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The Evil Excel Gang is draining their company of hard earned profits! Rid the World of Time Wasting and Error-Prone Spreadsheets FOREVER!
Step Up and Become a Hero Schedule a Customized Demo
(888) 398-9810 or www.ethotech.com/hero
Warn Your Customers:
1045 BroadwayFargo, ND 58102
Direction
Winter 2012www.thepartnerchannel.com
The Partner Channel “The great thing in this world is not so m
uch where w
e stand, as in what direction w
e are moving.” –Oliver W
endell Holmes
Winter 2012
ACLOUDCOMPENSATION
NEWOLDOut With the
In With the
for the new year
plan that works
setting the
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xxi
contents
A publication dedicated to building a community for Partners
In EvEry IssuE
9Contributors
Surely on Santa’s Nice List
11On the Homefront
Sounds Like a Relationship
12News
Celebrating the Good in the Community
15Events
Planning Winter Through Spring 2012
28TPC Interview
Mark Albrecht, Microsoft
43ISV Profile
Panatrack, Inc.
53Members Only Corner
5280 Solutions
54VAR Profile
The Resource Group
59The List
Updated and Ready for You Each Quarter
82Advertiser IndexThe Product Experts
Winter 2012 • The Partner Channel® Magazine
dEpartmEntsLeadership
16The Entrepreneurs’ Corner
30My Team Is in the Bus. Where Do We Go Now?
44You Can’t Go With the Flow if
You’re Stuck in a Box
Sales
18Make 2012 The Year That You
Keep Your Promises
34When Customers Sell for You
46A Compensation Plan That Works
Marketing
22Marketing Stickiness
36Out With the Old, In With the New
48Follow the Yellow Brick Road
fEaturEs
25How Trustworthy Are You?
26TPC Caption Contest and Results
39Word-A-Ganza
40Convergence Tip of the Week
Festival
50Electronic Signature 101
52Logo Contest
56A Greeting from TPC
thEpartnErchannEl.com | wIntEr 2012 5
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TRYNOWTRYNOW
We’re all in...
from The Partner ChannelE-mail: [email protected] Twitter: partnerchannelFacebook: The Partner ChannelLinkedIn: The Partner Channel
The Partner Channel® MagazineWinter 2012
PublisherTPC Publishing
Editor-in-ChiefJenny Davis
Copy EditorKate Mund
WritersJenny Davis
Jasmine McNellis
Contributing WritersAdrianne Machina
Bethany FoytBonnie Robertson
Charles GreenJason Carter
Jennifer CulbertsonJoe MechlinskiKen ThoresonPam McGeeTracy Faleide
Art DirectorShawn Olson
Contributing ArtistsDave SwangJohn HollandMatt MastrudSeth RexiliusTrygve Olson
Advertisement SalesJane Olson
Membership Program ManagerJasmine McNellis
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 Evil Excel Gang is draining their company of hard earned profits! Rid the World of Time Wasting and Error-Prone Spreadsheets FOREVER!
Step Up and Become a Hero Schedule a Customized Demo
(888) 398-9810 or www.ethotech.com/hero
Warn Your Customers:
Direction
WINTER 2012www.thepartnerchannel.com
The Partner Channel “The great thing in this world is not so m
uch where w
e are, but in what direction w
e are moving.” –Oliver W
endell Holmes Jr.
Winter 2012
ACLOUDCOMPENSATION
NEWOLDOut With the
In With the
FOR THE NEW YEAR
PLAN THAT WORKS
SETTING THE
on the coverJust in case you find yourself lost without a compass, here’s a tip from
Nature Skills (www.natureskills.com) to keep you on course:
A typical error when lost is a tendency to wander off what you may
think is a straight line, sometimes even slowly circling back on yourself.
To prevent this, note an object (tree, rock, or terrain feature) that lies
directly ahead of you in the direction you wish to travel, then aim for it.
When you reach it, take another bearing on the direction you wish to
head, sight another object directly ahead of you and repeat the process.
Here’s to staying on course!
Illustration by John Holland for The Partner Channel®.
This label only applies to the text stock.
the direction for 2012
In preparation for this issue of the magazine, I looked to the past.
I was amazed to see how many things are similar. It’s definitely not status quo, but “the cloud” and changes to the Microsoft Partner Network were at the forefront of many Partners’ minds a year ago and haven’t strayed far.
This issue has tips to help you set your direction for 2012, from Ken Thoreson’s plans for com-pensation models that work (page 46) to Jennifer Culbertson’s advice for making your marketing
practices sticky (and yes, sticky is good – check out page 22) to Tracy Faleide’s ideas for breaking out of your management box (page 44).
You’ll also read an interview with Mark Albrecht, director of ISV strategy at Microsoft, regarding pro-grams and strategies that affect both VAR and ISV organizations (page 28).
Finally, we’re helping you get a jump-start on your Convergence 2012 Houston plans with the return of the Convergence Tip of the Week Festival (page 40). This issue recaps tips that were submitted last year, plus you can find new tips on our website starting January 23.
Thank you to our advertisers, participants in The List, and contributors. You make it possible for us to share this magazine with the Partner community. We can’t think of a better direction for 2012 than to keep moving forward.
notEs
thepartnerchannel.com | winter 2012 7
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adrianne machina
AdriAnne mAchinA is the chief velocity officer of tornado marketing, inc. and an Authorized duct tape marketing coach. A huge Web 2.0 advocate, Adrianne’s marketing strategies and copywriting service help clients leverage the Web to bring in more leads and most importantly – more sales! having worked in the microsoft dynamics® channel since 2000, Adrianne provides valuable insight into how to market complex solutions.
email: [email protected] Twitter: adriannemachina Linkedin: adriannemachina Facebook: adrianne.machina
beThany FoyT
bethAny hAs more thAn four yeArs of experience in marketing program management and execution while working with the microsoft dynamics® partner development team in fargo, nd. As a project manager at the partner marketing Group for the past year, she has developed extensive knowledge in social media marketing, blogging, seo, and content development while working closely with microsoft partners.
email: [email protected] Linkedin: BethanyFoytTwitter: PartnerMktGrpyouTube: www.youtube.com/user/ PartnerMarketingGrpblog: https://community.dynamics.com/ blogs/theparternmarketinggroup
pam mcgee
pAm 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]
JenniFer cuLberTson
Jennifer 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 20 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: jennculbertsonLinkedin: jenniferculbertson1
bonnie roberTson
bonnie 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
Joe mechLinski
Joe 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
Tracy FaLeide
trAcy 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: tracyfaleideLinkedin: tracyfaleide
contributors
ken Thoreson
ken thoreson “operAtionAlizes” sAles mAnAGement systems and processes to pull sales results out of the doldrums into the fresh zone of predictable revenue. over the past 12 years, his consulting, advisory, and platform services have rejuvenated the sales efforts for companies throughout north America. in addition to the three newly released books based on his sales management Guru series, and success simplified, co‐authored with stephen covey, ken’s many articles and nationally recognized blog are excellent resources for executives who want to revitalize their organizations.
email: [email protected]: KenThoreson Linkedin: kenthoresonblog: www.salesmanagementguru.com
thepartnerchannel.com | winter 2012 9
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Jane Olson and I had the opportunity to attend the User Group Summit the first week of November. As mentioned in last quarter’s issue, we are the publisher for the AXUG®, CRMUG®, GPUG®, and NAVUG™ magazines, and our presence at the event was aimed at gathering content for the User
Groups’ winter magazine issues. While there, I sat in on a Town Hall session that featured a
panel of Microsoft Dynamics team members. The questions ran the normal gamut from feature requests to release date inquiries.
I don’t quite remember how we landed on the topic, but the conversation turned to customer/Partner relationships.
Actually, now that I think about it, I think one of the Microsoft panelists was talking about an online tool. When the panelist asked who had previously heard about the tool from their Partner, not many customers raised their hands.
That’s when the conversation turned…southwest. Not totally in the ditch, but close.
A customer stood and shared her feedback that she is not receiving the communication she needs from her Partner. Another stood and shared his frustration that he gets too much information from his Partner. Another said he doesn’t want to go through a Partner and would prefer to have access to tools directly from Microsoft.
Finally a Partner stood and shared her perspective on the challenges of working with customers and finding the balance of a good working relationship.
And that’s what it really comes down to…finding that balance. As I interviewed Mark Albrecht, director of ISV strategy at
Microsoft, for The Partner Channel Interview this issue, we discussed the Town Hall dialogue as he was a panelist posi-tioned right in the midst of the discussion.
During our conversation, Mark used the analogy of shop-ping for a vehicle to the customer/Partner relationship. When you’re out there looking for a new vehicle, you likely have more questions, seek the input of experts, and welcome their suggestions. After you make your purchase, your mind shifts to maintenance, and your interactions with the expert change. While you’re driving that car, that expert is pretty far removed from your thoughts except when it comes to oil changes and routine maintenance. But then one day you start thinking about a new car, and that expert slides a little closer to the front of your mind.
When you start working with a customer, you start with a clean slate. Everything you do after that initial meeting is written on that slate, and let’s be honest, sometimes things don’t
go as planned. Projects slip, consultants quit, and customers change their minds a thousand times. That slate starts to look a little less polished and perfect.
After the implementation, customers are back to focusing on their business, you are on to the next project (or focus-ing on one of the other projects you have been juggling for months), and your final move is to figure out the balance of your new post-sale relationship.
Your organization may have mechanisms set up for keeping in touch with that customer post-sale. You might be a project master and have workflows, reminders, and tasks set up to remind you to touch base with your customers. You might be winging it, and so far that’s worked just fine.
My question to you: in these mechanisms, your own pro-cesses, or while winging it, have you talked to your customers about when they want to hear from you, what they want to hear about, and who from their organization should receive the news?
Maybe the answer is yes, but based on the commentary from those who stood in that Town Hall session and the num-ber of nods from those still seated, I’m thinking there’s still some work to do.
The mission of The Partner Channel is to provide sales, mar-keting, and leadership-focused publications and events for you, Microsoft Dynamics Partners, so that you can apply these best practices to your organizations to make them even better.
That doesn’t mean we’re perfect. Believe me, there have been plenty of times when our monthly newsletter goes out in the final seconds of the last day of the month (my fault) or an email goes unanswered for a period of time (also my fault), but if there is just one thing you take away from this article and this issue, I hope that it’s figuring out that balance.
Talk with your customers. Ask them what they’re interested in and what to avoid. Find out what you can do to best serve them, because, unfortunately, if you don’t, there’s likely some-body else out there who will try.
I’d love to attend the Town Hall discussion next year and have somebody stand up, talk about the great things his/her Partner is doing, and see the nods of those still seated.
I don’t think it’s a pipe dream. Let’s not make it one.
If you and your organization have figured out the balance, please contact me at 701-526-3454 or [email protected] to share your story.
BalanceFiguringOut the
thepartnerchannel.com | winter 2012 11
Got news? Share it with us at www.thepartnerchannel.com/magazine under “News,” and we’ll print it in the Spring 2012 edition of the magazine.
CAL Business Solutions, a Connecticut-based Microsoft Dynamics GP VAR, announced the launch of the CAL Marketplace – an online directory of recommended ISV/add-on solutions for Microsoft Dynamics GP. This site is intended to help CAL clients easily find ISV/add-on solutions recommended by the CAL team. Visitors can browse by company, product, industry, and business category. Each product page includes details of the product plus links for resources, demos, current offers, and even customer reviews. The initial launch of the site includes 28 Microsoft Dynamics ISV companies and 115 separate add-on products for Microsoft Dynamics GP. Visit www.calszone.com/marketplace to learn more. Additional details can be found on the CAL Marketplace frequently asked questions (FAQ) page.
deFacto Global, Inc., a leading Microsoft-based corporate performance management (CPM) software company, announced the introduction of deFacto Instant Connectors for Dynamics, offering “out-of-the-box” integration with Microsoft Dynamics ERP systems. Microsoft Dynamics customers can quickly and easily enable the full power of deFacto performance management’s capabilities for budgeting, forecasting, consolidation, analysis, and reporting to optimize their financial and operational performance. Learn more at www.deFactoGlobal.com.
Manage your employee travel and expense reimbursement process utilizing DynamicPoint’s SharePoint Expense Management product for Microsoft Dynamics GP and Microsoft Dynamics NAV. The latest product release allows you to manage expenses from anywhere, with mobile phone capability to capture and upload expense receipts on the run. Leveraging SharePoint to the solution provides workflow integrated with Outlook for review and approval and robust document management at no additional charge.
NewS
DynamicPoint’s products are licensed as a one-time flat fee with no per user costs, enabling users to quickly earn back their investment quickly 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 info.
The ERP Software Blog, a group blogging project by Microsoft Dynamics Partners, now includes a directory specifically to help prospects to easily find a Microsoft Dynamics ERP hosting provider. At launch, 13 data center/hosting providers were listed. This directory is promoted in the new white paper “35 Questions Every CFO Needs To Ask About ERP Software in The Cloud” (www.erpsoftwareblog.com/cloud-erp) and in the Microsoft Dynamics GP Quick Quote deployment cost summary page. Visit www.erpsoftwareblog.com/members/dynamics-erp-hostingdata-centers for details.
MIG & Co. has officially been selected for Accounting Technology’s annual listing of the Top 100 Value Added Resellers (VARs) in the United States. This is the fifth consecutive year that MIG & Co. has made this list. Find out what differentiates MIG from competitors at www.mig.com.
M Force Staffing, Inc. selects PAM from Professional Advantage. After going through different back office staffing software systems, M Force found its match after seeing and experiencing what Personnel Agency Management (PAM) would do for them upon implementation. M Force was already using Microsoft Dynamics GP for its back office software and Sendouts for its front office software. Since PAM seamlessly integrates with Sendouts and is built in Microsoft Dynamics GP, the choice was clear. For more information, visit www.profad.com.
Tony Calvelage, an application developer for myStaffingPro, has earned four Microsoft Web Developer certifications including the Microsoft Certified Technology Specialist (MCTS) for web applications, services communication applications, and data access, as well as the coveted Microsoft Certified Professional Developer (MCPD). Calvelage will use his certifications to expand the two-way integration between myStaffingPro Applicant Tracking System and Microsoft Dynamics. For more information, visit www.mystaffingpro.com.
Rose Business Solutions Inc. announced it has been selected as the Microsoft Dynamics US ERP Cloud Reseller of the Year. “We are honored to have Microsoft recognize our organization as US ERP Cloud Reseller of the Year. This further validates our vision to focus on the cloud in order to provide better, more reliable, and cost-effective access for customers to their business systems,” said K. Linda Rose, president of Rose Business Solutions. For more information about Rose Business Solutions, visit www.rosebizinc.com.
SaaSplaza was selected as the best out of 100 U.S. hosting Partners selling Microsoft Dynamics ERP from the cloud under the subscription licensing (SPLA) model. SaaSplaza was awarded because of its commitment to deliver services and products of outstanding adoption of innovation on Microsoft technologies that positively change and impact Microsoft Partners mutual customers’ business. Olivier Meynier, director of SaaSplaza U.S., said, “We are honored to be the first recipient of the U.S. ERP Hosting Partner of the Year award and gratefully thank all our Partners.” Visit www.saasplaza.com for more information.
NJBIZ will honor SBS Group and other businesses/business leaders who have made significant contributions to the growth,
12 winter 2012 | thepartnerchannel.com
strength, and success of the state of New Jersey. SBS Group, a New Jersey-based technology consulting firm, provides mid-market accounting and business management solutions to companies across the U.S. In early December, SBS will be honored for the third time as an NJBIZ Business of the Year Award Finalist in the “Business of the Year 51-100 Employees” category.
SBS Group New England has announced its acquisition of Grace Hunt, a Hudson, Massachusetts-based Microsoft Partner focused on Microsoft Dynamics and Microsoft SharePoint. SBS Group New England is an affiliate of SBS Group, a technology consulting firm providing accounting and business solutions to mid-sized companies. With more than 25 years of successful experience in providing business management solutions, SBS continues to build its market reach through strategic and organic growth opportunities in several major markets across the country.
TrinSoft is proud to celebrate 15 years of excellence and innovation this quarter. With its beginnings in 1996, TrinSoft has established itself as a leading provider of business applications to the mid-market. TrinSoft’s solutions include Microsoft Dynamics GP, Microsoft Dynamics NAV, and Microsoft Dynamics CRM, as well as its own fully integrated document management and ECM solution, TrinDocs. For more information, visit www.trinsoft.com.
Vicinity Manufacturing™ announced the release of the latest version of its batch manufacturing software for Microsoft Dynamics. Updates to Vicinity 2.10 include enhancements to specific functionality as well as greater reporting capabilities. Vicinity streamlines the conversion of raw materials to finished goods improving productivity, identifying product loss, and increasing profit for batch manufacturers. Vicinity continues to extend the industry-leading Microsoft Dynamics financial and distribution family to deliver a powerful and
comprehensive ERP solution. As with previous editions of Vicinity, version 2.10 addresses all essential business operations inherent to batch manufacturing: formula management, lot tracking, batch ticket processing, tracking QC test results, formula scheduling, compliance documentation, COA/MSDS/hazardous bills of lading, and country of origin.
ZSL, a global SI and ISV headquartered at Edison, New Jersey, made this year’s InformationWeek 500, an annual listing of the nation’s most innovative users of business technology. For the second consecutive year, ZSL was recognized for its initiatives to innovate and deliver business aligned technology solutions leveraging the best of breed cloud, virtualization, enterprise social media, business analytics, and mobile technology platforms to drive effective internal and external collaboration, collective intelligence, and sustainable eco-friendly computing models.
Got a formula manufacturing opportunity? You just gotta push the right button. Done deal.
www.vicinitymanufacturing.com • 770-421-2467
What’s this?This is a Microsoft Tag®. Simply install the Tag Reader <http://gettag.mobi/> on your smartphone and use it to scan the barcode to the left.
“...it’s great to have Vicinity on our team. Offering tailored solutions to the unique needs of the buyer closes more deals.”
–Sikich Technology
thepartnerchannel.com | winter 2012 13
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Upcoming Events? Going somewhere, but it’s not on the list? Let us know, and we’ll include it in the next issue!
Go to www.thepartnerchannel.com/magazine under “Events” to submit details.
December Microsoft Solution Selling Virtual
WorkshopDecember 12, 14, and 16
https://training.partner.microsoft.com/learning
Microsoft Dynamics Marketing Professional Community: LinkedIn
Presents – Getting More Business Value out of LinkedIn’s 120M Users
December 15https://training.partner.microsoft.com/
learning
JanuaryMicrosoft Dynamics Marketing Professional Community Call
January 12https://training.partner.microsoft.com/
learning
FebruaryNew Accelerated Sales Workshop for
Microsoft Dynamics PartnersFebruary 7-8 | Irvine, CA
https://training.partner.microsoft.com/learning
Chicago Windows User Group (CWUG)February 16 | Chicago, IL
https://msevents.microsoft.com/CUI/EventDe-tail.aspx?EventID=1032498014&culture=en-US
marchMicrosoft Dynamics Convergence 2012
March 18-21 | Houston, TX http://www.microsoft.com/dynamics/
convergence/houston12/
aprilMicrosoft Management Summit 2012
April 16-20 | Las Vegas, NV http://www.mms-2011.com/default.
aspx
Chicago Windows User Group (CWUG)April 19 | Chicago, IL
https://msevents.microsoft.com/CUI/EventDetail.aspx?EventID=1032498015
&culture=en-US
EvEnts
C
M
Y
CM
MY
CY
CMY
K
thepartnerchannel.com | winter 2012 15
