CELEBRATING THE BEST - The Partner...

CELEBRATING THE BESTOF THE PARTNER CHANNEL MAGAZINE

A Competitive Advantage

Revisit Your Stripes

SPRING 2016 | WWW.THEPARTNERCHANNEL.COM

Trust

Lessons Learned Along the Way

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SPRING 2016contentsTHE PARTNER CHANNEL® MAGAZINE

A PUBLICATION DEDICATED TO BUILDING A COMMUNITY FOR PARTNERS

38Leadership

Lessons

Along a

Barbed

Wire Fence

in every issue 8 CONTRIBUTORS

9 EVENTS

10 NEWS

12 ON THE HOMEFRONT Looking Back to Look Forward

51 MEMBERS ONLY CORNER Rimrock Corporation

54 ADVERTISER INDEX

55 THE LIST

departments 14 LEADERSHIP In the Entrepreneur’s Corner

18 SALES The Bagel Call

20 MARKETING Trust Me

26 LEADERSHIP Trust: A Competitive Advantage

30 SALES Use Social Media to Listen to Your Customers

38 LEADERSHIP Leadership Lessons Along a Barbed Wire Fence

44 MARKETING What the #Hashtag Am I Supposed to Do?

features 17 WORD-A-GANZA

24 VAR PROFILE Lee Sherwood

29 LOGO CONTEST

34 ISV PROFILE Appolis

47 THE GENIUS SERIES Marketing Class Update

52 PHOTO CAPTION CONTEST AND RESULTS

THEPARTNERCHANNEL.COM | SPRING 2016 5

mailto:[email protected]

http://flexitcenter.dataresolution.net/index.php/Free-Assessment

NOTESN

r

CELEBRATING THE BEST

OF THE PARTNER CHANNEL MAGAZINE

A Competitive

Advantage

Revisit Your Stripes

SPRING 2016 | WWW.THEPARTNERCHANNEL.COM

hel

“Wo

rds a

re a len

s to fo

cus o

ne’s m

ind

.” – A

yn R

an

d

Sp

ring

20

16

Trust

Lessons Learned

Along the Way

ON THE COVERThere have been so many amazing pieces of

art created for The Partner Channel® Magazine

over the years. Each quarter we reach out to

one of our contributing artists and provide him/

her the theme for the issue. The artist then

takes this theme and runs with it, creating

what you hold in your hands from the brilliance

of his/her imagination. We wanted to honor

that heritage of great cover art during our

“Throwback” issue. Which cover graphic has

been your favorite over the years? Let us know

at [email protected].

Cover illustration by Matt Mastrud for The Partner Channel ®.

W e’ve been publishing The Partner Channel Magazine® each quarter

since August 2004. I’ll admit it: I had no idea how to put together a

magazine when I first asked Spider (Johnk, creator of The Partner

Channel) if I could take over as editor for the second issue. He said

yes. What was he thinking?

In the early days, we would have gaping holes when it came time

to put together the layout. I would take on the challenge of filling four to six pages over a

couple of days with a rookie’s “no big deal” attitude. That urgency for content resulted in

some of my favorite Partner interviews.

My editorial skills grew a little more over the years, thanks to Spider’s mentorship, a

great team of contributing writers and artists, and a fantastic printer. Thank goodness, or

we wouldn’t have made it very long.

When thinking about this issue’s theme, my mind kept wandering back to the strokes of bril-

liance our contributors have shared over the years. “Let’s have a throwback issue!” came to mind.

You’re about to read our first-ever throwback issue, complete with our contributors’

thoughts on how they made their selections.

Thank you to my team for your continued support, eagle eyes, and great work. Thank

you to our advertisers and participants in The List for your commitment to the Partner

community and in finding value in what we do.

Finally, I’d love to hear from you if there is an article that resonated with you at some

point over the last nearly 12 years, especially if it prompts you to look at (or re-examine)

something within your personal life, career, or organization.

Jenny Davis

president of The Partner Channel

THE THROWBACK ISSUE

THE PARTNER CHANNEL® MAGAZINE Spring 2016

PUBLISHER TPC Publishing

EDITOR-IN-CHIEF Jenny Davis

COPY EDITOR Kate Mund

WRITERS Bethany Foyt, Jasmine McNellis, Jenny Davis

CONTRIBUTING WRITERS Barbara Pfeiffer, Bonnie Robertson, Cheryl Strege,

Joe Rotella, Pam McGee, Tracy Faleide, and Peter Joeckel

ART DIRECTOR Shawn Olson

CONTRIBUTING ARTISTS Dave Swang, Jay Janousek, Mark Armstrong,

Matt Mastrud, and Shawn Olson

ADVERTISEMENT SALES Jane Olson

MEMBERSHIP PROGRAM MANAGER Jasmine McNellis

The Partner Channel Magazine is published by TPC Publishing, a business unit of The Partner Channel,

Inc., with principal offices at 1240 Elm Street, Fargo, N.D. 58102. All postage is paid from Fargo, N.D.

If you wish to be removed from the mailing list, send your request, including name, business name,

and mailing address to the above address, or to [email protected].

If you wish to add names, the same directions apply.

The Partner Channel®, Inc. is an independent company and is not affiliated with Microsoft Dynamics®

or any of its affiliates or subsidiaries.

This is a copyrighted publication ©2016, 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.

[email protected] partnerchannel ThePartnerChannel company/the-partner-channel

This label only applies to the text stock.


barbara pfeifferEMAIL [email protected]

TWITTER PartnerMktGrp

LINKEDIN Pfeifferbarbara

BLOG www.thepartnermarketinggroup.com/blog

When it comes to innovative marketing for

technology companies and their channel,

few people possess the level of expertise,

leadership, and passion as Barbara Pfeiffer,

senior marketing consultant for The Partner

Marketing Group. Barbara has spent

most of her career developing and driving

high-performing marketing programs for

Microsoft and a global network of VARs

and ISVs. She was the strategic mind

behind many exclusive Microsoft programs

such as GAP, Landlord, Butterfly Publisher,

Marketing Essentials, and Marketing

Office Hours. Barbara is constantly on the

leading edge of marketing and specializes

in helping clients build and execute

comprehensive marketing plans including

social media, inbound marketing, nurture

marketing, and content marketing, as

well as marketing assessments and plan/

program development and management.

cheryl stregeEMAIL [email protected]

LINKEDIN Cherylstrege

WEBSITE www.thepartnermarketinggroup.com

TWITTER Partnermktgrp

YOUTUBE www.youtube.com/user/

PartnerMarketingGrp

BLOG https://community.dynamics.com/b/

thepartnermarketinggroup/default.aspx

Cheryl Strege knows how to help the

technology channel achieve marketing

brilliance. She has 25 years of experience

to share, including 16 years as a senior

marketing manager for Great Plains

Software and Microsoft where she

developed turnkey marketing programs and

the Inner Circle program. An accomplished

speaker, Cheryl works with leading software

publishers, hardware manufacturers, VARs,

and ISVs. Cheryl’s relentless passion is

one of the many reasons she was named

a Partner Marketing Advisor for Microsoft

and why she has been nominated two

years running as one of the most influential

people in Microsoft Dynamics. A talented

writer and editor, Cheryl develops marketing

plans, manages projects, trains project

teams, and finds new sales opportunities.

pam mcgeeEMAIL [email protected]

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 clients can count on Pam for

are building a culture, defining shared

values, coaching, leadership, and basic

HR practices. Pam has more than 20 years

business experience, 10 years consulting

experience, and strong leadership and

management skills.

CONTRIBUTORSC

joe rotellaEMAIL [email protected]

TWITTER Joerotella

LINKEDIN Joerotella

WEBSITE www.delphiaconsulting.com

Joe Rotella, SPHR, is chief marketing officer

with Delphia Consulting. He is in demand as

a speaker, presenting on usability, internet

marketing, web design, and strategic HR,

and has been described as “something of

a one-man think tank, has been doing more

innovative things with the internet than

anyone I’ve met yet.”

bonnie robertsonEMAIL [email protected]

LINKEDIN Bonnierobertson

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.

Peter Joeckel has been a leader in mid-

market ERP since 1986 when his company

installed some of the first network-based

manufacturing systems in the country.

As a business owner, Peter built and

eventually sold one of the fastest-growing

and forward-thinking value-added software

dealerships in the country. Its success was

fueled by innovative software selection

techniques and an outstanding project

delivery team. He sold the organization in

1999 to an e-commerce provider when

it had grown in less than three years

from zero to $6 million in annual revenue

with more than 300 customers and 45

employees. He has assisted in the selection

and implementation of hundreds of ERP

solutions and has been recognized for

his ability to match the right solution for

a customer’s needs rather than “pushing

boxes of software.” Today, Peter focuses on

helping companies select and implement

ERP solutions by using advanced tools and

processes that increase the likelihood of

successful projects. His goal is to continue

to improve those tools and processes to

build value for customers and provide a

smooth transition from the selection to

implementation process.

peter joeckelEMAIL [email protected]

LINKEDIN Peter Joeckel

WEBSITE www.turnondynamics.com

TWITTER TurnOnDynamics

BLOG blog.TurnOnDynamics.com

Tracy Faleide has nearly 30 years of

experience in communications, project and

people management, change management,

strategy alignment, and marketing. She held

several communications and leadership

positions at Great Plains Software and

Microsoft, led her own consulting and

writing business, and now serves as

the storyteller (aka director of corporate

communications) at Intelligent InSites, the

leading provider of operational intelligence

for healthcare.

tracy faleideEMAIL [email protected]

FACEBOOK Tfaleide

LINKEDIN Tracyfaleide

TWITTER Tracyfaleide

8 SPRING 2016 | THEPARTNERCHANNEL.COM

JuneMicrosoft Dynamics AX

Fast TrAX

June 6-24 | Fargo, ND

https://msevents.microsoft.com/CUI/EventDetail.aspx?EventID

=1032691454&Culture=en-US&community=0

JulyMicrosoft Worldwide Partner Conference

July 10-14 | Toronto, Canada

https://partner.microsoft.com/en-us/wpc

Microsoft Dynamics AX Fast TrAX

July 11-August 5 | Fargo, ND

https://msevents.microsoft.com/CUI/EventDetail.aspx?EventID

=1032691455&Culture=en-US&community=0

SeptemberreIMAGINE

September 19-21 | Fargo, ND

www.reimagine2015.com/home

Directions North America

September 25-28 | Chandler, AZ

www.navdirections.com

Microsoft Ignite

September 26-30 | Atlanta, GA

www.ignite.microsoft.com

OctoberAXUG Summit

October 11-14 | Tampa, FL

http://axugsummit.com

CRMUG Summit


http://crmugsummit.com

GPUG Summit


http://gpugsummit.com

NAVUG Summit


http://navugsummit.com

UPCOMING EVENTS? Going somewhere, but it’s not on the list? Let us know, and we’ll include it in the next issue!

Go to www.thepartnerchannel.com/magazine under “Calling All Events!” to submit details. Find registration links to these events online at

www.thepartnerchannel.com/upcoming-events.

EVENTSE


Carbonite has announced that it has entered into an

agreement to acquire the business continuity and disaster

recovery business of EVault, a division of Seagate Technology.

EVault is a leading provider of business continuity and

disaster recovery solutions designed for SMBs and small

enterprises. Together with Carbonite’s highly successful

line of data protection and recovery products for small

businesses and individuals, the company will now provide

a full suite of solutions that are cost-effective, easy to use,

and meet the needs of all SMBs, a market estimated by

Carbonite at $13 billion dollars in the U.S. and more than

$40 billion worldwide. Read more at investor.carbonite.

com/releasedetail.cfm?ReleaseID=947204.

Cutwater Solutions, the designer and provider

of Cutwater AIM (Advanced Inventory Management)

software, announced that Shrink Packaging Systems

(SPS), a leader in sustainable and intelligent packaging

solutions, has implemented Cutwater AIM to enhance

the capabilities of their inventory and readily provide

more insight. To learn more, contact Eric Jensen at 302-

738-4820 or [email protected] and visit

www.cutwatersolutions.com.

Daphne Dahl has joined the team at DFC Consultants as a business solution consultant,

assisting customers with software installation, training,

and support. She has worked with Microsoft Dynamics

GP for 14 years, with a special interest in the inventory

and sales order processing functionality. She previously

worked as a purchasing and inventory manager. She is

based out of the Fargo, ND office.

DynamicPoint released a new Billable Expenses

feature in the Expense Management application. This

feature takes expense reimbursement to a whole new

level by allowing employees to tag expense items on the

report to be billed back to the customer. Upon approval of

the expense report, the application may be configured to

integrate with Project Accounting for Microsoft Dynamics

GP, Jobs within Microsoft Dynamics NAV, or simply for

the creation of a sales invoice in Microsoft Dynamics to

ensure billable expenses are charged to the appropriate

customer. Visit www.youtube.com/watch?v=Jm2VbDp

eRnY&feature=youtu.be for more info.

CRM and CEM expert Michael Hammons has joined

Green Beacon as director of customer experience.

In this newly created role, Mike will meld the worlds of

customer relationship management (CRM) with customer

experience management (CEM) to create more value

for Green Beacon’s clients. He will champion Microsoft

Dynamics CRM, helping customers see its potential, take

advantage of it, and get better ROI faster. Read more

about Mike’s position and how CEM relates to CRM in

his blog post, “What is the Role of a Director of Customer

Experience and What Does It Mean for Customers?” at

www.greenbeacon.com/insights/what-is-the-role-of-

a-director-of-customer-experience-and-what-does-it-

mean-for-our-customers.

Hitachi Solutions America, Ltd., a

leading provider of global industry solutions based on the

Microsoft Cloud, is pleased to announce the successful

implementation of its Field Service Automation (FSA)

solution for Hitachi-Omron Terminal Solutions, Corp.

Headquartered in Tokyo, Japan, Hitachi-Omron Terminal

Solutions is a leading provider of cash recycling automated

teller machines (ATMs). The company holds top market

share in Japan where cash recycling ATMs are popular

and plans to expand business throughout Asia. Hitachi-

Omron Terminal Solutions’ cash recycling ATMs accept,

authenticate, sort, and store bills, which can then be made

available to customers who wish to withdraw the funds.

Learn more at us.hitachi-solutions.com/2016/02/02/

hitachi-solutions-americas-field-services-technology-

enables-leading-japanese-atm-company-to-better-

maintain-equipment-globally.

The digital revolution is forcing more and more

organizations to rethink and reengineer their old paper-

based workflows. To help deal with that challenge,

Laserfiche is launching Laserfiche 10. The

revamped version of the ECM software includes a

Business Process Library with nearly 100 ready-made

solution templates – which range from key business

functions, such as accounting and HR, to industry-

specific solutions, such as construction services,

education, finance, government, and healthcare. In

addition to the Business Process Library, Laserfiche 10

will introduce Laserfiche Conversations, an integrated

social business process management with threaded

discussions, Q&As, and checklists designed to enhance

teamwork and collaboration. Read more at www.

businesswire.com/news/home/20160112005156/en/

Laserfiche-10-Enables-Digital-Workplace-Future.

GOT NEWS? Share it with us at www.thepartnerchannel.com/magazine under “News,” and we’ll print it in the Summer 2016 issue of the magazine.

NEWSN


Retail Realm, a multinational retail-centric software

developer and distributor, announced that it will hold its

annual Retail Realm Partner & User Conference August

21-23 at the Four Seasons hotel in Las Vegas, Nevada.

At this year’s three-day conference, software Partners,

resellers, VARs, ISVs, and hardware providers around

the world will learn about the future of retail technology,

including the latest product developments, tools, and

supportive platforms. Visit www.rrdisti.com/news/2016-

retail-realm-partner-user-conference-kicks-off-august-

21-in-las-vegas to learn more.

Sana Commerce is now available on the Azure

Marketplace for the new release of Microsoft Dynamics

AX as not only one of the first ISVs, but also as the first

and only 100 percent-integrated e-commerce solution

available for this new ERP release. Solutions available on

this marketplace have been thoroughly tested to ensure

seamless functionality with the new release of Microsoft

Dynamics AX. Contact Sana Commerce at 646-362-0432

for more info.

SolidFire, a leader in all-flash storage systems built

for the next generation data center, announced that

International Data Corporation (IDC), a premier global

provider of IT market intelligence, has recognized SolidFire

as a Major Player in the IDC MarketScape: Worldwide

All-Flash Array 2015-2016 Vendor Assessment (doc #

US40721815, December 2015). As the all-flash array

(AFA) market has moved away from dedicated application

deployment models and more toward mixed workload

consolidation, the IDC MarketScape asserts that SolidFire

stands out for its QoS capabilities, scale-out architecture,

ability to support multi-tenancy, and the top-end scalability

of its SolidFire SF Series. Read more at www.solidfire.com/

press-releases/solidfire-recognized-as-a-major-player-in-

the-idc-marketscape-for-all-flash-arrays.

Professional services consulting firms now have access

to a new pre-configured, cloud-based software solution

designed specifically for their industry. Stoneridge Software created a solution unique to consulting firms

that recently launched with the new version of Microsoft

Dynamics AX. Aptly named PROPEL AX for Professional

Services, this software solution allows consulting

companies such as engineers, architects, construction,

and IT consulting firms to implement much faster with

pre-configured settings based on common industry needs

such as timecards, expenses, commissions, and project

invoicing. Learn more at https://stoneridgesoftware.

com/propel-ax.

Thomson Reuters announced the release of

Thomson Reuters ONESOURCE Indirect Tax Integration

for Microsoft Dynamics AX. The integration connects the

trusted ONESOURCE Indirect Tax platform already used

by thousands of multinational corporations to determine

U.S. and Canadian sales tax estimates, with Microsoft

Dynamics AX to help companies eliminate the complexities

of tax compliance in an ever-changing tax landscape. The

cloud-based, end-to-end software solution manages every

step of the indirect tax process – including rate calculation,

research, reporting, and returns – and tightly integrates

with existing sales processes to provide a complete view

of sales tax liability from a unified platform. Visit tax.

thomsonreuters.com/press-room/press-release/thomson-

reuters-releases-onesource-indirect-tax-integration-for-

microsoft-dynamics-ax/ to learn more.

TimeXtender, the world’s biggest provider of data

warehouse automation (DWA) software for Microsoft

SQL Server, announced the signing of several new reseller

agreements for its TX Financials product. The new

partnerships add to an already comprehensive reseller

network across global markets on behalf of TimeXtender’s

products. Additional information about TX Financials,

including product details, case studies, product demos

and trials, and background material, can be found at the

TimeXtender website as can more information about the

Partner program: www.timextender.com. Alternatively,

contact Jesper Vork, TimeXtender vice president and TX

financials product manager, at [email protected] or

877-572-3477.

In Memoriam…J. Scott Thomas, husband of Judy Thomas and co-owner of The TM Group, passed away on January 25, 2016.

Scott and Judy started The TM Group in 1984, from Scott’s idea. Their company sold Great Plains Software

solutions and became a successful business over the years, achieving numerous accolades from the software

vendor. Although Scott lost his 18-month battle with lung cancer, his legacy lives on through The TM Group

and his many friends in the Partner community. If you wish, a memoriam can be made to the Downtown

Detroit Partnership, c/o Rachel Jacobs Fund, 600 Renaissance Center Suite 1740, Detroit MI 48243.


ON THE HOMEFRONTO

Look Forward

story by JENNY DAVIS

When I purchased The Partner Channel from Spider Johnk in 2010, our little team started

working from home because it just made sense. It wasn’t a monumental shift in day-to-day

work as we didn’t have many visitors to the office, but it did mean that I got a little chattier with

the mail carrier and grocery store clerk since my adult interaction had waned considerably.

Perhaps the biggest change in the home office was figuring out where I would lay out

the magazine, since the “office” office had this huge whiteboard and conference table that

worked perfectly for the 8 ½” by 11” sized pages. After one issue of draping our entire living and dining rooms in

pages, I figured out that if I printed the pages to one quarter of their size, I could get them all to fit on the dining

room table with a bit of room to spare.

After a few more issues, I found a roller-ball clip system that enabled me to “go vertical” (pardon the pun, kinda

lame) and suspend sheets from the wall so I could keep the pages out indefinitely instead of having to clear them

away before the kids set the table for dinner. (Okay, that’s a lie. I set the table. But wishful thinking, right?).

My mom came to visit one day during my vertical magazine layout. I was all excited to show her my new process

and how it saved space on the table, and I told her about how the clip system would then hold kiddo art in between

magazine cycles.

Her reaction was underwhelming, to say the least. “Isn’t there a more high-tech way to do this?” Pfffffffff…

deflated. Thanks, Mom. (Note: She’s normally a great champion for my work and very helpful with loading my

dishwasher. Thanks for that, Mom.)

I didn’t let that bug me (much) and continued on my vertical journey each quarter, with kiddo art gracing the

wall during the valleys.

Then, a few months ago, I caught a Vine video where my favorite editor, Kristin van Ogtrop of Real Simple Magazine, was showing off her (slightly messy! Yeah!) office and more importantly, a sneak peak of the next

magazine issue, displayed on none other than MY CLIP SYSTEM! Redemption! I took a screenshot of the wall and

used great restraint in not sending it to my mom with the caption, “See! It’s good enough for Real Simple!”

Even more so than having a little redemption, it was nice to see that I was on track with what I was pulling

together in my little office, on a much smaller scale.

This first year of listening to students, mentors, and our experts in The Genius Series has evoked a similar feeling.

People are producing marketing materials in different places for different clientele, with varying degrees of budget dollars

and resources, and yet we’re united in that effort to figure out something that will work, resonate, and create results.

I feel that way about the content in this magazine as well. Twelve years of unique, special-to-this-publication content

is something to celebrate. And finding out why it was special to the contributor gives it an extra layer of meaning.

With that, I hope you enjoy this look back, in hopes that it helps you look forward as well. There is still so much

good work to do in this community, and I feel privileged to help provide value to that effort in whatever small (and

super-validated, low-tech) way we can.

LOOKING BACK TO

Kristin’s Real Simple

system

My “Also Simple”

system


http://integrity-data.com/aca-balance

story by BONNIE ROBERTSON

LE

AD

ER

SHIP

Entrepreneur’s Corner

"But everyone else is doing it.”

If everyone else was jumping off the bridge, would you do it, too?

Somewhere, in some far-off conference or seminar, parents decided that this adage

should mean something to us as children. My father used it on me, and I in turn used it

on my own children. The odd thing is that where I grew up, there weren’t any bridges, so I

could never really figure out what bridge he was talking about.

Most recently, in listening to the news media intently and watching the continual dismal economic news, this

much overused phrase has come to mind. Maybe because all I hear is, “everyone else…is losing money, laying off

people, looking for government bailouts…” The list of excuses for poor strategic focuses, not looking forward, only

backward, and greed continue on, all rolled up into a political economic crisis.

Entrepreneurs however, are survivors. Not just because they are tenacious (some would call stubborn), but

because by their nature they are not mindless followers that simply go where others travel. Entrepreneurs look for

the opportunity in the vast sea of sameness and doom and gloom. That is why, in the midst of some of the worst (at

least as reported by the media) economic times in recent history, I hear of entrepreneurs seeking new avenues to

the market. Examples include:

» I am going to take this time to teach my teams what real customer service means.

» Now, more than ever, I need strong and capable leaders with skills to adapt to changing times.

» How can we help our customers through their economic struggles? I will talk to them and find out.

These statements are not the doom and gloom of economic uncertainty that plagues the too-large, entitled

workforce we have given way to. Rather, it’s the ingenious capacity of countering the masses: of traveling the path

often ignored by followers who do not think twice about jumping off the bridge simply because everyone else is.

So when you hear people with new ideas in these economic times, give notice. They are the rare few who know

better. They are the insightful who know business is the art and science of figuring out what others need and

then providing it. And when you do that well enough, the finances take care of themselves. Entrepreneurs are the

IN THE

I received numerous emails after this article, mostly entrepreneurs saying, “thanks

for the reminder” and “the article forced me to stop following and start leading again”.

In the face of today’s endless reactionary political rhetoric and economic predictions

and miscalls, the entrepreneur has always understood that everything is a cycle, and

“following the crowd” is not the best creative option. It may be time to remind ourselves

again that the dedicated entrepreneur has more pragmatic capability to solve problems

than most all of the politicians, news media, and corporate higher-ups rolled into one.

«


inspirational who can vision beyond “being told what to think” whether from the media or politicians. They know

better. They know that even if everyone else is crying in their beer, they have more important things to do. They have

customers to take care of; team members to prepare for change and transition; new investments; a renewed focus on

the market. The choice is ours to make.

I am not in denial about the reality of the losses of many of our 401(k)s and other investments that have been

recently affected. A glance at my 401k statements and other financial investments make my heart skip a beat. I am

not sure I will live long enough to recover what has been lost, much less build it back up. But I surround myself with

innovators and insightful entrepreneurs who I trust will help to recover from the losses of despair and the seduction

of handouts. During this time of media and political doom and gloom, the greatest risk of all is the potential loss

of innovative initiative... the chance to figure out what works in this new world and build the businesses to make it

happen. That is what real entrepreneurs do. Beyond any political icon, I put my trust and faith in those who have

always seen us through the ups and downs of social and economic cycles. I also put my trust in this new breed

of entrepreneurs. The under-30 group who do not have the need to watch the daily demise of the stock market

but rather are trying to figure out how they can use what they know and are willing to learn in order to make a

rent payment. I have a daughter who is a recent graduate with two degrees. She has three jobs and runs a small

marketing consulting business to pay for her rent and health care. We have an entire generation of workers who we

are challenging to “do it their way” because our old way just may not work anymore.

So I put my faith of economic recovery not in Washington, D.C. and the political entitlement and rhetoric but

rather in those who still generate a majority of all the new jobs and new wealth in this country every year. Those who

we call the entrepreneur – of all generations. They don’t need to be reminded not to jump off a bridge just because

everyone else is. They have a greater mission. They have the vision to see past the struggle to a new day. They have

much work to do…but that is not new to them either.

Thus the call to all entrepreneurs – of all ages, backgrounds, and educational status – is to step out from the

masses. Become aware of the needs of other businesses and consumers around you. Find a way to meet the needs.

And finally: stay away from crowded bridges.


Ladies and Gentlemen, we have a winner! Congratulations to Ed Sills of Infinity Software Solutions, Inc. for winning our Winter 2016 contest.

Now for the next round of the Word-A-Ganza! Posted along the perimeter of this page 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 find to us for a chance to win a $10

gift certificate to Starbucks so you can enjoy future word finds over a latte or cup of tea.

Simply scan and email your completed word find to Jenny Davis at [email protected] or mail a copy to The Partner

Channel, 1240 Elm Street, 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 find.

word ganzaa

A P P J S R E M O T S U C R U O Y O T N E T S I L

B A C O M P E T I T I V E A D V A N T A G E C H E

R N B E T O Y O U R C U S T O M E R B W I R E A M

I E A R R E F F I E F N E E G C M M A P A M C S I

M V R O A S W I R E F E N C E B A R R V D A G H C

R I B T D T U E N T E R P E R T N E B R S Y E T R

O T A E V R P E T E H C O M P E T I A L T C S A O

C I R L A E E C N E F E R I W D E B R A B A E O S

K T C L N G P H I H S R L E D A E L A R N R I E O

C E P A T E A E L I S T T I R I M R P M I C R N F

O P T P A S U R M A R K E T S I N G F T S E E O T

R M K E H C I Y S C I M E A N T Y D E E T D S S D

P O C T G O N L E E S H E R W O O D I L R I S T Y

O C A E E R E S A C E M I C T S I L F L E E U R N

R G B R P P G T B H R I Y A M J R S F A B L I E A

A L W J I O S R L E T C O R C O O E E J O A N B M

T E O O H R E E L R S R T K G E T L R L R F E O I

I E R E S A I G A Y G O N E E C S P R I A G G R C

O S H C R T R E C N H S E T T O O W R E H S E E S

N H T K E I E R I S A O T I R C I M A N Y D H I R

T E P E D N S R T P C F S R U E N E R P E R T N E

H R A L A P P O L I S M A R S T H E G E N I U N S

E A L E E S H S R E D A E L T C A B W O R H T O P

G H E B L R G N I T E K R A M R I M R O C K C B R

E D I E L A F Y C A R T T H E B A G E L C A L L I

SAL

ES Bagel Call

story by PETER JOECKEL illustration by MATT MASTRUD

In close to 30 years making payroll as an ERP software VAR, it is my experience that managing the

sales function has the highest possibility for “the law of unintended consequences” (TLOUC) to

take hold in companies. (For an excellent discussion on TLOUC, read: http://tinyurl.com/8p8g.)

Typically TLOUC rears its ugly head in the area of sales compensation when maximizing individual

commission pay creates an undesired result for the company as a whole. One of my favorite examples

was not compensation plan related, but it did have a negative effect on my company.

Earlier in my career as a VAR, I was in discussions with a large national VAR interested in acquiring my practice.

What I remember most about one particular breakfast meeting with the managing partner of the firm was: a) an

earn-out is not cash, and b) the concept of the “bagel call”.

During our breakfast, the managing partner informed me that our meeting had a hard stop at a particular time

because he had to join in on his firm’s weekly sales “bagel call”. I had never heard that terminology before, and it

sounded like a great idea, fun even. I envisioned a meeting where all the salespeople gathered once a week to discuss

their pipeline over company-provided bagels, coffee, and juice. Boy was I wrong.

Being of an inquisitive nature, I asked about the bagel call and was quickly set straight on my impression of

a fun event for the sales team. The “bagel call” was for those members of the sales team that had zero sales for

that particular sales period (for those of you reading this before your morning coffee…a bagel resembles a zero).

Inclusion was not an honor; rather it was a wakeup call that no one wanted to participate in because everyone in

the organization had visibility to who was on the call and slacking on meeting their quota.

Being not only inquisitive, but also highly competitive, I thought this was a great motivational tool for the sales

team and could not wait to implement my own version back at the ranch. My intuition told me that no salesperson

would want to be on the call; it would motivate them to kick into high-selling gear earlier in the month,

quarter, and year to meet their goals. I had always wanted to find a way to get as much sales activity and

effort going throughout a given sales period as is generated during the last days of a month, quarter, and

year when typically every salesperson goes to heroic lengths to finish “on target”.

The

When I thought about this, I tried to think in terms of content,

feedback, and relevance of the articles. Looking back at my articles

in that light did not spark any fascinating insight…unfortunately.

Can’t always be brilliant. What I kept coming back to was the absolute

exhilaration, fear, and loathing generated by actually writing a FIRST

article. As a voracious reader, I read so much stuff that makes me scratch

my head as to how it ever got published. Especially in our world where

writing is self-promotional, boring, and often poorly written. My

biggest fear was writing crap and having it identified as such,

so hitting send on that first article was fairly traumatic. Not

having anyone identify the article as crap was a relief!

«

offee…a bagel resembles a zero).

articipate in because everyone in

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THEPARTNERCHANNEL.COM | WINTER 2016 19

My thought was that the concept of the bagel call would create mini storms of activity within sales periods and

result in greater sales as a whole. The theory ended up being much more productive than reality. I was correct in

my initial assumption that no one wanted to be on rather than in the bagel call, but I did not realize to what degree

that TLOUC would bite me in the pants.

Instead of fixing the problem of the hockey stick shaped sales curves within sales periods, it magnified the

number one way that Partners steal from themselves and each other.

Does this sales “cycle” sound at all familiar?

» Prospect is nurtured along, utilizing every consultative selling method in your tool belt. (And don’t forget to

sell value! Sorry, inside joke).

» Prospect is assigned a high probability of close based on all of your typical sales measurement criteria.

» The end of the fiscal year approaches for your software publisher, and your rep is “this close” to making “club”

and winning a week in paradise with his/her spouse.

Please stop me if you know what happens next.

Some customers will buy because of the “once in a lifetime deal” offered them if they can sign a contract by the 25th, but

others will not. If and when they do buy, it is almost impossible to take that end-of-period special discount off the table.

It is my practice to let deals close naturally and at their own pace. Forcing deals to close early with artificial sales

incentives steals money from yourself that you can never recover. How much money do we steal from the ERP

ecosystem on an annual basis like this? I bet it is a big number.

The net effect of the bagel call process was not to motivate more good selling activity but rather the opposite: More

end-of-period types of behavior to close deals earlier and stay away from attendance on the dreaded calls.

Ironically, the long-term unintended consequence of implementing bagel calls for me was positive. I had never

seen period end sales behavior as taking money out of my pocket. By exacerbating that behavior, it forced me to see

it for what it is and completely change my philosophy on when to try and close deals.

Enough for today; I am late for my weekly sales bagel call.

Peter Joeckel is the president and founder of TurnOnDynamics a Microsoft Dynamics AX and Microsoft Dynamics GP

Partner that specializes in manufacturing implementations and transitioning clients that have outgrown Microsoft

Dynamics GP to Microsoft Dynamics AX.

TurnOnDynamics is dedicated to providing only senior-level resources for its customers and their critical ERP

implementation projects. No juniors; no learning on your dime. Additionally, TurnOnDynamics

focuses on the strategic concerns of executives and owners with a unique Dynamic CFO Service offering.

THEPARTNERCHANNEL COM | WINTER 2016 19

TurnOnDynamics is dedicated to providing only senior-level resources for its customers and their critical ERP

implementation projects. No juniors; no learning on your dime. Additionally, TurnOnDynamics

focuses on the strategic concerns of executives and owners with a unique Dynamic CFO Service offering.


Trust MeMA

RK

ET

ING

story by CHERYL STREGE illustration by MATT MASTRUD

As we looked for inspiration on the theme of “trust” and its relationship to marketing,

we scoured the image banks such as iStockphoto and others. We found the expected

“handsome businessman shaking hands with experienced male executive” photos as well as

sports images (“two adventurers climbing a rocky face”). Not exactly what we had in mind.

What we didn’t find was an image that conveyed the answer to “how does an organization

become a ‘trusted advisor’ to customers and prospects?” Is it a marketing strategy that

can be created? Part of the corporate culture? Both? Hang on…we’re not ready to reveal the answer yet.

MARKETING AND THE TRUSTED ADVISOR STATUSHow can marketing help engender trust? Oh…let us count the ways!

Social MediaAccording to a report published by Toolbox.com*, more than 55 percent of IT professionals “use social media

to make better decisions based on insights from like-minded professionals.” In another survey conducted by

Knowledge Storm, 69 percent of B2B technology purchasers are active in social networks.

It’s clear that social networks can and are being used to help guide or validate purchasing decisions, and that

makes them a great place to showcase your knowledge and stand out as a trusted advisor. How can you take

advantage of this powerful vehicle?

» Go where your prospects are. Take time to identify where people in your target industry are congregating, and

then join those groups. Use a social tool (such as Butterfly Publisher) to monitor the postings so you don’t miss

an opportunity to share your brilliance. Start your search by visiting pertinent publications and associations

and finding the groups they are participating in. For example: Modern Distribution Management magazine

(mdm.com) lists Twitter, LinkedIn, and Facebook groups on their home page.

» Consider the network. Some networks are simply better for engaging with business decision makers – think

LinkedIn versus Facebook.

» Be relevant. If you have been creating great thought leadership content and a question in the group relates to a

piece you’ve written, you can link to that when you answer the question. But be VERY careful. If the question is – I have a small business, and I’m thinking of investing in a CRM system, but I’m really concerned with the rollout time and investment from my staff. – your whitepaper on “Why You Need CRM” is NOT the answer to that question.

» Be helpful, be genuine. This is not the time for promotion. Keep the “about me” out of it. In most social media

Reviewing all the articles The Partner Marketing Group has written over the last eight

years, it was hard to narrow it down to a few favorites. After some internal voting, we

selected (1.) What The #Hashtag Am I Supposed To Do? and (2.) Trust Me as our top two

choices. Why these two? While marketing trends and tools can quickly change, both of these

articles address questions and advice that our team is asked and has given on a regular

basis. Building trust with your prospects throughout your marketing efforts is essential, and

while you may not be able to track the results of every marketing activity your team makes,

activities like social media are important to a well-rounded marketing plan. #TrustUs

«


networks, your profile will tell people all they need to know. If that option isn’t available, then provide no more

than one or two lines on your background: I’ve been advising companies on B2B marketing strategies starting in 1991 with Microsoft Corporation, and …. then answer the question.

BloggingBlogging is a wonderful tactic to become a trusted advisor with prospects and customers because it’s informal,

engaging, and indirect. The Internet has dramatically changed the way people make purchase decisions, and sometimes

it doesn’t include a salesperson calling (and calling) the decision maker. Consumers are doing their own research

online, searching for advisors they can trust and call upon when they do have questions and/or are ready to buy.

A good blogging strategy is essential to this new online buying behavior. Here are three ways to fine-tune your

blogging strategy and become a trusted advisor:

» Consistent knowledge sharing. In addition to blogging consistently (at least one to two times per week), you are

expected to share your expertise, providing educational value in your content. If you stay away from promotional

messaging (no, it’s not all about you), you’re much more likely to catch the reader’s attention and keep it.

» Group blogging. Group blogs (see sidebar resources for a complete list) help an industry leader maintain

consistent messaging without all the leg work. By joining a community of industry experts, you’re also setting


the stage for that first impression, making an impact on those who find you. Group blogs see double the traffic

of personal blogs, therefore making it much more likely prospects will find you.

» Engage with readers. Blogging is much more effective if you push to engage your readers. If you get creative

with calls to action and entice people to comment on your articles, you’re creating an environment for

everyone, not just your “number one fans” (although it’s always good to have those, too).

CUSTOMER EVIDENCEWe’ve grouped all types of customer-specific collateral (customer case studies, testimonials, video) into the

phrase “customer evidence”. Customer evidence has always been an extremely powerful marketing tool, and it has

become even more critical as prospects “self-serve” their need for information on your website. It’s not hard to be

viewed as a trusted advisor by prospects if they know your customers already think of you that way.

» Post customer evidence all over your website. Don’t just confine it to a single page. Make it easy for a prospect

to realize, regardless of the page they’re visiting, that your customers have a reason to sing your praises.

» Use customer stories consistently. You can use testimonials on your website, in email campaigns, as part of

your corporate brochure, in an e-book, or as part of your tradeshow materials. Write a blog about how you

solved a customer’s problem, and use social media to get the word out.

» Include your customers. Invite a customer to speak at an event such as a Lunch ’n’ Learn, an annual year-end

user group meeting, an executive wine tasting for prospects, or a webinar. It shows the power of your relationship

with the customer, and it allows prospects to hear how outstanding you are directly from the “horse’s mouth”.

SUMMARYIn the introduction, we asked if becoming a trusted advisor is a marketing strategy or if it is part of your corporate

culture and brand or both. We’re generally not shy about sharing our opinion, but in this case, let’s hear what you

have to say. Join the conversation on LinkedIn in The Partner Marketing Group’s marketing group. (Join the group

to get access to the discussion.) We can guarantee the answers will be interesting!

This article brought to you by the combined team talents of The Partner Marketing Group: Cheryl, Michelle, Andrew,

Bethany, Barb, and Cheryl. (That’s not a typo – there are two of us named Cheryl.) Visit ThePartnerMarketingGroup.com

to view the client video, testimonials, and case studies from your peers – Microsoft Dynamics Partners and ISVs.

*http://www.toolbox.com/news/pjasurvey


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GREENSHADESLET US HANDLE THAT

VAR PROFILE

Lee Sherwood starts out

each day the same. He

travels to his office, greets

his employees, returns

phone calls, signs a couple

of checks, prepares for

meetings, calls clients, and so on. Some days

present a fire drill or two, but most seem

to be a continuous loop of the day-to-day

management activities listed above.

Your daily routine is probably very similar

to Sherwood’s, except for one major area –

email. Review the above activities one more

time, and you’ll notice that “reviews email” is

not included.

That’s not by mistake. Sherwood may very well be nearly the

only technology-based Partner who isn’t checking, sending,

deleting, and storing email for the majority of the day.

You’re probably wondering: “How can that be possible?”, “How

does he get anything done?”, “Doesn’t he need email?”, “I wonder

if I could do that?”

Those questions are exactly what drew us to Sherwood’s

story…

Sherwood Systems was a fabrication shop before it was a

Partner organization. Sherwood was a welder and draftsman by

trade, and several years into a successful career

in that industry, he decided to go out on his

own and purchase a fabrication shop.

From a business perspective the shop

was running well, but it lacked the financial

management backbone. Sherwood made some

calls, found a reseller, purchased the necessary

system, and then proceeded to stall the

implementation.

Although the finance management of the

business was still kept on paper, Sherwood

built a relationship with the reseller, whom he

declared “a unique bird, but an odd duck.”

“This man was one of the most brilliant

people I’ve ever met,” says Sherwood, “but he

was all over the place and didn’t really know how to run his

business.”

On a premeditated whim, Sherwood decided to purchase

the reseller’s business and run it alongside his manufacturing

business. Sherwood made up for his lack of experience in the

technology industry with a savvy knowledge of what it takes to

make a business click.

“I understood the game, but I’m a welder and knew that

I couldn’t do it all,” remarks Sherwood. “In the later stages of

his career, Henry Ford was challenged by his board with the

SHERWOOD SYSTEMS

Lee Sherwood

EDITOR’S NOTE: I have had the pleasure of interviewing so many fantastic people over the years. One interview

that stands out to me is the time I spent with Lee Sherwood for the Spring 2006 issue. Lee holds a special place in

my TPC heart as he was always, ALWAYS the first person to register for The Partner Event. He also brought a gift of

a silver dollar to the event that was a few months after my first child, Peter, was born. Lee retired from the Partner

community when he sold his business to InterDyn BMI in July 2015. While I miss the opportunity to see his smiling

face a couple of times each year, I have no doubt that he’s enjoying his retirement days.

«


charge that he was out of touch with the

advancements of his time. His reply was, ‘I

can get on the phone at any time and hire

the best people in the world to do this job.’”

“I didn’t need to know everything about

the software business – I just had to find

the people who did,” concludes Sherwood.

“The best thing about not having email is

that I don’t have to worry about SPAM,

though I have to admit that I need to get

online to do finances one of these days.”

“Yes, it is possible to work without

email, and this is how you do it” could have

been enough for this profile. However, our

conversation with Sherwood revealed

many wise business decisions and

insightful commentary, both of which add

to the success of Sherwood Systems.

Below is a list of “Leeisms” (that is,

original Lee Sherwood thoughts) and

lessons gleaned from others, which

Sherwood has applied to his business and

recommends for other Partner business

as well:

“There’s no magic – what you are afraid

of doing is what you should do next.” –

Leeism

“The fact that you are here is credible as

50% of the Partners who were here before

are now gone.” – Doug Burgum, Microsoft,

then Great Plains, at a Stampede event

“Everybody knows where I’m going. I

get there early.” – General George S. Patton

“The Amish never go broke. They just

keep producing and trying to hit the blend

between working and going broke.” –

Leeism

“It’s easy to pick the rifle up; it’s hard to

put it down.” – Chief Joseph, Nez Perce

Chief

“It’s hard to work with turkeys who think

they are eagles. There is no honeymoon

period at my office – everyone is thrown

into crunch time right away. If they pull

back and aren’t committed to the job,

they leave right away, and you both win.”

– Leeism

“When the student is ready, the teacher

will appear.” – Unknown

“If you are going to control a kingdom,

you should give all the bad news at once.

Don’t let it fester.” – Niccolo Machiavelli

“To win you gotta make it okay to lose.” – Leeism

There you have it. A successful Partner who manages his business the way people have been

doing it for years, with the support of a team that brings the business expertise needed to ensure

success now and in the future. And without email to boot.


www.kwiktag.com/partners


story by PAM McGEE illustration by DAVE SWANG

LE

AD

ER

SHIP

A Competitive Advantage

A client of mine recently asked me what I would change about his company if there was only one

thing to change. My answer was simple and straightforward: the level of TRUST.

The client – who is the company’s CEO – was aghast. He was very adamant and almost offended

that I gave that answer. However, after reading Stephen M.R. Covey’s book “The SPEED of Trust:

The One Thing That Changes Everything”, I have not been able to ward off the cost of low trust to

companies’ bottom lines.

Covey professes that high trust environments get things done quicker and cheaper, and low trust environments are slower

and most costly. His simple example is Herb Kelleher, CEO of Southwest Airlines. Kelleher was walking down the hallway when

one of his trusted senior leaders asked him if he could spend more than a million dollars on a project. Kelleher said, “Sure.” This

decision and transaction took a mere five minutes. How long does it take most companies to fill out the paperwork, submit the

proposal, wait for approval, discuss it at length, gather more data, and analyze the request to death? What Kelleher has created

in his company is high trust. He trusted this leader’s sense of direction, motive, and confidence. I am not advocating spending

money on a whim or not doing due diligence or analysis. What I am advocating is creating a company culture that is fast and

furious in trusting employees to do their best work. Trust is not a mystery, yet it is often misunderstood. One myth is that

trust is synonymous with honesty. Honesty is one component of trust but not the complete picture. The second myth is that

trust must be earned. What if we looked at trust as something to give away, and the more you gave it away, the more trusted

you and your company became? The third myth is that trust is one dimensional and based on what you do or say. It is not one

dimensional; it is six dimensional. The six dimensions are commitments, competence, intentions, policy, process, and ego.

COMMITMENTSWhere do you start to build a high trust environment? The first and biggest way to build trust is to keep

commitments to others and yourself. I once worked with one of the brightest and best leaders; however, I could

never trust him. He would say, “I’ll get to that later or tomorrow,” and often I was left without an answer. From his

vantage point, sometimes he just did not have the answer or he was working on the answer. However, a leader who

wants to foster high trust will let his/her team know that the project is still a work in progress, is stalled, or simply

cannot be addressed or answered at this time. This is a very old adage: if you say you are going to do something,

do it. If you can’t get it done or something is preventing you from getting it done on time, let everyone know the

situation. This also relates to missed deadlines. Treat a deadline like sacred terrain. If you want trust, do what you

say you are going to do when you are supposed to do it. Period!

TRUST

My first choice for a favorite article was my recent “Dare to Let Go”, but since it was just

published, I chose to pick my second favorite, which is “iTrust”. I would like to think that

“iTrust” and “Dare to Let Go” are kissing cousins. The higher the level of trust in yourself,

your employees, the market, and your connections, the more apt you are to risk something

new and let go of old habits. “I am not worried about what I don’t know, which is a lot; I am

more concerned about what I know that is so but isn’t true anymore.” The software industry

was built when we couldn’t imagine a full computer on our phone, WiFi didn’t exist, mobility

meant how well an old person could get around, and countless other examples. Now imagine

and dream about what instincts and trust we need to let go and charge toward the future

with an open imagination. How crazy would it be if the word “weekend” disappeared from

our vocabulary? Most of us don’t know what it means “to have a weekend” anyway (note: it

means a “break from work” and was developed during the Industrial Revolution). If you don’t

know where to imagine, go where there is a customer need. The customer will guide you.

«


COMPETENCEThe second way to build trust is to be sure you can do what you say you are going to do. At one point in my college

career, I studied to become an accountant. The work was very painful, and frankly I don’t think I was smart enough

for the work. I would have continuously violated trust with my peers because I could never figure out why things had

to be so exact. I just don’t have the competence for that type of detailed work. If you are leading a team, a quick win

to building trust is to ensure that the team members have the right training, tools, and technology to be successful in

their roles. Others will trust them more, they will trust you as the leader more, and they will trust themselves more.

INTENTIONSThe third component of building trust is to check your intentions. There are three people in my department that I

don’t trust, and I’ve thought and thought about why. They pretty much meet deadlines, do what they say they are going to

do, and are very competent as teachers and program coordinators. However, I don’t trust them because without avail they

will always take care of themselves before someone else, and even at someone else’s expense. Their motives are very clear.


They want what is best for them, and hopefully that will not interfere with what is best for others. They never sacrifice for

something else, even if it would benefit someone or something more than themselves. Their motives are selfish. It is hard

for me to trust that they will represent my program accurately, want the great things that I want for my team, or do me any

favors. I don’t trust they have anyone’s best interest in mind but their own. As a leader, are you building a team that puts the

greater good before themselves and their agendas, or are you building individuals that want to win at all costs?

POLICY AND PROCESSPolicy and process can be termites in a business, gobbling up trust. For example, do you require five levels of approval

on an expense report? If so, why? Do you not trust your people? Is your policy screaming low trust? Do you have a process

that is so broken that no one trusts the results? Is it a customer satisfaction tracking process? At my university, there is

a form called the “course exception form”. We use it to override courses when it does not make sense for the student to

complete the course based on his/her prior experiences. It is a simple one-page form; it takes seconds to complete. Where

the trust is violated is that after I send the form to the records office, it never gets keyed accurately—or worse—it gets lost.

On average, I fill out and submit six course exceptions until the form sticks. What do you have on your team or in your

company that no one trusts? Is it a budgeting process that never works? Is it a development roadmap process that never

works and never holds true to the roadmap or the deadlines? Those understandable items in business cost you a lot of

trust. If your development roadmap violates trust, you probably, on average, have a total of six to 10 extra meetings and

15 to 20 extra e-mails because of the lack of integrity the process is screaming. And that’s a very conservative estimate!

EGOThe last component of building trust is to keep your ego in check. I just don’t trust people who are full of themselves.

If they are too full of themselves, there is no room for an honest mistake or for admitting when they are wrong or for

doing something that would benefit the group more than themselves. Their egos could just not take it. Ego is good when

it helps us build confidence; it is bad when it builds confidence at the expense of others.

As a team leader or CEO of a company, you have six distinct dimensions to analyze your level of company trust—

commitments, competence, motives, policy, process and ego. What’s stopping you from a building an environment

that is fast and costs less? In today’s world of low trust, high trust might just be your competitive advantage!

For help in building trust at your company, contact Pam McGee at [email protected].

©2016 Thomson Reuters/Tax & Accounting

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Grant Thompson of MG Technology Group found the

hidden logo in Cheryl Strege’s “Eyes on the Prize” article

on page 23 of the Winter 2016 magazine.

Let’s give it another try. 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!

WINTER 2016contentsTHE PARTNER CHANNEL® MAGAZINE

A PUBLICATION DEDICATED TO BUILDING A COMMUNITY FOR PARTNERS

18Why Change

in every issue 8 NEWS

9 EVENTS

10 CONTRIBUTORS

12 ON THE HOMEFRONT Like a Snow Globe

50 MEMBERS ONLY CORNER T3 Information Systems

52 ADVERTISER INDEX

53 THE LIST

departments 14 LEADERSHIP Dare to Let Go...

18 SALES Why Change

22 MARKETING Eyes on the Prize

34 LEADERSHIP A New Approach to Communication

38MARKETING Seven Questions to Ask Before You Commit

features 21 WORD-A-GANZA

26 VAR PROFILE Innovia Consulting

28 FEATURE Partner-to-Partner Learning at PreGAME to Summit

41 LOGO CONTEST

42 ISV PROFILE Data Masons Software

44 THE GENIUS SERIES Marketing Class Update

48 PHOTO CAPTION CONTEST AND RESULTS


SAL

ES

Why Changestory by CHRISTOPHER ELMORE illustration by DAVE SWANG

I have a unique perspective on change. On one hand, I counsel salespeople to help their clients make a

big change in the way they do business. On the other, I help accounting and fi nance people change a

process they have known their entire business life. Given those facts, my professional life is dedicated

to helping people change. Personally, I don’t like change and fi nd it very diffi cult. Until recently,

whenever change came up in my personal or professional life, my initial reaction was simply, “NO!”

AND THEN…It all started with a simple request by a local university to teach a course on entrepreneurship. My company was

doing well and getting a lot of attention in the community, so I thought this would be a great way to give back a little

and infl uence the next generation. Th e funny thing is I got more out of teaching the class than my students. It came

all around one word: “Why.”

IN THE PROCESS…While I was teaching a section on messaging, I came across Simon Sinek’s Ted Talk on what he referred to as “Th e

Golden Circle.” I know; hang with me here. Now, I had heard about this and had known about the idea for years,

but for some reason I had never connected the principles of Th e Golden Circle with change management. I think

one of my hang-ups was the name. For some reason it seemed like a scheme or a network marketing program. Th e

Golden Circle has three levels of understanding: What, how, and why. It struck me that knowing why you need to do

something, or why something is being done, is the key to change management. Th e problem is, on the list of what,

how, and why, most people tend to spend the majority of time and eff ort on “how.”

HOW?In corporate America, we are such “doers”; doers to the point that we have a tendency to forget about why we’re

doing what we are doing. It’s kind of like the Hatfi eld-McCoy feud that lasted almost 30 years. When it ended, the

families were asked why they fought each other; no one could remember. Why we do what we do – our mission – is

an important reminder that helps the tasks have meaning and purpose. How we do what we do is the means to an

end and can help our tasks be as effi cient as possible.

BIG FINISH!To make a point (you are welcome) and to be very clear about change and the importance of doing change well,

I think we have put change behind the wrong noun. When you think of helping people change, most think “change

management.” Management will help you with the “how” and not the “why.” Leadership points to “why.” I did a study

18 WINTER 2016 | THEPARTNERCHANNEL.COM

t department to get its budget re-allocat

d clients have a committed marketing b

tivities if your marketing team always h

o it. If you don’t know what your marke

you figure it out.

t to try new things. Asking these sev

r marketing investments. I also recomm

you can shift dollars around and have s

t idea that you want to participate in. K

the fit isn’t right.

Contact the marketing tornado at Amach

Table of Contents

Sales, Marketing &

Leadership Intros

Photo Caption

Page

The End of

Each Article

Any graphics that have the

TPC logo as a main element

Email your caption

to Jenny at Jenny@

thepartnerchannel.

com. Submissions will

be judged on creativity,

relevance, and sense of

humor. The prize for this

contest is two (2) tickets

to your local cinema.

PHOTO CAPTION

contestIs there a doctor in

the house? The User

Group Summits feature

“medics” that help

answer user questions.

What do you think is the

most popular question

this group of medics

received?

48 WINTER 2016 | THEPARTNERCHANNEL.COM

THEPARTNERCHANNEL.COM | FALL 2015 29

find the logoHere’s a list of places where our logo

usually appears, thus making them null and

void when it comes to this contest:

WHAT WILL BE DIFFERENT A YEAR FROM TODAY?Now imagine that you’re sitting at your desk. It’s January of 2017. The sales pipeline is nicely full, your customer

advocate program is humming along, the well-populated blog site is attracting visitors that turn into leads, and

your efforts are rewarded with a nice increase in the marketing budget for the upcoming year along with a bonus

for you, of course.

That means you probably spent 2016…

» Renovating the website to ensure that it not only attracts prospects, but also CONVERTS them into

opportunities.

» Creating original content (e-books, infographics, whitepapers, blog posts, social media posts, videos, etc.) that

prospects eagerly consumed and shared.


contestSPRING 2016


USE SOCIAL MEDIA TO

Listen to Your Customers

You’ve probably heard

the statistic many

times. The most

significant reason

customers leave one

provider for another,

coming in at a whopping

68 percent, is “perceived indifference.”

Simply put, customers don’t feel like

their service provider cares about them.

Customers want to be heard and want to

know you understand their needs and wants.

If you’ve worked to position yourself as their

“trusted advisor,” they may even expect you to

know their needs and wants better than they

do. Showing that you really understand your

customers and their industries can help you

deliver exceptional service – the kind of service

that separates you from your competitors and

creates intensely loyal customers.

SAL

ES

I still find that small businesses, especially B2B businesses, struggle with how social media fits in to their marketing and branding strategies. Many still see it as a B2C tool only or something that’s not applicable to business – only fun. I chose this article because it shows how you can use social media to enhance your business, even if you just use it as a way to listen.

Amazingly enough, despite how fast technology changes, especially in the social media space, the bulk of this article still holds true – more than six years after it was originally published. Only the stats and tools have changed. Back in 2009, The Pew

Research Center said “one third (35%) of American adult Internet users have created a profile on an online social network.” Their latest study, conducted in January 2014, said “74% of online adults use social networking sites.” That’s more than double what we saw in 2009, and even that data is two years old. Google Alerts, LinkedIn, and Technorati are still popular tools to listen to what’s happening in social media. But due to a series of changes in Twitter’s API specification that have been rolled out, sites

like Monitter will no longer be necessary. Several tools have taken its place, including Twazzup. What to listen for, remains the same. People and what they say about a brand, product, or service, haven’t really changed. The platforms have evolved and tools that monitor those platforms have changed. But social media remains a great place to go to listen to your customers.

«

story by JOE ROTELLAillustration by MARK ARMSTRONG


The incredible surge of social media means more and more people, including your customers, are sharing their

thoughts and feelings on the Web. And, it continues to gain momentum. While individual sites or tools come and

go, the overall trend is toward faster and faster adoption of social media. According to survey of 2,253 adults by Pew

Internet & American Life Project, one third (35 percent) of American adult Internet users have created a profile on

an online social network. This is four times as many as three years ago.

How do you listen to all the chatter on the Web and find what’s important to your customers and your industries?

FOUR FREE TOOLS TO HELP YOU LISTEN TO THE WEB » Google Alerts – www.google.com/alerts

Set up alerts to monitor your top-tier customers as well as your company name and the names of your client-facing

staff. Google does the work of crawling the Web to find mentions and then sends that information to your inbox.

» LinkedIn Network Updates – www.linkedin.com

As you build your LinkedIn network, include your clients. The network updates you receive will begin to

provide insights into their world. Profile updates could indicate a single promotion or reveal a broader


reorganization. Status updates often include glimpses into current projects. Events could show you where

your customers are going to get their information.

» Monitter – www.monitter.com

It seems like everyone is sending a 140-character “tweet” on Twitter about everything from what they did that

morning to an interesting article they read. Keeping track of it can be overwhelming. Beyond the integrated

search of Twitter apps like Twhirl and TweetDeck, Monitter provides real-time monitoring of the Twittersphere.

» Technorati – http://technorati.com

Billed as the “leading blog search engine,” Technorati helps you find postings that can provide insights to

challenges your customers are facing or what industry trends are heading their way.

Tune your listening skills to focus on information you can use. Listening to everything all your customers say on the

Web would be nice, but it’s unrealistic. Focus on your most profitable customers and on things you can use to make a

difference in your service delivery.

FIVE THINGS TO LISTEN FOR ON SOCIAL MEDIA » Complaints Some customers have trouble being candid with their service provider, no matter how many

times we ask if they are okay. Unfortunately, some of those same customers have no trouble posting their

frustration on the Web. When you hear a complaint, do something about it. Bring a solution to the table

and show your problem-solving skills. In many cases, the most loyal customers are ones that have had a bad

experience that was promptly resolved.

» Needs If you’re listening carefully, you could catch wind of a need. A customer sharing a “pain” or “gain” is

an opportunity for you to rise to the occasion and help. Even if you don’t directly offer a solution, you might

be able to refer them to a Partner. A true “trusted advisor” sometimes offers advice that doesn’t put a penny

in his/her pocket.

» Successes Everyone loves to be recognized when they’ve achieved a goal. A word of “Congrats!” to a client who

has won an award, closed a big deal, or made a difference in the community shows you are listening and take pride in

seeing your clients succeed.

» Praise If a customer says something nice about you, thank them! A hand-written thank you note for a glowing

comment is going to make them feel appreciated. It might also give you the opportunity to ask for a testimonial

for your Web site or a recommendation on LinkedIn.

» Tips and Trends A key component of social media is sharing – finding useful information and passing it

along. As you listen, you will come across information that might interest your clients. For example, if you

listen to #nonprofits on Twitter, you will frequently see posts with links to articles showing how non-profits

are using technology to fulfill their mission. You could pass those same links along to your non-profit clients

through social media, e-mail, or a newsletter.

BE PREPARED AND TAKE ACTIONListening is just one step in the right direction. Listening can help you understand the industries your customers

work with, what your customers are doing, what challenges they face, and where they are succeeding. This is

valuable information for both pre-sales and account management.

Listening alone does not make your customers feel special. You have to take action so they know you heard them

and care about what they have to say. Those actions can be as simple as an e-mail, as warm as a card in snail mail,

or as personal as a phone call. Develop systems and processes to make it easy to listen and respond to what you

hear. For example:

» Create a system to set up Google Alerts to listen to top-tier clients as soon as you get the engagement agreement

» As part of your project kickoff, build in the process of inviting clients to connect to your network on LinkedIn

» Have greeting cards on hand for special occasions and words of thanks

» Have template e-mails ready to share tips and trends you’ve found on the Web

» Collecting resources for a newsletter? Develop a process to harvest and store articles you find while listening

Social media has made it incredibly easy and inexpensive for people to share with one another, sometimes reaching

a bigger audience than they ever could in the past. If you can carefully listen, you’ll be able to think more like your

customers and less like a service provider. If you can act on what you hear, you’ll build stronger relationships with your

customers and be more likely to deliver exceptional service.

Joe Rotella is CMO at Delphia Consulting where his team helps clients define, design, and build an exceptional Web

presence. According to Bob Scott, he’s “…something of a one-man think tank and has been doing more innovative

things with the Internet than anyone I’ve met yet.”


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ISV PROFILE

The Partner Channel (TPC): Tell us

more about Appolis. When and how did

the company become the best-of-breed

warehouse and field service inventory

solution provider?

Steve Dwyer (SD): Appolis was formed in

September of 2001. It wasn’t the best time

to start a new company, but we persevered

through lean times and have grown organically

throughout the years and achieved our highest

growth ever in 2015!

About four years ago, we recognized that

many of our clients needed to track inventory

outside of their four walls, whether the

inventory is in a semi-trailer in their parking

lot, a service truck or job site, a sales rep’s trunk, or a medical

lab’s supply cabinet. It was then that Appolis realized that smart

devices would play a significant role in enabling traceability of

inventory throughout your supply chain. It has resulted in the

ability today to track any inventory, anywhere, with any device!

Appolis has always specialized in “the art of inventory”. We

provide multiple ways for companies to trace and organize their

inventory with barcoding and mobile devices,

but we also combine those scientific features

with the design and the art of an attractive user

interface on their very own smartphone device.

This combination of this art and science has

resulted in Appolis’ WithoutWire™ Warehouse

solution being best-known in the industry

for being agile and adaptive to many different

customers’ needs, working with a wide variety

of verticals and company sizes.

TPC: What verticals do you work most in?

SD: Food and beverage is a very important

vertical for us with many lot and expiration

traceability requirements. Distribution is

another, including wholesalers working in medical devices,

hospitals and clinics, and consumer packaged goods.

Manufacturing clients with serialized parts are another heavy

focus of ours, and about four years ago, we were drawn into

field service inventory verticals such as oil, gas, solar, telecom,

HVAC, fire, security, and alarm installations, service, and

repair.

Steve’s favorite article was in The Partner Channel Magazine: Summer 2015, “How Well Do Your Sales and Marketing

Teams Work Together?” by Amy McKinnon and Kari Peterson of Sky Blue Technology

Steve shares, “Since I represent both sales and marketing for our company, this was particularly interesting to me. I am

always looking for easy and effective ways for marketing to make the sales job easier as well as ways to then track and

provide feedback as to what is working well in sales, seeking a ‘closed loop’ of feedback for continuous improvement

between the two functions!”

APPOLIS

INTERVIEWEE

Steve Dwyer,

Vice President of Sales and Marketing

WEBSITE www.appolis.com

HEADQUARTERS

Minneapolis, Minnesota

Steve Dwyer, Vice President of

Sales and Marketing


TPC: In what way do you help the field service industry?

SD: We think a robust field service solution requires three key

ingredients. Field service companies need a Microsoft Dynamics ERP,

a job creation tool, and our inventory tracking application. Appolis

does not compete with field service solutions; we complement them

by bringing wireless real-time inventory tracking capabilities. Our

solution relies on the job creation tool for job costing, job creation,

dispatch, and scheduling. Appolis WithoutWire takes over from

there, providing real-time inventory traceability from site to site,

truck to truck, and to and from satellite storage lockers. We treat each

truck as a micro-warehouse with min/max replenishment and ABC

cycle count capabilities. All of this is trackable via smart devices and

provides immediate visibility to real-time consumption of inventory

in the field.

TPC: What is the different between a rugged device and a smart

device?

SD: Rugged devices are built to be run over by forklifts; they are great

for long-range scanning and minus four-degree freezer applications.

It’s a great heavy-duty option. What clearly became the final tipping

point for smart devices was with this past January’s introduction

of the Zebra Android TC8000 and ET50 tablet. Having a long-

established partnership with Zebra meant that our WithoutWire

software worked right out of the box. We’re really excited about

being the only solution to have full warehouse capabilities with all

Android devices!

TPC: What are a few major ways you enable warehouses to be

more efficient and productive with your WithoutWire solution?

SD: We help remove most or all paper processes. Data entry and re-

entry of data are all captured through a mobile device and barcode.

Let’s say you’re tracking a pallet of 48 cases; you could put one barcode

that represents all those cases. Our solution works dynamically, so

if you take two cases off, it will dynamically update the barcode to

reflect the new quantity. It’s very labor-intensive to label every single

part. WithoutWire greatly improves scanning and labeling efficiency

while eliminating the manual paper and data entry processes.

Protecting your company’s hard-earned assets in the time of a

recall is of critical importance. Users can view item/lot detail within

their entire supply chain quickly and immediately, placing inventory

on hold if there is a product recall. This is not only a common best

practice, but it is also part of federal regulations based on acts such as

FSMA (Food Safety Modernization Act) or the DSCSA (Drug Supply

Chain Security Act ).

Our intuitive interface on Apple and Android smart devices also

greatly improves productivity by increasing user adoption. The

solution is fully warehouse-enabled and can be used on their mobile

device, which makes it friendly and easy to use. They just need to load

an app on their mobile phone, and they’re instantly productive.

TPC: How does that work in terms of security?

SD: Our security measures include an active directory single sign-

on capability that is SOX compliant. Single sign-on lets you enter

one set of credentials and get secure access across apps and devices.

Let’s say you have employee turnover in your service technician

workforce. IT needs to have immediate capabilities to lock down a

device, protecting your company and assets. This is also helpful in

pushing updates to the field.

“The partnership with Appolis and the selection of their WithoutWire (WoW) platform gives us an

extremely agile product that uses the Microsoft Windows Azure cloud structure at the core of the system.

Additionally, the flexibility to use traditional rugged Windows mobile devices as well as iOS and Android

smart devices offered us an implementation process that reduced our hardware costs significantly while

building in redundancies that virtually eliminate down time for device or network failure.”

– Dan Beard, Director of Distribution, Cooper’s Hawk Winery

EMAIL [email protected]

ESTABLISHED

2001

“”

INTERESTING FACT: Apple and Android smart devices (phones and tablets) can perform up to 15 times faster than traditional

Windows mobile devices in common warehouse operations.

PHONE 612-315-2122


Android Kindle Fire with case for $55

Zebra Android ET50Zebra Android TC8000

TPC: What will Appolis be working on in 2016?

SD: Our WithoutWire solution just recently became available

via Google play and iTunes, and we’ll continue expanding in the

Microsoft Azure Cloud.

We provide our clients with custom attributes, and that speaks to

our ability to have self-configuration capabilities. It gives companies

more flexibility in how they adapt and deploy their solution.

Research and development (R&D) is also a constant focus so we

can get the newest technologies in the hands of our clients. We’re

constantly innovating and have a strong collaboration between our

marketing team anticipating customers’ needs and feeding them into

our R&D roadmap. We release regular updates and versions, bringing

continual value to our current and future customers.

TPC: How time-intensive are the application updates?

SD: We provide cumulative updates where clients can skip a version

and go to the next one with no problems. Clients are moving to more

of a mix from rugged to smart devices because of the important role

that they are playing in most of today’s supply chains.

TPC: It sounds like you work well with a lot of ISVs in the

Microsoft Dynamics channel.

SD: Our application integrates with Microsoft Dynamics GP,

Microsoft Dynamics NAV, and Microsoft Dynamics SL. In

addition, our solution scales to any ERP using our industry

standard open APIs which utilize JSON Objects and RESTful

Services. This seamless integration makes it easy to collaborate

with other ISVs.

We really like the collaboration that is possible in the Microsoft

Dynamics Partner community. We work especially well with Field

ONE, Key2Act, FieldConnect, FieldPoint, and GP Field Service, and

we offer a great Microsoft Dynamics GP manufacturing solution in

partnership with WilloWare.

TPC: What do Partners like most about working with you and

your solutions?

SD: They see and understand the art and sciences that we invest into

our solution. They like the ease of use of our application. It can be a

complicated area, touching many vital aspects of a client’s operations,

which is why our payoff comes from being agile and adaptive with

powerful tools to meet our clients’ needs.

Partners find that Appolis always strives to balance the science,

art, and responsiveness required to deliver a great solution for our

customers.


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story by TRACY FALEIDE illustration by JAY JANOUSEK

LE

AD

ER

SHIP

Barbed Wire Fence

Recently, a friend asked me for recommendations on management training courses. I told

her she should go build a fence.

Years ago, during a Great Plains Software leadership retreat at The Rivery ranch in western

North Dakota, I learned some of my best and hardest management lessons while building

a barbed wire fence. After a day of traditional business discussions around a big table,

Doug Burgum informed us our plans for the next day had changed. We needed some fresh

perspective, he said. After breakfast, we were divided into teams and given gloves and very basic instructions on fence

building. We were to build a barbed wire fence along the river to keep cattle from crossing in an unsafe spot. Based

on countless unfortunate encounters with barbed wire fences on my grandparents’ farm, I donned my gloves with a

fair amount of hesitation. As always though, I was game for an adventure. I didn’t know at the time that I was about to

learn several valuable lessons.

My team was comprised of city dwellers; my childhood scrapes ranked me highest on barbed wire fence experience.

The other team was comprised of several people who grew up on ranches. We were determined to complete our

section of fencing first through speed and determination. We raced down the hill and began driving fence posts,

pleased that we were outpacing our competition. When the other team had just begun driving posts, we were almost

finished with our line. We gloated while taking a break in the shade.

The trouble began when we entered the next phase of fence building – stringing the wire. I noticed that Doug and

Rancher Dave had left us seemingly unattended. I spotted them a hundred yards away, watching the proceedings

from the side with some amusement (and fear on Rancher Dave’s part, I’m sure). I wondered about this, but made

no comment. After all, we were proud that we’d checked the alignment of our rapidly placed posts by looking at

them up and down the line, vertically, that is. When the wire wouldn’t pull taut enough, we realized one of our

biggest mistakes. We hadn’t looked from the sides, or horizontally, so to speak, to check our alignment.

We became discouraged but didn’t give up. We hurriedly straightened our line, thinking we could still finish ahead of our

competitors. We were wrong. This time, our line was straight horizontally, but our posts weren’t vertically aligned. The wire

LEADERSHIP LESSONS ALONG A

I can still remember the difficult learning experience I described in this article as if it

happened yesterday. I see Doug Burgum standing 50 yards away from our disorganized work

effort, watching us persistently ignore his example. Whenever I sense that a team I’m on, or

near, is getting stuck or forgetting to look at a problem from all angles, I remember Doug

making his long-legged strides away from the fray, purposefully looking for fresh perspective.

The memory of him standing there next to Rancher Dave (who I imagine was cringing at the

thought of having to redo our feeble work) is forever etched in my brain like one of those

leadership posters you see hanging on office walls. I chose this article because I hope it helps

people remember to step back and look at problems from all sides.

«


still wouldn’t string properly. By now, our “team” had become a group of disheartened, non-communicative individuals.

The leader we’d elected early that morning stopped informing the team of plans in favor of driving posts himself with

near maniacal force. The rest of our team gathered by a hay wagon wondering what we could do to help. Meanwhile, our

competition – having set their posts properly the first time – grew tired of waiting for us to complete our third do-over. A

few of the most experienced ones made their way to our leader in hopes of sharing some wisdom and ensuring we’d finish

our project in time for dinner. After initial resistance, our team finally gave in. We joined the experienced team and awaited

instructions. Eventually, we finished our fence and wearily climbed the steep hill. Doug was waiting for us at the top. Before

we could eat dinner, we had to talk about what we learned. It was a surprisingly emotional debrief.

FENCE BUILDING LESSON #1: A NEW CHALLENGE REQUIRES A NEW PLANOur team spent exactly four minutes planning our entire fence building approach. We pulled out our tried and

true strengths – speed, determination, enthusiasm – and raced down the hill. We weren’t honest about our lack of


experience. We thought we could wrangle

our way through it. I suppose we also

erred in assuming it was a competition.

FENCE BUILDING LESSON #2: LEARN FROM YOUR COMPETITION

Had we spent even a few more minutes

planning, we might have had the presence

of mind to realize the other team had

much more experience. We should have

at least observed and learned from their

process. Instead, we automatically fell

into traditional behavior with regards to

competition – ignoring them. Doug had

purposefully divided us into experienced

and inexperienced teams to see what we’d

do. I imagine our team did exactly what

he expected by ignoring the experienced

team’s process because we felt we had to

do it our own way.

FENCE BUILDING LESSON #3: TAKE A DIFFERENT TACK

It wasn’t until our third attempt at

setting our posts that we tried a different

approach. And that was because we were

tired and hungry, not because we gained

wisdom between our second and third go-

rounds. Our determination had slipped

into stubbornness – one of our biggest

weaknesses. We failed to notice the

many clues that were all around us: the

other team’s expertise; Doug’s purposeful

observation positions; our gut feelings

that we needed to regroup. Clues were

everywhere, but we had our heads down

driving posts that were out of alignment.

FENCE BUILDING LESSON #4: GIVE EVERYONE A VOICE AND LISTEN TO THEM

The instant I realized our team was

racing down the hill without a plan, I knew

we were in trouble. I didn’t say anything,

partly because I was intimidated, and partly

because I didn’t have a way to share my

concerns and ideas. We learned later that

the other team gathered every 20 minutes to

review and refine their processes. We hadn’t

established any kind of communication

process. Those on our team not holding or

driving posts had no way of knowing how

they could help. Several of us agreed we

were on the wrong path, but we had no way

to suggest course corrections. If we had, I

doubt it would have made a difference.

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Quickly build a Finance Transformation practice

with services that deliver proven value and both

immediate and long-term client satisfaction.

Trust is in the Balance™

of CFOs polled identified

manual close processes

as the top bottlenecks

impacting productivity.- The Hackett Group

FENCE BUILDING LESSON #5: LET SOMEONE ELSE LEADDuring the four minutes our team gathered before racing down the hill, we hastily selected our leader

because he was the highest ranked amongst us. After our discouraging failure, he admitted he shouldn’t

have taken the leadership position. He told us someone with more patience and better communication

skills should have been chosen. For our task, those are the strengths that would have served us better.

Whenever I feel like I’m stuck in a rut, I think about my experience in fence building. I ask myself

if I’m assuming rules that might not apply to my situation. I check my assumptions. I look for clues.

I ask for advice from experts. I take a break and look at my problem from another perspective.

Frequently, I hit the highway. Just outside of town, miles and miles of barbed wire fences are there

to remind me of my best and hardest lessons.


http://blackline.com/partners

SOLUTION SPOTLIGHT - ADVERTISEMENT

Founded in 1975, CBORD powers housing, food, nutrition,

access, and card system technology on more than 6,000

higher education, healthcare, and business campuses

worldwide. With more than 400 employees and around

5,500 paper expense reports to process each year, it was becoming

extremely tasking for staff and costly to the organization to mail,

process, and store mounds of paper.

After a tedious search, they finally found DynamicPoint. “Their

expense management solution was identical to what we wanted to

build, it was already designed to work with Microsoft Dynamics

GP, and the company had an excellent reputation of customer service,” says Amy Tolbert, CBORD’s senior manager of

business applications & IT support services.

“Nobody we had talked to before understood project accounting, and we have over 250,000 projects in our system, so it’s

critical to us,” Amy continues. “With them, it was much more comfortable. They know Microsoft Dynamics and got what

we were trying to do from the beginning.”

DynamicPoint developed a SharePoint expense management solution for CBORD that includes native integration

with Microsoft Dynamics GP and Active Directory, with enhanced customizations for their unique project accounting

processes.

Now, traveling employees can simply take pictures of receipts on the spot with their mobile device and attach them

to a secure email. Expense reports are created quickly in SharePoint with the added flexibility to tailor fields so they are

never locked into a one-size-fits-all form. Managers are automatically notified for timely approval, and AP transactions are

generated in real-time within Microsoft Dynamics GP and expensed against the right projects.

DynamicPoint’s SharePoint expense management solution has greatly reduced the amount of time and money CBORD

spends year-over-year on expense processing and project accounting. A few of the major benefits reported are:

» Streamlined electronic submission and tracking of expense reports and receipts have provided substantial savings on

paper, postage, and storage.

» Robust reporting and analytics have enabled deeper insight and forecasting capabilities for expenses.

» Automating AP transactions into Microsoft Dynamics GP has freed the finance team from time-consuming manual

entry and reduced the risk of errors.

» The ability to split and allocate costs to multiple projects has improved billing accuracy and expense tracking.

“We have been so impressed with DynamicPoint’s solution and their people. They put in the time to make sure they can

deliver what they promise,” concludes Amy. “You can tell they are very committed to their customers and made me feel like

a priority through every question and conversation.”

AMY TOLBERTSenior Manager of Business Applications and IT Support Services, CBORD


Want to see your company

here?The Solution Spotlight

highlights customer success

stories from use of

Microsoft Dynamics add-on

products and services. The

customers you will read about

here were selected by their

Partners, but the interviews

were conducted by us, so the

commentary - and success! -

is genuine.

Contact Jane Olson at

701-526-1829 or

[email protected]

and ask about the

Solution Spotlight.

SharePoint Solutions for Every®

Purchase and Expense

Solutions Exclusive to

Microsoft Dynamics

www.dynamicpoint.com 844.396.7646 [email protected]

yRequisition, Invoice &q

Expense Report.

No Per User FeeNo Per Transaction Fee

ss®

PSSSM

Control ExpensesFast. Easy. Accurate.


www.batchmaster.com

#Hashtag

MA

RK

ET

ING

story by BARBARA PFEIFFER illustration by DAVE SWANG

A whole magazine with a hashtag theme? What else could you need? Well, if you’re not really

active in social media, probably a little more information about what hashtags are and why

they are so important.

If your experience with hashtags is #Sharknado or the Jimmy Fallon/Justin Timberlake

video (look up “Jimmy Fallon hashtag” on YouTube; really – do it – it’s pretty funny), then you

probably are wondering why you should care.

Let’s start with a little history. The very first hashtag (#barcamp) was suggested and used by Chris Messina, an open

source/open web advocate, in August of 2007. He suggested it on Twitter as a way to group discussions about Barcamp,

virtual technology gatherings that he helped create. After that, hashtags really went mainstream when Messina

suggested the use of #sandiegofire in order for people to share information on the forest fires near San Diego that fall.

Since then, they’ve helped fuel the Arab Spring, leading to regime changes in Egypt, Tunisia, Libya, and Yemen

(#Egypt and #ArabSpring) and brought us millions of old big hair photos and other memories for Throwback

Thursdays (#ThrowbackThursdays or #TBT). They have also lead to participatory TV (#Sharknado) where the fun

lies as much with viewers’ comments as with what’s on screen.

So with such diverse use, is there really a benefit for Microsoft Partners? The answer is YES. Before we get to that,

let’s start with the basics.

WHAT IS A HASHTAG? It’s simple. A hashtag is a # sign (hash) followed by a word or group of words. The addition of the # sign makes

the phrase searchable. When you use hashtags, you can organize posts to create a thread of conversations around

a single topic. An example you’ve most likely seen is Microsoft Dynamics Convergence (#CONV14 for this past

year’s event), which allows Microsoft employees, Partners, and customers to see all that’s being posted about the

conference in a single thread – and at the same time creates a conversation with the social attendees.

WE’RE NOT ON TWITTER – WHY SHOULD WE CARE? Great question. While the practice started and is extensively used on Twitter, today Facebook, Google+, and YouTube also

take advantage of hashtags. The lone holdout? Instagram, which had enabled hashtags but discontinued their use last year.

What the

Am I Supposed to Do?

Reviewing all the articles The Partner Marketing Group has written over the last eight

years, it was hard to narrow it down to a few favorites. After some internal voting, we

selected (1.) What The #Hashtag Am I Supposed To Do? and (2.) Trust Me as our top two

choices. Why these two? While marketing trends and tools can quickly change, both of these

articles address questions and advice that our team is asked and has given on a regular

basis. Building trust with your prospects throughout your marketing efforts is essential, and

while you may not be able to track the results of every marketing activity your team makes,

activities like social media are important to a well-rounded marketing plan. #TrustUs

«


Given their popularity and utility, it’s likely we’ll be seeing hashtags in other online communities (including those

that don’t exist today) and that at some point, LinkedIn will have some version of the hashtag back in its toolkit.

One thing to keep in mind: the platforms use hashtags differently, so you need to spend some time understanding

the variations. For example, on Facebook, clicking on a hashtag takes you to posts with the same hashtag, while

Google+ also pulls in posts with similar keywords and Google results.

WHEN SHOULD I CREATE ONE? HOW SHOULD I USE IT? Create a hashtag when you have something “substantial” to share and you want others to join the conversation. For

example, when you’re hosting a customer event. Set up a hashtag, and then share it with Partners, ISVs, customers,


and employees. Encourage everyone to use the tag before, during, and after the event. In other instances, you may

want to take more of a “follow the leader” approach. If you’re going to be at Convergence, for example, use the

hashtag that Microsoft is using for maximum exposure for your posts.

Want something unique? You can use more than one hashtag in a post (note that the recommendation is to keep

it under three), so it’s okay to use #CONV14 and a custom tag you create in the same post. By the way: You don’t

need to start a sentence with a hashtag – they can go anywhere, as in: Join us at #rocknrave at #GPUGSummit.

HOW DO I CREATE ONE? Type a # sign followed by the word or phrase that describes your conversation; then tweet or post. Really, it’s that

easy! The challenging part is knowing what word or phrase you want to use. Here are two simple steps to follow:

» Start by making sure your hashtag is available. If you use a hashtag someone else is using, you are joining

their conversation. You can check out hashtags that are in use, and see how they’re trending on Twitter, with

free tools including www.twubs.com and www.hashtags.org. These sites make it easy to see if someone else is

already using your idea.

» Although anyone can use your hashtag for any reason, you should still define or register it. This makes it easier

for people who are searching for topics to know if they’re in the “right” conversation. #MicrosoftDynamics

might be obvious. #CONV14 – not as much. On Twubs, when you register, you can also set up a page for your

hashtag. This is a great idea if you’re using the hashtag for an event. You can create an event room and even get

embedded code, which enables you to put the conversation on your website.

NEXT STEPS?Hashtags do not have to be scary. Hopefully you have learned some new ways to use and create them. If you’re

still unsure of how you might use a hashtag, why don’t you start by joining the conversation for this fall’s The Partner

Connections Event (#TPCE14)? Share your experience and connect with the speakers and attendees. You might be

surprised to see who else is posting, what you may have missed, or who you might run into at the event.

Need help #marketing? Barbara Pfeiffer and the team at The Partner Marketing Group are #MasterMarketers. Check

out the products and services designed for technology Partners and ISVs at www.ThePartnerMarketingGroup.com. You

can also contact Barbara at [email protected].

Who can you trust to help your Dynamics® GP clients use barcoding for inventory and asset management?

Trust Panatrack.

When a company selects our Panatracker®GP inventory and asset barcoding solution for its ease of use, they may not be thinking of where their business will be in one, ve or ten years

But we are.

So no matter how advanced your clients’ needs become, we will help you meet them by adding modules and features, transforming them from simple inventory tracking to full warehouse management system W S capabilities

Whether Dynamics GP is on-premises or in the cloud, you can rest assured that PanatrackerGP is futureproof and ready to perform

Executive Brief:RFID versus

arcodes which is best for

Dynamics GP?

262.361.4950www.panatrack.com


The Genius Series is an exclusive learning opportunity for

Microsoft Dynamics Partners that includes a nine-month curriculum

around sales, marketing, or leadership topics.

Not only has connecting online each month given students access

to valuable tips, tricks, and resources, but they have also

connected at community events and developed deeper professional

relationships, sharing best practices and providing support to each

other where needed.

If you’re interested in participating as a presenter and/or a mentor

for future sessions, please contact Bethany Foyt at

[email protected].

FEATURE


The winter sessions of The Genius Series covered budget and planning, content creation and curation, and

event planning.

KIM HAYTHORNTHWAITE Nolan Business Solutions

“Before The Genius Series, we didn’t have

marketing, and now we actually have a plan in place.

I’m able to hire better talent because I hear what’s

working from my peers. I would recommend the

program to anyone who asks.”


MarchPRESENTERDonna Krizik Parsons

Crestwood Associates

LLC

TOPICNurture Marketing

and Lead Follow-Up

MENTORTania Konczynski,

JOVACO Solutions

AprilPRESENTERSKari Peterson and

Amy McKinnon,

Sky Blue Technology

TOPICSales and Marketing

Alignment

MENTORBrant Flint,

Summit Group

Software

MayPRESENTERJon Powell,

MECLABS Institute

TOPICMarketing Analytics

and Tracking

MENTORAmy Spencer,

Green Beacon

Solutions, LLC

A profound THANKS to the experts who are making it

all possible!

As we enter the final quarter of the program, The Genius Series

students look forward to tying everything they’ve learned

together with an amazing line-up of topics, presenters, and

mentors this spring…


The application process for The Genius Series

class of 2016-2017 will start May 20, 2016.

Visit

www.thepartnerchannel.com/the-genius-series

for more information.

The Genius Series is now available

ON-DEMAND!Gain access to this year’s marketing expertise whenever you please,

including 18 hours of valuable content, summary notes, templates,

resources, and direct connection with the industry’s greatest

marketing talent. For more information, contact Bethany Foyt at

[email protected].



What types of activities do you enjoy during the spring months?When I’m not traveling for work, selling our Fieldboss Contractor Management Software, the activity

I enjoy most is getting my early morning bike ride in at our place in Collingwood, Ontario. It’s great to

get away from the city and take in the Ontario countryside, which can be a lot like being on a bike trip in

Europe. I also look forward to a spring getaway with my daughter that involves crossing at least one ocean

after her university exams are over.

What is your favorite thing about working in the Partner community?It’s nice to be able to get a reality check from people who are in your space and validate what’s working

for others and what’s not.

What is the best business advice you have been given?Own the real estate you work out of. I’ve also been given a lot of effective marketing and sales and

insights from PartnerWorks, a Microsoft ISV strategy firm we have been very happy with.

What is the most beneficial aspect of The Partner Channel’s membership program for your company?

Our opportunity for exposure in The List.

Jonathan Taub, President

MEMBERS ONLY CORNERM

Thank You for Your Membership!Thank you to the Microsoft Dynamics

Partners who have joined The Partner Channel’s

community. Your engagement and participation

in the channel are what makes this community

so great! For information on The Partner

Channel Membership Rewards Program, please

contact Jasmine at 701-526-3531 or Jasmine@

thepartnerchannel.com.

The Partner Channel Membership RewardsOur valued Members get the best of what The Partner Channel has to offer through…

» Bi-monthly Member calls

» Extra issues of The Partner Channel Magazine each quarter

» Discounts of 10 percent for Partner events and training, such as The Genius Series

» Company listing on The Partner Channel website

» Tipville, our special Member newsletter, LinkedIn group access, and more

Contact Jasmine McNellis via the information shared to the right if you want to

benefit from these rewards.

2005APRIL» EthoTech Inc.

» Mekorma

2006MARCH» InterDyn - BMI

2010MARCH» Integrity Data

APRIL» DynamicPoint Inc.

2015MAY » The Partner Marketing

Group

The following Microsoft Dynamics Partners are celebrating their membership anniversary with

The Partner Channel this quarter:

Congratulations

Member Profile

Rimrock Corporation is a Microsoft Dynamics Gold Certified ERP and Silver

Certified CRM Partner specializing in integrated software solutions. Their goal

is to help clients connect with their employees, customers, suppliers, and

stakeholders. Rimrock is located in mid-town Toronto, and their clients are

located all over Canada and the United States.

Email your caption

to Jenny at Jenny@

thepartnerchannel.

com. Submissions will

be judged on creativity,

relevance, and sense

of humor. The prize for

this contest is two (2)

tickets to your local

cinema.

PHOTO CAPTION

contestThis photo captures Jenny’s favorite onstage

interview with John Stulak of Ethotech

(left), Andy Hafer of Dynamic Communities

(right), and Brian Hall of AIM Technologies

(on the phone). All three of these gentlemen

had recently experienced life-changing

experiences that they shared with attendees

of The Partner Event. Their experiences

differed in purpose, but the common theme

of taking action was purposeful.




PHOTO CAPTION

contestresultsNo submissions?!?!?Maybe you were all

in hibernation? Let’s

remedy this for the next

issue, m’kay?


www.OnSkyBlue.comEngage. Measure. Close.

It’s like Match.com® for your sales team

Did they watch our videos?

Should I spend time on a demo?

How much content have they

consumed?

Are they really interested or justkicking the tires?

Have they read our literature?

Except no one has to buy dinner.No one wants to spend time on leads that aren’t, well... hot.

With Sky Blue, you always know who’s ready to talk.

Sky Blue, the “always on” nurture and sales engagement platform.

ADVERTISER INDEXA

Altec. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

Appolis. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 75

BatchMaster Software, Inc. . . . . . . . . . . . . . . . . . . 43

BlackLine. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40

Business Computers (Time Matrix) . . . . . . . . . . . 16

ClickDimensions . . . . . . . . . . . . . . . . . . . . . . . . . . . 33

Corporate Renaissance Group . . . . . . . . . . . . . . . . 3

Data Resolution . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Dynamic Communities . . . . . . . . . . . . . . . . . . . . . 37

DynamicPoint. . . . . . . . . . . . . . . . . . . . . . . . . . . 41-42

Greenshades . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23

ImageTag . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

Integrity Data . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

k-eCommerce. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

MetaViewer from Metafile . . . . . . . . . . . . . . . . . . . . 4

Nodus Technologies, Inc.. . . . . . . . . . . . . . . . . . . . 53

Panatrack. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46

Sky Blue Technology . . . . . . . . . . . . . . . . . . . . . . . . 54

The Genius Series On-Demand . . . . . . . . . . . . . . 50

Thomson Reuters . . . . . . . . . . . . . . . . . . . . . . . . . . . 28

Vicinity Manufacturing, Inc. . . . . . . . . . . . . . . . . . 76

The List from The Partner Channel® is your tool for finding the solutions available from Microsoft Dynamics® Partners. Review the various industry, horizontal, and service

offerings available and you may just find 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 offers 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 “classified” 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!

Industry.......................Page 56

Horizontal....................Page 61

Services.......................Page 73

The List MOBILE Solutions at your fi ngertips

thelistmobile.comSearch for the products and services you need

with the Mobile version of The List!

Table of Contents

KEY: Axapta Great Plains Navision Solomon Customer Relationship Management Retail Management System Point of Sale


Churches and Ministries

BGE, Inc. http://www.bgeinc.net • 877-656-8800 FundVision Powerful fundraising, donor man-agement software for nonprofits to cultivate prospects; stay in touch with constituents; track campaigns; integrate w/Dynamics GP. Support Check Scanner, CC Processing, web donations.

Construction

AvidXchange, Inc. http://www.avidxchange.com/landing/microsoftdynamics • 800-560-9305 End-to-End AP Automation Streamline invoice capture, intelligently route approvals and facilitate 100% of payments in 45 days or less...guaranteed.

IPM Global Pty Ltd

http://www.ipmglobal.net • 321-368-2489 IPM Project Management IPM Project Management is a purpose built XRM Solution that delivers a fresh approach to Project Management in the Construction / Engineering sectors. Incorporating Comprehensive Contract and Cost Control.

Consumer Packaged Goods

Business Systems Integrators

http://www.BusinessSysInteg.com 866-871-2097 EDI BSI provides superior EDI solutions for AX & GP, both on-premise & SaaS.

Data Masons Software

http://www.datamasons.com/thelist 866-575-1631 Vantage Point EDI for Dynamics EDI Made Simple for Dynamics: ERP integration without customization.

Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 ACE - Advanced Commerce ERP EDI, ASN, Shipping, Carrier Manifest, Labels, Barcoding, TP Compliance, WMS, Forecasting & Replenishment. Best of breed built inside NAV replac-ing 7 disparate solutions. Seamless simplicity. 110,000+ users worldwide.

RedTail Solutions http://www.redtailsolutions.com 508-983-1900 RedTail EDI Freedom to Do Business: Stick to what you do best - our cloud service manages your EDI. Integrated with ERP/WMS/3PL systems. Lowest total cost.

Cross Industry Solution

ACOM Solutions, Inc. http://www.acom.com/solutions/ms-dynamics-gpgreat-plains/ • 800-699-5758 Automated Payables, Sale Order Processing & Document Management Designed for Dynamics GP Securely manage the capture, workflow, & storage of invoices, documents & all vital business information. 3-way matching, live accrual reporting & the ability to complete transactions directly from workflows.

Altec http://www.altec-inc.com 800-997-9921 ext. 1255 doc-link, Integrated Document Management Capture, workflow, output & archive w/doc-link, Doc. Mgmt. for Dynamics.

Arbela Technologies http://www.arbelatech.com • 949-291-4777 Master Data Centralization For Dynamics AX Arbela's Master Data Centralization for Dynamics AX manages product, customer, vendor, employees, and COA master data and their fields across multiple companies for better shared services. Gain from our experience!

Ariett http://www.ariett.com • 781-826-1120 Cloud AP Invoice, Requisition, PO, Contract & Expense Reporting Solution One spend management platform for generating savings from any device.

AssureSign LLC

http://www.assuresign.com • 407-670-0400 AssureSign Electronic Signature Software Integrated cloud or on-premise enterprise class Electronic Signatures.



CALUMO, Inc.

http://www.calumo.com • 214-387-6030 CALUMO - Reporting, Budgeting & Forecasting CALUMO is THE single tool for reporting, budgeting & forecasting all Accountants love. CALUMO combines web/mobile/Excel/Word/PowerPoint to create & distribute ad-hoc analysis, reports, dashboards & planning templetes

Datahaven for Dynamics http://www.datahaven4dynamics.com 757-222-2000 Datahaven for Dynamics Datahaven is the only scanning, OCR, and workflow solution natively embed-ded—not simply integrated—throughout the Microsoft Dynamics user experience and available to non-Dynamics users from Microsoft Outlook.

docSTAR http://www.docstar.com • 888-docSTAR docSTAR eclipse Smart AP Automation docSTAR is the premier AP automation solution provider. SaaS or on-premises deployment options. Mobile access. Intelligent data capture. Advanced workflow. Microsoft Dynamics ERP integration.

eRequester by Paperless Business

Systems http://spendwise.ly/eRequester-2015 206-256-0771 ext. 123 eRequester Industry leading web procurement, expense management, inventory & receiving, and business intelligence. Top rated & trusted for over 16 years.

EthoTech, Inc. http://www.ethotech.com • 678-384-7500 ext. 1 Commission Plan Calculate, pay and track all variable com-pensation, including Sales Commissions, Bonuses, Royalties, Rebates and SPIFFS. Effortlessly create and modify commis-sion plans, and then quickly distribute reports by e-mail.

Greenshades Software

http://www.greenshades.com 888-255-3815 ext. 2 Greenshades Year End Forms Electronic distribution, print to blank paper, and fully automated mailing services help thousands of Greenshades clients create, distribute and electronically file their 1099, W-2 and 1095-C forms.

IND

US

TR

Y

Apparel/Footwear

Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 EDI In-house control, collaborative, or out-sourced. Total solution, AS2, and VAN for lower cost of ownership. Seamless simplicity EDI designed specifically for NAV. More documents and users than any other NAV provider.


Automotive

AIM Computer Solutions, Inc. http://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.

C hemicals

BatchMaster Software, Inc. http://www.batchmaster.com/dynamics-gp/overview.aspx • 949-583-1646 ext. 266 BatchMaster Manufacturing for Microsoft Dynamics GP Our formula based, process manu-facturing application is directly em-bedded within MS Dynamics GP. It offers R&D Lab, Formulation, Quality, Production, Compliance, Costing, Planning, Scheduling, Warehousing, and more.

Horizons International

http://www.qualityessentialssuite.com 866-949-9504 ext. 811 Quality Essentials Suite Quality Management System integrates to all Dynamics products. Used in chemicals, food and other regulated industries. Control layouts for certificates of analysis, comply with ISO standards, manage lot holds.

Vicinity Manufacturing

http://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.

Industry



Higher Logic http://www.higherlogic.com • 202-360-4402 Higher Logic The leading cloud-based commu-nity platform used by organizations worldwide to bring people together in secure communities designed to ignite knowledge sharing, drive content creation and solve problems.

Integrated Software, Inc. http://www.isiusa.com • 321-984-1986 Request For Quote Create RFQs. Save Vendor responses. Auto-create PO's and Sales Quotes.

JAT Computer Consulting, Inc. http://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.

JAT Computer Consulting, Inc. http://www.jatnet.com/JBC.htm 888-525-8874 ext. 462 JAT Benefits Connect (JBC) JBC communicates enrollment data to carriers and insurance providers.

Joesoftware Inc. http://www.joesoftware.com • 780-990-0220 Marshal Comprehensive QHSE application. Incident management, employee safety data, training/certifications, jobsite hazard assessments, procedure automation and more. OHSA COR PIR compliant.

KTL Solutions, Inc. http://www.ktlsolutions.com • 866-960-0001 Development - Microsoft Dynamics GP/CRM/xRM 15 yrs developing GP customizations (Dexterity, .Net), Source Code Developers, Experts with CRM/xRM as a platform creating customized experiences. Sub-contractor rates to other resellers.

Nexonia http://www.nexonia.com • 800-291-4829 Nexonia Highly-configurable cloud-based ex-pense reports and timesheets solutions, seamlessly integrated with MS Dynamics, incl. VAT & multi-currency. With mobile apps for iOS, Android, BlackBerry 10 & Windows Mobile phones.

Nodus Technologies, Inc.

http://www.nodus.com/epay_advantage.html • 909-482-4701 ePay Advantage with PayFabric Automate A/R, improve cash flow, and provide security and convenience to your customers with an online bill pay portal. Optional recurring/subscription billing, AutoPay, payment plans and remote order entry.

Nodus Technologies, Inc. http://www.nodus.com/estore_solution_stack.html • 909-482-4701 eStore Solution Stack with PayFabric Go beyond a shopping cart with a feature-rich, automated and fully inte-grated ecommerce solution. Securely take orders from our PCI certified B2B, B2C, and sales portal web site with at-tractive responsive web design.

Nodus Technologies, Inc. http://www.nodus.com/products.html 909-482-4701 Credit Card Advantage and CRM Charge with PayFabric Securely process credit cards and ACH within Dynamics GP or CRM and store credit card info in a PCI-certified cloud using PayFabric. Includes batch processing & reporting tools. Optional AutoPay and customer portal.

Panatrack, Inc. http://www.panatrack.com • 262-361-4950 PanatrackerGP Field Sales & Inventory Extend GP to capture sales transactions at the point of activity.

PaperSave http://www.PaperSave.com • 877-727-3799 PaperSave PaperSave is a complete document management, electronic workflow and invoice automation solution, Certified for Microsoft Dynamics GP, SL, AX, & CRM.

ReQlogic http://www.reqlogic.com • 734-302-2316 ReQlogic ReQlogic is a browser-based employee productivity suite providing solutions for eProcurement, requisitions, vendor invoices, time & expense, and advanced workflow.

Solver http://www.solverglobal.com • 310-691-5300 Solver - BI360 Suite Both Excel & Web-based Financial & Operational Reporting, Budgeting, Dashboards, & a pre-configured Data Warehouse w/ direct integration to Microsoft Dynamics.

WilloWare, Inc. http://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!

Equipment Rental and Leasing

SYCOR GmbH http://www.sycor-group.com/rental +49 551 490 2491 Sycor.Rental AX 2012 solution for individual & bulk rentals, trade of mobile goods. Full rental lifecycle with key features: graphical scheduling, transport mgmt., service & maintenance, fleet mgmt., flexible billing methods, BI.

Finance/Banking

AssureSign LLC


Fleet Management

SYCOR GmbH http://www.sycor-group.com/fleet +49 551 490 2491 Sycor.Fleet AX 2012 solution for fleet management. Key features: graph. scheduling, trans-port mgmt., service & maintenance, vehicle data mgmt., vehicle history (costs, repairs, damage), BI & reporting, flexible billing methods.

Food and Beverage

Altec http://www.altec-inc.com 800-997-9921 ext. 1255 doc-link Integrated Document Management Capture, workflow, output & archive w/doc-link, Doc. Mgmt. for Dynamics.

ASC Software http://www.ascsoftware.com • 937-429-1428 ASCTrac Award winning, scalable Warehouse Management Solutions (WMS) designed for Distribution, Manufacturing & 3PL operations of any type. Over 25 years of experience in the Food/Beverage industry.

BatchMaster Software, Inc. http://www.batchmaster.com/dynamics-gp/overview.aspx • 949-583-1646 ext. 266 BatchMaster Manufacturing for Microsoft Dynamics GP Our formula based, process manu-facturing application is directly em-bedded within MS Dynamics GP. It offers R&D Lab, Formulation, Quality, Production, Compliance, Costing, Planning, Scheduling, Warehousing,

and more.

Blue Horseshoe http://www.bhsolutions.com • 317-573-2583 Supply Chain Suite for Dynamics AX Gold Certified ERP Partner providing Tier-1 end-to-end implementation services as well as Industry Leading software to fully optimize your Supply Chain. See what's new in the Supply Chain Suite for Dynamics AX.


http://www.BusinessSysInteg.com • 866-871-2097 EDI BSI provides superior EDI solutions for AX & GP, both on-premise & SaaS.

COGEP Inc. http://www.cogep.com • 418-626-2503 ext. 144 GUIDE TI Powerful and user-friendly maintenance software. Control budget and reduce maintenance and unit cost. Increase efficiency and reduce downtime.



Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 Supply Chain Solutions Seamlessly simple Shipping, Inventory Management, WMS, & EDI Compliance. Best of Breed built inside NAV. More than 110,000+ users worldwide.

Metafile Information Systems, Inc.

http://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, workflow, and AP/AR Automation.


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WithoutWire www.withoutwire.com • 612-343-0404 WithoutWire™ Warehouse WMS Barcode mobile traceable lot serial tracked inventory for Process Discrete MO Manufacture Distributor Food Beverage Supply Chain ship EDI.

Government Contracting

IPM Global Pty Ltd


Unanet Technologies http://www.unanet.com • 703-689-9440 Unanet Project Portfolio Resource planning, time/expense tracking & project accounting for GP/SL.

Healthcare

Binary Stream http://www.binarystream.com/GP-HMM 604-522-6300 Healthcare Materials Management (HMM) Optimize materials management and streamline your consumption-based supply chain management.

Business Computers

Software, Inc. http://www.business-computers.com 303-494-9390 Time Matrix Time Clock that integrates with Dynamics GP PR, HR, PA, & Manufacturing.

Computer Information

Enterprises http://www.compinfo.com • 949-263-0910 ImageLink ImageLink is the document manage-ment solution for Dynamics SL and GP with integrated OCR and AP workflow. Increasing productivity-reducing paper. The integration is the difference. Visit www.compinfo.com.

DocuPhase http://www.DocuPhase.com 727-441-8228 ext. 626 DocuPhase DocuPhase is a powerful business process automation, document management, intelligent capture, analytics, and web forms platform. We provide packaged AP, Purchase Requisition, time/expense processes and more.

Integrated Software, Inc. http://www.isiusa.com • 321-984-1986 Health Care Management Billing and Financial Management for Home Health and Long Term Care.

InterDyn BMI http://www.erp4health.com • 866-264-3249 ERP4Health® Financial Management Software pow-ered by Microsoft Dynamics.

Kronos Incorporated http://www.kronos.com • 800-225-1561 Workforce Central® Suite Seamlessly integrates with Microsoft Dynamics to completely automate the essential timekeeping, human resources and financial processes.

Paramount Technologies

http://www.paramounttechnologies.com 800-725-4408 WorkPlace for Healthcare Requisition, approval, budget checking and integration to Binary Stream for Materials Management.

High Tech and Electronics

QBD Systems http://www.qbdsys.com • 800-743-9003 Universal PLM Integration Integration w/ PLM s/w incl. Agile, Arena, Aras, Solidworks EPDM & more.

Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Advanced Trade and Pricing Adv Trade extends pricing capabilities to include complex pricing structures, extends billing, billing schedules and revenue recognition of complex transac-tions. Contracts can be generated and managed easily.

Insurance

AssureSign LLC


EthoTech, Inc. http://www.ethotech.com 678-384-7500 ext. 1 Commission Plan Calculate, pay and track all variable com-pensation, including Sales Commissions, Bonuses, Royalties, Rebates and SPIFFS. Effortlessly create and modify commis-sion plans, and then quickly distribute reports by e-mail.

Life Sciences

Arbela Technologies http://www.arbelatech.com • 949-291-4777 Arbela Technologies Our specialties can align with all your industry-specific and evolving business needs. With minimum customizations, we tailor AX and CRM to effectively reduce costs and improve efficiency. Gain from our experience!

AxSource http://www.AXOQCS.com • 404-902-9218 Quality & Compliance for Life ScienceIntegrated ERP solution for compliance to meet FDA, Health Canada, EU and cGMP requirements for Life Sciences.

Maintenance Management


Manufacturing



ASC Software http://www.ascsoftware.com • 937-429-1428 ASCTrac Award winning, scalable Warehouse Management Solutions (WMS) designed for Distribution, Manufacturing & 3PL operations of any type. Over 25 years of experience in both process & discrete manufacturing.

BatchMaster Software, Inc. http://www.batchmaster.com/dynamics-gp/overview.aspx • 949-583-1646 ext. 266 BatchMaster Manufacturing for Microsoft Dynamics GP Our formula based, process manu-facturing application is directly em-bedded within MS Dynamics GP. It offers R&D Lab, Formulation, Quality, Production, Compliance, Costing, Planning, Scheduling, Warehousing, and more.

Bond Consulting Services

http://www.BondConsultingServices.com 562-988-3451 Microsoft Dynamics ERP Solutions for Manufacturing & Distribution We are a Gold ERP/Silver CRM Partner and the go-to multilingual consulting team for Process & Discrete Manufacturers and CPG and F&B Distributors from SMB to Enterprise.

Business Computers





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docSTAR http://www.docstar.com • 888-docSTAR docSTAR eclipse Smart AP Automation docSTAR is the premier AP automation solution provider. SaaS or on-premises deployment options. Mobile access. Intelligent data capture. Advanced work-flow. Microsoft Dynamics ERP integration.

eNSYNC Solutions, Inc. http://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.


Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 AFP (Advanced Forecasting and Procurement) for Manufacturing Forecasts inventory items as compo-nents or finished goods. Gain control.

Manufacturing Resource

Partners http://www.mrpconsulting.com • 562-547-6156 Dynamics GP Manufacturing Consulting The Dynamics GP implementation team at Manufacturing Resource Partners is one of the most experienced available. Each of our consultants has 12 to 24 years of manufacturing and operations management experience.



Sana Commerce http://www.sana-commerce.com • 646-362-0432 Sana Commerce Truly integrated B2B e-commerce that leverages existing ERP business logic to deliver a rich product catalog & automate web orders.

Thomson Reuters http://tax.thomsonreuters.com/DynamicsTax • 888-885-0206 Sales Tax Automation for Microsoft Dynamics Thomson Reuters ONESOURCE Indirect Tax is a cloud-based sales and use calculation, document management, filing and remittance solution that integrates with Microsoft Dynamics to simplify the sales tax process.



WilloWare, Inc. http://www.willoware.com • 888-339-4556 ext. 1 MO Generator MO Generator creates a set of MO's for a parent item and sub-assemblies below the parent, schedules and re-leases Experlogix MO's, and receives and posts MO Receipts.

WilloWare, Inc. http://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.

WithoutWire www.withoutwire.com • 612-343-0404 WithoutWire™ Warehouse WMS Barcode mobile traceable lot serial tracked inventory for Process Manufacture MO Distributor Food Beverage Pharma Chemical CPG ship EDI.

Media and Entertainment

Eclipse Computing, Inc http://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.

Non-Profit Organizations



ImageTag, Inc. http://www.kwiktag.com • 888-KWIK-TAG KwikTag KwikTag by ImageTag is ONE SYSTEM you need for document management and business process automation - without harming trees or your budget.


http://www.paramounttechnologies.com 800-725-4408 WorkPlace for Non-Profits Requisition & Expense with GL Distribution, Encumbrance & Audit Trails.


Oil and Gas



IPM Global Pty Ltd


Thomson Reuters http://tax.thomsonreuters.com/DynamicsTax 888-885-0206 Sales Tax Automation for Microsoft Dynamics Thomson Reuters ONESOURCE Indirect Tax is a cloud-based sales and use calculation, document management, filing and remittance solution that integrates with Microsoft Dynamics to simplify the sales tax process.

Pharmaceuticals

AxSource http://www.AXOQCS.com • 404-902-9218 Quality & Compliance for PharmaComplete control of GMP records from raw material thru to finished packag-ing complete with e-signatures. Easy paperless recall management & CAPA.

ASC Software http://www.ascsoftware.com • 937-429-1428 ASCTrac Award winning, scalable Warehouse Management Solutions (WMS) designed for Distribution, Manufacturing & 3PL operations of any type. Over 25 years of experience in the Pharmaceutical & Medical industries.



Panatrack, Inc. http://www.panatrack.com • 262-361-4950 PanatrackerGP for Inventory Management Add an integrated bar code solution and turn GP into your WMS for inven-tory management. An easy to install solution with robust features.

Professional Services

Globe Software http://www.globesoftware.com • 701-235-4084 Atlas - Real-time Reporting & Upload into AX from Microsoft Office Using Atlas, you'll see how real-time two way data validation integrates between Office, Dynamics AX & CRM. From data migration to production, register on our web site for a free trial.

JOVACO Solutions Inc. http://www.jovaco.com • 888-988-3535 ext. 122 JOVACO Project Suite Project accounting for professional ser-vice firms to manage projects through web-based time & expense and resource mgmt modules. Top features: extensive reporting, multi-company & inter-departmental capabilities.


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Rockton Software http://www.rocktonconnect.com • 877-476-2586 Rockton Connect Rockton Connect, small business ac-counting built inside Microsoft Dynamics CRM online specifically for professional service organizations.


Property Management

Binary Stream http://www.binarystream.com/GP-PM 604-522-6300 Property Management (PM) Property Management is the only fully integrated lease manager in GP. Manage your commercial, retail and large residential leases with ease.

Publishing


Real Estate


Retail








Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Advanced Credit Cards for Retail Adv. CC for Retail allows you to process credit cards in retail environments and directly integrate into AX. PCI validated CC solution native to AX. Red Maple has many processor options for CC for Retail.

Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Advanced Credit Cards PCI validated CC solution native to AX and Retail for AX. We integrate to 13+ processors. Take payments in SO, AR or Projects. Tokenization is available. Process CC in multiple countries. Handle complex transactions.


Social Services


Software


Software Manufacturers


Rockton Software http://www.rocktonconnect.com • 877-476-2586 Rockton Connect Rockton Connect, small business ac-counting built inside Microsoft Dynamics CRM online specifically for software companies.

Staffing/Recruiting

Joesoftware Inc. http://www.joesoftware.com • 780-990-0220 Recruitment Accelerator Web-based recruiting mgmt, resume collection & on-boarding accelerator.

Transportation

Selective Software Inc. http://www.selectivesoftware.com 421-369-0480n Transit SoftwareIntegrated solutions for Trucking: Loads, Driver/Carrier Pay, Freight Billing, EDI, Dispatch, Imaging, Maintenance & Repair, Fuel Integration, Road Taxes. Reporting & more. Asset-Based & Brokerage.

Warehouse Management

ASC Software http://www.ascsoftware.com • 937-429-1428 ASCTrac Award winning, scalable & highly con-figurable WMS designed for Distribution, Manufacturing & 3PL operations of any type. Over 25 years of experience in advanced distribution solutions.


Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 ACE Warehousing© Flexibility from basic to advanced func-tionality. Receiving, picking, shipping, realtime inventory in NAV via wireless devices. Also grows to license plating, serial no. tracking & production output registration.


Tasklet Factory http://www.taskletfactory.com • +45 96 354 500 Mobile WMS for Microsoft Dynamics AX/NAV Mobile WMS is a user-friendly Mobile Warehouse Management solution with on/offline mode that integrates with standard Microsoft Dynamics AX/NAV.

WilloWare, Inc. http://www.willoware.com • 888-339-4556 ext. 1 CompleteCount Controlled cycle counts in GP using stock tags and Excel. Print tags, ensure accuracy, minimize downtime.

WithoutWire www.withoutwire.com • 612-343-0404 WithoutWireTM Warehouse WMS Barcode mobile traceable lot se-rial tracked inventory for Manufacture Distributor Pharma Chemical CPG Food Field Service tech job ship EDI.

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Wholesale Trade: Non-Durable Goods


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Accounting

Adra http://www.adra.com • +44 207 868 5171 BALANCER - Balance Sheet Reconciliation Software BALANCER allows you to replace cum-bersome spreadsheets and error-prone manual tasks with a full real-time overview of the entire balance sheet reconciliation process. Free up time and close faster with BALANCER.

Adra http://www.adra.com/ • +44 207 868 5171 TASK MANAGER - Financial Task Management Software TASK MANAGER is purpose built for finance teams and recurring processes. It streamlines the Financial Close and other administrational tasks and allows you to enforce and manage Internal Control.

Adra http://www.adra.com • +44 207 868 5171 ACCOUNTSTM Transaction Matching Software ACCOUNTS is a software solution that replaces cumbersome spreadsheets and error-prone manual reconciliations with a rules driven, automated solution

for all types of transaction matching.

BlackLine https://www.blackline.com/finance-controls-and-automation • 818-223-9008

NEW: BlackLine BlackLine's Finance Automation and Controls platform integrates with and complements Microsoft Dynamics (GP, AX, NAV) and enables fast growing companies to close the gaps left in financial close accounting processes.


Rockton Software http://www.rocktonconnect.com • 877-476-2586 Rockton Connect Rockton Connect, small business ac-counting built inside Microsoft Dynamics CRM online.

Affordable Care Act Reporting

AIM Technologies http://www.aim-technologies.com/acadashboard.html • 888-234-0428 The ACA Dashboard Complete solution for proactive man-agement and reporting for compliance with the Affordable Care Act.

Greenshades Software http://www.greenshades.com/landing-aca.php?source=TheList • 888-255-3815 ext. 2 Affordable Care Act From tracking eligibility and enroll-ment requirements to producing and filing 1095-C returns, Greenshades has Affordable Care Act requirements under control. Request a demo today and take the pain out of ACA.

Integrity Data http://www.integrity-data.com/software/aca-compliance/ • 888-786-6162 Integrity Data ACA Compliance Solution A 360° reporting & tracking engine that makes ACA compliance a non-issue with deep BI capabilities, this tool au-tomatically tracks eligibility and tests affordability, and generates and prints Form 1095-C.

Integrity Data http://www.integrity-data.com 217-732-3737 ext. 0203 Comprehensive HR & Payroll Solutions for Dynamics GP Creating great Dynamics® GP HR & Payroll experiences by offering solid solutions: reliable software, top-notch support and expert services - making your payroll system work exactly the way you want and need it to!

Analytics


DataSelf http://www.dataself.com • 888-910-9802 DataSelf Analytics 5000+templates, Tableau, data drive-train means SMB value out of the box.

Encore Business Solutions http://www.encorebusiness.com 888-898-4330 ext. 2336 Advanced SmartList Enhanced analysis of SmartList data. Ad-hoc reports & queries on the fly. Sort, filter & re-order columns easily. Sum groups of info fast.

Encore Business Solutions http://www.encorebusiness.com 888-898-4330 ext. 336 Project Tracking with Advanced Analytics Creates a seamless connection between a company’s financial transactions & project revenue & expenses. Easily assign project info. from within GP at the time of transaction entry.


Asset Maintenance/MRO/EAM


Automation



Adra http://www.adra.com • +44 207 868 5171 ACCOUNTSTM Transaction Matching Software ACCOUNTS is a software solution that replaces cumbersome spreadsheets and error-prone manual reconciliations with a rules driven, automated solution for all types of transaction matching.





ImageTag, Inc. http://www.kwiktag.com • 888-KWIK-TAG KwikPayables KwikPayables automates the process of invoice transactions being captured, coded, routed, approved, stored and audited.

Barcode Data Collection


Panatrack, Inc. http://www.panatrack.com • 262-361-4950 PanatrackerGP for Fixed Assets Bar Code data capture extending GP Fixed Asset module to manage assets.


Budgeting

CALUMO, Inc.

http://www.calumo.com • 214-387-6030 CALUMO - Reporting, Budgeting & Forecasting CALUMO is THE single tool for reporting, budgeting & forecasting all Accountants love. CALUMO combines web/mobile/Excel/Word/PowerPoint to create & distribute ad-hoc analysis, reports, dashboards & planning templetes

Corporate Renaissance

Group http://www.crgroup.com/budgeting 613-232-4295 Budgeting & Costing CRGroup provides consulting expertise and leading solutions to streamline and improve budgeting, planning and costing. (Adaptive Insights, BOARD Software, CRG Cost Allocator, CRG FlexABM). Contact us to learn more.

deFacto Global, Inc.

http://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, Affordable.

Dynamic Budgets http://www.dynamicbudgets.com 650-332-6650 Dynamic Budgets Replace Forecaster with a more intui-tive and robust budgeting tool which can be up and running in 2 hours! Give your staff real-time drill down report-ing on GP transactions and eliminate Excel-based budgeting chaos.


Business Intelligence

CALUMO, Inc.

http://www.calumo.com • 214-387-6030 CALUMO - Reporting, Budgeting & Forecasting CALUMO is THE single tool for reporting, budgeting & forecasting all Accountants love. CALUMO combines web/mobile/Excel/Word/PowerPoint to create & distribute ad-hoc analysis, reports, dashboards & planning templetes .

Client Strategy Group http://www.csgax.com • 216-524-2574 Dynamics AX Done Right! CSG has proven expertise in: AX Performance Tuning, Business Intelligence, and AX 2012 Upgrades.

DataSelf http://www.dataself.com • 888-910-9802 DataSelf Analytics 5000+templates, Tableau, data drive-train means SMB value out of the box.



Flexible Solutions http://www.GPReportsViewer.com 212-254-4112 ext. 1 GP Reports Viewer Easily & quickly print/email Crystal/SRS/Excel reports directly from Dynamics GP. Replace existing GP reports, link reports directly to GP and 3rd party windows, pass parameters to reports directly from fields in GP.


Halo BI http://www.halobi.com • 888-300-0219 Halo BI Analytics and BI platform for self-service supply chain planning and data discovery. Enterprise scaled, rapidly implemented, data secured. Analyze, decide and plan faster than ever before. See demo live on halobi.com


ZAP http://www.zapbi.com • 415-889-5740 ZAP Business Intelligence ZAP provides 'Buy, Not Build' business intelligence for organizations using Microsoft Dynamics. ZAP's Trusted Analytics ensure your company is aligned through best practice metrics that deliver real business results.

Business Process Management





Enliven Software http://enlivensoftware.com/Products/Accounts-Payable • 866-439-5884 ext. 1

NEW: Fidesic AP - Web-Based Invoice and Payment Approval Workflow System A powerful web-based invoice/payment approval management system designed to work specifically with Dynamics GP. Features OCR and ACH fulfillment

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Check Printing

MHC Software, Inc.

http://www.mhcsoftwareinc.com 952-882-3341 Document Express Accounts Payable & Payroll MICR Check Printing MICR checks print to blank stock from standard Dynamics output. Ideal for unique customizations- print virtu-ally any data available in Dynamics on checks. Digitized signatures, positive pay, secure remote printing.

Trans-Micro, Inc. http://www.checkfactory.com • 800-749-2335 Check Factory Visual Series v5 for Dynamics GP and SL MICR check and forms printing software solution with automatic signatures on checks. Designed to replace the need to purchase pre-printed checks and forms. Check Factory works inside Dynamics GP and SL.

Collaboration Platform

Higher Logic http://www.higherlogic.com • 202-360-4402 Higher Logic The leading cloud-based commu-nity platform used by organizations worldwide to bring people together in secure communities designed to ignite knowledge sharing, drive content creation and solve problems.

Commissions


Flaum Technologies http://www.CommissionCalc.com 888-962-6667 ext. 24 CommissionCalc The practical way to automate "impos-sible" commission plans.

Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Advanced Commissions Adv Commissions is flexible and handles complex commissions. Commissions can be calculated based on many criteria and can be paid at invoice, upon pay-ment or periodically. It can be used in SO, Projects, AR & AP.

Compliance

ACOM Solutions, Inc. http://www.acom.com/solutions/ms-dynamics-gpgreat-plains/ • 800-699-5758 Integrated Document Management and Process Automation for Dynamics GP Direct and control the entire lifecycle of your documents and unstructured information, while protecting the in-formation within them & keeping you within compliance mandates.


Altec http://www.altec-inc.com 800-997-9921 ext. 1255 doc-link Integrated Document Management doc-link electronic document solutions support compliance mandates.

Arbela Technologies http://www.arbelatech.com • 949-291-4777 Arbela Security Manager Arbela Security Manager addresses security creation & mgmt, risk & compli-ancy requirements, & audit preparation with inquires & reports. Focus on your business not your technology needs. Gain from our experience!

Binary Stream http://www.binarystream.com/GP-ARED 604-522-6300 Advanced Revenue and Expense Deferral (ARED) Gain control and flexibility of your deferrals. Comply & automate revenue recognition in accordance to IFRS, FASB, GAAP standards with ARED.




Integrity Data http://www.integrity-data.com/software/aca-compliance/ • 888-786-6162 Integrity Data ACA Compliance Solution A 360° reporting & tracking engine that makes ACA compliance a non-issue with deep BI capabilities, this tool automatically tracks eligibility and tests affordability, and generates and prints Form 1095-C.

Rockton Software http://www.rocktonsoftware.com 877-476-2586 Auditor Changes happen. Now you have a way to track them all.

Rockton Software http://www.rocktonsoftware.com 877-476-2586 Dynamics GP Toolbox 25 helpful tools in one convenient package? Just when you thought it couldn’t get any better.

Consumer Packaged Goods


Contract/Project Management

Ariett http://www.ariett.com • 781-826-1120 Cloud Contract Management for Vendors, Capital Projects and Budgeting with Requisition/Invoice Tracking on Any Device Manage contracts/capital projects, commitments, dates & change orders.

Credit Card/Check Processing

BGE, Inc. http://www.bgeinc.net • 877-656-8800 Green (Account) Payable Most secure account payable via EFT, Multi-level approval, remittance info, email notification, capable of differ-ent EFT format for different vendors, Support JPM, Wells Fargo, European SEPA, seamless GP integration

ChargeLogic http://www.chargelogic.com • 877-292-2520 ChargeLogic Payments Leading PCI validated credit card & payment processing solution for NAV.

Integrated Software, Inc. http://www.isiusa.com • 321-984-1986 Check Processing Electronic Check Processing integrated with SOP and Cash Receipts.

Integrated Software, Inc. http://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. Seamlessly integrated with Sales Order Processing and Cash Receipts.

k-eCommerce http://www.k-eCommerce.com 855-k-eCommerce Azox CCE Secure, PA-DSS ACH/credit card solu-tion with batch processing and ability to store sensitive data off site with tokenization.

Nodus Technologies, Inc. http://www.nodus.com/products.html 909-482-4701 Credit Card Advantage and CRM Charge with PayFabric Securely process credit cards and ACH within Dynamics GP or CRM and store credit card info in a PCI-certified cloud using PayFabric. Includes batch processing & reporting tools. Optional AutoPay and customer portal.

Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Advanced Credit Cards for Retail Adv. CC for Retail allows you to process credit cards in retail environments and directly integrate into AX. PCI validated CC solution native to AX. Red Maple has many processor options for CC for Retail.

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Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Advanced Credit Cards PCI validated CC solution native to AX and Retail for AX. We integrate to 13+ processors. Take payments in SO, AR or Projects. Tokenization is available. Process CC in multiple countries. Handle complex transactions.

Credit Management

Sable37 http://www.sable37.com/ax-add-ons/ 336-207-6800

NEW: Advanced Credit ControlPro-active credit control activities and new account risk scoring. 1-stop screen for Credit Officers. Automatic block orders at multiple points with multiple Credit Hold types. Dynamic release of Holds.

Customer Relationship Management

eBridge Connections

http://www.ebridgeconnections.com 800-755-6921 eBridge for CRM Cloud solution for seamless integration of customer & opportunity data.

Visionary Software

Consulting, Inc. http://crm-rules.com • 877-276-1942 CRM Rules for Microsoft Dynamics CRM Add JavaScript to CRM forms w/o cod-ing. More powerful than Business Rules.

Data Integration

Admiral Consulting Group http://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.

eBridge Connections

http://www.ebridgeconnections.com 800-755-6921 eBridge Integration Solution The leading cloud integration platform for EDI, eCommerce & CRM systems.


Data Management

Corporate Renaissance Group http://www.crgroup.com/changer 613-232-4295 CRG Changer Quickly & easily change, merge & combine your codes & data in GP. Changer is trusted by thousands of organizations, supports 3rd party tables & is completely flexible - ensuring GP operates at optimum efficiency.


Distribution


ASC Software http://www.ascsoftware.com • 937-429-1428 ASCTrac Award winning, scalable WMS for Distribution, Manufacturing & 3PL operations. Over 25 years of features & functions built-in.


KTL Solutions, Inc. http://www.ktlsolutions.com • 866-960-0001 KTL SOP Advanced Distribution Allows you to dynamically define where each segment of the account comes from either the customer, vendor item, system, static, or payment terms.


WilloWare, Inc. http://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!

Document Management





Datahaven for Dynamics http://www.datahaven4dynamics.com 757-222-2000 Datahaven for Dynamics Datahaven is the only scanning, OCR, and workflow solution natively embedded “not simply integrated” throughout the Microsoft Dynamics user experience and available to non-Dynamics users from Microsoft Outlook.



Esker Inc http://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.

Greenshades Software http://www.greenshades.com 888-255-3815 ext. 2 Greenshades Online Employee Services Streamline your HR processes. Our Employee Services module makes benefit sign-up easy and our web based portal eliminates the need to print employee documents and paystubs.




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MHC Software, Inc.

http://www.mhcsoftwareinc.com 952-882-3341 MHC Image Express Electronically archive vendor invoices,HRdocs, POs & more. Automated document entry. Retrieve documents from Dynamics screens or web browser. Retrieve related documents with a single click. Workflow & Report imaging.


E-commerce

ChargeLogic http://www.chargelogic.com • 877-292-2520 ChargeLogic Connect Easy ecommerce integration w/ NAV. PCI-compliant cloud payment solution.

Clarity Ventures

http://www.partnerchannelclarity.com 800-928-8160 Clarity eCommerce Fully custom, scalable enterprise eCom-merce integrated with Dynamics for the best possible digital experience. Built in customized reporting, SEO, busi-ness intelligence and comprehensive administration features.

eBridge Connections

http://www.ebridgeconnections.com 800-755-6921 eBridge for eCommerce Cloud integration with 20+ eCommerce platforms eg. Magento, Amazon, eBay .

k-eCommerce http://www.k-eCommerce.com 855-k-eCommerce k-eCommerce A versatile, integrated B2B, B2C and Sales Portal eCommerce solution deployed in our PCI DSS certified cloud or on premise. Built-in CMS with SEO, responsive design, multilingual/multicurrency.

Nodus Technologies, Inc. http://www.nodus.com/estore_solution_stack.html • 909-482-4701 eStore Solution Stack with PayFabric Go beyond a shopping cart with a feature-rich, automated and fully inte-grated ecommerce solution. Securely take orders from our PCI certified B2B, B2C, and sales portal web site with at-tractive responsive web design.


Thomson Reuters http://tax.thomsonreuters.com/DynamicsTax • 888-885-0206 Sales Tax Automation for Microsoft Dynamics Thomson Reuters ONESOURCE Indirect Tax is a cloud-based sales and use calculation, document management, filing and remittance solution that integrates with Microsoft Dynamics to simplify the sales tax process.

Vertex SMB http://www.VertexSMB.com/TheList 855-221-5885 Vertex SMB Sales & use tax automation with pay-as-you-go pricing and PDF returns.

EDI

AIM Computer Solutions, Inc.

http://www.aimcom.com • 586-439-0300 AIM Vision AutoSys EDI, AIAG barcode labels, Demand Mgmt, Release Acctg., MMOG-LE/TS16949.





eBridge Connections

http://www.ebridgeconnections.com 800-755-6921 eBridge for EDI Cloud EDI solution, no transaction fees, 1000+ trading partners.

Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 EDI VAN Let Lanham be your one stop for EDI. Van, maps, managed services. We won’t lock you in. Full function, fair price. Lower cost of ownership.


Lanham Associates® http://www.lanhamservices.com 678-999-3900 Managed EDI Services Did you know Lanham Services offers Managed EDI Services? Management of day-to-day EDI tasks & error resolution. A true turn-key EDI solution.


Electronic Document Delivery (Email)/Faxing

ACOM Solutions, Inc. http://www.acom.com/solutions/ms-dynamics-gpgreat-plains/ • 800-699-5758 Integrated Document Management and Process Automation Automatically capture, route, deliver, archive and securely access information directly from Dynamics GP screens and via Web Browser.



Rockton Software http://www.rocktonsoftware.com 877-476-2586 Dynamics Report Manager Rockton has made reporting so fast & easy, you’ll want to send us flowers.

Electronic Signatures

AssureSign LLC


Equipment Maintenance


Expense Solutions

Ariett http://www.ariett.com • 781-826-1120 Cloud Expense Reporting Solution with Corporate Credit Cards, Travel Approval, Receipt Capture and Mileage Calculator on Any Device Empowers employees to submit ex-penses on the go & stay within policy.

DynamicPoint http://www.dynamicpoint.com • 844-396-7647 SharePoint Expense Reimbursement Solution Exclusively for Microsoft Dynamics Streamline employee expense reim-bursement with seamless integration to Dynamics. Out of the box integration with Budgeting, Credit Cards, Google Maps, Project Accounting, Analytical Accounting & More!


Systems http://spendwise.ly/eRequester-EM 206-256-0771 ext. 123 eRequester | EM Use eRequester Travel & Expense Management to automate and expedite expense processing. Improve visibility over discretionary spending.

ImageTag, Inc. http://www.kwiktag.com • 888-KWIK-TAG KwikExpense KwikExpense automates and accelerates expense reporting, receipt capture and the report approval process, while mak-ing credit card reconciliation a breeze!

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Joesoftware Inc. http://www.joesoftware.com • 780-990-0220 Spencer Easy, configurable, web-based ex-pense tracking system. Seamlessly drive Payables or Project Accounting. Credit card integration, workflow, multi-currency, VAT support, electronic receipts and more.



http://www.paramounttechnologies.com 800-725-4408 WorkPlace Expense Web-based Travel Request and Expense entry. Mobile expense and receipt capture with integration to AP and Projects.

ReQlogic http://www.reqlogic.com • 734-302-2316 ReQlogic Expense Management ReQlogic’s Expense Management module enables employees to enter expense reports using a browser or phone interface, or Import expense transactions from a bank or credit card account. Real time integration.

Field Service Management

FieldConnect, Inc.

http://www.fieldconnect.com • 949-428-1540 FieldConnect Mobile Workforce Solutions FieldConnect is an end-to-end solution for workforce mobilization. Electronic work orders & timesheets, dispatch software, and customer portals are directly integrated with Microsoft Dynamics for maximum efficiency.

Shining Brow Software http://Shiningbrow.com • 414-258-3400

NEW: The Service Manager Solution for field service organizations that install, service, and maintain equip-ment. Track customers, equipment, contract data and service history. Schedule work & integrate your field staff with our Mobile client.

WithoutWire www.withoutwire.com • 612-343-0404 WithoutWireTM Field Service Field Service WMS Barcode mobile phone tablet lot serial tracked inven-tory Job Work Order part return depot tech install telecom oilfield inspect .

Financial Services



ICAN Software Corporation http://www.icansoftware.com • 253-777-0708 Investment Assets Unrealized and realized gains/losses, amortization, interest accruals, track portfolios and percent of ownership by multiple entities.


Fixed Assets

Panatrack, Inc. http://www.panatrack.com • 262-361-4950 PanatrackerGP for Fixed Assets Bar Code data capture extending GP Fixed Asset module to manage assets.

General Ledger

Admiral Consulting Group http://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.

Corporate Renaissance Group http://www.crgroup.com/reformatter 613-232-4295 CRG Re-Formatter CRG Re-Formatter is the only tool currently available to help companies quickly & easily modify the account framework of Microsoft Dynamics GP after the initial installation.

Sikich http://www.ExcelIntegrator.com • 260-485-0665 Infinia Integrator GL, AR, AP for AA Copy-Paste-Import transactions with AA codes from Excel to Dynamics.

Sikich http://www.ExcelIntegrator.com • 260-485-0665 Infinia Integrator GL Copy-Paste-Import single or multiple journal entries from Excel to Dynamics.

HR Management

Corporate Renaissance

Group http://www.employee-performance.com 877-711-0367 CRG emPerform Award-winning employee performance management for Microsoft Dynamics GP & AX. Online performance reviews, 360° assessments, goal management, suc-cession planning, pay-for-performance, reporting & social feedback.

Elevate HR, Inc. http://elevate-hr.com/solutions/ • 877-968-4440 Elevate HR Solutions for AX HCM Applicant Portal, HCM Wizards, Online Benefits, Global Payroll, etc.



ImageTag, Inc. http://www.kwiktag.com • 888-KWIK-TAG KwikTag KwikApps KwikApps automate any document, any department and any process with ONE SYSTEM that integrates directly with your Dynamics ERP.





Human Resource Applicant Tracking System

Dynamics ATS http://www.DynamicsATS.com • 855-726-6661

NEW: Applicant Tracking System for Microsoft Dynamics CRMQuickly locate and attract talent, improve candidate experience, collaborate, make better decisions, efficiently manage the entire talent acquisition process & generate insightful reporting.


Inter-company Processing

Binary Stream http://www.binarystream.com/GP-MEM 604-522-6300 Multi-Entity Management (MEM) Eliminate the need for creating manual intercompany journal entries. Operate from one database by consolidating multiple entities to one.

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Corporate Renaissance Group http://www.crgroup.com/combiner 613-232-4295 Company Combiner Trying to manage multiple companies in Dynamics GP? Easily combine com-pany databases into one single entity for easier maintenance, reduced risk, greater efficiencies, and improved reporting with CRG Company Combiner.

Sikich http://www.ExcelIntegrator.com 260-485-0665 Infinia Integrator MEM Copy & paste GP intercompany trans-actions or Binary Stream MEM from Excel to GP.

Inventory Enhancement


WilloWare, Inc. http://www.willoware.com 888-339-4556 ext. 1 CompleteCount Controlled cycle counts in GP using stock tags and Excel. Print tags, ensure accuracy, minimize downtime.

Inventory Management



Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 AFP (Advanced Forecasting and Procurement) for Manufacturing Forecasts inventory items as compo-nents or finished goods. Gain control.

Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 AFP (Advanced Forecasting and Procurement) for Distribution Best fit forecasting & multi-site replenish-ment with collaboration, promotions, drill-down & multiple rollup views. Unprecedented visibility.


Invoicing Enhancement


Binary Stream http://www.binarystream.com/GP-ARCB 604-522-6300 Advanced Recurring Contract Billing (ARCB) Automate & manage cyclical and sub-scription based billings with Advance Recurring Contract Billing. Maintain complete accuracy processing hundreds of thousands of invoices in minutes.

DynamicPoint http://www.dynamicpoint.com/products/invoice_automation.aspx • 844-396-7655 SharePoint Invoice Automation Solution Exclusively for Microsoft Dynamics Streamline Invoice/AP Processing with seamless integration to Dynamics GP & NAV. Out of the box integration with Budgeting, Jobs, Project Accounting, Analytical Accounting & More!

Encore Business Solutions http://www.encorebusiness.com 888-898-4330 ext. 2336 Subscription Billing (formerly called Recurring Contract Billing) Automates & manages cyclical & sub-scription based billings by generating invoices, quotes or orders in GP SOP based on the billing date & billing frequency assigned to the customer contract line item.

k-eCommerce http://www.k-eCommerce.com 855-k-eCommerce Online Bill Pay Bundle View, print and pay invoices by ACH or credit card securely from a website with real time fund recognition.



http://www.nodus.com/epay_advantage.html • 909-482-4701 ePay Advantage with PayFabric Automate A/R, improve cash flow, and provide security and convenience to your customers with an online bill pay portal. Optional recurring/subscription billing, AutoPay, payment plans and remote order entry.


Job Costing

JOVACO Solutions Inc. http://www.jovaco.com • 888-988-3535 ext. 122 JOVACO Project Suite Project accounting for professional service firms to manage projects through web-based time & expense and resource mgmt modules. Top features: extensive reporting, multi-company & inter-departmental capabilities.

Labeling

Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 E-Ship Label Formatter Formats customized and carrier labels inside the shipping system.

Manufacturing Enhancement




WilloWare, Inc. http://www.willoware.com 888-339-4556 ext. 1 MO Generator MO Generator creates a set of MO's for a parent item and sub-assemblies below the parent, schedules and re-leases Experlogix MO's, and receives and posts MO Receipts.

WilloWare, Inc. http://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.

Mobility

Folio3 Software Inc., http://dynamics.folio3.com/ • 408-365-4638

NEW: Folio3 Dynamics AX Services DynAX is a fully customizable mobile solution for Microsoft Dynamics AX 2009/2012 CRM that provides on the go access and editing of AX CRM data.


Multi-Entity Management


Binary Stream http://www.binarystream.com/GP-MEM 604-522-6300 Multi-Entity Management (MEM) Operate from one database by consoli-dating multiple entities with Multi-Entity Management. Save time and money by updating records only once and experience truly centralized processing.

Occupational Health & Safety

Joesoftware Inc. http://www.joesoftware.com • 780-990-0220 Marshal Comprehensive QHSE application. Incident management, employee safety data, training/certifications, jobsite hazard assessments, procedure automation and more. OHSA COR PIR compliant.

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Payables Enhancement



Ariett http://www.ariett.com • 781-826-1120 Cloud AP Invoice Solution with Document Automation, Budget Checking, GL Distributions, Intercompany, Tax Allocations, Multicurrency and 1099 One-step, paperless AP processing with approval workflow, on any device.




DynamicPoint http://www.dynamicpoint.com/ • 844-396-7654 SharePoint Accounts Payable Automation Solution Exclusively for Microsoft Dynamics Streamline Invoice/AP Processing with seamless integration to Dynamics GP & NAV. Out of the box integration with Budgeting, Jobs, Project Accounting, Analytical Accounting & More!


ICAN Software Corporation http://www.icansoftware.com 253-777-0708 ext. 112 Mass Apply Payables Mass Apply Payables automates the process of applying payments and credit memos against AP vouchers. It also is an integration tool for import-ing vendors, vouchers/credit memos, manual payments, and the apply info.

ImageTag, Inc. http://www.kwiktag.com • 888-KWIK-TAG KwikPayables KwikPayables automates the process of invoice transactions being captured, coded, routed, approved, stored and audited.

KTL Solutions, Inc. http://www.ktlsolutions.com • 866-960-0001 KTL FastAP Brings distribution window and pay-ment terms directly to the 1st screen.

MHC Software, Inc.

http://www.mhcsoftwareinc.com 952-882-3341 Electronic Payment Notifications Email and/or fax remittance advices to vendors rather than printing and mailing. System also can be used for employee reimbursements. Huge cost and time savings. Fast ROI.


http://www.paramounttechnologies.com/Solution_InvoiceAutomation.aspx 800-725-4408 WorkPlace AP Invoice Automation Enforce spend management and ap-provals for PO and non-PO Invoices.


Sikich http://www.ExcelIntegrator.com • 260-485-0665 Infinia Integrator AP Allow users to Copy-Paste-Import AP transactions from Excel to Dynamics.

Trans-Micro, Inc. http://www.checkfactory.com • 800-749-2335 Check Factory Visual Series v5 for Dynamics GP and SL MICR check and forms printing software solution with automatic signatures on checks. Designed to replace the need to purchase pre-printed checks and forms. Check Factory works inside Dynamics GP and SL.

Payroll Enhancement

Aatrix Software, Inc. http://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.


Elevate HR, Inc. http://elevate-hr.com/solutions/ • 877-968-4440 Elevate HR Solutions for AX HCM Applicant Portal, HCM Wizards, Online Benefits, Global Payroll, etc. .

Encore Business Solutions http://www.encorebusiness.com 888-898-4330 ext. 2336 ePayStub for Canadian Payroll ePaystub for Canadian Payroll is a seam-less extension to Microsoft Dynamics GP Canadian Payroll that allows users to email out employee Payslips with an email that is password protected.

Greenshades Software http://www.Greenshades.com 888-255-3815 ext. 2 Greenshades Payroll Tax Service Let us handle the hassle of your payroll tax filings. Greenshades helps facilitate payroll tax returns, deadline manage-ment, tax payments, and other reporting requirements.



Integrity Data http://www.integrity-data.com/software/aca-compliance/ • 888-786-6162 Integrity Data ACA Compliance Solution A 360° reporting & tracking engine that makes ACA compliance a non-issue with deep BI capabilities, this tool automatically tracks eligibility and tests affordability, and generates and prints Form 1095-C.



Joesoftware Inc. http://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. http://www.ktlsolutions.com • 866-960-0001 PayStub Viewer A web-based app that provides em-ployees online access to their pay stubs. Employees can be notified through email when their pay stub is available online. Configuration tool allows control to information.

KTL Solutions, Inc. http://www.ktlsolutions.com • 866-960-0001 KTL PR Security Allows you to restrict access to employee info based off of user ID.

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MHC Software, Inc.

http://www.mhcsoftwareinc.com 952-882-3341 Electronic Direct Deposit Delivery Email direct deposits to employees rather than printing/distributing. Password protected PDF attachments are emailed to employee. Fast ROI.

Sikich http://www.ExcelIntegrator.com • 260-485-0665 Infinia Integrator PR Allow users to Copy-Paste-Import Payroll trans from Excel to Dynamics.

Portals

DynamicPoint http://www.dynamicpoint.com • 844-396-7647 Employee, Vendor & Customer Portals Integrated with Microsoft Dynamics Extend crucial Microsoft Dynamics data with custom SharePoint Portals.



The Portal Connector http://www.crmportalconnector.com/ 705-726-2966 The Portal Connector for Dynamics CRM It’s easy to use and does not require developers to implement or manage. Just drag and drop to build scalable, secure Portal Solutions!

Procurement Management

Ariett http://www.ariett.com • 781-826-1120 Cloud Requisition, PO, Invoice and Contract Solution with Catalogs, cXML Punch-out and Budget Checking on Any Device Empowers employees to generate savings from any phone/tablet/laptop.

DynamicPoint http://www.dynamicpoint.com • 844-396-7653 SharePoint Procurement Management Solution Exclusively for Microsoft Dynamics Streamline procurement processing with seamless integration to Dynamics GP & NAV. Out of the box integration with Budgeting, Receiving, Jobs, Project Accounting, Analytical Accounting & More!


Systems http://spendwise.ly/eRequester-eProcurement • 206-256-0771 ext. 123 eRequester eRequester e-procurement is top rated for ease-of-use & time-to-value. Top features: Approval Workflow Engine, PO, RFQ, Punchout, Inventory, & Expense Management. Trusted for over 16 years.



http://www.paramounttechnologies.com 800-725-4408 WorkPlace Requisition and Procurement Requisition, PunchOut, Check Request, Budget Compliance, RFQ, PO Generation, Receiving, Invoice Matching & Vendor Contract Compliance.

Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Purchase Rebates Purchase Rebates tracks your rebates receivable. Rebates can be triggered and calculated on many criteria. Rebates can be calculated per invoice or over time. Promotional rebates can be calculated as well.


Product Lifecycle Management

QBD Systems http://www.qbdsys.com • 800-743-9003 Universal PLM Integration Integration w/ PLM s/w incl. Agile, Arena, Aras, Solidworks EPDM & more.


NEW: Product Lifecycle ManagementWizards/templates manage Item creation in AX. Workflow controls activities. Advanced Item inquiry, Item creation templates, Catalog creation. Costing sheet – determine feasibility, pricing, margin review.

Productivity

Rockton Software http://www.rocktonsoftware.com 877-476-2586 SmartFill Find information up to 83% faster with Rockton’s quick and easy google-style data search tool.

Project Accounting

Business Computers



Journyx http://www.journyx.com • 800-755-9878

NEW: Journyx Inc. Time and expense tracking and resource management solution that enhances Microsoft Dynamics project account-ing functionality with data validations, multi-approval levels, accrual calcula-tions & more.

JOVACO Solutions Inc. http://www.jovaco.com 888-988-3535 ext. 122 JOVACO Project Suite Project accounting for professional ser-vice firms to manage projects through web-based time & expense and resource mgmt modules. Top features: extensive reporting, multi-company & inter-departmental capabilities.

Purchase Order Processing Enhancement


DynamicPoint http://www.dynamicpoint.com • 844-396-7652 SharePoint Requisition Management Solution Exclusively for Microsoft Dynamics Streamline procurement processing with seamless integration to Dynamics GP & NAV. Out of the box integration with Budgeting, Receiving, Jobs, Project Accounting, Analytical Accounting & More!


Systems http://spendwise.ly/eRequester-PO 206-256-0771 ext. 123 eRequester | PO Web requisitions, approvals, POs, Punchout, budget tracking and more. Powerful spend management tools for improving efficiency & visibility.



http://www.paramounttechnologies.com 800-725-4408 WorkPlace Requisition and Procurement Requisition, PunchOut, Check Request, Budget Compliance, RFQ, PO Generation, Receiving, Invoice Matching & Vendor Contract Compliance.

Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Purchase Rebates Purchase Rebates tracks your rebates receivable. Rebates can be triggered and calculated on many criteria. Rebates can be calculated per invoice or over time. Promotional rebates can be calculated as well.

WilloWare, Inc. http://www.willoware.com 888-339-4556 ext. 1 Blanket PO Blanket PO adds an unlimited number of control lines to one PO.

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Quality Control



Rebates


NEW: Rebates, Royalties and DeductionsComplex customer rebates, vendor rebates, royalties. Multiple concurrent and overlapping rebate/royalty agree-ments for the same vendor/customer; dissimilar time periods for accrual and claims. Product group rebates.

Receivables Enhancement

Binary Stream http://www.binarystream.com/GP-ARCB 604-522-6300 Advanced Recurring Contract Billing (ARCB) Automate & manage cyclical and sub-scription based billings and more. ARCB supports metered, consumption, tiered pricing and min/max amounts – all at the line item level.


ICAN Software Corporation http://www.icansoftware.com • 253-777-0708 Mass Apply Receivables Mass apply range of customers & dates with specific apply or auto apply.


http://www.nodus.com/epay_advantage.html 909-482-4701 ePay Advantage with PayFabric Automate A/R, improve cash flow, and provide security and convenience to your customers with an online bill pay portal. Optional recurring/subscription billing, AutoPay, payment plans and remote order entry.

Sikich http://www.ExcelIntegrator.com • 260-485-0665 Infinia Integrator AR Allow users to Copy-Paste-Import AR transactions from Excel to Dynamics.

Stanley Stuart Yoffee &

Hendrix, Inc. http://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.

Stanley Stuart Yoffee &

Hendrix, Inc. http://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 flow.

Reconciliation


Adra http://www.adra.com • +44 207 868 5171 ACCOUNTSTM Transaction Matching Software ACCOUNTS is a software solution that replaces cumbersome spreadsheets and error-prone manual reconciliations with a rules driven, automated solution for all types of transaction matching.

Reporting

AIM Technologies http://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.

CALUMO, Inc.

http://www.calumo.com • 214-387-6030 CALUMO - Reporting, Budgeting & Forecasting CALUMO is THE single tool for reporting, budgeting & forecasting all Accountants love. CALUMO combines web/mobile/Excel/Word/PowerPoint to create & distribute ad-hoc analysis, reports, dashboards & planning templetes .




Flexible Solutions http://www.GPReportsViewer.com 212-254-4112 ext. 1 GP Reports Viewer Easily & quickly print/email Crystal/SRS/Excel reports directly from Dynamics GP. Replace existing GP reports, link reports directly to GP and 3rd party windows, pass parameters to reports directly from fields in GP.


KTL Solutions, Inc. http://www.ktlsolutions.com • 866-960-0001 Crystal Converter Converts Crystal Reports to SQL report-ing services RDL.

Rockton Software http://www.rocktonsoftware.com 877-476-2586 Dynamics Report Manager Rockton has made reporting so fast & easy, you’ll want to send us flowers.


Royalty



Sales Order Processing Enhancement



increasing quote-to-order ratios.

Flexible Solutions http://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.


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Rockton Software http://www.rocktonsoftware.com 877-476-2586 Omni Price Manage nearly every pricing situation you can think of, and a bunch you haven’t.

Sales Tax



Scheduled Maintenance


Security

Arbela Technologies http://www.arbelatech.com • 949-291-4777 Arbela Security Manager Arbela Security Manager addresses security creation & mgmt, risk & compli-ancy requirements, & audit preparation with inquires & reports. Focus on your business not your technology needs. Gain from our experience!

KTL Solutions, Inc. http://www.ktlsolutions.com • 866-960-0001 KTL PR Security Allows you to restrict access to employee info based off of user ID.

Mergetool.com http://www.mergetool.com/easysecurity.html 678-666-2100 NAV Easy Security from Mergetool.com Complete security solution for NAV. Permission Recorder, Role Builder, SOX compliant roles verified for Segregation of Duties. Field Level and Data Security-hide fields on forms and pages, filter data users can see

Rockton Software http://www.rocktonsoftware.com 877-476-2586 Auditor Changes happen. Now you have a way to track them all.

Rockton Software http://www.rocktonsoftware.com 877-476-2586 Dynamics GP Toolbox 25 helpful tools in one convenient package? Just when you thought it couldn’t get any better.

Shipping/Manifesting


ChargeLogic http://www.chargelogic.com • 877-292-2520 ChargeLogic Shipping Intelligent, easy shipping for NAV. Accurate rate quotes and tracking.

Lanham Associates® http://www.lanhamassoc.com 678-379-4200 ext. 105 E-Ship Seamlessly simple shipping built inside NAV. Ship from sales order thru manifest. Carriers, packing, labeling, intl, BOL, LTL. Automatic ASNs.

Supply Chain Management






Halo BI http://www.halobi.com • 888-300-0219 Halo BI Analytics and BI platform for self-service supply chain planning and data discovery. Enterprise scaled, rapidly implemented, data secured. Analyze, decide and plan faster than ever before. See demo live on halobi.com




NEW: Demand ForecasterCreate an initial Statistical best fit Forecast from AX sales data or imported data. Create collaborative Demand Plan with top-down or bottom up adjustments. Stores multiple Forecasts. Feed into AX-MRP


NEW: Inbound Transportation Management & Landed CostInbound shipment status, Multiple/Part PO/Multi Vendor shipments. Transfer Orders, all AX costing methods, Receiving by container, Multiple cost calc and allocation methods, Multi-modal, Complex routing.

System Enhancement


WilloWare, Inc. http://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!

Tax

Greenshades Software http://www.Greenshades.com 888-255-3815 ext. 2 Greenshades Payroll Tax Service Let us handle the hassle of your payroll tax filings. Greenshades helps facilitate payroll tax returns, deadline manage-ment, tax payments, and other reporting requirements.



Kamp-Data, Inc. http://www.kampdata.com • 406-404-2036 DynamicZip Manage & report nationwide sales and use taxes from within GP.

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Time and Attendance

Business Computers


Joesoftware Inc. http://www.joesoftware.com • 780-990-0220 Penny Web-based timesheets, employee/manager self-service for CAD payroll.



JOVACO Solutions Inc. http://www.jovaco.com • 888-988-3535 ext. 122 JOVACO Project Suite Project accounting for professional ser-vice firms to manage projects through web-based time & expense and resource mgmt modules. Top features: extensive reporting, multi-company & inter-departmental capabilities.


Travel Expense Management

DynamicPoint http://www.dynamicpoint.com • 844-396-7650

NEW: SharePoint Expense Reimbursement Solution Exclusively for Microsoft Dynamics Streamline employee expense reim-bursement with seamless integration to Dynamics. Out of the box integration with Budgeting, Credit Cards, Google Maps, Project Accounting, Analytical Accounting & More!

ImageTag, Inc. http://www.kwiktag.com • 888-KWIK-TAG KwikExpense KwikExpense automates and accelerates expense reporting, receipt capture and the report approval process, while mak-ing credit card reconciliation a breeze!


Warranty and Claims Management

Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Warranty Management Red Maple Warranty Management allows companies to automatically track the purchase and sales of items from vendor to distributor to end user. Generated claims can be tracked and managed.

Workflow / Notifications





DynamicPoint http://www.dynamicpoint.com • 844-396-7648 SharePoint Workflow Solutions that Integrate with Microsoft Dynamics Custom SharePoint workflows integrated with Dynamics GP, NAV and CRM.

Enliven Software http://enlivensoftware.com/Products/Accounts-Payable • 866-439-5884 ext. 1

NEW: Fidesic AP - Web-Based Invoice and Payment Approval Workflow System A powerful web-based invoice/pay-ment approval management system designed to work specifically with Dynamics GP. Features OCR and ACH fulfillment


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ImageTag, Inc. http://www.kwiktag.com • 888-KWIK-TAG KwikTag KwikApps KwikApps automate any document, any department and any process with ONE SYSTEM that integrates directly with your Dynamics ERP.



MHC Software, Inc.

http://www.mhcsoftwareinc.com 952-882-3341 MHC Workflow Easily route documents needing ap-proval- invoices, HR docs, etc. electroni-cally. Ensures they are not lost, stalled or misplaced.


Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Advanced Workflow Email Client Adv. Workflow Email Client allows you to approve, reject or redirect workflows from mobile devices that use Microsoft Exchange Server without having to launch AX. Red Maple's Adv. Workflow is required.

Red Maple http://www.redmaple.com • 972-980-6963 Red Maple's Advanced Workflow Adv Workflow enables workflows to launch automatically on defined criteria or events. Includes 50+ predefined Types (2012)/Templates (2009) to expedite rollouts. New records can be locked during approval process.



.NET Development


Application Service Provider/Hosting

Njevity, Inc. http://www.njevitytogo.com/partner 720-870-9700 NjevityToGo White Label “Dynamics Cloud Business in a Box™” Cloud & Hosting Services for Dynamics Partners Don’t sell THEIR ERP Cloud, sell YOUR ERP Cloud, YOUR Brand. With our Cloud Services Program—YOU own the customer, YOU handle the billing, YOU make BIG $ for the entire contract. WE make YOU look like a Cloud Expert!

RoseASP http://www.roseasp.com • 858-794-9403 RoseASP Hosted Microsoft Dynamics on Azure/Private/Hybrid Cloud Solutions. Comprehensive pricing model for SPLA/Subscription Licensing - financially backed uptime guarantee. SSAE-16 data centers, SOX, HIPAA, FDA Compliancy.

WatServ http://www.watserv.com 866-531-2598 ext. 2311 Global leader of Hosted MS Dynamics ERP & CRM Offering Private, Hybrid, and Azure managed services with world class 24/7/365 global support for LE and SMB clients. Any Time, Anywhere, Any Reason – Guaranteed!

Azure Managed Cloud Services



Business Portal Development

DynamicPoint http://www.dynamicpoint.com • 844-396-7647 Dynamics Business Portal Enhanced with SharePoint Customizations Extend the out-of-box Dynamics Portal with SharePoint Customizations.

Cloud Computing

Data Resolution, LLC

http://www.dataresolution.net • 877-878-9108 ERP Clouds Data Resolution is dedicated to deliver-ing private ERP & CRM cloud services branded as the partners brand. We keep all of our cloud customers optimized & working 24 hours a day, worldwide for the last 15 years.

Myappsanywhere

http://www.myappsanywhere.com 888-636-HOST Premier Cloud Computing Provider Myappsanywhere delivers an integrated suite of cloud-based Microsoft Dynamics and ISV applications, including 99.999% uptime, customizations and secure storage in its privately owned, SSAE 16 data center facilities.

Njevity, Inc. http://www.njevitytogo.com/partner 720-870-9700 NjevityToGo White Label “Dynamics Cloud Business in a Box™” Cloud & Hosting Services for Dynamics Partners Don’t sell THEIR ERP Cloud, sell YOUR ERP Cloud, YOUR Brand. With our Cloud Services Program—YOU own the customer, YOU handle the billing, YOU make BIG $ for the entire contract. WE make YOU look like a Cloud Expert!

RoseASP http://www.mygpcloud.com • 888-794-9401 MyGPcloud myGPcloud is the first on-demand web-based Microsoft Dynamics GP application offered on a monthly subscription, with no setup fees. Start your prospects on myGPcloud with a free 30 day trial in less than 5 mins.


Custom Development



KTL Solutions, Inc. http://www.ktlsolutions.com • 866-960-0001 Custom Development We are a certified .Net and Dexterity development group with over 15 years experience. Provide us with your require-ments for a free estimate.

WilloWare, Inc. http://www.willoware.com 888-339-4556 ext. 2 WilloWare Custom Development Fixed bid customization developed to the same high standards as our popular ISV products, including on-line help and detailed documentation.

Dexterity Development

DexPros http://www.dexpros.com • 623-535-9216 Microsoft Dynamics GP Development Professionally designed & developed GP enhancements/integrations/upgrades supported by experienced Dexterity/SQL/.NET/VB developers.


HR & Payroll Implementation & Consulting


Integrity Data http://www.integrity-data.com 217-732-3737 ext. 0203 Comprehensive HR & Payroll Solutions for Microsoft Dynamics GP Creating great Dynamics® GP HR & Payroll experiences by offering expert consulting, customizations, implementa-tions and training - making your payroll system work exactly the way you want and need it to.

Implementation Services

Bond Consulting Services

http://www.BondConsultingServices.com 562-988-3451 Custom ERP & CRM Solutions That Streamline Your Business Processes We provide end to end ERP/CRM solu-tions which includes implementation, customization, integration, training and ongoing support. We work closely with ISVs to focus on multiple industries in SMB and Enterprise.


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Managed Services

RedTail Solutions http://www.redtailsolutions.com • 508-983-1900 RedTail EDI Freedom to Do Business: Stick to what you do best - our cloud service manages your EDI. Integrated with ERP/WMS/3PL systems. Lowest total cost.

Ma nufacturing Implementation & Consulting

Manufacturing Resource

Partners http://www.mrpconsulting.com • 562-547-6156 Dynamics GP Manufacturing Consulting The Dynamics GP implementation team at Manufacturing Resource Partners is one of the most experienced available. Each of our consultants has 12 to 24 years of manufacturing and operations management experience.

SCS Inc. http://scsdynamics.com • 800-655-5284

NEW: Cost-effective Manufacturing Solutions for Microsoft Dynamics NAV Premier NAV provider in manufactur-ing industry 20+ years. Hundreds of successful complex manufacturing implementations. Experts in MRP/WMS/EDI.

Marketing Planning & Services

Looking Glass Marketing

http://www.lookingglassmarketing.com614-453-5927Cost-effective Marketing Solutions for Microsoft Dynamics PartnersAward-winning outsourced marketing services including lead generation, nurture marketing, email marketing, web design/SEO, content development.

The Partner Marketing Group

http://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 fill your sales pipeline.

Tornado Marketing, Inc.

http://www.tornado-marketing.com 608-213-0377 Marketing Consulting Tornado Marketing offers high-impact, highly effective marketing consulting. 10+ years in the channel. Websites. SEO. Copywriting.

Member Organizations

ERP Software Blog

http://www.groupbloggers.com • 888-800-0999 ERP Software Blog/CRM Software Blog Group blog sites for VAR/ISV partners to increase SEO, web traffic,leads

OnDemand Trials

RoseASP http://www.goERPcloud.com • 855-ERP-CLOUD ERP Cloud Trials Test drive preconfigured Microsoft Dynamics industry specific demo environments with integrated ISV so-lutions built for the web. goERPcloud trials help users understand the power of Dynamics and the cloud.

Partner Support Service

Plumbline Consulting, LLC.

http://www.PlumblineConsulting.com 419-581-2300 Partner Support Services Leverage our Partner Support Services,including Support, Custom Development& Implementation Assistance toexpand your offerings. 25+ yrs.

Sales Tax Management Service


SharePoint Development

DynamicPoint http://www.dynamicpoint.com • 844-396-7647 Exclusive Source for Microsoft Dynamics & SharePoint Integration Portals, Business Automation & Custom Products integrated with Dynamics.

Software Development Consulting


Upgrades


InterDyn BMI http://www.interdynbmi.com • 866-264-3249 InterDyn BMI Microsoft Gold Certified provider of innovative solutions for over 30 years.

SCS Inc. http://scsdynamics.com • 800-655-5284

NEW: Cost-effective Upgrades for Microsoft Dynamics NAV Gold Partner 500+ NAV implementa-tions & upgrades. Ask for a free quote!

Writing/Documentation Services

The Partner Marketing Group

http://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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When it comes to process manufacturing, we need

to be in the mix.

We offer process manufacturing solutions for clients who carry out batch manufacturing based on processes or formulas — allowing them to track ingredients, configure schedules and manage material requirements quickly and easily.

We’ve been working in process manufacturing for more than 30 years, and are now acknowledged leaders. Everything we offer is 100% developed and supported in the U.S., and continually improved

If you have a sales opportunity in process manufacturing, we need to talk.

Visit vicinitymanufacturing.com or call (770) 421-2467 and let’s start working to get that client on board.

based on experience and client feedback.

• We integrate with Microsoft Dynamics GP, SL, and NAV.

• Clients can streamline andscale their operations, improveproductivity and increase profits.

With our help, you can close deals that would otherwise be out of reach. And once the project starts, we’ll be there to support you with friendly, personalized support, around the clock.

Visit vicinitymanufacturing.com or call (770) 421-2467 and let’s start working to get that client on board.

www.vicinitymanufacturing.com

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