Microsoft Gives Dynamics CRM/ERP Partners Better Incentives
Most readers already know Microsoft partners can get certified in Dynamics ERP and CRM competencies. So what’s next? Microsoft Dynamics has announced the 2012 launch of a newly restructured incentives program designed to give CRM and ERP resellers better margins. Here’s the scoop.
The official Q&A with Microsoft Dynamics Partners VP Doug Kennedy is full of impenetrable corporate-speak, but the takeaway message is this: CRM and ERP partners will have access to the Incentives Program, which rewards growth in addition to revenue. Which is to say, Kennedy wants to reward partners who may not be the largest but take the opportunity to improve their performance.
In fact, performance was a common theme in that Kennedy Q&A. He says that the more stringent requirements for VARs that come with Monday’s Microsoft Partner Network (MPN) launch, Microsoft Dynamics is launching a Partners Academy and Marketing Services Bureau to make sure they’re up to snuff.
And if you can’t meet those MPN requirements for CRM and ERP? Microsoft Dynamics is introducing a Lead Referral Program that works similarly to others in the channel, where you get a kickback for customers you refer directly back to the company. On the bright side, it’ll be open to all Microsoft partners regardless of whether or not they’re specifically Dynamics resellers.
Also coming over the next eighteen month timeframe specified in that Q&A is the Autobill Program, designed to streamline Business Ready Enhancement plan renewals. But the real message from this announcement seems to be: shape up when MPN comes and make more margins – or don’t, and get sidelined.
Microsoft’s moves arrive amid a fierce battle in the ERP and CRM markets. For most of 2010, Microsoft and NetSuite have been trading blows — launching programs to steal market share and mind share across the channel and within customer accounts. We’re watching to see how the battle plays out.