In the world of Microsoft Dynamics, becoming a Microsoft ISV Partner can be a game changer for almost any company. Being part of the Microsoft Partner Network can mean a steady stream of clients, income and recognition.
Over the years, company after company has benefited by being aligned with Microsoft, as is evidenced by the 2013 Inc. 5000 list. At least ten of the top companies are Microsoft VARs (Value Added Resellers) and ISVs (Independent Software Vendors). If your company is ready to take that step, what do you need to know? What are the rules of the game? How can your company succeed in a competitive marketplace?
Have a Strategy and Stick to It
Aesop’s fable of the tortoise and the hare has stood for thousands of years as an example of the benefits of slow and steady, rather than a frantic, hurried pace.
Few companies so exemplify a steady approach as much as Microsoft. Industry after industry, company after company has seen Microsoft enter the market with a product that, at first, didn’t seem to be competitive. As time goes on, however, with each subsequent version, Microsoft keeps chipping away, improving their product until it dominates the market.
For many ISVs that seek to integrate their product as an add-on to Microsoft Dynamics solutions, this can be an intimidating prospect. Too many young companies with a great idea have held off out of fear that Microsoft would eventually move into their field and begin the slow grind to dominance. Often, that fear is fed by rumors or speculation about Microsoft’s next big move.
What should you do about it? Have a strategic plan for what you want to accomplish, what you want to bring to the market and stick to it. If Microsoft enters the market, then by all means, adapt. But until Microsoft actually makes a move, don’t waste time worrying about what may never happen. This is a lesson we’ve learned after years of developing our time tracking add-on for Dynamics. With the time tracking component that is currently included in Microsoft Dynamics products being quite basic, Microsoft is rumored to be improving their time tracking feature. Yet, years later, the improvements still don’t satisfy all of the features customers are seeking and we’re still selling our software as an add-on. What we know, and other ISVs should know, too, is that we are the experts at what we do – time tracking is our core competency and we do it better than anyone else.
Moving Up the Ladder
There are several different levels of Microsoft Partners. While all of them enjoy a range of core benefits, Silver and Gold Partners enjoy a much closer working relationship with Microsoft, steeper discounts and other advantages that the lower levels do not get to take advantage of.
While it is true that Silver and Gold Partners face steeper requirements, the rewards are worth it. Studies have shown that the higher levels outperform lower levels in seven out of ten key areas.
As a Silver or Gold-level ISV partner, not only do you receive the benefits from Microsoft, but you set yourself apart within the Microsoft partner community, demonstrating your commitment to this space.
Treat Your VARs Like Gold
One of the biggest keys to achieving success in the Microsoft ecosystem is having a healthy relationship with VARs. VARs assist customers by recommending solutions and add-ons that will expand the functionality of their core system to perfectly meet their needs in ways that they can’t easily find anywhere else. They do this by customizing Microsoft’s software, integrating various add-ons, as well as offering their services as trainers and consultants.
For an ISV, building relationships with VARs is an essential step toward success. If your software fills a need, or adds critical functionality to one of Microsoft’s offerings, having a VAR who will help promote your product can be an invaluable resource.
In turn, VARs find it useful to develop these relationships so they can offer a better value to their customers.
“Forming alliances with ISVs helps VARs focus on their core business while leveraging expertise from ISVs that are focused in a specific area,” says Aaron Smith, from Azox, Inc.
Becoming a Microsoft ISV Partner can be a thrilling opportunity. Know the rules of the game: develop a plan and stick with it; work hard to achieve Silver or Gold Level status; and develop close relationships with VARs within the Microsoft ecosystem.
Taking these steps will put you in a position to grow and reap the rewards associated with being a Microsoft ISV Partner.
About the Author: Curt Finch is the CEO of Journyx, a Certified Microsoft Partner. Journyx maximizes the value of Microsoft Dynamics by adding enterprise time tracking. Journyx Accountlink for Microsoft Dynamics allows companies to quickly implement a complete time tracking solution using existing business data in Dynamics. Connect with Curt on Google+.
About Journyx
A Certified Microsoft Partner, Journyx enterprise time and expense tracking software is an add-on that integrates with Microsoft Dynamics GP as well as Project Accounting. Learn more at http://journyx.com/dynamics.
The post Rules of the Game – How to Enter the Channel as a Microsoft ISV Partner appeared first on goERPcloud.