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contents

A publication dedicated to building a community for Partners

IN EVERY ISSUE

9Contributors

Helping You Stay on Track

11On the Homefront

Be One with the Mermaid

12News

Extra! Extra!

14Events

The Next Couple of Months

57Advertiser Index

Find Our Advertisers Quickly

58Members Only Corner

RockySoft Corporation

59The List

Introducing The List Mobile!

Spring 2013 • The Partner Channel® Magazine

FEATURES

23A Best-Seller at

The Partner Event 2013

28TPC InterviewRich Wickham

31Word-A-Ganza

42Judy Van Der Linden: A Whole Lot of Heart

46ISV Profi le

Azox

47Logo Contest

56TPC Caption Contest

THEPARTNERCHANNEL.COM | SPRING 2013 5

DEPARTMENTSLeadership

16Solving the Talent Crisis

32Stop Fooling Yourself

48Leadership Resolve

Sales

18The Five Critical Questions

34Create Your Super Simple

Sales Success Plan

Marketing

24Inbound Marketing:

The Doctor Is In

40April Showers Bring May Flowers

52Six Steps to Keep Your Social Media on Track

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The Partner Channel® MagazineSpring 2013

PublisherTPC Publishing

Editor-in-ChiefJenny Davis

Copy EditorKate Mund

WritersJenny Davis

Jasmine McNellis

Contributing WritersAdrianne MachinaBonnie Robertson

Charles GreenCheryl StregeJason Carter

Jennifer CulbertsonJoe MechlinskiKen ThoresonPam McGeeTracy Faleide

Art DirectorShawn Olson

Contributing ArtistsDave SwangJohn Holland

Mark ArmstrongMatt 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 offi ces 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 affi liated with Microsoft Dynamics® or any of its affi liates or subsidiaries.

This is a copyrighted publication ©2013, 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.

SPRING 2013www.thepartnerchannel.com On the Cover

In the category of “semi-useless trivia”, the all-time speed record for

steam trains is held by an LNER Class A4 4-6-2 Pacifi c locomotive

of the LNER in the United Kingdom, number 4468 Mallard, which

pulling six carriages (plus a dynamometer car) reached 126 mph (203

km/h) on a slight downhill gradient on Stoke Bank on July 3, 1938.

Aerodynamic passenger locomotives in Germany attained speeds very

close to this and due to the diffi culties of adequately balancing and

lubricating the running gear, this is generally thought to be close to the

practicable limit for a direct-coupled steam locomotive.

Source: Wikipedia

Illustration by Matt Mastrud for The Partner Channel®.

Th is label only applies to the text stock.

There are so many great things going on

right now that I can hardly stand it.

If that’s too peppy – or you’re

reading this before a cup of coff ee – I’ll tone it down and use exclamation points sparingly.

Let’s start with the content. As the cover implies, this issue is set to “Getting on Track”.

From New York Times best-selling author Joe Mechlinski’s “Th e Five Critical Questions”

(that’s right – a best-seller is in our midst! Check out page 23 to learn more.) to Tracy Faleide’s honesty in

“Stop Fooling Yourself” on page 32, our contributors focused on the sometimes hard, sometimes simple (as

in Robert Johnson’s “Super Simple Sales Plan” on page 34) ideas to make your world just a little bit easier

to manage.

We also sat down with the new general manager of Partner sales and programs at Microsoft, Rich

Wickham, to review and confi rm the company’s Partner plans for the near future.

Now on to more excitement (which feels wrong to write without an exclamation point). Th e Partner Event

is packing up and heading south later this year. Th e Partner Event 2013 is scheduled for October 20-22 in

Tampa, Florida. In working with the User Group teams, we decided to try a two-for-one approach where

Partners get together fi rst to focus on themselves and their organizations, and then go on to spend the week

with their clients. We’re excited about this new turn for the event and hope to see many of you there.

Additionally, we are launching Th e List: Mobile. Now you can get Th e List “to go” and search for

the products and services you need with the mobile version of Th e List. Add it to your home screen from

www.thepartnerchannel.com/the-list.

As always, thank you to our advertisers, participants in Th e List, contributors, and amazing publishing

team. Th is magazine wouldn’t exist without you! I’m so glad that Th e Partner Channel is surrounded by

such fantastic support.

Here’s to a great spring, wonderful Convergence, and getting – and staying – on track!

Jenny

NOTESfrom The Partner ChannelEmail: [email protected] Twitter: partnerchannelFacebook: The Partner ChannelLinkedIn: The Partner Channel


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ADRIANNE MACHINA

Email: [email protected] Twitter: AdriannemachinaLinkedIn: AdriannemachinaFacebook: Adrianne.machina

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, defi ning 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 19 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: Jenniferculbertson1Blog: https://community.dynamics.com/b/lookingglassmarketing/default.aspx

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.

CHERYL STREGE

THE PARTNER MARKETING GROUP was founded in 2008 by Cheryl Strege who started her career in this industry in 1989 with a little company in Fargo, North Dakota called Great Plains. Sixteen years of experience there and with Microsoft in a variety of Partner-facing marketing roles was the best “incubator” for leading a marketing consulting organization. After leaving Microsoft in 2005, Cheryl spent three years consulting at The Partner Channel before establishing The Partner Marketing Group. She and the team work closely with large software publishers such as Microsoft, manufacturers like Intel, and with all sizes of Partner organizations to deliver lead generation programs; write content for websites, email marketing, direct mail marketing and blogs; and to execute consistent marketing via the Virtual Marketing Director program.

Email: [email protected]: CherylstregeTwitter: Partnermktgrp YouTube: www.youtube.com/user/PartnerMarketingGrpBlog: https://community.dynamics.com/b/thepartnermarketinggroup/default.aspx

CONTRIBUTORS

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 confi dence of purpose, and see things differently.

Email: [email protected]: TfaleideTwitter: TracyfaleideLinkedIn: Tracyfaleide

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.

ROBERT EARLY JOHNSON

ROBERT EARLY JOHNSON IS THE NATIONAL SALES MANAGER FOR CHANNELS AT AVALARA. In this role, he manages the national fi eld sales organization and key ERP software developer relationships. He and team are responsible for managing Avalara’s rapidly growing channel sales strategy. In 2010, Robert authored and released the highly acclaimed book “Kick Your Own Ass; The Will, Skill & Drill of Selling More Than You Ever Thought Possible”. Published by John H. Wiley & Sons, the book is designed to offer practical solutions to help salespeople improve their sales performance. KYOA is available at bookstores and online book retailers everywhere. Learn more at www.robertearlyjohnson.com.

Website: www.robertearlyjohnson.com

JOE MECHLINSKI

JOE MECHLINSKI IS A MAN WITH A MISSION: to make a difference by giving voice to America’s small- to medium-sized business leaders and teaching them how to grow their organizations regardless of their size, their industry, and the economy. Joe is the award-winning co-founder and CEO of entreQuest, Inc., a Baltimore consulting fi rm that has helped hundreds of companies prosper through some of the worst economic times in American history. As a disadvantaged youth from inner-city Baltimore, Joe learned fi rsthand what it’s like to be undervalued and underserved – two things to which most small business leaders can relate these days. It was in that hardscrabble childhood that the roots of his acclaimed business approach, The eQ Growth Methodology, fi rst took hold.

Email: [email protected] Facebook: Joe.mechlinskiTwitter: Joemechlinski LinkedIn: Revolutionizeyoursales

Email: [email protected] LinkedIn: Bonnierobertson


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HOMEFRONTON THE

I’m a Starbucks customer for life.

If you have deep-seated reservations about Starbucks,

like my uncle who questions why I would purchase a $4

cup of coff ee when I could make the same thing at home

(maybe he could, I certainly can’t), then I invite you to sub

in your favorite coff ee shop when you see the “S” word in

this article.

I’m fairly confi dent that I’m not the only Starbucks customer

for life, judging by the line I see from time to time, but I want to

share with you why I’m forthcoming enough with this admission

to write about it.

THEY GET IT RIGHTI’ve seen Saturday Night Live’s Starbucks Verismo spoof on

YouTube, and while I’ve had a similar experience in more metro

locations, my south Moorhead location thankfully hits the mark

each time.

I’m not quite to “Norm!” status in the drive thru line, but the

same team is on each morning, so we’ve built up banter where I

know they at least recognize me.

One time I botched the hand-off , and some of my latte ended

up streaming down the side of my vehicle. Defi nitely my fault,

but the next time through, the kind barista stuck a coff ee plug in

the opening so we didn’t have a similar mishap. He didn’t tell me

“your bad” or patronize me, simply stuck the plug in there so the

same thing wouldn’t happen again.

I also purchase my coff ee beans at the store (Willow Blonde

Roast) for my home brews. Th e grocery store didn’t ask how I

wanted my beans ground. Starbucks did. When I didn’t really

know what that meant, they asked what type of coff ee maker I

had. Th en they ground the beans to optimize the fl avor in my

cup. Now that could be complete drivel, but the sentiment that

they asked about what I had at home hit the mark for me.

THEY MAKE IT RIGHTI’m such a nut that I have the Starbucks app on my phone. I

pay for my bill via prepaid cards and revel in seeing that star drop

into my (Gold!) coff ee cup. (Note to fellow fans of the app: I don’t

really mean we’re nuts, but I’m saving face a bit in front of those

non-app wielding colleagues of ours.)

Because I love seeing those rewards add up, I was disconcerted

to see that my virtual cup was not fi lling as it should after

purchases. I sent an email to the Starbucks support line, prepared

to not hear anything back for a while.

I heard back the next day. Th ey needed the number from my

prepaid card. I sent that back to them and they replied within

the day, sharing that there was some sort of bug, that they were

making their tech team aware of it, and that they had replenished

my virtual cup with the due awards PLUS two for my trouble.

I thanked them for their quick reply and for making it right.

And then I thought, why am I so surprised at those two things?

Probably because there are no guarantees anymore. Who hasn’t

sent an email to a black hole or punched numbers into an

automated phone menu until their patience and monthly minute

allowance waned?

THEY DO IT RIGHTIt’s ironic that we’ve gotten to a place where paying for a good

or service doesn’t necessarily guarantee “good” service.

I think that’s why my experiences at my local Starbucks have

stuck out. I’m paying them for a good, but their reaction to that

transaction has elevated the store to a higher level…to a…see

where I’m going here…trusted advisor status. At least as far as

coff ee is concerned.

On very simple terms, I’m committed to this coff ee provider.

I trust their recommendation when my usual bean is sold out. I

am grateful they returned my message. I thank them for treating

me with respect.

Perhaps you wouldn’t dream of treating your customers any

way diff erently than your favorite coff ee shop treats you. But if

you feel you might not be hitting the mark, I implore you…be one

with the mermaid.

MERMAIDBe One with the

story by JENNY DAVIS


Got news? Share it with us at www.thepartnerchannel.com/magazine under “News,” and we’ll print it in the Summer 2013 issue of the magazine.

Adxstudio Inc. has released Adxstudio

Portals 5.1 for Microsoft Dynamics CRM,

supercharging Microsoft Dynamics CRM into

an interactive, social, web-based engagement

platform with new Community, Public Sector,

and Retail Portals. Th e update includes

responsive page layouts tuned for mobile,

tablet, and desktop browsers, e-commerce

enhancements for instant (no cart) purchasing,

PayPal and Authorize.net payment gateways,

and a new customer service help desk

app. Portals supports all authentication

mechanisms including Facebook, Google,

Yahoo, Twitter, Windows Live ID, Open

Signup, and DotNetOpenAuth. Business

users can now mix and match registration

and authentication models using data-driven

confi guration. Adxstudio Portals is available for

immediate trial and download at community.

adxstudio.com.

Azox, Inc. is pleased to announce that its

Credit Card Extension (CCE) product now

integrates with Microsoft Dynamics CRM and

Microsoft Dynamics NAV, providing credit

card processing, transaction management,

and tracking for both products. Credit Card

Extension integrates with multiple gateways,

providing reliable service and a PCI-compliant

solution to process credit card and ACH

transactions. In addition, Azox Online

Bill Pay Bundle module will also support

Microsoft Dynamics NAV. Online Bill Pay

Bundle provides an interface for customers to

pay outstanding invoices on a website, while

being seamlessly integrated into Microsoft

Dynamics NAV. For more information, visit

www.azox.com or call 734-928-6010.

Business Systems Integrators (BSI), a best-

of-breed EDI solutions provider, announced

NEWS

integration of its BSI EDI Suite with Microsoft

Dynamics AX 2012 R2. BSI’s EDI Suite provides

Electronic Data Interchange capabilities for

multiple versions of Microsoft Dynamics AX,

and now also for Microsoft Dynamics AX 2012

R2. Th is integration provides the same user-

friendly capabilities and support for numerous

industries and usage scenarios, with one of

the deepest, most robust integrations in the

market. BSI holds to its commitment to deliver

the same expertise and customer service by

seamlessly integrating with new Microsoft

releases. “Th is general release broadens our

support for our Microsoft Dynamics AX users

and our on-premise EDI users as well as our

SaaS users with our Partner, SPS Commerce,”

said Larry Knoch, CEO and founder of BSI.

CAL Business Solutions is on fi lm. Th is

Connecticut Microsoft Dynamics GP Partner

is proud to premiere its two-minute “Meet the

CAL Team” video. Th is video gives a personal

view of the CAL team, offi ces, and business

values and enables people to “meet” the CAL

team online. View the video at www.calszone.

com/aboutus >Why Choose CAL or www.

youtube.com/user/calszone.

COGEP, a maintenance software specialist,

is proud to present Guide Ti, a best-of-breed

CMMS/EAM solution for maintenance

activities of physical assets such as

manufacturing equipment, buildings, and

vehicles. Guide Ti has been installed over the

last 24 years in more than 600 sites throughout

North America and has been integrated

successfully into 30 projects across Microsoft

Dynamics GP, Microsoft Dynamics AX, and

Microsoft Dynamics NAV. Additionally, the

Guide Ti Mobile application can be used on

Windows 8 and RT tablets whether users

are offl ine or online. COGEP is a Microsoft

Gold Partner and a Microsoft Impact Awards

winner. For a demo, contact 1-877-424-2503,

[email protected], or www.cogep.com.

Corporate Renaissance Group (CRG)

is pleased to announce a new product for

use with Microsoft Dynamics CRM, Trend

Miner. Trend Miner is an out-of-the-box BI

visualization tool for Microsoft Dynamics

CRM. It allows users to gain insight into their

historical information and to visually see data

trends. It also extends its analytical capabilities

to all of the users’ custom entities. For more

information, email [email protected].

Encore Business Solutions has successfully

completed its acquisition of Vancouver-based

Microsoft Dynamics reseller RSC Group. Th e

execution of the company’s acquisition growth

strategy affi rms Encore is at the forefront of

the Canadian Microsoft Dynamics resellers

and is an innovator in providing end-to-

end business solutions and services to its

customers. Th is acquisition broadens the

expertise of Encore’s existing team as well

as their product and service off erings. Th e

agreement includes two offi ces in western

Canada, the entire client base, and a team of

employees who sell and provide professional

consulting services for Microsoft Dynamics

AX, Microsoft Dynamics GP, and Microsoft

Dynamics NAV as well as BI.

eNSYNC Solutions announces the web-

based ScanWorkX Universal Client, which

complements the company’s existing software

for extending Microsoft Dynamics AX to

Windows Mobile users. Th e ScanWorkX web

interface is unique, adding new functionality

like real-time help, swipe, and HTML5

12 SPRING 2013 | THEPARTNERCHANNEL.COM

while continuing to mirror every capability

and function from the traditional client.

Find ScanWorkX on the Windows Phone

Marketplace, Google Play, and the App Store.

Visit www.ScanWorkX.com to receive more

information and take a no-obligation test drive.

ERP Software Blog recently released a new

white paper, “25 Brilliant Ideas to Outsmart Your

Competition with Microsoft Dynamics ERP”.

Twenty-one Microsoft Dynamics ERP Partners

submitted entries from various industries.

Each example of increased productivity is

connected to the way it builds competitive

advantage. It is a perfect way to prove the

business value of ERP software, evaluate the

fl exibility of Microsoft Dynamics ERP, and/

or be inspired to use ERP in brilliant ways to

outsmart the competition. Read it, share it,

like it, tweet it, plus it. Download the paper at

www.erpsoftwareblog.com/brilliant-erp and

don’t miss the related infographic at www.

erpsoftwareblog.com/brilliant-erp-infographic.

Gorilla Expense, a leading T&E expense

reporting solution provider for Microsoft

Dynamics, is proud to announce the release

of enhanced versions of its connectors with

Microsoft Dynamics ERP. Gorilla Expense

fully automates the expense reporting process

with integration to Microsoft Dynamics AX,

Microsoft Dynamics GP, and Microsoft

Dynamics NAV. Th e application provides the

ability to send expense data to the ERP solution

with the single click of a button. Current

Microsoft Dynamics customers fi nd this

functionality to be very intuitive while greatly

reducing manual work and minimizing errors.

Learn more at www.gorillaexpense.com/

MicrosoftDynamicsExpenseManagement.

html or contact David Berry at David@

gorillaexpense.com.

JOVACO Solutions is proud to announce

the release of Resource Planning.SL, the

fully redesigned Resource Planning module

integrated to Project Suite and Microsoft

Dynamics GP. Th is fully web-based version,

developed in Microsoft Silverlight®, off ers a

more intuitive interface and new features

to ease the communication with project

managers as well as the fl exibility to update

project information from anywhere via the

web. Come by the JOVACO booth #2053 at

Convergence 2013 to learn more.

Panatrack announces its Version 6 release

of PanatrackerGP. New inventory features

include additional SOP transactions to

create new orders or invoices. Optional set-

up includes adds or edits to existing orders

ideal for work order processing. Other key

additions include returns, spot count, batch

pick, and integration with Binary Stream’s

MEM solution. Advanced features include

Directed Transfer, ASN Receiving, and an

advanced Pick-Pack-Ship infrastructure. Visit

www.panatrack.com for more details.

RoseASP, the Microsoft Dynamics ERP

Volume Cloud Partner of the Year for 2012,

announces the availability of new On Demand

ERP Cloud Trial engines for Microsoft

Dynamics AX, Microsoft Dynamics GP,

and Microsoft Dynamics NAV Partners, end

users, and new trial users with myERPcloud.

End users can experience preconfi gured,

ISV-enabled demo instances to help match

business needs with technology business

solutions. Th rough myERPcloud, website

visitors can test drive Microsoft Dynamics,

search products, review blog posts, and fi nd

a network of Cloud Implementation Partners.

Visit www.myerpcloud.com for a trial.

Sandler*Kahne Software is pleased to

announce the release of AREFT Plus!, the fi fth

module in the eBanking Suite for Microsoft

Dynamics AX. For Microsoft Dynamics SL

users, the company is also releasing FIDO (the

Data Retriever) version 3, which includes a

trial mode and much more. Th e new Charts

Anywhere feature allows FIDO users to

dashboard their data and view it on their

mobile device. Come by the SK booth #2209

at Convergence 2013 to learn more.

SBS Group is proud to announce its expansion

to Hawaii. As a leading technology consulting

fi rm, SBS Group provides accounting and

business solutions to mid-sized companies

through a network of regional offi ces across

the United States. With more than 25 years

of successful experience in providing business

management solutions, SBS Group’s Partner

Network is a Microsoft Dynamics Master

VAR providing opportunities to Microsoft

Dynamics Partners nationwide. SBS Group

Hawaii will be led by Robert O’Brien, a seasoned

Microsoft Dynamics GP certifi ed professional

with more than 26 years of business process

and technical experience. He comes from the

SBS Group Atlanta offi ce and will remain an

available resource to Atlanta clients, providing

remote services and support. SBS Hawaii is

now part of the SBS Southern California Region

and will provide Microsoft Dynamics ERP,

Microsoft Dynamics CRM, Cloud Services,

and SharePoint solutions to businesses across

all major islands and the South Pacifi c.

The Partner Marketing Group is excited

to announce two new developments that are

already creating benefi ts for blog members.

First, Th e Distribution Software Blog released

a new white paper, “12 Revolutionary Ideas

Th at Fuel Distributor Profi ts”. Twelve

Microsoft Dynamics Partners and ISVs

submitted entries touching on various aspects

of the distribution industry. Download the

whitepaper at http://distributionsoftwareblog.

com/white-papers/12-revolutionary-ideas-

that-fuel-distributor-profi ts-40. Second,

ERPBloggers.com is a group blog site now

open to all ERP software Partners, including

Microsoft Dynamics, Epicor, Sage, Intuit

QuickBooks, NetSuite, Intacct, and SAP.

Th is site has recently been re-launched

with an easy-to-navigate fresh look and

feel. For an introductory rate, contact Info@

thepartnermarktetinggroup.com.


SSSSSSSAAAAAAALLLLLEEEEEEESSSSSS MMMMMMAAAARRRRKKKKEEEETTTIIIINNNNGGGGLEADERSHIP

In this growth market, the hunt for talent has once more become a crossroads for many

technology and service organizations. I hear it at a fevered pitch…“we need the right

kind of talent”…“the right talent is hard to fi nd”…“my business is at risk without the talent

we need”. Interestingly enough, I have heard it all before. Th is panic for engaged and

high-performing talent is not new. It is not imagined, but it is not simply a numbers

game of available talent.

Th e thrill of this industry driven by technology is constant and dramatic. It is a series of

twists and turns, rapid rises, and dramatic drops that makes most modern roller coasters

appear tame. While we seek the rush of the thrill, not everyone has the stomach for the ride.

Sustainable cultures, based upon emotionally intelligent and genuine leadership, fi nd their

way through the journey and keep moving forward. Others stumble off to the sidelines unable

to steady themselves for more of the same.

REALITY CHECKSo why does a “talent” crisis exist in an economy of unemployment? Why do we have new

generations in the workforce with native technological capability jumping from job to job? Why

is our most educated workforce experiencing record levels of disengagement and frustration?

Over the past several decades, researchers and managers, myself included, have continued

to fi nd a strong relationship between employees’ workplace engagement and their respective

company’s overall performance. In an industry where jobs become more complex and require

employees to have higher levels of skills and knowledge, we should be concerned not only with

“fi nding and hiring” talent, but also with the fact that the more highly educated workers are

less engaged. (Data based upon Gallup Employee Engagement Index.)

Solving the

story by BONNIE ROBERTSON

TALENT CRISIS


TECHNOLOGY WORKPLACE STUDYWhat are the drivers of engagement and motivation for

employees in the technology services industry? How much

of the workplace is at risk for leaving, or worse, staying on the

job and oftentimes being less than productive? In 2006, with

the assistance of Pam McGee and KJ Consulting, here at Th e

Robertson Company we conducted a study to uncover the

answers to these questions for technology development and

service fi rms. In January of 2012, we reissued the survey to see

what, if anything, had changed. In short, here is what we found:

» Motivational factors remain similar

» Retention factors have the same drivers

» Leadership impact has increased

MOTIVATIONAL FACTORSIn the most recent study, when employees were provided with

a list of “what is important to me at work”, the top fi ve most

important factors were:

» #5 - Inspiring leadership and Up-to-date technology

(tied for 5th)

» #4 - Teamwork and collaboration in the culture

» #3 - Trusting relationship with my direct manager

» #2 - Opportunity to learn new skills

And the number 1 factor that people say is important to them

at work is:

» #1 - Being treated with respect

Employees that feel they are treated with respect turn out to

be the most engaged and productive at work. We already know

that “engaged” employees are a strong indicator of overall

business performance. It really isn’t rocket science. Employees

who believe they are respected for the work they do and who

operate in a culture of mutual respect get engaged in the kind

of behaviors that generate business success. Th ey solve customer

problems with urgency and enthusiasm. Th ey work together

to create and innovate. Th ey have fun being productive and

engaged. Although this makes perfectly logical sense, it seems we

may not always understand what this means to our organization

and how to build cultures of mutual respect and environments

for high performance.

Many want to believe that it is money and compensation that

lures away our best talent. Bidding wars for talent take place

every day in this industry – all while the real drivers of the talent

drain might be overlooked. In the recent study by Th e Robertson

Company, when asked, “what would cause you to change jobs?”

the overwhelming top two responses (20 points ahead of any

other choices) were:

» #2 = Not being treated with respect (notice the theme here?)

» #1 = Lack of trust with my manager

Trust in leadership matters. Without it, employees lack a sense

of value for what they contribute. Without it, employees don’t give

their best because they don’t believe it really matters. In a culture

of political power struggles, a breakdown in trust with managers

always takes place. People describe this by saying, “around here

it is more important ‘who’ you know than ‘what’ you do.” Further

analysis validates this impact of genuine leadership. In this same

study, of those who responded, “I only hear from my leader when

there is a problem,” 60 percent of them also responded that they

intended to stay in their current job. In comparison, of those

who responded “my leader is an inspiration to me,” 96 percent

responded that they intended to stay in their current job. Trusted

and inspiring leadership that treats people with respect is the

anchor for high-performing talent.

THE CRY FOR LEADERSHIPTechnology fi rms are spending a record amount in recruitment

of talent. At the same time, we have more educated talent available

than in previous decades. However, the talent crisis is not simply

one of “skills” trading.

Technology development and service businesses can be

exciting places to work. Engaged talent – talent that innovates

and serves customers – has trust in its leadership. Th e culture is

one of professional respect, not political power. Skilled leaders

drive these factors with genuine motives beyond their own gain.

Th ese genuine leaders see themselves in service to their fi rst line

of customers – their teams. Th ese leaders are not pushovers or

people pleasers. Th ey address real problems with real solutions –

with mutual respect. Th ey don’t see “people” as merely “capacity”.

Th ey see talent as “people” with the desire to belong to winning

teams that grow and learn. Solving a growing crisis of “leadership”

is critical to solving the “talent” crisis.


MMMAAARRRKKKEEETTTIIINNNGGG LLLEEEAAADDDEEERRRSSSHHHIIIPPPSALES

As we prepare to enter the second quarter of a new year, now is a good time to refl ect

on where we stand in relation to the goals we made for ourselves back in January –

are we on track? Have we given up? Hopefully not!

Since 2001, I’ve worked with more than 400 companies to help them grow and

prosper in some of the worst economic times in U.S. history. Th e key to growth

in such turbulent times, I’ve learned, is centered not only on the goals we set for

ourselves and our companies, but also on the ability to stay the course in relation to those goals. And

by staying the course, I don’t always mean hitting a goal dead-on – sometimes, it’s okay to change the

aim as you go, as long as the fi nal destination is still positive growth.

Einstein famously said, “You can’t solve a problem with the same consciousness that created it.” A

major part in staying the course is being able to acknowledge just what Einstein was talking about

– understanding that you cannot solve a problem by doing the same actions or thinking the same

thoughts that got you into a problem in the fi rst place.

So, how do we change our thinking? How do we fi nd a new way of doing something, a way to stay

our course and meet our goals for the year? With more than 10 years of experience working with

companies to set and achieve business growth goals, I’ve learned exactly what it takes to do just this.

You must change your viewpoint, gather more information, do more research, and ask a series

of tough questions. What’s more, you must be prepared to answer these questions thoughtfully,

honestly, and with a willingness to change your habits.

WHAT REALLY MATTERS?Get good at focusing on the key issues and not getting bogged down in the details of things that don’t

matter. What do you really want to do? How do you want to impact your clients? Your employees?

EXAMPLE: Ford Motor Company – an excerpt from “Grow Regardless”:

In 2008, while Ford Motor Company’s cross-town neighbors GM and Chrysler were

accepting a government bailout to rescue their companies in the wake of the economic

downturn, Alan Mulally, CEO of Ford Motor Company, took a diff erent approach. Th e

plucky CEO picked up a phone to call and thank customers who chose to buy a Ford over

other cars. Michael Snapper of Grand Rapids, Michigan, received such a call. Snapper had

already ordered a Toyota Prius, but when he saw Ford trying so hard to stay afl oat without

accepting a bailout, he decided to take a closer look at its environmentally-friendly car.

Snapper was so impressed that he cancelled the Prius and ordered a Ford Fusion Hybrid

5story by JOE MECHLINSKI | illustration by DAVE SWANG

The Critical Questions


instead. He was shocked when Mulally called to thank him

for choosing Ford.

After receiving Mulally’s call, Snapper told a Grand

Rapids television station, “We just decided, hey, let’s buy

an American car. Ford’s doing its part, and we can do ours,

too. [Ford] seems to me to refl ect a new attitude and a real

commitment to making their turnaround work” (emphasis

added).1

In the end, Ford did not have to use any government

money on its road to recovery. Instead, it reset its attitude

and its way of doing business, and then instituted a holistic

cost-cutting and restructuring eff ort that made it a better,

faster, and stronger company.

Ford Motor Company is an example of a company asking, “What

really matters?” It wasn’t about the government bailout to them; it

was about their customers, the American, everyday person who buys

their cars. Once they were able to focus on their customers, and show

them how much they appreciated them, the government bailout

wasn’t even necessary.

WHAT’S THE AIM/OUTCOME? In order to get where you want to go and stay on track throughout

the journey, it’s important to address this fi rst – you must outline

where you want to go and what you want the end result to be. Make

sure you can verbalize this.

EXAMPLE: Enterprise – an excerpt from “Grow

Regardless”:

Enterprise was started by Jack Crawford Taylor, a young

man who barely made it through high school. Taylor dropped

out of college and served as a fi ghter pilot in World War II

before returning to St. Louis and going to work as a Cadillac

salesman. He came up with the idea of running a rental

car service and convinced his boss to set aside space for the

fl edgling company in the dealership’s body shop.

Taylor took a fi fty percent pay cut in exchange for a twenty-fi ve

percent share of the profi ts, and he named the company Enterprise

in honor of the aircraft carrier on which he served during the war.

He started with only seven cars. Even though his service was

competing with giants like Avis and Hertz, Taylor found ways to

give his customers excellent service, including locating his cars

away from airports and closer to where people lived, and giving

customers a ride to and from the Enterprise location. “We’ll Pick

You Up” became the company’s catch-phrase.

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Today, Enterprise has more than 6,000 locations in the

United States and abroad.

Th e Enterprise story shows how founder, Jack Crawford Taylor, not

only understood that providing a remarkable client experience was

important, but also that in order to do so, he needed to focus on what

his customers and prospective customers wanted. Th is was his aim.

By focusing on his customers’ needs and wants, he became the fi rst car

rental service to give customers an easier and uncomplicated way to

rent a car. He was able to make something that was often inconvenient

as convenient as possible. Th is clear understanding of his aim is what

led him to locating his rental cars outside of airports, in people’s

neighborhoods, and off ering to pick customers up rather than have

them come to his locations.

WHY? Why do you want to do it? Why is it important? Why are you

inspired? If you get to the point of origin of the idea, you set yourself

up to stay on track and achieve your goals. Tony Robbins says,

“Reasons come fi rst, answers come next.”

EXAMPLE: Southwest – an excerpt from “Grow Regardless”:

Off ering a remarkable employee experience is liberating

in one sense, but it comes with great responsibility. Th ere are

many examples of winning companies that have taken that

responsibility to heart and profi ted greatly as a result. With

its people-centered policy of “employees fi rst, clients second,

shareholders third,” Southwest Airlines managed to grow

revenue by 31 percent in the lackluster economy of 2010.2

Th e fi rst US airline to off er profi t-sharing to employees in

the 1970s, Southwest has earned the following distinctions,

among many others3:

» Th e lowest ratio of complaints per passengers boarded

of all major U.S. carriers since record-keeping began in

1987

» Th e top-rated airline for customer service in 2011,

according to Consumer Reports

» Th e top-rated airline in fi ve categories by Zagat in 2010

» Paying 138 consecutive quarterly dividends to its

shareholders

By putting employees fi rst, it’s clear that everyone wins at

Southwest.

It’s also clear, that by putting employees fi rst, Southwest

fully understands why they do what they do – it’s not just

about fl ying commercial planes or taking customers from

one destination to the next. To Southwest, it’s about


creating a workplace atmosphere unparalleled to anything

their employees have ever (or will ever) experienced.

Southwest fully understands the idea that happy employees

make for happy customers, in turn setting them up for

countless successes.

WHAT’S MOST IMPORTANT TO YOU?Th e world wants customization; you can’t treat one situation the

same as the one before it, but if you’re not asking this question, it

means you treat every situation the same as the one before it.

EXAMPLE: Starbucks – an excerpt from “Grow

Regardless”:

Th e Starbucks Promise:

» It’s our goal for all of our coff ee to be grown under the

highest standards of quality, using ethical trading and

responsible growing practices.

» Our stores are a welcoming third place for meeting

friends and family, enjoying a quiet moment alone with

a book, or simply fi nding a familiar place in a new city.

» We believe in treating our partners with respect and

dignity. We are proud to off er two landmark programs

for our partners: comprehensive health coverage for

eligible full- and part-time partners and equity in the

company in the form of stock options.

» We are committed to doing business responsibly and

conducting ourselves in ways that earn the trust and

respect of our customers, partners, and neighbors.

» It’s our goal that by 2015, all of our coff ee will be grown

using ethical trading and responsible growing practices;

one hundred percent of our cups will be reusable or

recyclable; we plan to contribute one million volunteer

hours each year to our communities.4

Th e Starbucks Promise clearly shows how the organization, under

the leadership and guidance of CEO Howard Shultz, knows without

a doubt what is most important to them: high quality, both in regard

to their products and to the service and atmosphere they provide to

customers. Th is is what sets Starbucks apart from their competition,

what makes them custom, not a commodity.

WHO ELSE CARES? Who else cares about your company’s mission, vision, and helping

your employees grow? Th is takes a lot of thought – you need to take

the time to fi nd the other people who care about you, your business,

and its direction. Find ways to cooperate not compete.

EXAMPLE: COLA, an interview with CEO Doug Beigel

– an excerpt from “Grow Regardless”:

Th ere are a whole bunch of things facing the American

people when they try to seek healthcare today. How can

we envision that, so that every time somebody goes into a

laboratory, they’re comforted by the fact that that laboratory

is performing at peak? Th e idea is that we are responsible for

that as though we were in that lab every day.

As a CEO, that’s when you look at whom you have to work

with, whom you have to convince to move forward. I wish

you could snap your fi ngers and it would happen. But no, you

have to convince . . . you have all these stakeholders out there

and you have to persuade them. For example, I have a board

that must have the same spirit as the original visionaries.

Some come to our board already having that, and others

need some convincing before they can become what we call

COLA-teers. Th ey need a little help understanding the world

of possibilities lying before us.

Th en we have all the people who work in our laboratories,

and we have to convince them that this is a good thing we’re

doing. We’re not there to put more stress in their lives. No, we’re

actually there in partnership with them. Th is isn’t an example

of, “We’re the IRS and we’re here to help.” Th at’s actually our

anti-model. Our model is that we’re all in this together.

Th en we come to the patients. We want them enrolled in this

so they understand the choices they’re making when they elect

to go to a lab that’s not COLA-accredited.

And certainly then, our biggest stakeholder is the Centers for

Medicare & Medicaid Services because they give us the license

to operate. We can choose to see them as the mean government

or we can enroll them into the process. We’re electing to enroll

them. Th ey’re our customer. It’s not about “we-they.” It’s about

“we” forming community and moving forward.

COLA defi nitely understands that in order to grow and succeed

as an organization it is important for them to not only identify who

else cares about their mission and vision, but also to actively enroll

them on a regular basis to ensure they have the support and buy-in

necessary to reach their goals. COLA goes so far as acknowledging

that not only must they enroll government agencies like the Centers

for Medicare & Medicaid Services, but they must also enroll the

employees of the labs that operate under COLA’s umbrella, as well as

all the patients choosing to use COLA labs over other labs.

Understanding and verbalizing the answers to these fi ve questions

is better than understanding a value proposition or elevator speech.

Th is is what will set you and your team apart from the competition.

Joe Mechlinski is the award-winning co-founder and CEO of entreQuest,

Inc., a Baltimore consulting fi rm that has helped hundreds of companies

prosper through some of the worst economic times in American history.

If you’re interested in booking Joe as a speaker, please contact him at

410-276-1186 or by emailing [email protected]. To receive the

most up-to-date messages regarding Joe’s speaking events and training

philosophies, sign up for entreQuest’s e-newsletter by fi lling out the brief

form at www.entrequest.com/newsletters.

1 Lindsay Ropp, “Ford CEO Personally Th anks GR Buyer,” WOOD TV, 3 Feb. 2009,

accessed 7 Dec. 2011, http://www.woodtv.com/dpp/news/Ford_CEO_personally_

thanks_GR_buyer

2 Mark Harden, “Southwest Airlines Slows Growth as Costs Rise,” Denver Business

Journal, 4 Aug. 2011, accessed 14 Oct. 2011, www.bizjournals.com/denver/

news/2011/08/04/southwest-airlines-slows-growth-as.html.

3 Southwest Airlines, “Fact Sheet,” accessed 13 Oct. 2011, www.southwest.com/html/

about-southwest/history/fact-sheet.html.

4 Becky Bohrer, “Starbucks Helps Beautify New Orleans,” Seattle Post-Intelligencer,

27 Oct. 2008, accessed 13 Oct. 2011, www.seattlepi.com/business/article/Starbucks-

helps-beautify-New-Orleans-1289583.php.


Congratulations to our

regular contributor,

Joe Mechlinski, for

his amazing success

with his book, “Grow

Regardless”. Joe’s book

debuted at #4 on the

New York Times list,

#5 on Amazon, #1 at

Barnes and Noble!

You just read an article from

a New York Times Best-

Selling Author!

We’re incredibly excited to announce that Joe will be

our Keynote Speaker at The Partner Event 2013.

October 20-22 in Tampa, Florida.Learn more at www.thepartnerevent.com


LLLLEEEEAAAADDDDEEEERRRRSSSSHHHHIIIIPPPP SSSSAAAALLLLEEEESSSSMARKETING

Lucy wants to build her 5¢ counseling business to serve more than the one customer

she has now. Will she hand out fl yers in school? Will she ask Charlie Brown to send his

friends over to the booth? Or will she create a website that explains what happens when

“the doctor is IN”?

In a perfect world, our prospects would eagerly seek out our products and services.

We wouldn’t have to “sell” them on the value; they would already know they need what

we have. And prospects would easily fi nd the website, self-qualify themselves, and either call, email,

or visit Lucy’s booth to make a purchase. Th at would be the ideal “inbound marketing” scenario.

story by CHERYL STREGE and BARBARA PFEIFFER illustration by JOHN HOLLAND

The Doctor Is In


INBOUND MARKETINGAccording to Wikipedia, inbound marketing is based on the concept of earning the attention of

prospects, making yourself easy to be found, and drawing customers to your website by producing

content customers will value. Blogs, podcasts, video, e-books, e-newsletters, whitepapers, search

engine optimization (SEO), social media marketing, and other forms of “content marketing” are

considered inbound marketing.

Th e benefi ts of inbound marketing are obvious:

» Less costly than outbound marketing which includes a list purchase, creation of an email or direct

mail campaign, managing an event and/or telemarketing follow-up. According to Hubspot, the cost

of an inbound lead is 62 percent less than an outbound lead.

» More eff ective than “chasing” the customers. If customers come to you, you have gained some

measure of trust or credibility in their eyes and have earned their attention.

» Can shorten the sales cycle. When prospects have fi nally made the decision to contact you,

they are (somewhat) qualifi ed and pre-disposed to listen to your message. Nine out of 10 buyers

say that when they’re ready to buy, they’ll fi nd you.

THE DRIVERS FOR A SUCCESSFUL INBOUND STRATEGYTh ere are thousands of articles on how to be successful with inbound marketing, but all ultimately

point to three key things that need to be in place:

» A solid easy-to-navigate website that shows your credibility, diff erentiation, and off ers up

information of value to your targeted prospect.

» Getting found. Build the “road” to that site via your blog content (content that you write but also

that you comment on), your social networks, articles that you’re quoted in, Microsoft Pinpoint,

and other directories, as well as websites such as the local Chamber of Commerce or SBA that

have a link to your site.


» Content, content, content. In fact, content is so critical to the success of your inbound

strategy that it really needs its own bucket. Content drives search engine optimization

(SEO), makes your website “sticky”, and increases your credibility. In the world of online

marketing, think of content as your salesperson.

THE ESSENCE OF GOOD CONTENTBut just throwing up content is not inbound marketing at its best. You need content that is

» Relevant to YOUR reader.

» Available in many formats – videos, blogs, infograhpics, whitepapers, brochures, FAQs,

etc.

» Integrated. A powerful infographic can convince prospects to “read on” and bring

them into a more in-depth whitepaper or article. Catch their attention with a short

snippet first, and then show them ALL that you have to share. For example, consider

the rise in popularity of infographics. According to Billion Dollar Graphics, research

at 3M Corporation concluded that we process visuals 60,000 times faster than

text. That’s a powerful reason to re-think how to optimally combine graphics (for

prospects) and text (for prospects and search engines) to capture the ideal target

market.

» Done well. While video is a GREAT medium for B2B content, only GOOD video works.

You have three to fi ve seconds to grab your viewer’s attention, and a fl ip cam talking

head won’t do the trick. If you can’t do it well – don’t do it (or even better – hire a

professional).

» FRESH. Organic SEO is all about relevancy and freshness. So is stickiness. If I come to

your website in search of 10 things I must know before I (insert action here), and that list

is from 2008, I’m gone.

» Easy to fi nd (and is where I am). Th is can mean anything from optimized for search (so

prospects fi nd it when they’re looking) to being part of communities where they are likely

to be, from LinkedIn to industry-specifi c forums.

TO SUMMARIZE, LUCY SAYS… Th e next step on your own path to inbound marketing success is…

» Create your 2013 marketing strategy with a good mix of both inbound and outbound

marketing tactics. Inbound marketing is ideal, but you still need a proactive outreach to

get your prospect’s attention. (At least until the sales pipeline is overfl owing.)

» Add a page to the marketing plan that specifi cally addresses content development

resources. You might outsource a portion of the unique content creation to a writer while

backfi lling the rest of the content needs (whitepapers, brochures, webcasts, videos) with

Microsoft-specifi c resources.

» Check out the Microsoft Ready-to-Go site for syndicated content you can quickly add

to your website via the wizard type tool. https://readytogo.microsoft.com/en-us/Pages/

Home.aspx

» Th e Ready-to-Go site also has a “content fi nder” tool with 271 (at last count) items

specifi c to Microsoft Dynamics.

Cheryl Strege and Barbara Pfeiff er from Th e Partner Marketing Group don’t claim to have

the wisdom Lucy dispenses for just a nickel, but they’re pretty good at inbound and outbound

marketing. Contact them at Info@Th ePartnerMarketingGroup.com to ask how your fi rm can

maximize the benefi ts of inbound marketing and Th e Partner Marketing Group’s content creation

services.

Sources: DemandGen Report 2011; Toolbox.com: iMEDIA CONNECTION; http://en.wikipedia.

org/wiki/Inbound_marketing

GETTING ON TRACK Building fresh, consistent, thought leadership content can be challenging. Start with this checklist.

CONTENT CREATION CHECKLIST:✓ FAQs. What are the

questions you get asked most frequently? Answer them in a blog or article, and keep adding to it (for freshness!).

✓ Blog, tweet, or post key takeaways from industry conferences you attend.

✓ Create a PowerPoint and share it on SlideShare (www.slideshare.net).

✓ Create a poll or survey. It’s a win/win. You engage readers with the questions and then share ORIGINAL content from the results.

✓ Bookmark the magazines and news sites in your target industry or geography. Once a week write a comment on an article and link back to the original.

✓ Set up several Google Alerts to capture content on specifi c industries or topics you want to write about.


TPC INTERVIEW

Rich Wickham

Microsoft Dynamics Partners

have a new face in the sales

and programs role as

Rich Wickham took over

the role from Doug Kennedy

in January 2013. Doug is

now leading an organization

driving enterprise selling

and lifecycle management

for Microsoft Dynamics.

Partners can consider this

more of a baton handoff

than a cold start as Rich

was a member of Doug’s

team and is very familiar with

Microsoft Dynamics Partners

and their businesses. In the

spirit of that continuity, in

this interview we discussed

topics that have been part of

Microsoft’s Partner cadence

for the past several years.

general manager of Partner sales and programs


The Partner Channel (TPC): Welcome to your new role. How has

it been?

Rich Wickham (RW): It’s been good. It’s not a substantial departure

from working for Doug, but we’ve added a few things and made a few

changes to how we think about business.

Doug is now focusing on enterprise business, global ISVs, and

system integrators, and I’m focusing on traditional through-Partner

business in our midmarket sweet spot, as well as how to align

Microsoft Dynamics with broader Microsoft channels.

TPC: Speaking of that sweet spot. Microsoft has been talking

about the importance of creating industry expertise within

Partner orgs for a while now. We’ve seen Partners picking up

that industry focus with success. How is that looking from your

perspective?

RW: Th ose Partners that have built verticalized industry capability

into what they do, whether that’s through IT, a product, or both, add

high value to their organizations and to their customers. Partners

that understand this are the ones that stick out as being amongst our

best Partners.

TPC: Th ere are a lot of off ers popping up from other software

providers. Why should Partners continue with the Microsoft

Dynamics business?

RW: We’re incentivizing and providing a path for Partners. If you look

at competitors, there is not a similar level of engagement. Ours is a

Partner-driven business, and we want to make sure we’re engaging

but also doing things that will grow business over time.

One of the things that will add to the value proposition is the

amount of innovation we’re delivering with our products. We’ve

released a new version of almost all of our products in the last 18

months. If you look at competitors, the amount of R&D and eff ort

they put into new products, we stack up well. Th at’s a great thing for

Partners to have in their back pocket.

Plenty of customers are on legacy ERP and haven’t seen innovation

in years. We have great innovation at Microsoft and a future story

about the cloud that a lot of our competitors don’t have. Th is kind

of information arms our Partners and is what the customer wants to

hear. Th at’s part of the value proposition, especially in a world that is

going to change signifi cantly in the next fi ve years.

TPC: What do you hope the Partner model looks like in fi ve years?

RW: We’ve made the changes needed to get us there. We’ll continue

to take feedback, but we’ve already gone through the transition of

how we pay Partners. What’s important now is delivering stability

and predictability as Partners change from a license-based model to a

subscription or cloud-based model.

We have a clear roadmap of where we want to go, so looking ahead

we hope we haven’t changed much. New technologies and disruptive

things will happen in the marketplace, but hopefully we have the

model in the right place to provide predictability and stability.

TPC: Customers are getting more and more profi cient with

implementing and servicing their implementations. How does a

Partner work in hand with a more savvy set of customers?

RW: I think most Partners like a savvy customer because they ask

the right questions about their business. Part of building services

muscle is that you become a trusted advisor. If you’re savvy and the

customer is savvy, the relationship works great. Selling a license is

one thing, but becoming the go-to resource is something that being

a good services vendor is about. It’s a direction Partners should move

to if they haven’t already.

TPC: Over the last couple of years and with the transition to the

Microsoft Partner Network, there’s been a lot of speculation as to

the kind of Partner Microsoft wants to work with. What can you

say to that point?

RW: Th e Partner we prefer is the one that wants to grow their

business. We’ve gone through the changes to increase requirements

to a bare minimum for Partners. Data shows that those changes have

worked for customers and worked for the business. We will continue

to look at this model and make changes if necessary.

We’ve tried to incentivize via the Pay for Performance plan for ERP

and CRM. Growing new license revenue has to be a priority for all of

us. More customers mean more opportunities for revenue, and the

structure is meant to encourage that.

If a Partner wants to grow their business, is hungry for new

customers, and wants to fi nd a way to make their business a bigger

business, we believe we’re giving them the tools to do that.

TPC: Th e Master VAR program has been around for 18 months

now. Has that program done what you’d hoped?

RW: We currently have 13 signed Master VARs across the world, with

three in the United States, one in India, fi ve in central and eastern

Europe, three in western Europe, and one in Australia. Th ese VARs

represent 123 sales affi liates.

When I think about Master VAR, I think about Partners being able

to take advantage of the larger scale of a group of people. It makes

Partners competitive for opportunities that they might not have been

before. It also gives folks an opportunity to collaborate and get more

and better business. It’s completely in line with everything we’ve

talked about – growing the business.

TPC: A hot topic since last summer at WPC is the shift to putting

Microsoft Dynamics AX on volume licensing. How has that

transition gone?

RW: Standard licensing is still available for most software, but moving

to volume licensing for our enterprise customers enables us to take

advantage of the broader Microsoft sales force. Microsoft Dynamics

has historically been separate from enterprise-level Microsoft

customers, and we wanted to fi gure out how to align with the

enterprise processes and reach that $80 billion share of business.

Like anything, when you change a business model there is a

transition. If it was easy, we’d do it all the time. However, we really

illustration by TRYGVE OLSON


do believe that moving Microsoft Dynamics AX onto the Microsoft

enterprise agreement price list enables us to get a lot more current

Microsoft customers interested and will lead to substantially more

leads over time for Partners.

One of the things we’ve done during the transition is made sure that

margins are higher than average for volume licensing agreements.

We’ve extended that through the end of the fi scal year (June 30, 2013).

Th ere is real opportunity here for folks to become “go-to Partners”

for volume licensing transactions.

TPC: At what point is a Partner brought into transactions with

enterprise customers?

RW: Partners may actually generate the lead if they approach a

customer who asks if they can purchase an enterprise agreement.

Otherwise, we bring a Partner in to have industry and vertical-level

conversations.

TPC: Last year Doug shared that Microsoft was looking at how

PAMs are engaged with Partners and where they’re allocated.

How has that fl eshed out over the year?

RW: Where we were last year was that we were trying to change the

relationship between PAM and Partner, to make sure the PAM is an

advisor to the Partner and their business. Th at’s a transformation we’ve

gone through the last couple of years, and it’s worked really well.

We have a large group of PAMs in the fi eld and want to give them

a portfolio of Partners that are focused on growth. We can drive even

more growth with a managed relationship and want to nurture and

bring on promising Partners that are showing growth and the ability

to scale.

We’ve received great feedback from Partners on the work they do

with their PAMs, and we’re working out the right balance to drive

accelerated growth with those Partners. If there’s a Partner out there

who would like to be considered as a managed Partner, we’d like to

hear from them.

TPC: Any last words of advice for Partners as they enter the last

quarter of the fi scal year?

RW: At the top of the list is focusing on opportunities you can close

in the rest of the fi scal year. Q4 is when we see most of the business

landing, and there is a Pay for Performance model reward for those

who close business during the year.

As you’re thinking about how you want to continue your business

in FY14, understand which leads will make the most diff erence.

Economic conditions have gotten better, but we’re still working

through that. Even with these economic challenges, Partners

should double down on the things you’re good at and drive that

business.


LADIES AND GENTLEMEN, WE HAVE A WINNER! Congratulations to Caren Dickey of Informed Systems, Inc. for winning our Winter 2013 contest.

Now for the next round of the Word-A-Ganza! Posted below are 25 words that relate to the topics and themes included in this issue of The Partner Channel Magazine. These words can be found in the grid horizontally, vertically, diagonally, backwards, and forwards. You can submit your completed word fi nd to us for a chance to win a $10 gift certifi cate to Starbucks so you can enjoy future word fi nds over a latte or cup of tea.

Simply scan and email your completed word fi nd to Jenny Davis at [email protected] or mail a copy to The Partner Channel, 1045 Broadway, Fargo ND 58102. If you don’t want to write in your magazine, contact Jenny and she’ll email you an electronic version of the same word fi nd.

April Showers

Azox

Convergence

Critical Questions

Inbound Marketing

Judy Van Der Linden

Leader

Leadership Resolve

Management

Marketing

May Flowers

Member

Microsoft Dynamics

Partner

Rich Wickham

RockySoft

Sales

Social Media

Solving Talent Crisis

Spring

Stop Fooling Around

Super Simple Sales Plan

The List

The Partner Channel

The Partner Event

R L T H E L I S T M E M T F O S Y K C O R L N M MS A R E S N T R A P E H T M A Y F L O W E R S A IT C P R O G R E V N O C E A A R N T H E L I S N CL H N R C R I T I C A M L Y P O G H U C S C D A RE A R I I R S D T L B A E Y R C N E E A I O Y G OA N S C A L Y N N E I R A E I K I P S I S N N E SD N S H L I S I R N G K D V L Y T A T D I V A M OE E I W M N R H R S T N E R M S E R I E R E M E FR L S I E B M L O E N L I E A O K T O M C R I N TS E I C D O E R N W E P R R R F R N N E T G C E DH V R K I U D E N V E A S B P N A E S V N E S D YI E C R A N A D R L A R H B K S M R L L E N P N NP N T H E D C N A O P T S M I S D E E O L C L I AR T N A R D A A A S E N R E N I N V A S A E S L ME T E M S T A V E E H E P M G M U E D E T E F R IS N L E N L R E L R T R N E L P O N A R L R L E CO E A A P R N L L S H O W E R S B T Z A E S O D SL M T J N E D N I L R E D N A V N R S P N T W N SV E G C R I T I C A L Q U E S T I O N S L R E A OE G N S U P E R S I M P L E S A L E S P L A N V CV A I N E G R E V N O C Y D T F O S O R C I M Y IE N V S O L V I N G N I T E K R A M A R K I N D GN A L N L E D N U O R A G N I L O O F P O T S U AT M O S R G T H E P A R T N E R C H A N N E L J LS P S R L M A H K C I W H C I R L T S A Z O X R M


SSSSAAAALLLLEEEESSSS MMMMAAAARRRRKKKKEEEETTTTIIIINNNNGGGGLEADERSHIP


Last week, a good friend told me something about himself that helped me learn

something about myself. And now I’m going to share it with you in hopes it’ll help you

learn something, too. My friend shared that, for years, he’d been avoiding accepting

the unfi ltered truth about a bad habit he has…a bad habit that is hurting his health,

relationships, and reputation. For at least a decade, he’d been rationalizing, putting off ,

and otherwise outrunning the truth. A colleague had held a mirror up to my friend’s

face. And this time, he stopped defending and started really listening.

Of course I was thrilled to be hearing his admission. I was happy for him because he was already making

much-needed changes. I was thankful that he trusted me enough to share this diffi cult thing. And since this

story is all about honesty, I must admit I was only partially listening. While my friend was baring the dirtiest

of his laundry, my inner voice was bombarding me with a litany of scolds. “You should have been the one to

say something. You should have been a better friend. You rationalize a lot of bad habits, too. What are your

friends wishing they had the courage to tell you? What have they already been telling you that you have been

denying or avoiding?” Th ankfully, I was able to shut down this stream of shame and turn my full attention

back to my friend. Afterward, though, I thought long and hard about what he told me and how I reacted.

My conclusion: we all fool ourselves…all the time.

If you’ve ever said something like “I’m just big-boned,” or “I can quit any time,” you’re guilty of

fooling yourself. It’s easy to spot the lies we tell ourselves about our personal habits. After all, there’s

no hiding from the truth when you have to step on the scale or turn in a sample of your bodily fl uids

at the clinic. It’s harder, though, to spot the lies we tell ourselves in the offi ce.

Since I am certain I go to great lengths to fool myself in my home, I was pretty sure I did the same

thing in the offi ce. To prove my theory, I spent time at the end of every workday for a week refl ecting

on what I did, said, and thought. I fi gured doing so might reveal some areas in which I’d been fooling

myself. What I learned was a lot.

For starters, I realized I spend more time than I wanted to admit making sometimes incorrect

judgments and assumptions about the skills and intentions of those around me. Th e lie I was telling

myself is that I am good at seeing and leveraging the unique value that each person brings to the

table. Th e reality I had to accept is that I sometimes discount others’ views simply because they aren’t

expressed the way I would have preferred.

Although this fi rst admission gave me pause, I braced myself and continued the honest self-

assessment. Th e truth is I’ve been fooling myself in more than a few ways. My tendencies toward

impatience and sarcasm prevent me from being the great role model I fool myself into thinking I am.

Th e amount of time I spend venting about others means I’m not the courageous open communicator

I profess to be. I could fi ll up an entire page listing other ways I creatively and persistently fool myself,

but I don’t want to give in yet again to my bent toward self-centeredness.

Despite some weariness, I felt relieved and even a little proud of my eff orts. I hadn’t backed down. I

hadn’t sugar-coated. I hadn’t rationalized. Instead, I’d come through the exercise with a new set of goals

and a strong desire to change so I actually can live up to the grander vision I had been painting of myself.

I also learned some tricks that might help you conduct your own truth-telling exercise. Since we

tend to see ourselves in others, I fi gured I should pay attention to the things others do that bug me.

Sure enough, I was bugged most by bad habits I didn’t want to admit I had. Another path I found to

the truth was listing the things I thought I was good at and comparing them to my actual, unedited

behaviors. Th at’s how I realized I don’t always walk the walk when it comes to being a good coach. I

also found it helpful to share my fi ndings with a few trusted advisors. Th rough these conversations,

my list was fi lled in with great ideas on specifi c steps I could take to make necessary changes.

Th e last thing I’ll say is go easy. We don’t tell ourselves lies out of malice. Instead, we’re driven to fi b

out of the need for self-preservation. Without some level of foolery, none of us would have the will to

keep charging ahead. And that will is vastly important during times in which we’re sure we aren’t fully

equipped for the tasks at hand. (I fully intend to continue stretching the truth when I need to gear up

for a new challenge! I suggest you do the same.)

It’s when we let our self-foolery continue beyond its usefulness that we’re more susceptible to

negativity, defensiveness, and blame-placing. Perhaps while we’re preparing for our annual check-

ups at the clinic, we also should be comparing our actual and ideal selves. After all, don’t you think it

will be easier holding the mirror up in front of your own face versus having to go through the added

stress of someone else having to do it?

story by TRACY FALEIDE | illustration by SETH REXILIUS


MMMMMMAAAAAARRRRRRKKKKKKEEEEEETTTTTTIIIIIINNNNNNGGGGGG LLLLLLEEEEEEAAAAAADDDDDDEEEEEERRRRRRSSSSSSHHHHHHIIIIIIPPPPPPSALES

THE BEST RAINMAKERS HAVE THE SIMPLEST SALES PLANS.In fact, most top-performing salespeople focus 80 percent of their eff orts executing a single selling

strategy. Th at simple business development and selling strategy often becomes the mainspring of

their business. Further, they spend at least half their day focused on building their sales pipelines, and

the rest on everything else. Th e result of this laser-like intensity of focus is above average revenue and

profi t growth, resulting in sustained superior performance.

For example, I once worked with a top performer who every Friday had her assistant print exactly

140 CRM records from her sales prospect database and place them in a manila folder. Th e rep picked

up the new folder Friday afternoon and dropped off the one she had worked on the previous week.

Th e rep kept the new folder under her arm everywhere she went. And, whenever she had a spare

moment, she made calls until she spoke to every single prospect – something on the order of 400+

dials each week.

Her Super Simple Sales Plan (SSSP) was based on this: polite, non-threatening, and yet relentless

and unyielding follow-up to the 140 ensured she hit her number. It was freakish to witness. She was

insane about getting through to all 140 and moving each one either along the sales process or out of

her active prospect fi les. Out of that single activity came a weekly average of eight discovery calls,

three presentations, two proposals, and nearly one (1) sale each and every week. Annually, that’s

something on the order of 400 discovery calls, 150 presentations, 100 proposals, and between 40-50

sales.

story by ROB JOHNSON | illustration by MARK ARMSTRONG

Create Your Super Simple Sales Success Plan

RAINMAKER: Anyone – salespeople, owners, presidents, chief cooks, and

bottle washers – responsible for creating an abundant pipeline of predictable revenue and then delivering it.

RAINRMAKE IT


However insane she may be, she sells double the

amount of her closest rival and has been making it rain

for the last 15 years.

CREATE A NICHE MARKET FOR YOURSELF.

So, making 20,000 calls per year may not be your

cup of tea. Another HH (that’s heavy hitter in sales

talk) took a completely diff erent approach to building

his business. He decided to become a domain expert

public speaker within his industry. His logic was

simple: become known as the expert in a narrow niche,

and referrals will follow. And they did. (If you’re not

familiar with the benefi ts of using referrals in growing

a business, read anything by John Jantsch or Fred

Reichheld.) He built his strategy by putting together a

simple and fl exible 30-45 minute speech titled “5 Th ings

You Can Learn from Your Children to Improve Your

Business.” He began by joining his local Toastmasters

group where he learned the basics of public speaking.

Th en, he gave that speech to practically any group

who would listen. Th at led to writing an article, which

turned into getting published in the local and regional

business, industry, and trade journals. Th at led to a

regular column about the challenges and solutions

of his industry. Th e phone started ringing and kept

ringing. Within his industry, his company was the big

gorilla, winning a string of sales and customer service

awards year after year. It was ridiculous. His metrics

were simple: at least three speaking events per month

to groups within his industry.

A BUSINESS DEVELOPMENT PLAN USING PUBLIC SPEAKING MAY NOT BE YOUR THING.

Perhaps something along these lines would work

better for you. A former client of mine, who provides

IT and accounting solutions for small companies,

developed their Super Simple Sales Strategy with

this notion: all small businesses will eventually need

the services of a banker. And, bankers in general feel

much more confident working with a small business

that has a proper accounting system in place. There

you have it. Their entire go-to-market strategy was to

get connected with every bank that had small business

clients in their marketing area. Now stop! Before

reading on, close your eyes and imagine what their

SSSP would be.

Your vision probably looks something like this: Th eir

fi rst chore was to know where all the banks are that fi t

their target market. Next, they needed to identify the

lending offi cers in each bank. Next, they needed to

make a connection with each of the lending offi cers

and begin educating them on their services and helping

the bank to see why referring a client to them would

ultimately help the bank develop a deeper relationship

with their client and dramatically improve the client’s

chances of success. Before long, they became known in

the banking community as the experts in helping small

and micro businesses get organized and ready to take on

business growth.

Th eir SSSP metrics: Th ey work with more than 60

bank branches in their metro area. Th eir goal is to visit

each branch and lending offi cer every quarter. Th at

averages about fi ve visits per week. Th e result. Th ey

help about 100 new small businesses implement their

fi rst accounting system each year. Th ey grow at a rate

more than triple of their nearest competitor. Guess

where their customers go when they need a more robust

accounting system?

CHANCES ARE YOU ALREADY KNOW WHAT YOUR SSSP SHOULD BE.

Most of us know what we want to do and what our

natural strengths are. We simply don’t know how to get

started. For that, it’s helpful to have a planning template.

Warning! Shameless book plug here…chapter 16 of my

book “Kick Your Own Ass” deals with this exact issue.

Th e book includes planning templates and resources

available at www.thesaleskicker.com Furthermore, a

recent Google search on “sales plan” returned 2.5 million

hits. Th ere are a lot of great resources available. However,

your focus should be to keep this process as simple as

possible. So, let’s look at fi ve simple steps.

5 Steps to Your Super Simple Sales Plan » Verticalize your approach – Regardless of the

industry you serve, the narrower you can defi ne

your market, and your approach for reaching it, the

better. One of my favorite business books of all time

is “Customers for Life” written by Carl Sewell, a

Cadillac dealer in Dallas, Texas. Th e book describes


the transformation of his dealership

to being nearly bankrupt to being the

market leader by focusing their strategy

on a small percentage of Cadillac

buyers who want really great service.

Creating a niche-based approach

brings enormous benefi ts for everyone

connected to your enterprise.

» Set and write down clear goals – Th ere

is overwhelming evidence that goals

that are specifi c, measurable, and

meaningful – and that are written down

and stuck on the refrigerator door –

have a billion times more likelihood

of being achieved. Be as granular and

analytical as your personality dictates.

I’m not kidding about the door thing.

Do it.

» Decide the most impactful way

of reaching your market – Th is is

clearly important. How you reach

your market will largely determine

your overall success. For most

companies, you will likely have a

blended approach of new and old

media, branding and lead generation,

education and awareness building,

and local and national branding, all

wrapped into an actionable plan.

However, for most salespeople, it’s

important to have a single primary

activity. Th e smartest way to do that

is to look at your existing client base

for clues. Where did your happiest,

most profi table customers come from?

What are your natural strengths and

interests? It’s remarkable what you will

learn from an exercise of this nature.

Once fi nished, you’ll have a really

good idea of where to look as well as

the best ways to build a connection.

Th e reality is this: I’ve never worked

for a company where enough leads

were sent my way to meet my goals.

I’ve always had to do most of my own

pipeline building. Th e same is true

GET IT IN FOCUS

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contact.

The last, and most important

element, is building your daily,

weekly, and monthly sales plan.


for you. Your one thing, your one way to make a

connection with the market is the issue here. What

you choose as your “one thing” is less important than

executing the drill of doing it every single day. Even

a mediocre plan, well-executed, is better than sitting

at your desk complaining about the mediocre leads

from the home offi ce.

» Connect the dots of activities to results – Th ere is a

direct connection between eff ort and results. In my

book, we go through a process of reverse engineering

results back to activities. In this way, you’ll be able to

determine if your goals are obtainable by looking at:

how many proposals it takes to win a sale, the number

of discovery meetings it takes to generate a proposal,

the number of suspects it takes to yield a discovery

meeting, and fi nally, the best way to approach a suspect.

It’s never this simple on a case-by-case basis. But your

metrics are very predictable at the macro. Th ere is so

much to learn from this exercise.

» Build and execute your plan – Th e last, and most

important element, is building your daily, weekly,

and monthly sales plan. I’ve had a number of very

colorful sales managers over the years. One used to

say constantly, “Johnson, you can’t manage results,

only activities – GET TO WORK!” Which is true.

He also used to say “Your raise becomes eff ective

when you do” which made nearly the entire sales

team hate him. What you do each day matters.

How you prepare yourself matters. Your key daily

activities are what you can manage and measure.

Rob Johnson is the national sales manager for channels at

Avalara. As a published author and public speaker, he has

helped thousands of companies create, implement, and

execute their Simple Sales Success Plans. To engage with

Rob to help jump-start this process for your business, email

[email protected] or complete the contact form at

www.thesaleskicker.com/speaking-engagements/.


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BRING


C’mon spring! Will it ever warm up?

Around this time of year, many of us are suff ering from a serious case of cabin

fever. We’re seriously sick of being cold and wet; our souls ache for sunshine,

shorts, and sandals. Warm weather seems so close, yet so far away. If you’re like

many companies, you start every new year with a fresh marketing plan and renewed

resolve. And – like the weather that hasn’t quite turned warm yet – by this time of

year, it can seem like you should have made “way more progress” than you already have.

You might have all the skills to make a diff erence in company revenues through marketing. You

just might need more patience! Whenever you get tired and feel like nothing is moving fast enough

or going easy enough, I encourage you to keep in mind three key points:

MARKETING HAS ITS OWN FOUR SEASONS. Planning. Preparing. Executing. Analyzing. Just as the seasons cycle, you cannot just skip to

“Executing” and live there all year round. Even if you live in a warm climate year-round, gardeners

and farmers will tell you that you still need to plan, plant, nurture, and harvest. You might be able to

plan your marketing cycle so that you’re rotating through diff erent campaigns and minimizing lead

generation downtime, but each individual campaign needs to go through all four steps.

Clients often ask me to “just send an email” – but then what? Where does the email go? What’s

the off er? How will we know if it was successful? How will we follow up? What are the next steps?

Successful marketing takes time and eff ort to put together…which leads me to point two.

SOMETIMES YOU HAVE TO SLOG THROUGH THE TOUGH STUFF. Boring but important things like scrubbing your list will make all the diff erence in your results. It’s

easy to get frustrated when it feels like you have to take three steps backward to get one step ahead,

but it’s important. For example, let’s say you want to plan a customer appreciation dinner. In addition

to reserving space at a restaurant and sending out invites, fi rst you have to make sure all the right

people are invited. Most likely, because not everyone has been diligent about putting key contacts

into CRM, you have to send multiple reminders to the team. Th en you have to double-check with the

executives in your fi rm. All of this takes time, so you have to plan ahead, knowing you don’t want that

ugly feeling in your chest if you forget to invite the new CEO of your best customer to your event.

Slow down enough to do things the right way. It may not always be fun, but it’s necessary.

CLEAN OUT THE OLD AND MAKE WAY FOR THE NEW. If you feel overwhelmed and like “nothing is working”, maybe some of it isn’t. Rather than

continuing as planned, it may be time to make adjustments. Test and measure. Th e Internet contains

a treasure trove of tools you can use to see what ads are working, what messages are working, and if

your site is measuring up to your competitors.

Th at old saying “April showers bring May fl owers” rings true in marketing as much as in any

garden. Without adversity, without planning, without slogging through the tough stuff , the beautiful

bounty is not possible. Th e May fl owers only bloom because they’ve been soaked by rain (or in the

case of us marketers, sweat and tears). Endure, and the bounty can by yours!

In addition to pining for spring, Adrianne Machina helps Partners implement sound marketing strategies.

Contact her at [email protected].

story by ADRIANNE MACHINA | illustration by MATT MASTRUD


If you had a month’s long sabbatical from work, what would

you do? Hit the beach? Catch up on your DVR? Spend time

with family?

Judy Van Der Linden, marketing manager for InterDyn Artis

used her sabbatical to help Rotary International’s End Polio Now

initiative by climbing Mt. Kilimanjaro.

Don’t feel bad if your plans seem a little more, say, mellow. Th is was

Judy’s third sabbatical, and the fi rst two were spent with her family. It

was time for a challenge.

September 2011 to March 2012 was spent in preparation, with

Judy doing cardio workouts in the gym and hiking in her community

with trekking poles and a 35-pound backpack. She learned how to

use a Camelbak water system to practice drinking while walking.

She tested water fi ltration tablets because the water in Africa needs

to be boiled and fi ltered before consumption. She received the

immunizations required for African travel and researched altitude

sickness medication since an allergy prevented her from taking the

standard. She researched and purchased equipment that would keep

her alive in the extreme temperatures and altitude.

And then the unthinkable – Judy broke her leg.

“I asked my doctors if I would still be able to make the climb, and

they said yes,” says Judy. “I later found out they didn’t know anything

about climbing or the terrain I’d be in.” With their blessing, she

continued her preparations as best as she could, climbing to 6,683

feet, the highest she could go in North Carolina, but still almost

13,000 feet below the summit of Mt. Kilimanjaro.

On September 7, Judy and her husband, Scott, departed Charlotte,

North Carolina, for Tanzania. As they boarded the fl ight from

Amsterdam to Tanzania, Judy was pulled out of line. Travel to

Tanzania requires passports to be more than six months from

expiring, and Judy’s was less than fi ve months from its expiration

date. Th ey wouldn’t let her board.

Twenty-six fellow climbers continued the journey to Tanzania,

while Judy and Scott waited three days in Amsterdam for the U.S.

consulate to open. When it did open, they told Judy she would not

get an extension.

Th at’s when Judy broke down. Th eir group had started their climb

that morning, and she hadn’t planned for this trip for a year to stop

before she started. Th ey worked through the red tape, and Judy and

Scott fl ew out on Tuesday morning to the Mt. Kilimanjaro Airport.

“Our Rotary group is so much like family that they arranged for

us to do our safari fi rst, and then join a second climbing group,” says

Judy.

Judy and Scott enjoyed a safari from Wednesday through Saturday,

and then it was time for them to face the mountain on Monday

morning. Th ey joined their new group (as good fortune would have

it, this group was from their home church), but were fortunate to

have the same leader as planned, a fellow Rotarian who was setting a

world record by summiting four times in four weeks.

Th eir three-hour bus drive to the base of the mountain overlooked

the Kenyan plains, which Judy said was absolutely beautiful. Th ey

began their six-day, 52-mile climb that afternoon, meeting village

children coming home from school.

“Each day was fi ve to seven hours of actual climbing. You have to

take it very slow to acclimate to the altitude,” says Judy. “Th e summit

climb started the evening of the fourth day. We got up that morning

and walked six hours, then stopped at camp for lunch and rest. We

had dinner at 5:00 pm and then went back to sleep or prep for the

JUDY VAN DER LINDENa whole lot of heart


be the hardest thing I’d ever do in my life, and it defi nitely was. You

have to have a lot of heart.”

Judy is certainly not lacking in that area. You might think that

one run up the mountain would be enough, but Judy needs to

see that summit sunrise for herself and will be returning to Mt.

Kilimanjaro.

“I know what to expect, so the fear of the unknown doesn’t exist,”

says Judy. “My husband thinks that God was looking out for me since

the boulders were still ahead and fellow climbers crawled over them,

it scared them that much. I don’t think my leg would have made it

over the boulders.”

Judy will spend the next year getting stronger and preparing for

her next summit bid. She’s working with doctors who have climbed

before and has renewed her passport, so those obstacles are behind

her. When she returns to Africa, she hopes to spend more time with

the children she saw on her ascent.

“Some of the children we saw are orphans because their parents

have died of AIDS,” says Judy. “I would love to go and spend some

extra days with them. Th e way these children looked at us, asking for

chocolate (the only English word they knew) and thinking about their

life, I want to be able to help them in some way.”

Th at heart and determination, an amazing combination, are sure

to move this sweet woman to achieving her goal and seeing that

magnifi cent sunrise.


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ISV PROFILE

COMPANY: Azox

INTERVIEWEE: Giuseppe Ianni, director of sales

HEADQUARTERS: Plymouth Township, Michigan

PHONE: 734-928-6004

EMAIL: [email protected]

WEBSITE: www.azox.com

ESTABLISHED: 1999

WHERE IT ALL BEGANAzox started as a company that ran Microsoft Dynamics GP (then Great Plains Software) that needed an e-commerce platform. Rather than purchase one, the company built its own, which posed simplifi ed maintenance and stronger ROI to the business long term. The company was then purchased, and the owner decided to build a business around the e-commerce product. In 2008 the company scaled to include a payment processing solution, and then in 2010 they added an online bill pay solution. In 2013 Azox plans to expand to Microsoft Dynamics AX, Microsoft Dynamics NAV, and Microsoft Dynamics CRM, as well as add a mobile store offering to their e-commerce suite.

The Partner Channel (TPC): Your growth over the years was fairly organic, fi lling needs that your customers had.Giuseppe Ianni (GI): It was. It became a bigger and bigger market for our licensed customers, and we’ve had a great response each time we’ve put a new product into market. E-commerce has become a popular topic among users, as has mobile online shopping. We’ve been successfully selling the online bill pay solution for a few years now and recently made the announcement that we’re rolling out payment processing for Microsoft Dynamics AX, Microsoft Dynamics CRM, and Microsoft Dynamics NAV.

TPC: Will your product be embedded with those products?GI: Th e initial architecture was to embed the product, but we decided to use web service calls to go out to the other ERPs and Microsoft Dynamics CRM. Th is opens more doors for us and is an opportunity to reach a larger client base.

TPC: How has adding the web service component changed your business?GI: It’s not only easier to develop, but we’re also able to deliver a more stable product and update it more frequently. We also moved to a hosted model in 2010 and debuted a monthly pricing model in 2012. Th at’s a big push for us this year as we’re seeing a good 20 percent of our deployments going into a cloud or monthly subscription model. Keeping up with customer demand is important to us and our success in the channel.

TPC: What do Partners like most about these changes?GI: Each user has the ability to deploy a webstore onsite or in the cloud when purchasing a new site and evaluating Microsoft Dynamics GP with a Partner. Microsoft Dynamics GP going more commodity-based now allows customers to buy e-commerce upfront and have options when it comes to purchasing or paying monthly for a website. Th is helps Partners come to the table with a more complete off ering while competing with some of the other ERP providers that have e-commerce out of the box.

Long term, this model provides the fl exibility and scalability that enables custom-ers to grow with the product. Th e latest price card we released is easier to quote and has four tiers, enabling customers to go from a starter pack all the way to an enterprise e-commerce suite.

TPC: What’s the biggest obstacle customers face when deciding if an e-commerce solution is right for them?GI: All companies struggle when deciding if they should buy or build. Th ey look for a solution that meets their feature requirements and then look at what it takes to have it integrate with their ERP solution. Many want to start doing more business online but don’t want to bring in more people and overhead to manage the site. Th at’s the primary hesitation. Th ey’ll do the ineffi cient manual entry for fear of not knowing how to set up e-commerce and manage it moving forward. Th at’s a similarity we’ve seen in users across all ERPs. Azox eliminates this worry by off ering seamless order integration to the customer’s ERP, payment processing with their ERP, and build and maintenance on the site and in the ERP system.

TPC: When they make the buying decision, what do customers like most about your products?GI: Th e design fl exibility. Th ey’re not locked into template A, B, or C; rather, they get a custom design. Th ere’s also the depth of the ERP integration and ability to open orders or the document history on a webpage instead of only seeing web transactions. We try to focus on the unique integration we off er versus the standard features that everyone has in a shopping cart. Th is is where customers see the ROI in our solution versus the rest.

TPC: You’ve been in the channel for a while now. What do you like most about the Microsoft Dynamics Partner community?GI: How willing people are to assist. It’s a very tight community, and you can establish a relationship with somebody and regardless of where they end up working, you can follow up and see where they’re at. People know what’s going on and share their knowledge and experiences. Th ey’re also upfront with where they’re going and what they need. Th at’s a good thing to have in any type of relationship, and this community has that.

You can also count on your relationships for help and a good word. Working to build a name in a tight channel can go a long way when you spend the time building relationships.

“I have worked with a lot of software vendors

over the years, and the level of response and rapid

resolution is what keeps me committed to our

Azox solution. I highly recommend this company to

anyone implementing an e-commerce solution.”

– William Mohr, systems administrator/webmaster

for Aqua Hot Heating Systems Inc.

AzoxIntegrated E-Commerce


The Partner Channel

Congratulations to Greg Gouveia of Computer Extensions for fi nding the hidden logo in Anya Ciecierski’s “Going Fishing for Leads” article on page 22 of the Winter 2013 magazine.

The submission rules for this quarter’s contest are the same – log on to www.thepartnerchannel.com/magazine, under “Find the Logo Contest” to let us know where you think the logo is located. A winner will be drawn at random and will receive a cool gift that’s sure to point you in the right direction every day!

Direction

WINTER 2012www.thepartnerchannel.com

ACLOUDCOMPENSATION

NEWOLDOut With the

In With the

FOR THE NEW YEAR

PLAN THAT WORKS

SETTING THE

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

® Magazine

DEPARTMENTSLeadership

16The Entrepreneurs’ Corner

30My Team is in the Van. 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

Front cover Table of contents Photo caption

page

The end of

each articleAny graphics that have the

TPC logo as a main element (note: the hidden logo may be located

within that graphic, but it’s not going

to be plain-as-day!)

What could Jesse Byam possibily be thinking about?

Simply email your caption to Jenny at [email protected]. Submissions

will be judged on creativity, relevance, and sense of humor. The prize for this contest

is two (2) tickets to your local cinema.

Keep it clean folks, because in addition to printing this edition’s winning captions,

we’ll also print all the other entries we receive.

CONTESTTPC Photo Caption

THEPARTNERCHANNEL.COM | WINTER 2012 26

Here’s a list of places where our logo usually appears, thus making them null and void when it comes to this contest:

Note: This is not the hidden logo!

Spring 2013 CONTEST

WINTER 2013 Location


SSSSSSSAAAAAAALLLLLLLEEEEEEESSSSSSS MMMMMMMAAAAAAARRRRRRRKKKKKKKEEEEEEETTTTTTTIIIIIIINNNNNNNGGGGGGGLEADERSHIP


Maybe you lost your focus as a leader. Maybe you have resolved over and over

again not to miss a 1:1 because you are too busy. Maybe you have resolved

to fi x the seemingly unresolvable confl ict between two employees…and have

failed. Maybe you are fed up with your boss because you are not getting the

coaching you need. Maybe, maybe, maybe…. Regardless of the situation, how

do you create determination to clean up the messes that are stopping you from

enjoying your job as a people leader? Leading people is a privilege, not an entitlement. Nor should

it feel like a ball and chain. Rethink, defrag, and refresh as you capture the true essence of leading

people!

RETHINK THE WHY Th e fi rst step to renew your commitment to leading people again is to remember why you chose

to lead people in the fi rst place. Can you think back to the fi rst day you were a new manager? What

was exciting to you? Why did you decide to become a people manager? What was it about the

management job that attracted you? If you are a business owner, think back to why you hired your

fi rst person, second person, third person? Why did you decide to start a company where you would

be responsible for people’s livelihood, and in some respect, people’s happiness?

Some of you might be saying deep down inside, “Wait a minute – I never wanted to lead people

in the fi rst place. I was put in this crappy job because no one else would do it. I started this business

and hired people that I thought could do the job without all this direction. I started this business

and hired people to help me with my vision, not fi ll my calendar with meetings on problems, issues,

complaints. I took this job because it was the only way I would get promoted and get a raise. I was

fl attered they asked. I was really good at what I did, and so I got put in charge of other people who

were not as good at what I did.”

If any of those reasons are why you decided to lead people, I encourage you to maybe rethink your

leadership resolve. None of those are bad reasons; however, with the amount of work leading people

takes, there has to be a more intrinsic, compelling reason why you want to be the leader. You really

have two choices. Your fi rst choice: Face the fact that you might have to tell someone you don’t want

to be the manager. Th at is hard. It takes courage. What it is not – is failure. It is merely utilizing the

right skill sets for the right job. Would you think diff erently if someone in marketing (that everyone

probably knew was not a good fi t) said, “I would much rather work in the customer service area

because marketing is not my strength, but client relationships are.” I am not implying that business

owners throw in the towel or managers all quit and become individual contributors. What is implied

is making sure we have the right people managing for the right reasons. If you are an owner type that

really likes strategy, entrepreneur adventures, shiny balls, and sales, but the people side of change

management, performance reviews, coaching, and human resources drag you down or worse yet, is

something you avoid entirely, it might be time for you to step aside and hire a COO, or if you are a

small company, put some of those decisions in the hands of the most trusted capable people person

Leadership Resolve

story by PAM McGEE | illustration by DAVE SWANG

Come to the Determination to Enjoy Leading People Again


in the business. If you do hand over the reins, be sure to give

them the authority to act, and unless it is mission-critical, stay

out of their way.

If you are a team manager, your second choice is to re-

remember why you intrinsically want to lead others. Reasons

like: Do I have the desire to be a servant to the people? Do I

like it when people get the credit and get to stretch themselves

beyond my capability? Do I fi nd great reward in helping people

reach their potential and beyond? Do I like having the ability to

infl uence people and help coach them? Do I like to manage the

budget constraints? Do I like to interpret strategy and help set

goals and action plans? Do I like thinking about what I can do

next to inspire a team to exceed all customers’ expectations? Do I

like to help people sort out problems with each other? According

to John Quincy Adams, “If your actions inspire others to dream

more, learn more, do more and become more, you are a leader.”

DEFRAG THE TEAM/COMPANYOnce you have a better understanding of why you lead, it is

now time to defrag, especially if you feel like your computer

does when it needs a good defrag – slow, unmotivated, and

ready to crash. It’s time to realign and solve the impossible,

unresolvable issue – an employee on the team that can’t be

fi red because he is the CEO’s nephew. Th e colleague in another

department that just DOESN’T get it and is interfering with

your team’s work! A person on your team that is so dang

nice, over-the-top nice, but consistently has excuses for not

getting the work done! You name it! And once again, you are

disappointed in yourself because you WERE going to address

these issues, once and for all, and now it is spring and low and

behold…nada, no action, nothing. Two things you have to

ask yourself: #1. What’s the reasonable work-around solution

instead of addressing the issue? You just may not be able to

fi re the boss’s nephew. With that constraint, instead of trying

to control something you can’t, change something that you

know won’t get traction. What can you resolve to do? Can you

minimize the number of meetings you attend with that person?

Can you change your perspective and how you react to the

“craziness”? Can you accept that even though it is wrong, it is

not going to change, and move on?

#2. Do you just have to act? Herbert B. Swope, the fi rst

recipient of the Pulitzer Prize for Reporting in 1917, said, “I

cannot give you the formula for success, but I can give you

the formula for failure, which is, try to please everybody.”

My hunch is that you are a “nice” guy and having the diffi cult

conversation doesn’t fi t with your nature. What if they don’t

like you when you are done “chewing” them out? What if they

have an entirely diff erent perspective, and you are wrong (or

they think you are wrong)? What if the sky falls and lands

in your backyard on top of your dreams? You get the point.

Maybe you just have to have the conversation, in a respectful

manner and for the right reasons, to resolve the issue. You can’t

control how someone reacts to you, but you can control the

message, the expectations, and the consequences. Although

the conversation will be hard, uncomfortable, and full of

pregnant pauses, nothing will progress, and your resolve will

stay unresolved unless you just start somewhere. Once you

start to de-clutter your environment from the defrag that’s

dragging the team and yourself down, you will start to feel

momentum, speed, and maybe even a sense of agility again. It

has to start with the desire to have the hard conversation, and

like author Jim Collins said, “Surface the current reality.” Deal

with the fallout, but at least do something. Most leaders have

a gut feeling that is based on facts, and they know what needs

to be done; however, they spend hours and hours worried

about the outcome and the emotional response. Although

overstated, overdone, and underrated, follow the Nike slogan

and “Just do it”. Set a deadline on your personal computer to

take care of the issue, and treat it like an appointment with

God. You just are not going to move it; you’re going to face it,

and you are going to celebrate it when it is done, regardless

of outcome.

REFRESH Now that you have had time to adjust your collar and refl ect on

the real reason why you lead people, and have gotten rid of some,

if not all, of the mildew on your team and/or in your company, you

may be in a better position to paint a fresh picture. Leading people

is a privilege. You get to see the beauty of great people realizing

their potential, and you have the quiet satisfaction knowing that

you had a positive impact. You get to schedule the meetings and

lead a dialogue on how this mighty and powerful team can serve

the customer and have an impact on the company’s bottom line

and strategic direction.

You get to praise someone for a job well done and maybe

even get him a little bonus in recognition of his work. You get

to take the phone call when an employee is super excited about

her big or little win. You get to help someone problem-solve

by helping him see what he didn’t originally see or think he

was capable of seeing or doing. You get to brag about your

team at management meetings, company functions, and social

engagements. You get to host fun and funny events to make

the workplace a great place to work. You get to pick up an

employee when she feels she has failed or didn’t do her best.

You get to motivate people and help them see their strengths

and their abilities.

Research by Th e Robertson Company indicates that leading

is what people want more than anything in your company and

on your team. According to this global survey with more than

200 responses from software companies, more than anything,

team members want to be respected, cared for, and treated

with dignity. As a leader, that is your job. Period. Without that,

the rest of the conversation is noise. How could we be tired

of leading with all we “get”: to do what will have the greatest

impact of all? As Harvey Firestone said, “You get the best out of

others when you give the best of yourself.” Th at is what leading

is – a privilege to give your best and get the exceptional.

For more information on Th e Robertson Company survey,

contact [email protected].


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4

5

1

2

3

With as busy as we are, it’s often hard to

keep up with social media marketing. It

can seem like a hungry baby that is never

satisfi ed. If you post right now, your

audience will be hungry again in a few

hours. It is easy to fall behind. But falling

behind might result in a disinterested audience, less exposure,

and the impression of disorganization. Your social media eff orts

are almost worthless if they are not off ering value, stimulating

conversation, and accumulating followers.

In order to reduce stress, improve engagement, and hopefully

drive new business, you need a solid plan of action. Here are six

steps you can take to keep your social media on track:

MEASURABLE GOALSTh ink about what you hope to achieve with your social

media activities. What are your top three social media goals,

and what’s your plan to help reach them? Are you looking to

increase your website traffi c, build more awareness, increase

your search engine rankings, build your opt-in email list, etc.?

You may be tempted to set lofty social media goals, but if you

are just getting started, you’ll need to be realistic about what you

can achieve as a social media newbie. When setting goals, be

sure to factor in available resources – remember social media

is time-consuming. You’ll also want to set a realistic timeframe

for meeting your goals. Social media experts suggest it will take

three to six months before you may see results.

KNOW YOUR TARGETSTh ink about whom are you trying to reach and what online

communities are they involved in. Remember that diff erent age

groups use the web diff erently and are often on diff erent sites

online. Th is means you might need to segment your audience

and identify diff erent strategies or channels for the various

segments. You also need to communicate with messaging that

will resonate with your audience. You will want to select content

that is targeted to the audience’s specifi c interests and that they

are likely to pass on to others.

PRIORITIZEIt is simply impossible to be active on all social media sites

(LinkedIn, Twitter, SlideShare, Pinterest, Instagram, Reddit,

Facebook, Digg, etc.) and still have time left in the day for

anything else. Once you have identifi ed who you’re trying to

reach, pick a few sites that your target audience uses the most,

and stick with those to build a following. Where do your targets

frequent? Each site has a diff erent angle. For example:

» Digg’s top audience interest is search engine optimization

and marketing

» One of Reddit’s biggest draws is technology

» Th e top occupations of Google+ users are engineering,

development, and design

» 64% of LinkedIn users are there for business growth

Once you have picked your, say, top three target sites, you need

to keep them all updated. An easy shortcut to simultaneously

update all of your social profi les is to link them. For example, if

you update on Twitter, your posts can also appear on Facebook

and LinkedIn at the same time. Th is cuts your work greatly and

provides consistency across sites.

Th ere are many tools that can help you accomplish more with

less time. If you need help gathering and automatically sharing

content, try Scoop.it, Storify, or Pearltrees. Other social media

management systems include HootSuite and TweetDeck.

CONTENTDetermine appropriate content topics and vehicles that will

attract interest and allow you to communicate information. One

great way to keep on track is to build an editorial calendar and

coordinate it around other marketing activities like trade shows,

association meetings, or new product launches. Remember

everyone consumes information diff erently, so be sure to include

a mix of content topics from the following:

» Blog Posts – Promote your blog on other social media sites

as you write about relevant topics such as industry news,

new products or services, project work, promotions and

technical help.

» Press Releases – Even in this age of new media, today’s

press releases still help companies get media coverage, and

they can also provide tremendous SEO benefi ts. Be sure to

include them in your social media eff orts.

» Videos – Th ere are a wide range of video formats, and each

can be used to draw in diff erent audiences: testimonials,

educational, demonstrations, viral.

» Special Off ers – Product trials, assessments, upgrades,

features, and education can be very valuable to certain

target markets.

» Marketing Campaign Material – Integrate your ongoing

marketing campaigns into your social media eff orts as

another outlet to get your message out and get more bang

for your buck.

» Outside Resources – Your followers will appreciate being

pointed to informative articles about your industry from

other sources, and you create goodwill with those to whom

you link. It is especially helpful when you are pressed for

time.

SCHEDULEWith so much to do in the day, it’s hard to stay on top of it.

Set up times in your day when you will log into your account(s)

and update. You can set up reminders in Outlook to stay on

task. Remember, if you’re the quarterback of this, you don’t

or shouldn’t have to do all the heavy lifting. Lean on internal

experts from your team to help out in their areas of expertise.

Encourage other staff members to either post directly or pass

story by JENNIFER CULBERTSON | illustration by SETH REXILIUS


6

along topics, ideas, and articles. Th is

diversifi es perspectives while making your

posts more diverse and consistent.

Here is a sample updates schedule:

Daily: » Check your social media sites twice a

day including early in the a.m. and after

lunch. Reply to comments, Tweets,

messages, and update your statuses.

During the Week: » Mondays: Peek into the LinkedIn

discussion boards to see if there is a

topic or two you can reply to, which can

help showcase your expertise.

» Tuesdays: Promote a new (or ongoing)

off ering, promotion, or deal.

» Wednesdays: Publish a new blog post.

» Th ursdays: Look for new clients,

colleagues, and friends to connect with

to increase your following and expand

your network.

» Fridays: Check your stats and analytics

for the week to see what worked and

what didn’t.

Additionally, periodically request

LinkedIn recommendations from clients

and referral sources; for example, after

completing a project. Also follow Google

Alerts for your company and respond to

writers by thanking them or addressing

issues.

MONITOR While social media tracking and

monitoring is an entire topic in itself, you

want to make sure at a minimum that you are

using analytics tools to identify what content

your audiences are responding to and not

responding to, and in what ways they are

responding. For example ask yourself:

» What content is seeing the most views?

» What are your audiences “Liking”?

» What are they not even reading?

» What do they reply to or comment on?

» What do they repost?

On an ongoing basis, evaluate what

content is valuable to them. If you are

putting out a lot of content that’s not getting

attention, then you need to rework what you

are doing. Figure out where you can improve,

make changes, and then measure some

more. Be sure to revisit the goals you initially

developed, and make sure your tactics help

you meet what you set out to achieve.

Social media is not a magic bullet, but if

done correctly and consistently, you will

start to see results from your eff orts. Remember it doesn’t happen overnight, so be patient and

persistent. If you follow these tips, you’ll be on the right path to success.

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

19 years of marketing experience within the Microsoft channel, coupled with her understanding of

Microsoft Partner needs, she can help take your marketing to the next level. For more information,

contact Jennifer at [email protected], call 614-453-5927, or visit www.

lookingglassmarketing.com.


Building Community Around Readiness

Advocacy

Competency

AXPC @ Summit 2013October 22 - Tampa, FL

AXPartnerConnections.com

CRMPC @ Summit 2013October 21 - Tampa, FL

CRMPartnerConnections.com

Community

Helping Microsoft Dynamics® Partners stay competitive and profitable through competency training and strategic networking opportunities.

Microsoft Dynamics GP Technical Airlift 2013Sept. 17-20 - Fargo, ND

GPPC @ Summit 2013October 22 - Tampa, FL

GPPartnerConnections.com

John Kazanow and Patrick Doolin were having a little hang out at

The Partner Event. What were they bonding over? Cupcakes? The

price of gold? Margins?

Email your caption to Jenny at [email protected]. Submissions

will be judged on creativity, relevance, and sense of humor. The prize for this

contest is two (2) tickets to your local cinema.

Keep it clean folks, because in addition to printing this edition’s winning

captions, we’ll also print all the other entries we receive.

CONTESTTPC Photo Caption


Find Our Advertisers Quickly!


Adxstudio . . . . . . . . . . . . . . . . . . . .51

Altec. . . . . . . . . . . . . . . . . . . . . . . . . .8

Ariett Business Solutions . . . . . . .23

AXtension . . . . . . . . . . . . . . . . . . . .44

Azox, Inc. . . . . . . . . . . . . . . . . . . . . 2

Business Computers

Software, Inc. . . . . . . . . . . . . . . .21

Corporate Renaissance Group . . .6

Data Resolution . . . . . . . . . . . . . . .83

Dynamic Communities . . . . . . . .55

Equisys, Inc. . . . . . . . . . . . . . . . . . .10

EthoTech, Inc.. . . . . . . . . . . . . . . . .84

FASCOR . . . . . . . . . . . . . . . . . . . . .54

HighJump TrueCommerce EDI

Solutions . . . . . . . . . . . . . . . . . . .20

Integrity Data . . . . . . . . . . . . . . . . .27

kCentric Technologies . . . . . . . . .38

Liaison Software Corporation. . .57

MetaViewer from Metafi le . . . . . .39

Microsoft Worldwide

Partner Conference . . . . . . . . . .15

OneNeck IT Services

Corporation. . . . . . . . . . . . . . . . .37

Panatrack. . . . . . . . . . . . . . . . . . . . .45

Solver Inc. . . . . . . . . . . . . . . . . . . . . .3

Trans-Micro . . . . . . . . . . . . . . . . . .30

Vicinity Manufacturing, Inc. . . . . .4

WatServ . . . . . . . . . . . . . . . . . . . . . .14

ADVERTISER INDEX


MEMBERS ONLYCORNER

Members Only Tips and Tricks Conference CallEvery two months, Th e Partner Channel hosts a conference call for its members. Each 30-minute call

has a specifi c focus to help continue the success of your business. Calls take place the third Tuesday of

every other month at 11 a.m. CT. Th e call-in number, topic, and presenter information are sent via email

prior to the call. Contact Jasmine McNellis (contact info below) to participate in the call.

Thank You for Your Membership!Th ank you to all of the Microsoft Dynamics Partners who have joined Th e Partner Channel’s Community.

For information on Th e Partner Channel Membership Program, please contact Jasmine McNellis at

701-526-3531 or [email protected].

What types of activities do you enjoy during the spring

months?I grew up in ski country between Aspen and Vail, Colorado.

I enjoy hitting the slopes to Alpine ski or backcountry

mountaineering with friends. If it worked into my schedule, I

would do these activities every day.

What is your company’s action plan after Convergence

New Orleans 2013?RockySoft is strategically focusing on growing our Microsoft

Dynamics AX practice. Our plan includes organizational changes

to further align with the needs of the Microsoft Dynamics AX

marketplace for distribution and manufacturing.

What are some things your company does to keep track

of campaigns, ROI, people management, customers, etc.? I am a member of Vistage, the world’s leading chief executive

organization. Vistage helps executives become better leaders,

which in turn benefi ts our employees, clients, and Partners. We

utilize Microsoft Dynamics CRM to track the interaction with

leads, prospects, follow-up, sales, and our clients. We also use a

metric by the name of Net Promoter that assists us in measuring our

customers’ experience. Th e feedback from our clients, through Net

Promoter, provides direction for adapting our products, services,

and organization to our clients’ needs. All of these things create

organizational alignment and overall success for our business.

Why should customers choose RockySoft?RockySoft has a proven track record with Microsoft and its

Partners, and we’ve been a sound and stable company for more

than 14 years. We understand the value proposition Microsoft

provides and have earned the trust of many clients over the

years. We are fi rst and foremost supply chain practitioners

and thoroughly enjoy seeing our customers succeed. We pride

ourselves on the positive experience this provides. RockySoft

client Mike Mather, a forecast/product management analyst

at Bemis Associates Inc. sums up our approach very fi ttingly:

“RockySoft has supply chain grease on its hands.”

What is the most benefi cial aspect of Th e Partner Channel’s

membership program for your company and why?Th e most benefi cial aspect of the membership program is

the opportunity to read the quarterly magazine. I always look

forward to reading Th e Partner Channel Magazine and fi nd that

the content is very interesting, on topic, and easy to read, which

makes it all very valuable to our company.

The following Microsoft Dynamics Partners are celebrating their membership anniversary with The Partner Channel this quarter:

2004APRIL

» Brannon Consulting

Group, LLC

2005APRIL

» EthoTech Inc.

» Mekorma

» Sherwood Systems

2006MARCH

» InterDyn - BMI

2008APRIL

» Cincom Acquire

» HR Services Inc.

2010MARCH

» Accellos, Inc.

» Integrity Data

APRIL

» DynamicPoint Inc.

2011MAY

» Scribe Software

2012MARCH

» Crestwood

Associates LLC

Congratulations! Congratulations!

RockySoft is a supply chain management software and services company serving mid-market distributors and manufacturers. The company designs products and delivers services and training that help its clients manage their inventory and supply chains. RockySoft’s proven forecasting and replenishment solutions help balance inventory investment and customer service while streamlining forecasting, planning, and procurement for greater productivity.

INTERVIEW

Jeffrey Porter,vice president of business development

The List from The Partner Channel® is your tool for fi nding the solutions available from Microsoft Dynamics® Partners. Review the various industry, horizontal, and

service off erings available and you may just fi nd exactly what you’ve been looking for! The List is unique in that it shares only those solutions and services that

work with the Microsoft Dynamics product line. We want you to spend time using the solution, not looking for it. If you have a product or service that you would

like included on The List, please contact [email protected].

NOTE: The Partner Channel off ers no expressed or implied warranty or guarantee for any of the products included in this directory. Support and quality assurance of these software products and services are solely the responsibility of each Microsoft Dynamics Partner.

*Due to the nature of the “classifi ed” format used for The List, Microsoft Dynamics brand guidelines may not have been followed. We encourage Partners NOT to follow the example we are setting!

Introducing The List MOBILENow you can get The List To Go!

Search for the products and services

you need with the new Mobile version of The List! Add it to your home screen from:

www.thepartnerchannel.com/the-list

Table of Contents

Industry...................Page 60

Horizontal................Page 67

Services...................Page 79

KEY: Axapta Great Plains Navision Solomon Customer Relationship Management Retail Management System Point of Sale


Agriculture

Encore Business Solutions www.encorebusiness.com 888-898-4330 ext. 314 REAP - Renewable Energy Agricultural Processing Manage commodity procurement, contracting, settlements, inventory & BI.

Joesoftware Inc. www.joesoftware.com • 780-990-0220 Livestock Accelerator Producer Management and Livestock Movement/Quality Tracking accelerator for Dynamics CRM.

Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Commodity Procurement Manage harvest, hauling, & purchasing of crops, grain, & fi sh. Specify prices by commodity & automate deductions & taxes. Manage unlimited Farmers & Fields and complete 'Delivery Tickets' to become Payables in GP.

Apparel

Junction Solutions www.junctionsolutions.com/products-solutions/junctionmcr-multi-channel-retail/ • 303-327-8800 JunctionMCR for Multi-Channel Retail End-to-end solution set, available on-premise and on-demand, built into Microsoft Dynamics AX providing fully integrated functionality for customer service, order and inventory manage-ment, across all retail channels.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 EDI EDI your way: Cloud, Full-Service, or Complete Control. Total solution in-cluding AS2 and VAN for Lower Cost of Ownership. More documents than any other provider for NAV. Great references. Quick startup available.

A utomotive

AIM Computer Solutions, Inc. www.aimcom.com • 586-439-0300 AIM Vision Automotive supplier industry focused ERP: EDI, AIAG Labels, MMOG/OEE Requirements, PPAP, Blanket Releases, SCM, Mixed Mode, and Repetitive.

Data Masons Software

www.datamasons.com • 866-575-1631 Vantage Point EDI for Dynamics Data Masons helps companies lever-age EDI into a competitive advantage by providing tight integration with Dynamics, without customizations.

Chemicals

BatchMaster Software, Inc. www.batchmaster.com/solutions/dynamics-gp/overview.asp • 949-583-1646 ext. 226 BatchMaster Manufacturing for Microsoft Dynamics GP In-built to Microsoft Dynamics GP, not an integration. Manages formulation, com-pliance, quality, production & planning for Food, Chemical, Cosmetic, Personal Care, Nutraceutical & Pharmaceutical manufacturers.

Horizons International www.hzs.com • 800-287-8014 ext. 811 Quality Essentials Suite Quality Mgt. System off ers decimal preci-sion, cert. of analysis, non-conformance, material holds, reporting, data export. Integrated to Dynamics, Horizons Manufacturing, also non-integrated application avail.

Vicinity Manufacturing

www.vicinitymanufacturing.com • 770-421-2467 Vicinity Written for the process manufacturing industry Vicinity manages formulation, quality control, compliance, produc-tion, & planning for Food, Beverage, Chemical, Cosmetic, Personal Care, & Pharmaceutical manufacturers.

Churches and Ministries

BGE, Inc. www.bgeinc.net • 877-656-8800 FundVision Powerful fundraising, donor man-agement software for nonprofi ts to cultivate prospects; stay in touch with constituents; track campaigns; integrate w/Dynamics GP. Support Check Scanner, CC Processing, web donations.

Construction

AXtension www.AXtension.com • +3177 323 2622 AXtension Visual Project Planning Graphical planning of projects, resources and materials.

C onsumer Packaged Goods

Absolute Value www.absolutevalue-us.com • 678-389-7289 Absolute Value/Lanham Associates Best-fi t formula, demand forecasting & multisite replenishment solution with DRP, collaboration, hub & spoke, drill down visibility. In the cloud or on-premise. Reduce inventory levels and improve customer service.

Arbela Technologies www.arbelatech.com • 949-291-4777 Industry-Tailored Dynamics AX Solutions With over 100 years of cumulative ERP experience, we have tailored Dynamics AX to fi t the specifi c needs of this industry. Gain from our experience and maximize the return on your AX investment.

Business Systems Integrators

www.BSIEDI.com • 866-871-2097 EDI BSI provides superior EDI solutions for AX & GP, both on-premise & SaaS.



Demand Solutions www.demandsolutions.com • 800-886-3737

NEW: Demand Solutions Demand Solutions off ers aff ordable, easy-to-use tools for manufacturers and distributors who want to increase forecast accuracy, improve customer service levels and reduce overall inven-tory to maximize profi ts.

Flintfox International Limited

www.fl intfox.com • 404-245-5116 TPM for Dynamics Suite Integrating Trade Promotion Management processes into Dynamics. Sell-side and Buy-side, advanced pricing, planning and execution of deals, promotions, rebates and fees, plus settlement (deductions, claims, payments).

HighJump TrueCommerce EDI Solutions www.highjump.com/truecommerce 888-205-1531 ext. 2 HighJump TrueCommerce EDI Solutions HighJump TrueCommerce EDI makes EDI painless with an end-to-end solution that is easy to use, robust, and aff ord-able. TrueCommerce EDI is a Microsoft Gold Certifi ed Partner and certifi ed for Microsoft Dynamics GP.

Junction Solutions www.junctionsolutions.com/products-solutions/junctionfb-food-beverage/ • 303-327-8800 JunctionFB for Food & Beverage Manufacturers A “Field to Fork” solution set built into Microsoft Dynamics AX, provid-ing 360-degree visibility of the entire value chain, available on-premise or on-demand.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 ACE - Advanced Commerce ERP EDI, ASN, Ship/Carrier Manifest, Labels, Bar-Coding, TP Compliance, WMS, Fcst & Replenishment. Highest quality in one total solution rather than 7 dispa-rate ones. 88,000+ users worldwide. Unprecidented visibility.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 EDI EDI your way: Cloud, Full-Service, or Complete Control. Total solution in-cluding AS2 and VAN for Lower Cost of Ownership. More documents than any other provider for NAV. Great references. Quick startup available.

RockySoft www.RockySoft.com • 970-493-0868 ext. 105 Inventory Management and Supply Chain Planning Pack Light Inventory Mgmt Suite-Forecasting, Inventory Mgmt, Purchase Order Planning, Vendor Lead Time Mgmt, Retail Store Planning and S&OP.

C ross Industry Solution

Arbela Technologies www.arbelatech.com • 949-291-4777 Centralization Solutions For Dynamics AX Arbela's Master Data Centralization for Dynamics AX introduces the Universal Company concept which holds and man-ages the enterprise-wide master data for sharing across multiple companies.

Ariett Business Solutions, Inc.

www.ariett.com • 781-826-1120

NEW: Box4Dox Cloud Automation Service for Documents & Transactions New breakthrough Windows Azure Cloud Service that automatically processes your documents & transactions - AP Invoices, contracts, expense receipts etc with zero employee involvement.


www.ariett.com • 781-826-1120 Ariett Purchase to Pay and Travel & Expense Requisition, Purchase Order Management, AP Invoice Automation with Document Manager, Expense Reporting with integrated Corporate & Personal Credit Cards, Cloud or On Premise.

AssureSign LLC

www.assuresign.com • 407-670-0400 AssureSign Electronic Signature Software Integrated cloud or on-premise enterprise class Electronic Signatures.

Industry IN

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Y



Bottomline Technologies www.bottomline.com/createform_AX 800-472-1321 Create!form® Complete document & payment automa-tion. Customize & deliver Dynamics AX output, including MICR checks. Easily reformat data, building "intelligent forms" for print, fax, email, archive or web.

Bottomline Technologies www.bottomline.com/Transform_Filer_for_Sharepoint • 800-472-1321 Transform Filer for SharePoint A powerful, easy-to-use document stor-age and retrieval solution for SharePoint®. Index and fi le paper or electronic docu-ments from any business application

with a single click.

Bottomline Technologies www.bottomline.com/TransformAP_for_Sharepoint • 800-472-1321 Transform® AP SharePoint®-based AP automation solu-tion for capture, approval workfl ow & reporting plus integration to Microsoft Dynamics. Streamlines AP processes, reduces processing costs & increases visibility.

Business Computers Software, Inc. www.business-computers.com • 303-494-9390 Time Matrix Time Matrix is a Time Clock for Dynamics GP. It can integrate with PR, HR, RM, SOP, PA, Manf, WennSoft or Horizons. It can use a touch screen monitor, magnetic card reader, bar code scanner or fi nger print reader.



COGEP Inc. www.cogep.com • 877-424-2503 GUIDE Ti ™ / Totally Integrated Maintenance Software Best-of-breed CMMS/EAM Guide Ti from COGEP. This complete solution integrates seamlessly into Dynamics GP, AX and NAV. Guide Ti helps maintenance staff control maintenance activities involving strategic assets.

Datahaven for Dynamics www.datahaven4dynamics.com • 757-222-2000 Datahaven for Dynamics Datahaven is the only scanning, OCR, and workfl ow solution natively embed-ded—not simply integrated—throughout the Microsoft Dynamics user experience and available to non-Dynamics users from Microsoft Outlook.

D&B (Dun & Bradstreet)

www.dnb.com/crmug • 952-393-3773

NEW: D&B360 for Microsoft Dynamics D&B360 integrates with Dynamics CRM, giving users access to continu-ally updated business data on 215M+ companies and 100M+ professional contacts, and includes real-time feeds from LinkedIn, Twitter, and others.

Encore Business Solutions www.encorebusiness.com 888-898-4330 ext. 336 Advanced SmartList Enhanced analysis of SmartList data. Ad-hoc reports & queries on the fl y. Sort, fi lter & re-order columns easily. Sum groups of info fast.

EthoTech, Inc. www.ethotech.com • 678-384-7500 ext. 1 Commission Plan Stop fi ghting with Excel spreadsheets & meaningless reports to calculate & pay commissions, bonuses, royalties, or other types of compensation. Automate your entire compensation process right inside of Dynamics GP.

EthoTech, Inc. www.ethotech.com • 678-384-7500 ext. 1 Next Numeric Collection Auto-generate your master record IDs (i.e. Customers, Vendors, Items, Fixed Assets, etc.); as well as transaction batch IDs.

EthoTech, Inc. www.ethotech.com • 678-384-7500 ext. 1 Customer Service Collection Enhance SOP: check for duplicate PO's; assign credit limit process holds; move sales docs between batches; print shipping labels; show apply info on SOP docs; view unallocated inventory & expected receipt dates.

ImageTag, Inc. www.imagetag.com • 480-753-9300 KwikTag Document Mgmt & Workfl ow for Dynamics Powerful. Practical. Proven. KwikTag by ImageTag makes document and business process management a real-ity – without breaking your budget.

Integrated Software, Inc. www.isiusa.com • 321-984-1986 Request For Quote Create RFQs. Save Vendor responses. Auto-create PO's and Sales Quotes.

ITDP Solutions Limited www.itdp-solutions.com • +44 8453 721 960 popXML eDocument exchange automation solution for POP in Dynamics GP.

ITDP Solutions Limited www.itdp-solutions.com • +44 8453 721 960 dotStore eCommerce Complete eCommerce solution for B2B/B2C and iPhone/Android devices.

JAT Computer Consulting, Inc. www.jatnet.com/JPI.htm 888-525-8874 ext. 462 JAT Payroll Interface (JPI) JPI is a bi-directional integration linking GP HRM and ADP payroll.

kCentric Technologies Inc

www.k-ecommerce.com • 514-973-2510 ext. 2 k-eCommerce ecommerce solution B2C, B2B, Customer service, SEO, CMS, Seamless real time integration to Dynamics AX, GP, NAV, SL, CRM, Cloud based, International.

KTL Solutions, Inc. www.ktlsolutions.com • 866-960-0001 Development - Microsoft Dynamics GP 13 yrs developing GP customizations (Dexterity, .Net), Source Code Developers, Sub-contractor rates to other resellers.

Liaison Software Corp

www.liaisonsc.com • 714-543-9877 ext. 201 Liaison Messenger EDD Batch print, e-mail, fax, ftp, convert, burst, collate, route, all Forms, EFTs, Direct Deposits, and Reports to custom-ers, vendors, employees, etc directly from Microsoft Dynamics. Supports SSRS,Crystal, & Dexterity.

PaperSavePro www.PaperSavePro.com • 877-727-3799 PaperSavePro PaperSavePro™ is a Certifi ed for Microsoft Dynamics document management and electronic workfl ow solution that eliminates inherent risks and ineffi cien-cies associated with paper.

Paramount Technologies

www.paramounttechnologies.com 248-960-0909 WorkPlace eProcurement Includes PunchOut, Check Request, Budget Compliance, RFQ, Requisition, PO Generation, Receiving, Invoice Matching & Vendor Contract Compliance.

Professional Advantage www.profad.com • 701-235-2363 Company Data Archive (CDA) Easily archive data from your live Dynamics GP company to a historical company. Reduce hardware costs, increase Dynamics GP performance and eliminate clutter in inquires and reports with CDA.

Sandler*Kahne Software www.sksoft.com/products/dynamics_ax/eBankingAX.php • 301-963-7300 ext. 117

NEW: The eBanking Suite for Dynamics AX Positive Pay, eBankRec, AR eSettlement w/ Lockbox, APEFT, AREFT, Wires.

Solver www.solverusa.com • 310-691-5300 Solver - BI360 Both Excel & Web-based Financial & Operational Reporting, Budgeting, Dashboards, & a pre-confi gured Data Warehouse w/ direct integration to Microsoft Dynamics.

V-Technologies, LLC www.vtechnologies.com • 800-462-4016 StarShip Shipping Software Integrated shipping for small parcel and LTL; supports UPS, FedEx, DHL, USPS (Endicia), OnTrac, Freightquote, YRC and more.

WilloWare, Inc. www.willoware.com • 888-339-4556 ext. 1 Dynamics GP PowerPack Over 80 Enhancements to GP, based upon customer requests. Enhances virtually every part of the GP System. Make GP more intuitive, easier to use!

E ducation

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Advanced GL Close Adds multiple GL segment selection capability during year-end close.

F inance/Banking

AssureSign LLC


F ood and Beverage


Appolis www.appolis.com • 612-343-0404 WithoutWireTM Warehouse Appolis WithoutWire™ Warehouse Management Solution provides fully integrated traceable lot tracked inven-tory for Manufacturers and Distributors.

Arbela Technologies www.arbelatech.com • 949-291-4777 Arbela Technologies With over 100 years of cumulative ERP experience, we have tailored Dynamics AX to fi t the specifi c needs of this industry. Gain from our experience and maximize the return on your AX investment.

IND

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ASC Software www.ascsoftware.com • 937-429-1428 ASCTrac Award winning, scalable, Warehouse Management Solutions (WMS) designed to support the demanding requirements of Distribution, Manufacturing and 3PL operations, covering the entire Supply Chain cycle.

AxSource Infotech Inc. www.AxSourceInfotech.com • 905-854-6059

NEW: Dynamics AX for Food & Beverage Process Mfg solution tightly integrated with Traceability, Catch Weight, Formula, Food Safety & Regulatory Compliance. Visit www.AxoLOGIX.com for Real-time WMS & www.AxoQCS.com for automat-ing Food Safety such as GFSI.


Beck Consulting www.bcfooderp.com • 800-456-1970 ext. 110 bcFood Built for the food industry, provides: Process, Batch and Discrete Production, Quality, WMS & Mobile, Compliance, Allergen Control, Import/Export, BI,

Promotions, Trade and EDI.

Blue Horseshoe www.supplychaindynamicsax.com 317-573-2583 Supply Chain Suite for Dynamics AX Unlike other solutions, Supply Chain Suite embeds industry-specifi c func-tionality directly into the business layer of Dynamic AX’s architecture. Increase revenue, profi t margins and asset utilization.









Junction Solutions www.junctionsolutions.com/products-solutions/junctionfb-food-beverage/ • 303-327-8800 JunctionFB for Food & Beverage Manufacturers A “Field to Fork” solution set built into Microsoft Dynamics AX, provid-ing 360-degree visibility of the entire value chain, available on-premise or on-demand.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 Supply Chain Solutions High quality Supply Chain solutions built inside NAV: Shipping, Forecasting/Replenishment, WMS & EDI Compliance. More than 1700 companies live.

Metafi le Information Systems, Inc.

www.metaviewer.com • 507-286-9232 MetaViewer Paperless ERP for Microsoft Dynamics Enhance your AX, GP, NAV & SL solu-tions by adding integrated scanning, OCR, eInvoicing, workfl ow, and AP/AR Automation.

Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Sales Management Sales Management for Food Manufactures w/workfl ow, automated email & status change, confi gurable UI's, catch-weight, multi item UOM, & Price Lists. Integrated w/BluWare logistics, freight, promotions, & commissions.




G overnment


Thomson Reuters, Tax and Accounting - Government tax.thomsonreuters.com/grm • 866-471-2900 Government Revenue Management (GRM®) Providing Government Revenue Management Solutions.

G overnment Contracting

Unanet Technologies www.unanet.com • 703-689-9440 Unanet Project Portfolio Resource planning, time/expense tracking & project accounting for GP/SL.

H ealthcare



Computer Information Enterprises

www.compinfo.com • 949-263-0910 ImageLink ImageLink is a seamless, fully integrated document management solution de-signed for users of Microsoft Dynamics SL and Microsoft Dynamics GP who desire to reduce the amount of paper within their organization.

Integrated Software, Inc. www.isiusa.com • 321-984-1986 Health Care Management Billing and Financial Mangement for Home Health and Long Term Care.

Kronos Incorporated www.kronos.com • 800-225-1561 Workforce Central® Suite Seamlessly integrates with Microsoft Dynamics to completely automate the essential timekeeping, human resources and fi nancial processes.


www.paramounttechnologies.com 248-960-0909 WorkPlace for Healthcare Drive down costs & control purchases in your material mgmt process in single & multi-site facilities, from Requisition through Invoice Automation.

Sierra Workforce Solutions

www.sierraws.com • 800-822-0973 Sierra Workforce Solutions Time & labor management solutions optimizing productivity and data in-tegration for payroll, HR & job costing using biometrics, badge, WEB or PC based time clocks. Includes employee manager self service.

H gh Tech and Electronics

Cincom Systems, Inc acquire.cincom.com • 800-224-6266 Cincom Acquire Smart confi gure, price, quote + Microsoft Dynamics CRM. Making complex selling simple. See us at Convergence booth #717. Outsmart. Outsell.

Experlogix, Inc. www.experlogix.com • 805-504-9729 ext. 707 Experlogix Confi gurator for Microsoft Dynamics CRM & ERP Experlogix Confi gurators meets the demands of today’s competitive mar-ketplace by simplifying the process of selling customized products, accelerat-ing proposal development times and increasing quote-to-order ratios.

QBD Systems www.qbdsys.com • 800-743-9003 Universal PLM Integration Integration w/ PLM s/w incl. Agile, Arena, Aras, Solidworks EPDM & more.

I ndustrial Equipment


IND

UST

RY




I nsurance

AssureSign LLC


L abor Unions

Micro Force www.micro-force.com • 631-421-1030 ext. 302 LM2 Reporting System for Labor Unions who use GP LM2 MODULE for GP. Comply with LM2 year end reporting while processing GP transactions eff ortlessly. Permits changes to LM2 trxs after posted. Creates the electronic fi le for DOL. Best solution for Unions since 2005.

L ife Sciences

Armanino www.amllp.com/microsoft-dynamics 925-790-2600

NEW: Armanino A Gold Certifi ed ERP/CRM Partner, we provide award-winning implementation and support for Dynamics to meet your industry-specifi c needs.

M aintenance Management


eRPortal Software Group LLC

www.erportalsoftware.com • 413-233-5404 eRPortal CMMS Software Suite The eRPortal Software Group provides high performance, web-enabled, Asset Management, Maintenance Management, and Materials Tracking software solu-tions for managing strategic assets and operations.

M anufacturing




ASC Software www.ascsoftware.com • 937-429-1428 ASCTrac Award winning, scalable Warehouse Management Solutions & MFG operations.

AxSource Infotech Inc. www.AxSourceInfotech.com • 905-854-6059 NEW: Dynamics AX for Manufacturing Experts in Discrete & Process integrated to WMS. Visit www.AxoLOGIX.com for Real-time WMS and www.AxoQCS.com for quality, safety & compliance.

AXtension www.AXtension.com • +3177 323 2622 AXtension Advanced Production Production insight and control on the shop fl oor.



Beck Consulting www.bcfooderp.com • 800-456-1970 ext. 110 bcFood Built for the food industry, provides: Process, Batch and Discrete Production, Quality, WMS & Mobile, Compliance, Allergen Control, Import/Export, BI,

Promotions, Trade and EDI.







eNSYNC Solutions, Inc. www.ScanWorkX.com • 913-647-8640 ScanWorkX for Dynamics AX Extend Dynamics AX to nearly any mo-bile device. More than 75 standard DAX functions with and without barcoding. Custom transactions available.


Feed Management Systems www.feedsys.com • 763-560-8139 Feed Mill Manager Integrated formulation and operations solutions for feed manufacturers.

Genius Solutions www.geniuserp.com • 877-987-6005 Genius Manufacturing Genius Solutions provides ETO, MTO, custom, discrete manufacturing solu-tions. Aff ordable, Easy to Use & Learn. Has integration with CAD.



Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 AFP (Advanced Forecasting and Procurement) for Manufacturing Enables just-in-time production pur-chasing via comparing component time-phased demand to dynamic vendor lead-time. Inventory items as components or supply them as products for customers. Gain visibility & control.



Maximum Business Solutions www.maximum-business.com • 810-458-4536

NEW: MobileAX MobileAX was developed to take ad-vantage of the power of WMS inside of AX, but add mobility, accuracy, and real time entry. No more database synchronizing, new learning curves, or months of implementation. Just ADC.

IND

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Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Sales Order Complete web Sales Order w/workfl ow, automated email & status change, confi gurable UI's, catch-weight, multi item UOM, & added Price List features. Integrated w/BluWare logistics, freight, promotions, & commissions.

Radley Corporation www.radley.com/MSDynamicsAX/ 616-554-9060

NEW: Radley Barcoding and EDI Solutions Enterprise-class EDI, Barcode Data Collection, Materials Management, across industries worldwide: Barcode Label License Plating, PLC/Machine Integration, Traceability, Asset Mgmt, Inventory Control, Labor Tracking.





WilloWare, Inc. www.willoware.com • 888-339-4556 ext. 1 Manufacturing PowerPack A suite of enhancements for GP Manufacturing. Tighter integration and added functionality between GP Core Modules and Manufacturing.

WilloWare, Inc. www.willoware.com • 888-339-4556 ext. 1 LeanMFG Complete manufacturing suite for smaller GP manufacturers, or those whose processes include Disassembly, Batch, or Multi-product production.

M edia and Entertainment

Eclipse Computing, Inc www.royaltyandrights.com 201-746-6255 ext. 201 Royalty and Rights Management System for Dynamics GP For managing intellectual property, controls all phases of royalty accounting including Contracts, Accruals, Payments & Revenue Recognition.

KORE Software www.KOREsoftware.com • 480-240-5662 KORE ProSports™ More teams in the NFL, MLB, NBA & NHL use KORE than any other software. CRM for sponsorships, ticket sales, premium seating & media traffi cking.

KORE Software www.KOREsoftware.com • 480-240-5662 KORE MediaPitch™ KORE MediaPitch™ is the media indus-try’s leading platform for transform-ing a generic CRM into a media sales powerhouse.

United ERP, LLC www.unitederp.com • 201-567-6315 Royalty Accounting Software AXIP monitors your Royalty Lifecycle from contracts, product dvlpmt ap-provals, automatic royalty calculations, compliance checking w/audit tracking, automated statement reporting, fore-casting & business intelligence.

N on-Profit Organizations

Accounting System Integrators www.asillc.com • 203-239-7740 Non Profi t Plus Fund and Grant Management, Encumbrance and Due to/from Fund Accounting.


www.ariett.com • 781-826-1120 Ariett AP Invoice Automation & Document Manager AP Invoice Automation, Document Manager, Intercompany Processing, 1099, Cloud Box4Dox AP Invoice Automation Service, WennSoft, Olympic Project, MEM.




www.paramounttechnologies.com 248-960-0909 WorkPlace for Non-Profi ts GL Distributions, Budgets, Audit Trails, Requisition & Expense.




O il and Gas



Joesoftware Inc. www.joesoftware.com • 780-990-0220 Remote Inventory Accelerator Web-based self-service application for tracking customer inventory stored at your site.

P harmaceuticals





NEW: Dynamics AX Solution for Pharmaceutical-AxoPHARM Computer System Validation (CSV), GxP, 21 CFR Part 11 Compliance. Manage compliance & validation along with your Dynamics implementation by utilizing our toolkits for FDA & Health Canada compliance. www.AxoPHARM.com

Printing/Converting

Computer Productivity Services Inc.

http://cps.fi nancial.offi celive.com/PrintManagement.aspx • 905-847-7746 CPS - Production Management for Labels and Flexible Packaging Estimates, Order Management, Scheduling, Shop Floor, Job costing.

P rofessional Services

AXtension www.AXtension.com • +3177 323 2622

NEW: AXtension Project Cost Control Insight into budget, registration, fore-cast and control of your projects in one single view.


ITDP Solutions Limited www.itdp-solutions.com • +44 8453 721 960 Project Budget Manager for Business Portal Web BP - Manage Templates,Contracts, Projects,Budgets & Resources for GP.

JOVACO Solutions Inc. www.jovaco..com • 888-988-3535 ext. 117 JOVACO Project Suite Project accounting for professional ser-vice fi rms to manage projects through web-based time & expense and resource mgmt modules. Top features: extensive reporting, multi-company & inter-departmental capabilities.

Professional Advantage www.profad.com • 701-235-2363 1Staff for Microsoft Dynamics 1Staff provides an end-to-end solution for staffi ng organizations from resume parsing to generating fi nancial state-ments. One solution your sales, recruiters and fi nancial staff can all use.


P operty Management

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Invoice Cloud for Dynamics GP Provides online invoice processing branded for each billing entity.

DFC Consultants, Ltd www.dfcconsultants.com • 701-281-6112 DFC Housing Property Mgmt for GP; work orders, certifi cations and rent calculations.

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Professional Advantage www.profad.com • 701-235-2363 1Staff for Microsoft Dynamics 1Staff provides an end-to-end solution for staffi ng organizations from resume parsing to generating fi nancial state-ments. One solution your sales, recruiters and fi nancial staff can all use.

Transportation

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Vehicle Load Planning Eff ective use of a vehicle fl eet demands the ability to organise deliveries quickly and easily based on known routes, product weights and vehicle capacities.


W arehouse Management

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264 Alba360 WMS Customizable Bar-coding & Warehouse Management System designed for Dynamics GP. Supports PO Receiving, Labeling, Inventory Adjustments, Transfers, Stock Counts, Picking and Shipping.

Appolis www.appolis.com • 612-343-0404 WithoutWireTM Warehouse Appolis WithoutWire™ Warehouse Management Solution provides fully integrated traceable lot tracked inven-tory for Manufacturers and Distributors.



NEW: Dynamics AX Product for Warehouse Management- AxoLOGIX AxSource has built tightly integrated solutions to extend AX functionality to the warehouse for Multiple Units of Measure (UOM), Catch Weight, Traceability, Real-Time Data Management, EDI. Visit www.AxoLOGIX.com.

P ublishing


R entals

Open Door Technology www.opendoor.ca • 403-777-2410 Rental Management Instantly check rental equipment avail-ability, defi ne fl exible rental terms, rent or sell inventory/fi xed assets, access to real-time rental & billing information, fl ag returning assets for maintenance and much more.

R estaurant

Restaurant365

www.restaurant365.net • 866-216-0183 Restaurant365 SAAS Marketing, Catering, Operations (prime cost), Acctg, POS Integration.

R etail

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264 Alba360 Matrix Inventory Manage apparel or any inventory iden-tifi ed by groups of attributes. Defi ne items by attribute types & pricing by attribute values. Transaction entry in SOP & POP via attribute grids. Fully compatible with Dynamics GP.


Avalara, Inc.

www.avalara.com • 877-780-4848 AvaTax for Sales Tax Automation Automate and eliminate the complex-ity of sales tax management with AvaTax. A cloud-based sales and use tax calculation, exemption certifi cate management, fi lling and remittance solution for Microsoft Dynamics.







nChannel www.nchannel.com • 800-406-8217 ext. 300 Multi-Channel Management Platform Connect existing ERP, ecommerce, and POS systems in minutes! Cloud-based solution for distributors, suppliers and retailers managing many systems to support sales channels and drop ship programs. Free 30 day trial.

Panatrack, Inc. www.panatrack.com • 262-646-3590 PanatrackerGP Mobile Sales Adding mobile sales order data capture and delivery confi rmation to GP.

Panatrack, Inc. www.panatrack.com • 262-646-3590 ext. 112 PanatrackerGP for Inventory Management Adding barcode and mobile technol-ogy to GP for Inventory Management.Streamline basic inventory tracking or scale to a robust embedded Warehouse Management solution.

Professional Advantage www.profad.com • 701-235-2363 RMS ConnectPro Real time inventory level integration between Dynamics RMS and Dynamics GP. Allows automatic communication fl ow between retail stores, headquarters and the fi nance department.

Professional Advantage www.profad.com • 701-235-2363 Retail Analytics (RA) and Merchandise Planning (MP) Easily analyze Microsoft RMS sales, inventory levels, and purchasing with Retail Analytics. Add Merchandise Planning to provide sophisticated store replenishment and merchandising along with open-to-buy capabilities.

Sonata Software www.sonata-software.com • 425-785-8839 Sonata Software With over 70 customers & one of the largest pools of AX certifi ed consultants in the world, our expertise spans v3.0 to AX 2012. We are experienced in very large scale and complex AX projects. Call us to know more.

S ocial Services


S oftware

Corporate Services

www.corpservice.com • 800-293-6822 TrakQuip and RTMS Software Solutions Whether you own, rent, or utilize equip-ment, TrakQuip & RTMS make it easy to track & manage your assets, automate routine business operations, & produce excellent fi nancial information to ac-curately run your business.




S taffing/Recruiting

Joesoftware Inc. www.joesoftware.com • 780-990-0220 Recruitment Accelerator Web-based recruiting mgmt, resume collection & on-boarding accelerator.

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AXtension www.AXtension.com • +3177 323 2622 AXtension Kitting Multiple items dynamically combined into one product.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Advanced Fulfi llment Powered by Visual Warehouse - Automate ASN, Invoicing, & Order Desk.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Operations Core Help your backoffi ce work more ef-fectively with your warehouse.


FASCOR www.fascor.com • 513-421-1777 ext. 103 FASCOR WMS Trusted solutions for Warehouse and Transportation Management with in-dustry leading integration to Dynamics GP. Fully integrated, the FASCOR WMS delivers Tier 1 functionality for all size companies.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 ACE Warehousing© New, low-cost, high function option, ACE One - Receiving, picking, printing, shipping, realtime inventory in NAV via handhelds. ACE Warehousing adds full pallet license plating and production output registration.

McLane Logistics Technology www.mclanetech.com • 800-989-7568

NEW: Warehouse Management McLane Logistics’ Warehouse Management embedded in Microsoft Dynamics AX provides advanced WMS functionality that can dramatically im-prove the effi ciency of your warehouse operations.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Inter-site Transfers In a multi-site distribution company this can be critical to operational ef-fectiveness. Control and automate re-distribution of stock from a central warehouse to depots or adhoc move-ments from one site to another.


WilloWare, Inc. www.willoware.com • 888-339-4556 ext. 1 CompleteCount Controlled cycle counts in GP using stock tags. Print tags, ensure accuracy, minimize downtime. Now with ExcelLink- export/import to CSV fi les.

W holesale Trade: Durable Goods




Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Chargeback Processing Provides deductions management capability for cash receipts processing.










m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Catchweights Many items require quantities to be tracked in more than one unit of measure. We provide catchweight functionality in sales, purchasing and inventory functions.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Returns Management Every distribution business wishes to minimise the number of returns it has to handle.m-hance's Returns Management module speeds up the handling of re-turns and improves operational control.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Extended Pricing & Enhancements Distribution is typifi ed by intense pricing competition. We simplify the process by off -line data management. You can import and export pricing data, allow for customer specifi c pricing and load new customer deals.



W holesale Trade: Non-durable Goods






m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Returns Management Every distribution business wishes to minimise the number of returns it has to handle.m-hance's Returns Management module speeds up the handling of re-turns and improves operational control.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Catchweights Many items require quantities to be tracked in more than one unit of measure. We provide catchweight functionality in sales, purchasing and inventory functions.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Extended Pricing & Enhancements Distribution is typifi ed by intense pricing competition. We simplify the process by off -line data management. You can import and export pricing data, allow for customer specifi c pricing and load new customer deals.



A nalytics


Encore Business Solutions www.encorebusiness.com 888-898-4330 ext. 336 Project Tracking with Advanced Analytics Streamline your COA’s. Record & report rev, expense & profi t by proj; against budgets; over multiple yrs. Great alternate to GP Proj. Acctg.


Total Dynamics Solutions, LLC

www.totaldynamicssolutions.com 612-276-5075 Enterprise Business Management Providing value-added analytical capa-bilities for Microsoft Dynamics.

A pplication Lifecycle Management

Adxstudio Inc. www.adxstudio.com • 800-508-7811

NEW: Adxstudio ALM Toolkit Essential tools that help automate change management for CRM projects within Team Foundation Server or source control systems. Supports agile methodologies, developer isolation and multiple environment deployment.

A sset Maintenance/MRO/EAM


eRPortal Software Group LLC

www.erportalsoftware.com • 413-233-5404 eRPortal CMMS Software Suite The eRPortal Software Group provides high performance, web-enabled, Asset Management, Maintenance Management, and Materials Tracking software solu-tions for managing strategic assets and operations.

Automation

mc² www.mc2software.com • 303-364-5959 GP Agent Schedule maintenance - checklists, script statements, reconcile & more.

Banking

Sandler*Kahne Software www.sksoft.com/products/dynamics_ax/eBankingAX.php • 301-963-7300 ext. 117

NEW: The eBanking Suite for Dynamics AX Positive Pay, eBankRec, AR eSettlement w/ Lockbox, APEFT, AREFT, Wires .

B arcode Data Collection




Panatrack, Inc. www.panatrack.com • 262-646-3590 PanatrackerGP for Fixed Assets Bar Code data capture extending GP Fixed Asset module to manage assets.



B udgeting

deFacto Global, Inc.

www.deFactoGlobal.com 203-894-1789 ext. 221 deFacto Performance Management Premier “All-in-One” Dynamics Financial & Operational Budgeting, Forecasting, Consolidation, Analysis and Reporting, Excel/Web-based. Powerful, Aff ordable.

Dynamic Budgets www.dynamicbudgets.com • 720-515-1565 Dynamic Budgets Budgeting/forecasting that can be implemented in < 2 hours. We’ve just added budgeting for Analytical Accounting! Features: Export to GP, Payroll, Fixed & Variable Allocations, Multi-company, Sub ledger lookups...

T3 Information Systems www.fullcirclebudget.com • 202-419-5100 Full Circle Budget Simple and fl exible Excel-based bud-geting allowing users to quickly input budget amounts and process them directly into GP or SL. Deploy in only a few hours and save time budgeting.


www.totaldynamicssolutions.com 612-276-5075 Enterprise Business Management Web based, interactive, & integrated planning/budgeting for MS Dynamics.

B usiness Intelligence

CLIENT STRATEGY GROUP

Client Strategy Group www.csgax.com • 216-524-2574 Dynamics AX Done Right! CSG has proven expertise in: AX Performance Tuning, Business Intelligence, and AX 2012 Upgrades.

Corporate Renaissance Group www.crgroup.com • 613-232-4295

NEW: Trend Miner An out of the box BI visualization tool for CRM. Trend Miner empowers the user to gain insight into their histori-cal information and visually see data trends. It provides access to all of the users custom entities.






Flexible Solutions www.GPReportsViewer.com 212-254-4112 ext. 1 GP Reports Viewer Easily and quickly print/email Crystal and SRS reports directly from Dynamics GP. Replace existing GP reports, link reports directly to GP and 3rd party windows, pass parameters to reports directly from fi elds in GP.

Globe Software www.atlas4dynamicsax.com • 701-235-4084

NEW: Atlas - Personal Business Intelligence & Data Upload Real-time, two-way, secure, data validated integration between Microsoft Offi ce and Dynamics. Read from or write to any part of AX from Excel.


TARGIT

www.targit.com • 813-933-4600 TARGIT Decision Suite Make better decisions faster, improve operations, decrease costs and increase income- TARGIT’s BI software solution.



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B usiness Process Management

Altec www.altec-inc.com • 800-997-9921 ext. 1255 doc-link Integrated Document Management Capture, workfl ow, route and archive with doc-link, Integrated Document Management for Dynamics SL, AX, GP and NAV.



NEW: Box4Dox Cloud Automation Service for Documents & Transactions New breakthrough Windows Azure Cloud Service that automatically processes your documents & transactions - AP Invoices, contracts, expense receipts etc with zero employee involvement .

Bottomline Technologies www.bottomline.com/Transform_Filer_for_Sharepoint • 800-472-1321 Transform Filer for SharePoint A powerful, easy-to-use document stor-age and retrieval solution for SharePoint®. Index and fi le paper or electronic docu-ments from any business application with a single click.





Check Printing



www.liaisonsc.com • 714-543-9877 ext. 201 Liaison Messenger DD Batch E-mail 128-bit encrypted Direct Deposit Statements to Employees.

Mekorma www.mekorma.com • 888-635-6762 Mekorma MICR Check Printing The most widely-used MICR check print-ing software for Dynamics GP - with Secure Approval Workfl ow. Print AP & Payroll checks on blank stock from inside Dynamics GP. Great for managing multiple checkbooks.

www.checkfactory.com

Trans-Micro, Inc. www.checkfactory.com • 800-749-2335 Check Factory Visual Series v5 for Dynamics GP and SL Check Factory® Visual Series is a MICR check and forms printing software solu-tion designed to completely replace the need to purchase pre-printed checks and forms. Check Factory works inside Dynamics GP and SL.

C ommissions

EthoTech, Inc. www.ethotech.com • 678-384-7500 ext. 1 Commission Plan Stop fi ghting with Excel spreadsheets & meaningless reports to calculate & pay commissions, bonuses, royalties, or other types of compensation. Automate your entire compensation process right inside of Dynamics GP.

Flaum Technologies Inc. www.CommissionCalc.com 888-962-6667 ext. 24 CommissionCalc The practical way to automate "impos-sible" commission plans.

Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Brokerage & Commissions Automate the calculation of Brokerage & Commissions (including splits) from sales orders. Create programs by date range, item attributes, & customers and assign prices by units sold, weight sold, or % of product $'s.

C ompliance

Altec www.altec-inc.com • 800-997-9921 ext. 1255 doc-link Integrated Document Management doc-link electronic document solutions support compliance mandates.

Arbela Technologies www.arbelatech.com • 949-291-4777 Arbela Security Manager Arbela’s Security Manager radically simplifi es managing security, and en-ables you to concentrate more on your investment in Dynamics AX rather than spending countless hours securing it.

Fastpath Solutions, Inc

www.gofastpath.com • 515-276-1779 ext. 410 Fastpath Assure Sarbanes-Oxley segregation of duties solution with built-in audit intelligence from certifi ed Auditors. Get the data your Auditors want - Fast!

Cost Accounting

Corporate Renaissance Group

www.crgroup.com • 613-232-4295 Cost Allocator Perform multi-level account allocations using 1 of 4 methods: percentage values, fi xed amounts, cost drivers/measures, or account balance. Integrates with Dynamics, other ERP solutions or as a stand-alone system.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Vendor Price Management A vital link in the distribution supply chain is accurate tracking of vendor pricing. Support decisions in the buy-ing process, reduce admin costs and improve accuracy of cost of sales.

C redit Card/Check Processing

Azox, Inc. www.azox.com • 734-928-6010 Credit Card Extension PCI PA-DSS compliant credit card processing with ACH, eCheck, batch processing and ability to store credit card data off site with tokenization.

BGE, Inc. www.bgeinc.net • 877-656-8800 Green (Account) Payable Most secure account payable via EFT, Multi-level approval, remittance info, email notifi cation. Support JPM format, Integrate seamlessly with GP.

ChargeLogic www.chargelogic.com • 877-292-2520 ChargeLogic The leading PCI validated credit card solution integrated with NAV.

Integrated Software, Inc. www.isiusa.com • 321-984-1986 Credit Card Authorization PCI validated. Token-based system eliminates need to store sensitive credit card data. Handles all your credit card processing needs. Seemlessly integrated with Sales Order Processing and Cash Receipts.

Integrated Software, Inc. www.isiusa.com • 321-984-1986 Check Processing Electronic Check Processing integrated with SOP and Cash Receipts.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 Credit Card CC transactions inside NAV w/Authorize.Net. PCI validated. Easy to mod.

C ustomer Relationship Management



eBridge Software

www.ebridgeconnections.com • 800-755-6921 eBridge for CRM Web-based solution integrates your EDI, webstore or SCM data.


Minisoft www.minisoft.com • 800-682-0200 eDirect+ eDirect+ email marketing solution for transactional ecommerce, customer service, sales automation. Track open rates, web clicks,build web forms, design marketing campaigns, customer surveys, social media integration.

Visionary Software Consulting, Inc.

www.crm-rules.com • 877-276-1942 CRM Rules! for Microsoft Dynamics CRM 2011 Easily customize complex CRM dynamic forms without knowing JavaScript.

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D ata Integration

Admiral Consulting Group www.admiral-west.com/solutions_activeconnect.html • 866-794-1275 ext. 101 ActiveConnect Integrate data from your website, SQL Server, ODBC, or Excel up to 20x faster and more easily than with Integration Manager, for less cost. Also send data directly from Excel to Dynamics with a click of a button.

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264 Alba360 Posting Server GP Automated GP posting utility optimized for high transaction volume with support for audit trails, email error notifi cation, Inter/cross-company transactions, batch selection rules & 3rd party application integration.




eBridge Software

www.ebridgeconnections.com • 800-755-6921 eBridge Integration Solution Web-based solution integrates your EDI, webstore, SCM, CRM systems.




Keelio Software www.keelio.com • 651-356-5342 Dynamics GP SSIS Toolkit Highly fl exible Dynamics GP integration tool built upon Microsoft SSIS.


Scribe Software

www.scribesoft.com • 603-622-5109 Scribe Insight Data migration & data integration for MS Dynamics and legacy systems.

Scribe Software www.scribesoft.com/online • 603-622-5109 Scribe Online Data integration for MS Dynamics CRM 2011 online, hosted and on premise.


D ata Management



NEW: D&B360 for Microsoft Dynamics D&B360 integrates with Dynamics CRM, giving users access to continually updated business data on 215M+ companies and 100M+ professional contacts, and includes real-time feeds from LinkedIn, Twitter, and others.

Distribution




Beck Consulting http://bcpacknship.com/ 800-456-1970 ext. 110 bcPackNShip bcPacknShip is the easiest and most effi cient way to ship via UPS, FedEx and USPS. Packaging details are stored in NAV in a fully EDI compliant format; UCC labels can be designed and printed directly from NAV.

Beck Consulting www.BeckConsulting.com 800-455-1970 ext. 110 bcEDI bcEDI enables seamless data interchange between you and trading partners without translation software. Built specifi cally to make the EDI process in NAV easy to manage and cost effi cient to deploy.


Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Advanced Fulfi llment Powered by Visual Warehouse - Automate ASN, Invoicing, & Order Desk.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 SOP Auto Invoice Adds automatic sales order transfer, invoice printing & posting to SOP.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Freight Matrix Provides the capability to defi ne your own freight charge schedules.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Chargeback Processing Provides deductions management capability for cash receipts processing.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Container Management Enter manifests, receive FOB, track goods in transit.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Advanced BOM Ability to associate sale order/assembly & PO/assembly & disassembly.


KTL Solutions, Inc. www.ktlsolutions.com • 866-960-0001 KTL SOP Advanced Distribution Allows you to dynamically defi ne where each segment of the account comes from either the customer, vendor item, system, static, or payment terms.


Maximum Business Solutions www.maximum-business.com • 810-458-4536

NEW: MobileAX MobileAX was developed to take ad-vantage of the power of WMS inside of AX, but add mobility, accuracy, and real time entry. No more database synchronizing, new learning curves, or months of implementation. Just ADC.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Trade Counter For those companies who off er a self collection service or a cash sales counter in addition to delivered trade there is often a need to enter orders and take payment at their premises or warehouse.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Vehicle Load Planning Eff ective use of a vehicle fl eet demands the ability to organise deliveries quickly and easily based on known routes, product weights and vehicle capacities.

Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Logistics Management Schedule 'loads', keep delivery info, & track performance for Fleet, TL, & LTL shipments. Assign orders to loads & update them w/BOL, Waybill, & other ship info. Print shipping paperwork by load or single order.


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Document Management







AXtension www.AXtension.com • +3177 323 2622 AXtension Enterprise Content Management The power of SharePoint integrated into Microsoft Dynamics AX.

Bottomline Technologies www.bottomline.com/Transform_Filer_for_Sharepoint • 800-472-1321 Transform Filer for SharePoint A powerful, easy-to-use document stor-age and retrieval solution for SharePoint®. Index and fi le paper or electronic docu-ments from any business application with a single click.





Equisys, Inc. www.zetadocs.com • 770-772-7201 Zetadocs for NAV Zetadocs for NAV automates the elec-tronic capture, delivery, storage and retrieval of documents for Microsoft Dynamics NAV. Please visit zetadocs.com to learn how Zetadocs makes a paperless offi ce a reality!

Equisys, Inc. www.equisys.com • 770-772-7201 Zetadocs for NAV Payables Approval Zetadocs for NAV Payables Approval automates the approval of payables while giving approvers access to sup-porting doumentation that has been electronically captured by Zetadocs for NAV. Go Paperless! Zetadocs.com.

Esker Inc www.esker.com • 800-368-5283 Document Process Automation Addressing processes like accounts payable, accounts receivable, and sales order processing, Esker solutions enable companies to automate the reception, processing and sending of documents with one platform.



www.liaisonsc.com • 714-543-9877 ext. 201 Liaison Messenger EDD Batch print, e-mail, fax, ftp, convert, burst, collate, route, all Forms, EFTs, Direct Deposits, and Reports to custom-ers, vendors, employees, etc directly from Microsoft Dynamics. Supports

SSRS,Crystal, & Dexterity.



Minisoft www.minisoft.com • 800-682-0200 eFORMz eFORMz is a next generation electronic forms solution. Produce packing lists, shippings labels, barcodes, customs doc, checks, POs. Go paperless and email forms in PDF. Archiving, Fax and Document Workfl ow included.


D rop Ship Management


E-commerce

Avalara, Inc.


Azox, Inc. www.azox.com • 734-928-6010 eSource Sales Portal Online quote/order entry, view account history & print/pay invoices.

Azox, Inc. www.azox.com • 734-928-6010 eSource B2B and B2C Integrated B2B & B2C web stores with built-in CMS, SEO, and web parts.

ChargeLogic www.chargelogic.com • 877-292-2520 ChargeLogic Connect Leading cloud-based service that con-nects your e-commerce site to NAV.

Computer Pundits Corporation

www.eCommerce21.com • 888-786-3487 eCommerce21® Patented B2B and B2C database driven eCommerce, fully integrated with Dynamics, for automated production of Web Storefront with intuitive navigation, SEO and full Shopping Cart for easier sales from your website.

eBridge Software

www.ebridgeconnections.com • 800-755-6921 eBridge for E-Commerce Integration with all webstores incl. eBay, Amazon, AspDotNetStorefront+.



Minisoft www.minisoft.com • 800-682-0200 eDirect+ eDirect+ email marketing solution for transactional ecommerce, customer service, sales automation. Track open rates, web clicks,build web forms, design marketing campaigns, customer surveys, social media integration.

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E DI

AIM Computer Solutions, Inc.

www.aimcom.com/Autosys.htm • 586-439-0300 AIM Vision AutoSys EDI, AIAG barcode labels, Demand Mgmt, Release Acctg., MMOG-LE/TS16949.

Beck Consulting www.BeckConsulting.com 800-455-1970 ext. 110 bcEDI bcEDI enables seamless data interchange between you and trading partners without translation software. Built specifi cally to make the EDI process in NAV easy to manage and cost effi cient to deploy.





DiCentral www.dicentral.com • 281-480-1121 ext. 153 EDI Integration with Microsoft Dynamics DiCentral's DiIntegrator is an advanced, hosted solution, to instantly become EDI compliant with your trading partner community, and to seamlessly integrate data with Microsoft Dynamics GP, AX, NAV, and SL.

eBridge Software

www.ebridgeconnections.com • 800-755-6921 eBridge for EDI Web-based EDI solution eliminates transaction fees - low monthly fees.


Isis, Inc. www.isissoftware.com/enha/isis_sl_positive_pay.aspx • 804-762-4200 Positive Pay Perform Positive Pay from Accounts Payable and Payroll to your issuing bank.

Isis, Inc. www.isissoftware.com/enha/isis_sl_expanded_master_info.aspx • 804-762-4200 401K Data Interchange Transmit your 401K collection data from Payroll electronically to your investment bank.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 EDI VAN Lanham can be your one EDI stop, but we won't lock you in. Full function. Fair Price.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 ACE - Advanced Commerce ERP EDI, ASN, Ship/Carrier Manifest, Labels, Bar-Coding, TP Compliance, WMS, Fcst & Replenishment. Highest quality in one total solution rather than 7 dispa-rate ones. 88,000+ users worldwide. Unprecidented visibility.



Electronic Document Delivery (Email)/Faxing

Accounting System Integrators www.asillc.com • 203-239-7740 eMail for Solomon Easily eMail documents from AR,OM,Flexible Billing,PO,SS. Flexible.




Equisys, Inc. www.zetadocs.com • 770-772-7201 Zetadocs for NAV Zetadocs for NAV automates the elec-tronic capture, delivery, storage and retrieval of documents for Microsoft Dynamics NAV. Please visit zetadocs.com to learn how Zetadocs makes a paperless offi ce a reality!



m-hance www.m-hance.com • +44(0)844 264 0932 Active Documents for Sales and Purchasing Email singular or bulk remittances, statements, SOP & POP docs directly from Dynamics GP. Also enables RE-PRINTING of remittances.

Minisoft www.minisoft.com • 800-682-0200 eFORMz eFORMz is a next generation electronic forms solution. Produce packing lists, shippings labels, barcodes, customs doc, checks, POs. Go paperless and email forms in PDF. Archiving, Fax and Document Workfl ow included.

E lectronic Signatures

AssureSign LLC


E xpense Solutions

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264 Alba360 Credit Card Expense Manager Credit card statement import, category-based GL distributions, AP vouchers generation. Employee Web Portal & Email options for self-service expense category assignment.


www.ariett.com • 781-826-1120 Ariett Travel & Expense Reporting Complete Expense Reporting with Policy Management, Business Units, Currency, Corporate & Personal Credit Card Integration, Mobile Apps, Receipt Processing through Ariett Box4Dox Service .



DynamicPoint www.dynamicpoint.com • 562-726-4396 SharePoint Expense Reimbursement Solution Exclusively for Microsoft Dynamics One Time Cost and No Per User Fees. Leverage DynamicPoint's SharePoint Product at a fraction of alternative solution costs to eff ectively integrate and streamline employee expense reimbursement with Dynamics.

Joesoftware Inc. www.joesoftware.com • 780-990-0220 Spencer Easy, confi gurable, web-based expense tracking system. Seamlessly drive Payables or Project Accounting. Credit card inte-gration, workfl ow, multi-currency, VAT support, electronic receipts and more.


www.paramounttechnologies.com 248-960-0909 WorkPlace Expense Integrates web submission of expense reports, automatic routing, and elec-tronic approvals of individual line-item expenses.

F ield Service Management

Open Door Technology

www.opendoor.ca • 403-777-2410 TaskMaster Mobility Solution Increase productivity and generate rapid ROI with workfl ow driven processes for any industry or fi eld application. Enable real-time information exchange with a mobile workforce and ERP system through mobile devices.

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F inancial Services

ICAN Software Corporation www.icansoftware.com • 253-426-3737 Investment Assets Unrealized and realized gains/losses, amortization, interest accruals, track portfolios and percent of ownership by multiple entities.

F ixed Assets


http://cps.fi nancial.offi celive.com/WirelessFixedAssetCount.aspx • 905-847-7746 CPS - Wireless Fixed Asset Physical Count and Create Count or create fi xed assets with a wireless scanner. $3500.

Panatrack, Inc. www.panatrack.com • 262-646-3590 PanatrackerGP for Fixed Assets Bar Code data capture extending GP Fixed Asset module to manage assets.

General Ledger

Admiral Consulting Group www.admiral-west.com/advancedallocations/index.html • 866-794-1275 ext. 101 Advanced Allocations for Dynamics GP You can easily allocate entire depart-ments, perform tiered allocations, and even allocate transactions. Advanced Allocations also allows you to preview allocation entries before committing them to your ledger.

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264

NEW: Alba360 Advanced Quick Journals Allows intercompany and multicur-rency transactions to be included in GL Quick Journals.

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264 Alba360 Financial Utilities Cross-Company control of segment & account descriptions; Historical Journal Entry to any closed year; Advanced Customer Merge (see separate entry).

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264 Alba360 Advanced Customer Merge Customer merge utility designed for large databases. Provisional merge selects, reviews & approves customers to merge. Final merge transfers data to the primary customer. Can update third party tables.

Corporate Renaissance Group www.crgroup.com • 613-232-4295

NEW: AA Tools for Analytical Accounting AA Tools has 4 modules (AA Backfi ller, AA Changer, AA SegmentConverter, AA Cubes) to manage the data in AA. Backfi ll AA data, change AA codes, convert GL segments to AA Dimensions, and complete analytics.

Infi nia Business Technology www.ExcelIntegrator.com • 260-485-0665 Infi nia Integrator GL Allow users to copy and paste journal entries from Excel to Dynamics GP.

H R Management

Corporate Renaissance Group

www.crgroup.com • 613-232-4295 emPerform emPerform is an easy-to-use, web-based appraisal system that integrates employee reviews, goal management, succession planning, compensation management, 360 multi-rater feedback, unlimited web surveys and reporting.

HR Services Inc. www.mystaffi ngpro.com • 800-939-2462 myStaffi ngPro Applicant Tracking System Recruiting software to qualify applicants, track jobs, and select hires.

Integrity Data www.integrity-data.com 217-732-3737 ext. 0203 HR & Payroll Enhancements for Dynamics GP Proven solutions for US HR & Payroll including leave management, budgeting and managing FTE’s, and more!



Professional Advantage www.profad.com • 701-235-2363 1Staff for Microsoft Dynamics 1Staff provides an end-to-end solution for staffi ng organizations from resume parsing to generating fi nancial statements. One solution your sales, recruiters and fi nancial staff can all use.

I nter-company Processing

Corporate Renaissance Group www.crgroup.com/combiner.php • 613-232-4295 Company Combiner With Company Combiner, multiple companies with the same COA can be combined into a single company. Organizations are able to manage all of the companies setup in Dynamics GP from a single company. Services are avail.

mc² www.mc2software.com • 303-364-5959 Advanced Intercompany Transactions Inter- and intra- company solution for GL, PM, RM, POP, PR, BR, and IV.

Inventory Enhancement

AIM Computer Solutions, Inc. www.rapidtrak.net • 586-439-0300 RapidTrak Web based wireless material tracking; user-defi ned commands; alerts.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Quality Count Provides the most robust and complete physical inventory functionality.



www.cps.fi nancial.offi celive.com/Inventory.aspx • 905-847-7746 CPS - Wireless Inventory Physical Count State of the Art count and adjust inven-tory by class/site. $3500.


www.cps.fi nancial.offi celive.com/WirelessReceiving.aspx • 905-847-7746 CPS - Wireless Receiving, Adjustments and Transfers State of the Art Wireless Receiving, Adjustments and Transfers. $3500.


www.cps.fi nancial.offi celive.com/BarCode.aspx • 905-847-7746 CPS - UPC Code Generator Automatically Create UPC codes for inventory items. $1000.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Advanced Inventory Replenishment One of the critical measures of success for any distribution company is the ability to eff ectively balance inventory investment and customer service levels. Reduce stock, improve customer service and reduce admin.

Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Item Management Confi gure unlimited item attributes to extend BI and automate promotions, commissions, & freight charges. Manage Catch Weight items & display separate UOM's for an item's unit, weight, & price UOM in sales order.


WilloWare, Inc. www.willoware.com • 888-339-4556 ext. 1 CompleteCount Controlled cycle counts in GP using stock tags. Print tags, ensure accuracy, minimize downtime. Now with ExcelLink- export/import to CSV fi les.

I nventory Management


Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264 Alba360 Matrix Inventory Manage apparel or any inventory iden-tifi ed by groups of attributes. Defi ne items by attribute types & pricing by attribute values. Transaction entry in SOP & POP via attribute grids. Fully compatible with Dynamics GP .

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264

NEW: Alba360 Kit Quantity Editor Allows Kit quantities to be edited during Order Entry without having to delete and re-enter the line item.




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Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 AFP (Advanced Forecasting and Procurement) for Distribution Best fi t forecasting & multi-site replen-ishment solution with DRP, collabora-tion, promotions, drill down visibility & multiple rollup views.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 AFP (Advanced Forecasting and Procurement) for Manufacturing Enables just-in-time production pur-chasing via comparing component time-phased demand to dynamic vendor lead-time. Inventory items as components or supply them as products for customers. Gain visibility & control.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Inter-site Transfers In a multi-site distribution company this can be critical to operational ef-fectiveness. Control and automate re-distribution of stock from a central warehouse to depots or adhoc move-ments from one site to another.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Advanced Inventory Replenishment One of the critical measures of success for any distribution company is the ability to eff ectively balance inventory investment and customer service levels. Reduce stock, improve customer service and reduce admin.

m-hance www.m-hance.com/sectors/distribution/ +44 (0) 844 264 0932 Unit of Measure Management Users need to look at sales performance in one consolidating unit, perhaps ton-nage, litres or cases; regardless of how products come packaged; by the pallet, case, carton or individually.



Invoicing Enhancement

AXtension www.AXtension.com • +3177 323 2622 AXtension Invoice Processing Optimized accounts payable invoice processing.

Azox, Inc. www.azox.com • 734-928-6010 Online Bill Pay Bundle Pay invoices by ACH or credit card securely from your website/web store.


Encore Business Solutions www.encorebusiness.com 888-898-4330 ext. 336 Recurring Contract Billing Automate cyclical billing processes & improve cust. & contract mgmt. Auto- generate scheduled invoices reducing billing & invoicing time.

Isis, Inc. www.isissoftware.com/enha/isis_sl_ar_collections.aspx • 804-762-4200 AR Collections Automate your AR Collections securely and track all history. Track and report your collectors work. Scales from 1 collector to 1000's.

Job Costing




L abeling


www.cps.fi nancial.offi celive.com/BarCode.aspx • 905-847-7746 CPS - Bar Code Label Application for POP, SOP, Inventory and Fixed Assets Generate Labels for an entire transaction with a single click. $1500.

Lanham Associates® www.lanhamassoc.com 678-379-4200 ext. 105 E-Ship Label Formatter Formats customized and carrier labels inside the shipping system.

WilloWare, Inc. www.willoware.com • 888-339-4556 ext. 1 LabelLink Print to barcode label printers from inside GP. Unlimited label formats.

Manufacturing Enhancement





WilloWare, Inc. www.willoware.com • 888-339-4556 ext. 1

NEW: MO Generator MO Generator creates a set of MO's for a parent item and all make-to-stock sub-assemblies below the parent.


NEW: Engineer to Order ETO produces a Manufacturing Estimation, (estimated cost to produce to spec), including Estimation BOM, Routing, and Miscellaneous Costs.

WilloWare, Inc. www.willoware.com • 888-339-4556 ext. 1 Manufacturing PowerPack A suite of enhancements for GP Manufacturing. Tighter integration and added functionality between GP Core Modules and Manufacturing.

M arketing Automation

CoreMotives, a Silverpop company www.coremotives.com • 770-916-6485 CoreMotives Marketing Suite Marketing power for 1,500+ Microsoft Dynamics CRM organizations - Email marketing - Lead scoring - Web track-ing - Event management - Web capture forms - Surveys.

SalesFUSION, Inc. www.salesfusion.com • 800-558-1760 SalesFUSION360 SalesFUSION360 is a marketing software that provides email, web tracking, lead management & landing pages and lead nurturing for Dynamics CRM.

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Mobility


NAV and CRM Integration

SalesFUSION, Inc. www.salesfusion.com • 800-558-1760 SalesFUSION360 SalesFUSION360 is a marketing software that provides email, web tracking, lead management & landing pages and lead nurturing for Dynamics CRM.

O nline/Electronic Business Services


P ayables Enhancement



www.ariett.com • 781-826-1120 Ariett Travel & Expense Reporting Complete Expense Reporting with Policy Management, Business Units, Currency, Corporate & Personal Credit Card Integration, Mobile Apps, Receipt Processing through Ariett Box4Dox Service .





Equisys, Inc. www.equisys.com • 770-772-7201 Zetadocs for NAV Payables Approval Zetadocs for NAV Payables Approval automates the approval of payables while giving approvers access to sup-porting doumentation that has been electronically captured by Zetadocs for NAV. Go Paperless! Zetadocs.com .

Equisys, Inc. www.Zetadocs.com • 770-772-7201 Zetadocs for NAV - Supplier Invoice Processing Zetadocs for NAV automates the elec-tronic capture, delivery, storage and retrieval of documents for Microsoft Dynamics NAV. Please visit zetadocs.com to learn how Zetadocs makes a paperless offi ce a reality!



Infi nia Business Technology www.ExcelIntegrator.com • 260-485-0665 Infi nia Integrator AP Allow users to copy & paste Payables transactions from Excel to Dynamics.


Isis, Inc. www.isissoftware.com/enha/isis_sl_apar_refunds.aspx • 804-762-4200 AP-AR Refunds Save time by generating refunds be-tween Accounts Payable and Accounts Receivable or bring balances to zero.

KTL Solutions, Inc. www.ktlsolutions.com • 866-960-0001 KTL FastAP Brings distribution window and pay-ment terms directly to the 1st screen.


www.liaisonsc.com • 714-543-9877 ext. 201 Liaison Messenger EFT Automate the batch e-mail and faxing of EFT Notifi cations to Vendors.

Mekorma www.mekorma.com • 888-635-6762 Mekorma MICR Check Printing The most widely-used MICR check printing software for Dynamics GP - with Secure Approval Workfl ow. Print AP & Payroll checks on blank stock from inside Dynamics GP. Great for managing multiple checkbooks.

m-hance www.m-hance.com • +44 (0)844 264 0932 Purchase Management Purchasing transaction entry and ap-proval browser fully integrated with Dynamics GP Payables, POP, Inv and Project Accounting.

www.checkfactory.com

Trans-Micro, Inc. www.checkfactory.com • 800-749-2335 Check Factory Visual Series v5 for Dynamics GP and SL Check Factory® Visual Series is a MICR check and forms printing software solu-tion designed to completely replace the need to purchase pre-printed checks and forms. Check Factory works inside Dynamics GP and SL.

P ayroll Enhancement

Aatrix Software, Inc. www.aatrix.com/dynamics 800-426-0854 ext. 175 Aatrix State and Federal Payroll Reports Complete eFiling and plain paper printing W-2 & 1099 solution. Unemployment, withholding, & new hire reports for all 50 states are completed automatically from your Microsoft Dynamics GP payroll data ready to eFile.


Greenshades Software www.Greenshades.com 888-255-3815 ext. option 2 Greenshades Center Creates Federal State and Local W-2s 940/941s 1099s SUTA returns & more.

Greenshades Software www.Greenshades.com 888-255-3815 ext. option 2 Greenshades Payroll Tax Service Our Tax Service is the easiet way to fi le and pay your payroll taxes.

Infi nia Business Technology www.ExcelIntegrator.com • 260-485-0665 Infi nia Integrator PR Allow users to copy & paste Payroll transactions from Excel to Dynamics.

Integrity Data www.integrity-data.com 217-732-3737 ext. 0203 Payroll Enhancements for Dynamics GP Proven solutions for US Payroll including leave management, automatic e-mailing of direct deposit statements and W-2‘s, managing complex payroll posting requirements/corrections, confi guring overtime rules and more!

Isis, Inc. www.isissoftware.com/enha/isis_sl_expanded_master_info.aspx • 804-762-4200 401K Data Interchange Transmit your 401K collection data from Payroll electronically to your investment bank.



Joesoftware Inc. www.joesoftware.com • 780-990-0220 Payroll Toolbox Over 50 add-ons to enhance CDN and US Payroll; multi-batch processing, vacation audit and more.

KTL Solutions, Inc. www.ktlsolutions.com • 866-960-0001 Pay Stubs Online A web-based app that provides em-ployees online access to their pay stubs. Employees can be notifi ed through email when their pay stub is available online. Confi guration tool allows control to information.

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KTL Solutions, Inc. www.ktlsolutions.com • 866-960-0001 KTL PR Security Allows you to restrict access to payroll information by employee. The security is applied to cards, reports, inquiry, and smart lists.


www.liaisonsc.com • 714-543-9877 ext. 201 Liaison Messenger DD Batch E-mail 128-bit encrypted Direct Deposit Statements to Employees.



P ortals

Adxstudio Inc. www.adxstudio.com • 800-508-7811

NEW: Adxstudio Portals Supercharge Dynamics CRM into an interactive, web-based engagement platform with Community, Retail and eGovernment portals. Responsive web designs, social engagement tools, help desk, web forms & content management.

DynamicPoint www.dynamicpoint.com • 562-726-4396 Employee, Vendor & Customer Portals Integrated with Microsoft Dynamics Extend crucial Microsoft Dynamics data with custom SharePoint Portals.


Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Customer & Vendor Portal Real-time web access to customers & employees for BI, order inquiry, & sales order entry. Our 'Data Access' controls record level security.

P rocurement Management



DynamicPoint www.dynamicpoint.com • 562-726-4396 SharePoint Procurement Management Solution Exclusively for Microsoft Dynamics One Time Cost and No Per User Fees. Leverage DynamicPoint's SharePoint product at a fraction of alternative solution costs to eff ectively integrate and streamline the procurement process with Dynamics GP and NAV.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 AFP (Advanced Forecasting and Procurement) for Distribution Best fi t forecasting & multi-site replen-ishment solution with DRP, collabora-tion, promotions, drill down visibility & multiple rollup views.


www.liaisonsc.com • 714-543-9877 ext. 201 Liaison Messenger EFT Automate the batch e-mail and faxing of EFT Notifi cations to Vendors.

Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Commodity Procurement Manage harvest, hauling, & purchasing of crops, grain, & fi sh. Specify prices by commodity & automate deductions & taxes. Manage unlimited Farmers & Fields and complete 'Delivery Tickets' to become Payables in GP.


www.paramounttechnologies.com 248-960-0909 WorkPlace eProcurement Includes PunchOut, Check Request, Budget Compliance, RFQ, Requisition, PO Generation, Receiving, Invoice Matching & Vendor Contract Compliance.

P roduct Lifecycle Management

QBD Systems www.qbdsys.com • 800-743-9003 Universal PLM Integration Integration w/ PLM s/w incl. Agile, Arena, Aras, Solidworks EPDM & more.

P roject Accounting



Purchase Order Processing Enhancement





Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Container Management Enter manifests, receive FOB, track goods in transit.

DynamicPoint www.dynamicpoint.com • 562-726-4396 SharePoint Requisition Management Solution Exclusively for Microsoft Dynamics One Time Cost and No Per User Fees. Leverage DynamicPoint's SharePoint Product at a fraction of alternative solution costs to eff ectively integrate and streamline purchase requisition processing with Dynamics.

Equisys, Inc. www.Zetadocs.com • 770-772-7201 Zetadocs for NAV - Supplier Invoice Processing Zetadocs for NAV automates the elec-tronic capture, delivery, storage and retrieval of documents for Microsoft Dynamics NAV. Please visit zetadocs.com to learn how Zetadocs makes a paperless offi ce a reality!

ICAN Software Corporation www.icansoftware.com • 253-426-3737 Vendor Price Matrix Vendor specifi c unit costing for pur-chase orders.



www.paramounttechnologies.com 248-960-0909 WorkPlace Requisition and Purchasing Includes PunchOut, Check Request, Budget Compliance, RFQ, Requisition, PO Generation, Receiving, Invoice Matching & Vendor Contract Compliance.


NEW: Blanket PO Blanket PO adds an unlimited number of control lines to one PO.

Q uality Control


R eceivables Enhancement


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Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Sales Confi gurator Provides a complete 'assemble to order' sales system.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Freight Matrix Provides the capability to defi ne your own freight charge schedules.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 SOP Auto Invoice Adds automatic sales order transfer, invoice printing & posting to SOP.




EthoTech, Inc. www.ethotech.com • 678-384-7500 ext. 1 Customer Service Collection Enhance SOP: check for duplicate PO's; assign credit limit process holds; move sales docs between batches; print shipping labels; show apply info on SOP docs; view unallocated inventory & expected receipt dates.


KTL Solutions, Inc. www.ktlsolutions.com • 866-960-0001 Crystal Converter Converts Crystal Reports to SQL report-ing services RDL.




R oyalty


Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Promotions & Rebates Automate the calculation of promotions, rebates, & royalties from sales orders. Include as additional line items or GL accruals. Establish programs by date range, items, & customers and prices by unit, weight, or %.


Sales Order Processing Enhancement

Accounting System Integrators www.asillc.com • 203-239-7740 Order Entry / Invoicing Flexible Order/Invoicing with eMail. OM alternative. No Process Manager.



m-hance www.m-hance.com • +44 (0)844 264 0932 The Reconciler for AR and AP The automated reconciliation tool for highlighting the cause of imbalances between the AR or AP modules & the GL Control Accounts.

m-hance www.m-hance.com • +44(0)844 264 0932 Reconciler for Inventory Automatic reconciliation of transactions generated through the Inventory module to the Inventory Control Accounts in Microsoft Dynamics GP.

R eporting

AIM Technologies www.aim-technologies.com • 888-234-0428 Cash Basis Reporting A fully integrated cash basis reporting module that allows real-time reporting on both cash and accrual accounting basis with no additional keystrokes.




Flexible Solutions www.GPReportsViewer.com 212-254-4112 ext. 1 GP Reports Viewer Easily and quickly print/email Crystal and SRS reports directly from Dynamics GP. Replace existing GP reports, link reports directly to GP and 3rd party windows, pass parameters to reports directly from fi elds in GP.



Isis, Inc. www.isissoftware.com/enha/isis_sl_cash_basis.aspx • 804-762-4200 Cash Basis Accounting Report Financial GL data on both the Accrual Basis and Cash Basis.


ICAN Software Corporation www.icansoftware.com • 253-426-3737 Mass Apply Receivables Mass apply range of customers & dates with specifi c apply or auto apply.

Infi nia Business Technology www.ExcelIntegrator.com • 260-485-0665 Infi nia Integrator AR Allow users to copy and paste AR transactions from Excel to Dynamics GP.



Stanley Stuart Yoff ee & Hendrix, Inc. www.ssyh.com/products/ssyh-add-ons/ar-collections-manager/ • 407-660-0059 AR Collections Manager for Microsoft Dynamics SL Automates time-consuming collection activities and improves cash fl ow.

Stanley Stuart Yoff ee & Hendrix, Inc. www.ssyh.com/products/ssyh-add-ons/national-accounts/ • 407-660-0059 National Accounts for Microsoft Dynamics SL Easily track & apply payments for customer parent/child relationships.

R econciliation


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Flexible Solutions www.GPReportsViewer.com 212-254-4112 ext. 1 GP Reports Viewer Replace SOP and POP documents with Crystal or SSRS reports. Email SOP and POP documents in PDF using all native Dynamics GP setup.





Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Sales Order Complete web Sales Order w/workfl ow, automated email & status change, confi gurable UI's, catch-weight, multi item UOM, & added Price List features. Integrated w/BluWare logistics, freight, promotions, & commissions.


S cheduled Maintenance


Security

Arbela Technologies www.arbelatech.com • 949-291-4777 Arbela Security Manager Arbela’s Security Manager radically simplifi es managing security, and en-ables you to concentrate more on your investment in Dynamics AX rather than spending countless hours securing it.


www.gofastpath.com • 515-276-1779 ext. 410 Fastpath Audit Trail An agile auditing tool that records changes to all Dynamics databases for easy analysis and reporting. You can know what changed, who changed it and the before and after values. Real information, real results.


www.gofastpath.com • 515-276-1779 ext. 410 Fastpath Confi g AD - Active Directory integration tool Simplify Dynamics GP, AX or CRM user provisioning with Active Directory. Single interface for managing Dynamics users improving security, saving time and money. GP solution off ers Single Sign on functionality.

KTL Solutions, Inc. www.ktlsolutions.com • 866-960-0001 KTL PR Security Allows you to restrict access to payroll information by employee. The security is applied to cards, reports, inquiry, and smart lists.

S hipping/Manifesting

FASCOR www.fascor.com • 513-421-1777 ext. 103 FASCOR TMS TMS is an integrated solution for small parcel and ltl shipping. Carrier Certifi ed for UPS, FedEx, USPS (Endicia), LTL and other carriers. Feature rich and user confi grable / multiple integration options.

Lanham Associates® www.lanhamassoc.com • 678-379-4200 ext. 105 E-Ship Shipping from sales order through manifest.Package carriers available.

Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Logistics Management Schedule 'loads', keep delivery info, & track performance for Fleet, TL, & LTL shipments. Assign orders to loads & update them w/BOL, Waybill, & other ship info. Print shipping paperwork by

load or single order.


V-Technologies, LLC www.shipgear.com • 800-462-4016 ShipGear for UPS WorldShip and FedEx Ship Manager Access Dynamics GP sales transactions within UPS WorldShip and/or FedEx Ship Manager and automatically update freight charges and tracking info.

S upply Chain Management


AIM Computer Solutions, Inc.

www.aimcom.com • 586-439-0300 AIM Vision Synchronize EDI, material requirements, lead times & supplier purchases.











Junction Solutions www.junctionsolutions.com/products-solutions/junctionfb-food-beverage/ • 303-327-8800 JunctionFB for Food & Beverage Manufacturers A “Field to Fork” solution set built into Microsoft Dynamics AX, providing 360-degree visibility of the entire value chain, available on-premise or on-demand.


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S ystem Enhancement

AIM Technologies www.aim-technologies.com • 888-234-0428 DataSpy Provides information on tables updated and modifi ed during the processing of transactions to speed customization and report development. Works with third-party modules.

DynamicsDownloads

www.DynamicsDownloads.com • 419-581-2300 DynamicsDownloads Looking for a Dynamics Add-On Solution? Search, Buy and Sell here!





Isis, Inc. www.isissoftware.com/enha/isis_sl_expanded_master_info.aspx • 804-762-4200 Expanded Master Information Easily add more user fi elds for Vendors, Customers, Employees, Inventory, & Projects.


T ax

Avalara, Inc.


Greenshades Software www.Greenshades.com 888-255-3815 ext. option 2 Greenshades Payroll Tax Service Our Tax Service is the easiet way to fi le and pay your payroll taxes.

Kamp-Data, Inc. www.kampdata.com • 702-948-6554 KampData TaxEngine Manage & report nationwide sales & use taxes from any application.

Kamp-Data, Inc. www.kampdata.com • 702-948-6554 DynamicZip Manage & report nationwide sales and use taxes from within GP.

T ime and Attendance

Business Computers Software, Inc.

www.business-computers.com • 303-494-9390 Time Matrix Time Matrix is a Time Clock for Dynamics GP. It can integrate with PR, HR, RM, SOP, PA, Manf, WennSoft or Horizons. It can use a touch screen monitor, magnetic card reader, bar code scanner or fi nger print reader.

Joesoftware Inc. www.joesoftware.com • 780-990-0220 Penny Web-based timesheets, employee/manager self-service for CAD payroll.





T rade Promotion Management




www.totaldynamicssolutions.com 612-276-5075 Enterprise Business Management Web based, integrated trade manage-ment for Microsoft Dynamics.

W orkflow

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264 Alba360 Advanced Workfl ow The ultimate solution for automating & integrating processes within GP & the enterprise. Users can defi ne workfl ows using a visual fl owchart interface. Approval & review tasks can be executed through GP or Web Portal .

Altec www.altec-inc.com • 800-997-9921 ext. 1255 doc-link Integrated Document Management Capture, workfl ow, route & archive with doc-link, Integrated Document Management for Dynamics SL, AX, NAV & GP.



NEW: Box4Dox Cloud Automation Service for Documents & Transactions New breakthrough Windows Azure Cloud Service that automatically processes your documents & transactions - AP Invoices, contracts, expense receipts etc with zero employee involvement.



Datahaven for Dynamics www.datahaven4dynamics.com 757-222-2000 Datahaven for Dynamics Datahaven is the only scanning, OCR, and workfl ow solution natively embedded—not simply integrated—throughout the Microsoft Dynamics user experience and available to non-Dynamics users from Microsoft Outlook.

DynamicPoint www.dynamicpoint.com • 562-726-4396 SharePoint Workfl ow Solutions that Integrate with Microsoft Dynamics Custom SharePoint workfl ows integrated with Dynamics GP, NAV and CRM.


Integrity Data

www.u-linc.com • 217-732-3737 ext. 0203 U-LINC®, Powered By Integrity Data Workfl ow and notifi cations anytime, anywhere in Microsoft Dynamics. Works seamlessly within and across your existing system, is fl exible and easy to use, improving organizational performance.

Mekorma www.mekorma.com • 888-635-6762 Mekorma MICR Check Printing The most widely-used MICR check print-ing software for Dynamics GP - with Secure Approval Workfl ow. Print AP & Payroll checks on blank stock from inside Dynamics GP. Great for managing multiple checkbooks.

HO

RIZO

NTA

LH

OR

IZO

NTA

L



A pplication Service Provider/Hosting

TM

Myappsanywhere by NetStandard

www.myappsanywhere.com • 888-636-HOST Premier Cloud Computing Provider Myappsanywhere provides a complete go-to-market integrated cloud solution delivering 99.999% uptime, customiza-tions, no minimums and secure storage in its privately-owned SSAE 16 Type 2 data center facilities.

a TDS company

OneNeck IT Services www.oneneck.com • 480-315-3000 Dynamics Hosting and Managed Services Provider OneNeck® provides a comprehensive, fl exible suite of Microsoft Dynamics hosting and managed services designed to help companies improve system per-formance and leverage their Dynamics AX enterprise application.

Rose Business Solutions, Inc

www.roseasp.com • 858 794-9403 RoseASP RoseASP has been hosting Microsoft Dynamics applications since 2000. We host AX, SL, NAV, GP and CRM along with a host of ISV solutions. Great com-missions for the life of the contract. We guarantee 99.5% uptime.

WatServ www.watserv.com • 866-531-2598 ext. 2311 Hosting and Cloud Computing for Microsoft Dynamics ERP and CRM WatServ is one of North America's largest, most experienced providers of Cloud Computing services for Dynamics AX, Nav, GP, SL & CRM. We have the best partner programs with the highest returns. Call 866-531-2598.

Business Portal Development

DynamicPoint www.dynamicpoint.com • 562-726-4396 Dynamics Business Portal Enhanced with SharePoint Customizations Extend the out-of-box Dynamics Portal with SharePoint Customizations.

Closing Sales

InsideView www.insideview.com • 415-728-9300

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C loud Computing




Data Resolution, LLC

www.dataresolution.net • 877-878-9108 ERP Clouds Data Resolution is dedicated to delivering private ERP cloud services branded as the partners brand. We keep all of our cloud customers optimized & working 24 hours a day, worldwide for the last 11 years.

GoIWx, Inc. www.goiwx.com • 952-258-6300 ext. 6321 Cloud Hosting Services for ERP and CRM Simplify Your Business. Cloud Hosting Services With Ultimate Flexibility.

a TDS company


Reviora www.reviora.com • 813-344-1600 Cloud ERP hosting Cloud hosting for Dynamics ERP/CRM. Enterprise-class delivery.

Rose Business Solutions, Inc www.mygpcloud.com • 888-794-9401 MyGPcloud myGPcloud is the fi rst on-demand Microsoft Dynamics GP application. Free 30 day trial that can be set up in less than 5 minutes. Start a trial for your prospect or send them to our site and begin your trial today!

Scribe Software www.scribesoft.com/online • 603-622-5109 Scribe Online Data integration for MS Dynamics CRM 2011 online, hosted and on premise.

WatServ www.watserv.com • 866-531-2598 ext. 2311 Hosting and Cloud Computing for Microsoft Dynamics ERP and CRM WatServ is one of North America's largest, most experienced providers of Cloud Computing services for Dynamics AX, Nav, GP, SL & CRM. We have the best partner programs with the highest returns. Call 866-531-2598.

C ustom Development

Alba Spectrum Corporation www.albaspectrum.com • 773-384-9264 Alba Spectrum Corporation We specialize in Customization and Integration solutions for Dynamics GP using Dexterity, .NET based and the Alba360 Advanced Workfl ow system.

Blue Moon Industries www.bluemoonisv.com • 401-276-9000 Custom Development Services Fixed prices & over 11 years of experience in custom development work.

Services



Northlake Partners www.TheNorthlakePartners.com • 425-773-9606 BluWare - Sales Workfl ow Manage unique sales order workfl ows by transaction type and site.


SERV

ICES



Isis, Inc. www.isisinc.com • 804-762-4200 Isis Custom Development Isis provides cost eff ective outsourced custom development (C#, VB.NET, ASP.NET, C++) to our partners and custom-ers worldwide at reduced rates as low as $20 per hour depending on project size and skill set required!

KTL Solutions, Inc. www.ktlsolutions.com • 866-960-0001 Custom Development We are a certifi ed .Net and Dexterity development group with over 13 years experience. Provide us with your require-ments for a free estimate.




NEW: WilloWare Custom Development Fixed bid customization developed to the same high standards as our popular ISV products, including on-line help and detailed documentation.

Data Services




D emand Generation




D exterity Development


Business Computers Software, Inc. www.business-computers.com • 303-494-9390 Time Matrix Time Matrix is a Time Clock for Dynamics GP. It can integrate with PR, HR, RM, SOP, PA, Manf, WennSoft or Horizons. It can use a touch screen monitor, magnetic card reader, bar code scanner or fi nger print reader.

DexPros www.dexpros.com • 623-535-9216 Microsoft Dynamics GP Development Professionally designed & developed enhancements/integrations/upgrades and support by experienced Dexterity/SQL/.NET/VB developers.


E mail Marketing

The Partner Marketing Group

www.thepartnermarketinggroup.com 605-574-9432 E-Mail Content and Services Get access 24x7 to an online library full of unique newsletter content or elect the full-service options to nurture your pipeline of leads.

G raphic Design Services

David Swang Design

www.davidswang.com • 701-412-7572 David Swang Design Logos, brochures, ads, direct mail, sales sheets, newsletters, banners.

H R & Payroll Implementation & Consulting

Integrity Data www.integrity-data.com 217-732-3737 ext. 0203 HR & Payroll Enhancements for Dynamics GP We can implement the entire GP solu-tion or only certain components. We also off er a variety of customization and training services.



I mplementation Services







M anaged Services

a TDS company


M arketing Planning & Services

Looking Glass Marketing

www.lookingglassmarketing.com 614-453-5927 Cost-eff ective Marketing Solutions for Microsoft Dynamics Partners Award-winning outsourced marketing services including lead generation, nurture marketing, email marketing, web design/SEO, content development.


www.thepartnermarketinggroup.com 605-574-9432 Microsoft Approved Vendor for Dynamics Marketing Consulting From strategic marketing plan develop-ment to the critical daily execution, this Microsoft experienced team can help fi ll your sales pipeline.

Tornado Marketing, Inc.

www.tornado-marketing.com • 608-213-0377 Marketing Consulting Tornado Marketing off ers high-impact, highly eff ective marketing consulting. 10+ years in the channel. Websites. SEO. Copywriting.

Market Research




M ember Organizations

Dynamic Communities

www.dynamiccommunities.com • 877-324-8880 Microsoft Dynamics User Groups - AXUG, CRMUG, GPUG, NAVUG The User Groups are independent communities that empower Microsoft Dynamics users to connect, learn and share experiences to improve their use of and ROI on their solution. User & Partner memberships are available.

. NET Development


Isis, Inc. www.isisinc.com • 804-762-4200 Isis .NET Development Isis provides cost eff ective outsourced .NET development (C#, VB.NET, ASP.NET, C++) to our partners and customers worldwide at reduced rates as low as $20 per hour depending on project size and skill set required!


SER

VIC

ES



SERV

ICES

Partner Channel Development Services

AIM International

www.aimcorpinternational.com • 425-208-5430 Partner Channel Development We specialize in building Dynamics vertical partner channels to expand market reach, win more customers, build a global brand. Download our guide.

P artner Support Service

Plumbline Consulting, LLC.

www.PlumblineConsulting.com • 419-581-2300 Partner Support Services Leverage our Partner Support Services, including Support, Custom Development & Implementation Assistance to expand your off erings. 25+ yrs.

R ecruitment Services

AIM International

www.aimcorpinternational.com • 425-208-5430 Partner Channel Development We specialize in building Dynamics vertical partner channels to expand market reach, win more customers, build a global brand. Download our guide.

R eferral Marketing

Leading Results

www.LeadingResults.com 888-717-1715 ext. 525 Referral Marketing Success Referrals don’t just happen – you cre-ate the environment for success. Let us show you how to make that happen.

Sales Tax Management Service

Avalara, Inc.


S harePoint Development


NEW: Armanino A Gold Certifi ed ERP/CRM Partner, we provide award-winning implementa-tion and support for Dynamics to meet your industry-specifi c needs.

DynamicPoint www.dynamicpoint.com • 562-726-4396 Your Source Exclusively for Microsoft Dynamics & SharePoint Integration Portals, Business Automation & Custom Products integrated with Dynamics.

S ocial Media


www.thepartnermarketinggroup.com 732-237-8795

NEW: Butterfl y Publisher Join Dynamics partners on Butterfl y, a publishing & lead capture platform that makes your social, blog & newsletter marketing more eff ective!

S oftware Development Consulting

Isis, Inc. www.isisinc.com • 804-762-4200 Isis Consulting Isis provides cost eff ective outsourced software consulting to design, build, & test the software your clients need worldwide at reduced rates as low as $20 per hour depending on project size and skill set required!



T raining

Accolade Publications, Inc. www.accoladepublications.com • 321-206-4690 Training Manuals User and Training Manuals for MS Dynamics GP, AX, SL, NAV, and CRM. Professionally Written--User Readable from Your Dynamics Education Experts.

Martin & Associates www.martinandassoc.com 513-772-7284 ext. 118 GP, CRM, and FRx Training Hands on training at our Cincinnati location. GP classes include Financials and Supply Chain. CRM classes are Sales, Marketing and Service. We also off er a two day FRx class. See website for schedule.

U pgrades





W eb Development

Leading Results

www.LeadingResults.com 888-717-1715 ext. 525 Inbound Marketing - Hubspot Web Development Make your website WORK FOR you. Hubspot is the premier inbound market-ing tool. As a certifi ed partner we know what works to drive in-bound leads .

W riting/Documentation Services

All Abuzz, LLC www.allabuzz.net • 303-956-9677

NEW: All Abuzz Business Writing & Marketing Sales Literature, Web Content & Consulting. Bring in new business with powerful, eff ective, copy. Together, we'll make your words work!


www.thepartnermarketinggroup.com 605-574-9432 Blogs, Case Studies, Infographics, Websites Use 'content marketing' to build your brand and drive prospects into your sales pipeline.

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