Beginning as reseller and ending up as an ISV has given us an opportunity to do things a bit differently...
I've been working in the Dynamics Channel since 1999 when I went to work for Damgaard US. For the last 18 years, the word Partnering was thrown around… a lot. You learn pretty quickly that "Partnering" means many things to many people, depending on which side of the transaction you were on.
When I joined Data Masons in 2008, both Glenn & David had a few items which were important to them as we looked to grow the business. As a former AX Reseller himself, Glenn knew through experience what it was like to work with ISVs, and what resellers did and didn’t need. So, one of the top items they wanted was for Data Masons to be viewed as an ISV resellers wanted to "Partner" with. That seemed easy enough, I had been working with these Partners for years.
Luckily for me, the one thing which did not change was the commitment to do the right thing. Dynamics Resellers work with all sorts of ISVs, and trying to be just another one of the masses was NOT what we wanted. Instead of approaching the reseller channel as an EDI ISV, we instead acted as an EDI resource. They needed assistance and we provided it. If they wanted to just have a discussion, fill out an RFP/RFI, talk through different scenarios, we obliged. Anything that we could do to assist "THEIR" efforts when it came to selling Dynamics is what we provided.
ERP deals do not coast across the finish line by themselves. It's a lot of work and the last thing a sales rep wants is another ISV calling asking if the ERP deal is done and is their paperwork included. I'm pretty sure they have other internal people and maybe even Microsoft asking the same questions. If there are 5 other ISV's in the deal, well, you can imagine where this is going…
Nope, we looked and acted differently. We pride ourselves in adding value to a resellers sales cycle, not just adding to the stress of it. It's been almost 10 years now and although Data Masons has grown tremendously, each of us on the Sales Team still approaches "Partnering" the same way that Glenn & David had envisioned.
I hope you’ll join us for our partner-only webinar September 27,2017 at 1:00pm ET, or meet with us at Summit 2017 in Nashville.