approval of The Partner Channel, Inc.
Most articles are submitted by independent industry professionals, therefore their views and opinions may not be those of the publishers. Inasmuch, TPC Publishing cannot be held responsible for any or all comments or information held within those articles.
This publication is printed in the U.S.A. by Forum Communications Printing.
The Partner Channel® MagazineFall 2011
PublisherTPC Publishing
Editor-in-ChiefJenny Davis
Copy EditorKate Mund
WritersJenny Davis
Jasmine McNellis
Contributing WritersAdrianne MachinaBonnie Robertson
Charles GreenJennifer Culbertson
Joe MechlinskiMichelle Glennie
Pam McGeeTracy Faleide
Art DirectorShawn Olson
Contributing ArtistsDave SwangJohn Holland
Mark ArmstrongMatt Mastrud
Ryan FritzScott ThuenSeth RexiliusTrygve Olson
Advertisement SalesJane Olson
Membership Program ManagerJasmine McNellis
This label only applies to the text stock.
Fall 2011 7
E-mail: [email protected] Twitter: partnerchannelFacebook: The Partner Channel LinkedIn: The Partner Channel
Greatest Hits
Everybody needs a “go to” business practice. As we planned this quarter’s content,
we asked our contributors to write about their “go to” tips. Here you have it,
their greatest hits for your sales, marketing, and leadership practices.
Our hope is that you’ll be implement something you read here or receive
peace of mind that you’re on the right track with what you’re already doing. If
something in this issue resonates with you, would you drop me a line and let me know? I’d love
to hear from you, and my contact information is below.
Returning this fall is the congratulatory spread for the 2011 Microsoft Dynamics® Inner
Circle, President’s Club, and Partner award recipients. Congratulations to all of these organi-
zations on a job well done over the last year.
Please join me in thanking our contributors, advertisers, and participants in The List for
helping us produce another magazine. This is our 30th magazine, and we’re still having fun.
What more could you ask for?
Sincerely,
Jenny
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Contributors
Michael Brown
Michael A. Brown is known internationally as the Business To Business By Phone® expert. Since 1986, his consulting and training clients include a “who’s who” of successful business marketers, from startups to the Fortune 100. He is a top-rated speaker at The Partner Event and other conferences, and at corporate marketing and sales meetings. Michael is one of BtoB magazine’s Who’s Who Top 100. Learn more about Michael at www.michaelabrown.net.
Email: [email protected] LinkedIn: michael-a-brown
Pam McGeePam McGee is the principal of pMcGee Consulting and specializes in helping businesses get to the future instead of having their future get to them. Specialty areas that you can count on Pam for are building a culture, defining shared values, coaching, leadership, and basic HR practices. Pam has more than 20 years business experience, 10 years consulting experience, and strong leadership and management skills.
Email: [email protected]
Joe MechlinskiJoe Mechlinski has specialized in working with high-growth companies and their sales teams throughout the country for more than 10 years. With a proven track record, Joe teaches teams how to use emotional intelligence (EQ) versus intellectual intelligence (IQ) to grow their sales. In addition, he helps companies create successful sales structures and develop winning environments to attract and retain top talent.
Email: [email protected] Facebook: joe.mechlinskiTwitter: joemechlinski LinkedIn: revolutionizeyoursales
Jennifer CulbertsonJennifer Culbertson is owner of Looking Glass Marketing and specializes in working with Microsoft VARs and ISVs to build and execute marketing strategies that drive results. With her 18 years of marketing experience within the channel, coupled with her understanding of Microsoft Partner needs, she can help take your marketing to the next level.
Email: [email protected] Twitter: jennculbertson LinkedIn: jenniferculbertson1
Tracy FaleideTracy Faleide gained 20 years of experience in communications, project and team management, planning, and results-based execution by holding several team and strategy leadership roles at Great Plains Software and Microsoft. She is a writer and coach, helping clients tell their stories, establish confidence of purpose, and see things differently.
Email: [email protected] Facebook: tfaleideTwitter: tracyfaleide LinkedIn: tracyfaleide
Bonnie RobertsonBonnie Robertson understands big and small business. She’s worked for one of the biggest – Microsoft – and now runs her own consulting company. Bonnie’s been helping business owners and managers improve their businesses for more than 20 years.
Email: [email protected] LinkedIn: Bonnie Robertson
Michelle GlennieWith more than 10 years in the channel, Michelle Glennie has experience in business development, operations, marketing, and human resource management. As a consultant with The Partner Marketing Group, she has developed a broad knowledge of Partners, ISVs, and Microsoft. Michelle earned the 2007 Microsoft Distinction in Marketing Award while at Maximum Data, the first ISV to win this award.
E-mail: [email protected] Twitter: PartnerMktGrp LinkedIn: michelleglennie YouTube: www.youtube.com/user/PartnerMarketingGrp Blog: https://community.dynamics.com/blogs/thepartnermarketinggroup
Fall 2011 9
On the Homefront
Jenny Davis
Skidding
into FallT
he title of this article completely describes how I feel about the start of fall. I’m glad it’s here, but how did it arrive so quickly?
I think it has something to do with a special project that The Partner Channel® took on this summer. You may re-
member that our spring magazine took a different spin as we col-laborated with Dynamic Communities®, the folks behind AXUG®, CRMUG®, GPUG®, and NAVUG™, to create a magazine that fea-tured content for both Partners and users.
That magazine was well received by the user audience, and Dy-namic Communities asked us to collaborate with them again for a fall issue, this time with a special edition for each User Group. The magazines will hit User Group Members’ doorsteps about a week after Partners receive their fall issue of The Partner Channel Maga-zine.
Whereas The Partner Channel Magazine focuses on sales, mar-keting, and leadership practices, the User Group magazines focus on member stories, tips and tricks, and product updates. It was a fantastic experience to visit with so many users and pull their stories together for the magazines. I was especially glad to hear from those who have strong relationships with their Partner organizations, working together to create solutions that suit their needs and help their businesses flourish.
A commonality between the magazines is The List. Dynamic Communities wanted its User Group members to benefit from the same type of information that Partners have readily available each quarter, so we’re proud to share that The List is featured in The Part-ner Channel Magazine and all four User Group magazines. This is a huge win for us as our participants in The List will be seen by Part-ners and users alike on a regular basis.
The Partner Channel Magazine will continue on its regular, sea-sonal publication schedule; the User Group magazines will develop a schedule as well.
If you or your customers are interested in learning more about the User Groups and/or in receiving future issues of the User Group magazines, I invite you to visit the appropriate User Group from the list below:
» Microsoft Dynamics® AX – AXUG – www.axug.com » Microsoft Dynamics® CRM – CRMUG – www.crmug.com » Microsoft Dynamics® GP – GPUG – www.gpug.com » Microsoft Dynamics® NAV – NAVUG – www.navug.com
Go to www.ethotech.com/hero
or call Stephanie at 678-384-7525 to get all the details.
Same Super Powers
Valuable New Features
Enhanced Support Offerings
Brand New Product Pricing
Innovative New Partner Program
Expanded Implementation Services
EthoTech has come to the rescue of more than 1,300 Customers in hundreds of
industries. Partners around the globe have recommended EthoTech products to
their customers for over a decade.
But even Super Heroes evolve. So discover how EthoTech’s new partner programs
and pricing plans make the world safe for your Microsoft Dynamics® GP customers.
Winter
2009
1045 Broadway
Fargo, ND 58102
Fall
2011
The Partner Channel “I don’t set trends. I just fi nd out what they are and exploit them
.” – Dick Clark Fall 2011
Fall
20092011200920112009
Greatest
to the2011 Microsoft Dynamics
Partner Recognition Recipients
QUICK-HITTING SOCIAL MEDIA
to theCONGRATULATIONS
YOUR To-Do LIST
FOR FALL AND BEYONDHITS
Marketing Tips
1045 BroadwayFargo, ND 58102
Magazine
Fall 2011 • www.axug.com
®®
In this Edition:» User Member
Showcases with New Sunshine LLC and Lazydays RV Center
» Summit 2011 Preview See you There!
» A Member in Action
BLACKHAWK!
» Welcome to our New Members
1045 Broadway
Fargo, ND 58102
Fall 2011 • www.crmug.com
In this Edition:
» User Member
Showcase:
Jones Lang LaSalle
» Should I Upgrade
and When?
» A Member
in Action
Arbor Day
Foundation
» Tips & Tricks
Give Custom
Entities a Little
Visual Love
1045 Broadway
Fargo, ND 58102
Magazine
®®
1045 BroadwayFargo, ND 58102 Fall 2011 • www.gpug.com
In this Edition:» Tips & Tricks
» User Member Showcases with Sta-Home Health & Hospice, Luby’s Fuddruckers Restaurants, LLC, and Interactive Solutions
» A Yeti’s Guide to Summit 2011
» A Member in Action
UNICEF
Magazine
®®
1045 Broadway
Fargo, ND 58102
Fall 2011 • www.navug.com
In this Edition:
» Tips & Tricks
» User Member
Showcase:
Nissin Foods
» Forum 2011
Preview
» A Member
in Action
Kevin Fons
Magazine
It’s been a busy summer, but completely worth the effort as the four additional magazines come off the presses and into users’ hands.
Thank you to Dynamic Communities for the opportunity; the ad-vertisers and participants in The List who made it possible; the users, Partners, and Microsoft team members who shared their stories; our contributors and vendor team for making it look like a magazine; and, especially, to Jane and Jasmine for making this happen.
Summer 2011 11
Got news? Share it with us at www.thepartnerchannel.com/magazine under “News,” and we’ll print it in the Winter 2012 edition of the magazine.
News
5280 Solutions, an expert in invoice processing and a premier provider of SharePoint®-based business automation products, announces its new PO matching module for Microsoft Dynamics® GP. With the addition of the PO-matching module for Microsoft Dynamics GP to Dynamic Payables™ GP Edition, users can streamline their AP process with fully integrated, visually assisted matching of invoices and POs for received items. Visit www.5280sharepoint.com for more info.
In addition to achieving 2011 Microsoft Dynamics® President’s Club, ABC Computers has also been recognized by Microsoft as “Renewal/Annuity Partner of the Year” for the Central Region. “Our team is honored by these distinctions because it highlights our commitment to helping customers transform technology into an asset that increases their profitability, productivity, and competitive edge,” said Donavan Lane, ABC’s CEO. “It is a privilege to be among the group that is considered Microsoft’s top Partners.”
Affiliated, a leading Ohio technology and professional services company, announces that it has achieved the Gold competency for Midmarket Solutions in the Microsoft Partner Network (MPN) program. The Gold Midmarket Solution provider competency reflects Affiliated’s expertise in building critical infrastructure solutions based on Microsoft desktop, business management, and server technologies that can expand on midmarket customers’ current system foundations. “Midmarket business customers want to work with Partners like us who deeply understand their business processes, infrastructure needs, and future growth costs,” said Mike Moran, president of Affiliated.
BDO Solutions Group (BDO) won the 2011 Microsoft Dynamics Reseller of the Year for Canada award for the second year in a row. Additionally, BDO achieved 2011 Inner Circle and President’s Club recognition for Microsoft Dynamics. Chris Johnsen, national solutions Partner at BDO, said, “Being named Canadian Reseller Partner of the Year in conjunction with Inner Circle is very exciting for BDO. By winning these awards in successive years, we
have accomplished a milestone few Canadian Microsoft Partners have been able to attain. This demonstrates our relentless pursuit for excellence and total client satisfaction, and our focus on understanding our clients’ needs at the forefront of every project. I am extremely proud of our team’s accomplishments.”
Binary Stream Software announced that their enterprise solution, Multi-Entity Management, has been named a finalist for the CDN Channel Elite Award’s “Best Mid-Market Solution” for the second year running. The award honors Partners that have created the most innovative and problem-solving hardware, networking, online, or software-based solution for a mid-size organization or department with 101 to 250 seats. Contact [email protected] or visit www.binarystream.com or www.binarystream.com/multi-entity_management.asp to learn about this solution. Manage your employee travel and expense reimbursement process utilizing DynamicPoint’s SharePoint Expense Management product for Microsoft Dynamics® GP and Microsoft Dynamics® NAV. This latest product release allows you to manage expenses with its mobile phone capability, which captures and uploads expense receipts on the run. Plus, you get an extensible workflow platform integrated with Microsoft® Outlook for review and approval and a robust document management tool at no additional charge. As our products are licensed as a one-time flat fee with no additional user costs, you will earn back your investment quickly by eliminating paper trails, automating the approval process, and seamlessly creating either payable or payroll transactions in Microsoft Dynamics® ERP. Watch an online demo at www.dynamicpoint.com or call 562-726-4396 for more information.
DynamicsTMS’s latest release v5.1.4 shares the new Office user interface of Microsoft Dynamics AX 2012 and was developed utilizing the new Microsoft technologies of .NET 4.0 and Windows Communication Foundation (WCF). DynamicsTMS is a total transportation management solution for
Microsoft Dynamics ERP users that require robust logistics functionality to manage and optimize parcel, ltl, and truckload freight. Encore Business Solutions recently added a new high-profile Microsoft Dynamics® AX client, The Canadian Museum for Human Rights, Canada’s newest national institution. Additionally, Encore was recently named to the 2010 Manitoba Business Magazine’s Top 100 Companies list for the eighth consecutive year. “We are honored to be among this list of leading organizations in the province and are proud that we have been for the last eight years,” said Ken Chartrand, COO of Encore. “Our success is derived from the truly exceptional team we have here at Encore. We continue to successfully grow in our innovation and leadership while staying focused and dedicated to our clients and Partners day in and day out.” The top 100 companies were ranked based on gross revenue and performance over the past year. Since the onset of 2011, Encore has seen record numbers of unit sales in both its Project Tracking and Recurring Billing product lines. For more info, visit www.encorebusiness.com.
MIG & Co., a Microsoft Gold Certified Partner and Microsoft Dynamics reseller, is excited to announce that it has made the 2011 Inc. 500|5000 list of the fastest-growing private companies in America. In addition to this prestigious accomplishment, MIG has also been included on Bob Scott’s Top 100 VARs list for 2011. Learn more at www.mig.com.
Open Door Technology is excited to announce the addition of the TaskMaster mobility solution to their product offerings! TaskMaster provides a seamless mobile gateway to virtually any enterprise or legacy system, including the Microsoft Dynamics® ERP products, and enables businesses to exchange real-time information with their mobile workforce. In addition, our state of the art Rental Management software will soon be available for Microsoft Dynamics® NAV 2009 R2 RTC. Contact Open Door Technology to learn more about how these products can help your business or clients, visit www.opendoor.ca, call 403-777-2410, or email [email protected].
12 The Partner Channel Magazine
Professional Advantage announces that it has joined the Microsoft Dynamics GP User Group (GPUG®) as a Premier Partner Member. Craig Erickstad, customer account manager with Professional Advantage, said, “We are excited to join GPUG to take advantage of Microsoft Dynamics GP knowledge-sharing, networking, and best practice discussions while building relationships with other Microsoft Dynamics GP users, Partners, and key Microsoft Dynamics team members.” Professional Advantage provides staffing software solutions built in Microsoft Dynamics that leverage Microsoft SharePoint and Microsoft Office to meet the unique needs of the staffing industry. For more info, visit www.profad.com or call 701-235-2363.
For the sixth year in a row, Sandler*Kahne Software is honored to be awarded Microsoft President’s Club status. The company’s eBanking Suite for Microsoft Dynamics AX recently became Certified for Microsoft Dynamics AX and joined its sister CfMD product, the eBanking Suite for Microsoft Dynamics® SL.
Additionally, Sandler*Kahne Software recently introduced its reseller Partners and active customers to a new knowledgebase on its website enabling FIDO (The Data Retriever) users to share their FIDO views with the entire Microsoft Dynamics SL community. FIDO, the popular Microsoft Dynamics SL web-based data query tool, has new developments on the way, following the release of view sharing and updated security features.
SBS Group, a leading technology consulting firm, has joined the prestigious 2011 Inner Circle for Microsoft Dynamics, an elite group of the most strategic Microsoft Dynamics Partners from across the globe with sales achievements that rank them in the top 1% of the Microsoft Dynamics global network of Partners. Members of the Inner Circle for Microsoft Dynamics have performed to a high standard of excellence by delivering valuable solutions that help organizations achieve increased success.
The Createch Group, a Canadian leader in
consulting and IT integration solutions, is pleased to announce that it has been named to the 2011 Inner Circle and Microsoft Dynamics President’s Club. This is the third consecutive year for The Createch Group to receive the Microsoft Dynamics President’s Club honor and the second time to earn Inner Circle recognition. “This achievement belongs to all of our employees who are dedicated and focused on delivering real solutions to our customers,” said Patrick Remy, general manager, Microsoft Business Unit, The Createch Group.
TrinSoft is excited to announce its nomination for Republic Bank’s We CARE Award for Central Kentucky businesses. The award gives recognition and appreciation to local companies whose employees are doing great things in their communities. TrinSoft team members are very active in serving the community through organizations such as The Alzheimer’s Association, The Make-A-Wish Foundation, Special Olympics, the Susan G. Komen Breast Cancer Foundation, and many more. Visit www.trinsoft.com for more information.
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Fall 2011 13