Business Report
DIRECTIONS EMEA 2016
For Dynamics NAV Partners
Prague, October 12th – 14th, 2016
Author: Guus Krabbenborg
Email: [email protected]
Index
1. Management summary 3
2. Event and organization 5
3. The business strategies around NAV 2017 and Dynamics 365 6
4. Dynamics 365 – Product, Positioning and Pre-sales 15
5. Dynamics NAV 2017 - core messages 19
6. Dynamics NAV 2017 – miscellaneous 26
7. Extensions 29
8. Exclusive interview with Paul White 34
9. Exclusive interview with Marko Perisic 39
10. Exclusive interview with Jennifer Dorsey and Lotte Cordt Ihlemann 44
12. Conclusions and recommendations 48
13. Access to the presentations 52
14. DIRECTIONS EMEA 2017 52
15. About the author 53
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP
1.Managementsummary
Being a DynamicsNAVpartner in todaysmarket is likedancingona volcano. The recent
announcements around Dynamics 365 will make this effect even stronger! These days,
DynamicsNAVpartnersface thebiggest challengesever in theircompanieshistory. The
combination of cloud, subscription pricing, new types of competitors, continuous
innovationandthechangingbuyingbehaviorinvitebusinessownersandtheirshareholders
toexplicitlystepoutoftheircomfortzones.
Thesetrendscall fornewentrepreneurship,newbusinessmodelsandongoingchange.The
questionhowever iswhether thecurrentpartnerchannel isready,able,andwillingtodo
so.
According toMicrosoft,allDynamicsNAVpartnersneed to transform theirbusinesses in
ordertostayrelevant.However,manypartnersstill havenotevenstartedthisprocess-not
withactionandsometimesnotevenintheirminds!PaulWhite,worldwideresponsiblefor
Microsoft DynamicsintheSMBmarket, forecaststhatbestcasesome30percentofthe
currentNAVpartnercommunitywilleventuallymakethistransition.Sopartnerswhohave
not started their transformation process yet should really hurry in order not to be left
behind.
A relevant question is if today'sNAV channel ismentally prepared tomakethischange.
Afterall,themajorityofthecurrentbusinessownersstartedtheircompaniesintheearly-
tomid-nineties,whentheywere35to40yearsold.Well,ifyouadd20to25yearsontopof
that, you'll understand that many owners today focus more on risk reduction and pre-
retirementratherthanonstartingawholenewbusinessline!
TheDynamicsNAVproducthasmadeagreatrevival!Onlya fewyearsagothefutureofthe
productwasopenlyquestioned. InPrague, however,weall felttheexcitement andsaw
that Dynamics NAV is back again! A few observations: the launchof the new NAV 2017
version,an impressivestreamofadditionalinnovationsinandaroundNAV,100extraNAV
developersintheR&Dteams,acontinuouslygrowingnumberofNAVcustomersandfinally
NAVselectedasoneofthecornerstonesofDynamics365via"ProjectMadeira".
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LotsofoxygenwastakenoutoftheroominthevarioussessionsonDynamics365.Onthe
one hand this was logical since that solution can be seen as the future successor of
DynamicsNAV.On theotherhand,itwasnot logicalsince thegeneral impression is that
onlyaminorpartofthecurrentNAVchannelwilleventuallytransformtheircompaniestoa
successfulcloudbusiness.ButwhereelseshouldMicrosoftpresenthernewsolution?
Dynamics 365 is a promising concept indeed! Thesolution helpscustomers in the areas
wheremostcompanieshavetheir biggestpainstoday:connecting theseparatesystems.
Dynamics365benefits fromMicrosoft’sstrongest and uniqueasset: theMicrosoft stack.
Andontop of that,Dynamics365 isa product that issupported by thewholeMicrosoft
organization!
RatherthanjustfocusingonthefunctionsandfeaturesofDynamics365,partnersdefinitely
needtopayattentiontothebusinesssideofthisnewsolution.Whatdoesittaketomakea
successoutofDynamics365?Andwhat changesmust theaverageNAVpartnermake in
ordertobecomesuccessful?NAVpartnersshouldeithergofullflashintoDynamics365or
don’tstartwiththisnewproductatall.Joiningjustalittlewon’twork.
SodearNAVpartners-it’sreallytimetomakeupyourmindsaboutyourfuture!
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2.Eventandorganization
Theorganizationcommitteeof theDirectionsEMEA2016 eventhadmany reasonsto be
proud!Inthenintheditionofthispartner-to-partnereventtheyreportednolessthan1.754
attendees,representing588partnersfrom52countriesfromallovertheworld.Anall-time
record!
Butthereweremanymorestatisticalrecordsthistime:
• Anaverageof3employeesperpartnercompany
• Anincreaseof50%inthenumberoffemaleattendees
• Over150presentations,deliveredby126speakers
• 25hands-onworkshops
• 120Microsoftemployees–thebiggestdelegationever
• And60sponsorswithaboothontheexpo
The2017editionofDIRECTIONSEMEAwilltakeplaceonOctober4th-6thinMadrid.Itwill
bethe10thanniversaryoftheEMEAevent,soprobablyreasonenoughforasmallparty.
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP5
3.ThebusinessstrategiesaroundNAV2017andDynamics365
Paul White is business responsible for Microsoft’s business applications offering in the
worldwide SMB market. Just like in the previous years, he delivered the keynote
presentationonthefirstdayofDIRECTIONS.Ontheseconddayhedeliveredthekeynote
togetherwithMarkoPerisic.
THE 2019 CHALLENGE
Paulstartedwithanupdateonthesocalled ‘2019 challenge’.Eitherviaon-premiseorvia
cloud, via Dynamics NAV or via Dynamics 365 for Financials, Microsoft is focused on
reachingthe200.000NAVcustomermilestoneby2019.Achievingthisgoalwouldreallybe
apieceofart!Sinceitmeansthatthesecond100.000customerswillberecruitedinonly5
years'time, where it took Navision andMicrosoftover20 yearsto win thefirst 100.000
customers.
Paul presented thegraph below that shows the audience anongoing growth, however
withoutdisclosingthenewcurrentnumberofNAVcustomers.Shortlyafterthesessionhe
explained to usthatMicrosoft has changed theway to release this type of information
fromthenumberofcustomerstothenumberofseats.
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THE FAST GROWING SAAS MARKET
PaulWhitepresentedtheaudiencewithMicrosoft'scasefortheattractivenessoftheSaaS
markets.Today,theseSaaSmarketsarestill smallerthantheon-premisemarkets.However,
thegrowthratesofSaaSsolutions(upto12percentyearoveryear)aremuchhigherthan
thegrowthratesintheon-premisemarkets(only1percentYoY).
PaulshowedthepredictedmarketvaluesforboththeonpremiseandSaasmarketsby2019
in themarket ofcompanieswith 10-99 employees fora group of 9 important European
countries:
• Financials/ERPonpremise Value:€1,5billion YearoverYeargrowth:1%
• Financials/ERPSaas Value:€0,8billion YearoverYeargrowth:12%
• CRMonpremise Value:€0,2billion YearoverYeargrowth:1%
• CRMSaas Value:€0,9billion YearoverYeargrowth:12%
INTRODUCING THE ‘AND STRATEGY’
Soforthecomingyearsthere’sabigandprettystablemarketforOnpremisesolutionson
theonehand.Anda somewhatsmaller,butfastgrowingmarketforSaassolutionsonthe
otherhand.What shouldNAV partnersdo to continue theirpresencein thewell-known
Onprem market and at the same time benefit from this Saas market? Is it possible to
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combinethesetwobusinesses?And if so –what doesthatmean fortheir organizations,
roles,competenciesandthewaytomanagethateffectively?
InPrague,Microsoftannouncedthesocalled‘ANDstrategy'.Thisbasicallyistheadviceto
partnersto continuetheirNAVprojectsbusiness,whileat thesametimebuilding a new,
incrementalcloudbusiness,mostlikelyinaseparateunitwith:
• Aseparateteam
• Abusinessmodelbasedonlesslicensemarginandsmallerservicesrevenues
• Afocusonwinningnewcustomers
• Alowercostprofile
• Andadifferentmindset
IMPACT ON THE OTHER DYNAMICS SOLUTIONS
TheintroductionofDynamics365definitelyhasanimpactonMicrosoft’sportfolio.Asyou
canseeintheslidebelow,DynamicsCRMandDynamicsAXwillbeabsorbedinMicrosoft
Dynamics365EnterpriseEdition.And“ProjectMadeira”will turnintoMicrosoftDynamics
365forFinancialsaspartoftheMicrosoftDynamics365BusinessEdition.
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HOW TO CREATE SAAS SUCCESS?
All thesechangeshaveofcoursean impact on thebusinessof a DynamicsNAV partner.
PaullistedhistopfourprioritiesfortheNAVpartnerchannel:
1. Helping partners to drive down the Cost of Sales by shifting from a Sales oriented
approachtoaMarketingorientedapproach
2. Helping partners to improve the lifetime value of their customers by setting smart
pricingandpackagingandalimitationofthechurnrates
3. Channeldevelopmentfor Dynamics365.MicrosoftexpectstofindnewDynamics365
partnersintheOffice365channel,amongstHostingServiceProviders,BPOpartnersvia
accountants,traditionalDynamicsERPpartnersandtraditionalISV’s
4. Exploring theISV opportunity.Microsoftplansto make a bigger effort tohelp ISV’s
reachmore(international)scale.
Inordertobesuccessfulinthe"cloudfirst"world,NAVpartnersneedtoexpandtheirERP-
only portfoliowith solutionslikeDynamics CRM,Office365, Azure, PowerBI, Flow,and
Cortana IntelligenceSuite.On topof that they need to differentiatetheir offeringsmore
thaneverbefore.Andfinally,theyneedtomarket,sell,deliver,andsupportdigitally.Again,
theseareallhugechangesforthemajorityofthepartnerchannel!
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ONGOING NAV COMMITMENT
The last part of Paul White’s session was a confirmation of Microsoft’s ongoing
commitment for DynamicsNAV. “Please don’t be confused about Dynamics NAV”, was
Paul’s request to the audience. He finalized his day 1 keynote with four Go Do’s for
DynamicsNAVpartners:
1. ContinuetodrivetheexistingNAVbusiness.Sincethatshould createthefunding you
needtobuildthenewcloudbusiness
2. ExploretheopportunitythatAppSource,PowerAppsandFlowrepresent
3. CommittoExtensions
4. Buildanew,incrementalcloudbusiness
DYNAMICS 365 - THE COMPETITION
MicrosoftisofcoursenottheonlyvendorwhohasspottedtheSaasopportunity.Inhisday
2keynote,PaulWhitecommentedonanumberofcompetitorsthatareafterthismarketas
well:
• Netsuite–“After10yearsinbusiness,thiscompanystillhasdifficultiestobeprofitable
in theUS, theworld’s biggest ERPmarket. Sowill they be able to build a profitable
businessinEurope?”
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• Sage –“Today, Sageoffers 15 different platformswith large functionaloverlaps.Will
theybeabletobringallthosesolutionstothecloud?Andwhatdoestheirco-operation
withSalesforce.commeanfortheirportfolio?”
• Amazon – “A relatively new player in business solutions, that nobody should
underestimate”
• Localheros–“NAVpartnerscomeacrossmanylocalcompetitorsintheirlocalmarkets,
likeExactandAcumatica.Theseareoftensmallercompaniesandthequestionisiftheir
R&Dresourcesarebigenoughtokeepupwithinnovation.”
• SAP–“MaybeMicrosoft’smostdangerouscompetitor.Prettyquiet,butfullyfocused.”
• Microsoft – (according to PaulWhite) “committed to the channel, large Office 365
customerbasewhichoffersa greatup-sellopportunity and agreat new solutionwith
Dynamics365”
DYNAMICS 365 – THE VALUE MESSAGES
ThesearethethreevaluemessagesthatunderpinDynamics365andthatwillbethebase
ofallthecorporatemessagesregardingDynamics365forFinancials:
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Dynamics365–wheretobuy?
Dynamics365will notbepartoftheMicrosoftDynamicspricelist.Thisnew solutionwill
onlybesoldviatheCloudSolutionProvider(CSP)program.Microsoftpartnerscanchoose
betweenCSPDirect(akaTier1)orworkwithaValueAddedDistributor inanCSPIndirect
(Tier2)arrangement.InthecomingweeksandmonthseveryDynamicsNAVpartnerhasto
makeachoicebetweenthesetwooptions.
Dynamics365-pricingandpackaging
ThepricingmodelsforDynamics365areprettydifferentfromthecurrentNAVsubscription
pricing.Forexample,therewill notbeatieredmodelanymorethatprovideshighermargins
at highervolumes.Northerewillbebottom-uppricingfromMicrosoft tothepartner. In
contrast,Microsoftwilladvisea‘streetprice'onwhichpartnersgetamargin.
All thesechangesaredue to the standardsoftheCSP programthat isthe ‘new normal’
within the total Microsoft organization. And clearly, the days that the Dynamics teams
couldmakeherownrulesandpricingpoliciesareover!
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AllDynamics365pricesareuserbased(‘named’),sothereisnomoreconcurrentpricing.
Atfirstimpression,Dynamics365seemstohaveprettyaggressivepricinglevels!Andthat’s
notjusttruefornewnamedcustomers,butalsofortheexistingonpremiseDynamicsERP
customers.Microsoftoffersa40percentdiscountonthefirst36months’paymentswhen
GP/NAV/SLcustomersupgradetoDynamics365BusinessEditionplan.
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DYNAMICS 365 – AVAILABILITY AND ROADMAP
MicrosoftDynamics365forFinancialsBusinessEditionwillbeavailableinUSandCanadain
Q4ofcalendaryear2016.
InCY 2017,Dynamics365forSalesandDynamics365 forMarketingwillbecomeavailable
worldwide.Andontopofthat,MicrosoftDynamics365forFinancialswill beavailablein4
additionalcountries.
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4.Dynamics365–Product,PositioningandPre-sales
ThekeynoteofthefirstdaywasmainlyfocusedontheDynamicsNAV2017release.Onthe
secondday,Dynamics365wascentral.MarkoPerisic,generalmanagerforDynamics365,
had just arrived from Tampa (US), where he has presented Dynamics NAV 2017 and
Dynamics365toover7.000attendeesattheUSsummit.
Markostartedhispresentationwithafewbold,butveryclearstatements.“Thecloudis all
aboutbuildingaprospects’journey–NOTaboutbuildingfunctions&features”,forsurewas
one of them. Another interesting one: “Reduction of the partners’ Cost of Sales is the
openingtovolume!”
Thesestatementsclearly underlined that selling, implementing and supportingDynamics
365 isa completedifferentballgamethan thetraditional,serviceorientedmodelaround
theonpremiseversionsofDynamicsNAV!
Themost surprising partofhispresentation,however,wassittingat thevery end.Over
time, Dynamics 365 for Financials will be functional equal to DynamicsNAV. As Marko
explains in the exclusive interview we’ve had with him: “Project ‘Madeira’ initially was
focusedoncompanieswith10-99employees.Butsoonafterwerealizedthatwe canexpand
into a broader set offunctionality to cover the entire SMB segment,which is nowBusiness
Editionas partofDynamics365.Overthenext6-12monthswewillhave paritybetweenthe
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Dynamics 365 Business Edition andNAV. The only choice for customer andpartnerswillbe,
whethertheywantanonpremise /hostedsolution(DynamicsNAV)oraSaaS cloudsolution
(Dynamics365).”
“Dynamics 365 for Financials will get functional parity
with Dynamics NAV!”
SoDynamics365 forFinancialswillnotbethelow-end solutionwitha limited setofNAV
functionality, as itwaspositioned in spring. On thecontrary – the two solutionswill be
equaloverthenext6 to 12months. So this insightwilldefinitely shinenew lightonthe
strategicdecisionsthatmanyDynamicsNAVpartnershavetomakeinthenextfewmonths!
Thetrial-5minutestoWOW
ThiskeynotemadealsoclearthatinthenewDynamics365world,Microsoftwantstotake
overasubstantialpartofthecustomers’buyingjourney–beforeknownasthepartnerpre-
salescycle.Mostprobably toprotectpartnersagainstdeliveringatooexpensivepre-sales
cyclewithmostlikelya focusonfunctionsandfeatures.Butforsureto facilitatethelarge
numbersofleadsneededtoreallywinmarketshareorevendisruptthemarket.
Onstage,MicrosoftfirstdemonstratedtheprocessofsigninguptoDynamics365inonly5
seconds.Andthereaftertheysharedtheprocessofatrialtourthat leadstoaWOWinthe
next5minutes.Thiswasarefreshingexperience!Andprettydifferentfromthetraditional,
long-lastingNAVdemonstrationswithatsunamioffunctionsandfeatures.
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Inthisprocess,Dynamics365 onlyasksforanemailaddressandthenyoucanstarta free
trial, which caneasily be converted into a deal by selecting the appropriateoption and
fillingincompanyinformation.
During the trial, different so called journeys can be followed to see different areas of
Dynamics365.For instance,byscanninga QRcode themobileappcanbelaunchedora
salesinvoicecanbecreatedstepbystepwithadditionalnotifications.
Whentheprospectisconvertedintoacustomer,itiseasytoimportcustomer/vendor/item
information via excel. Data updated in excelwill alsobeupdated in Dynamics 365.New
featureswhereshownlikePaypalinformationonthesaleinvoice.
Partnerscandevelopasimilarjourneyfortheirownaddonoffering.
THE IMPORTANCE OF APPSOURCE
AppSource isMicrosoft’sworldwideportal where partners can showcase their business
solutions to the worldwide market. There are different benefits for the various target
groups:
• Businessuserscandiscover,trialandacquiresolutions
• ISV’scancreateleads
• SI’sandVAR’scanoffertheirprojectservices
AppSource was demonstrated on stage. The portal has many selection options like
solutions per product, per industry, per language and per region. Microsoft is highly
motivatedtomakeAppSourcethecentralpointinanycustomerselectionprocess.
EXTENSIONS
ThemainmessageonExtensionsinthekeynotewasthattheproducthasbeenextended
sothatnowallobjectstypesaresupported.Alsotherearemoretoolsavailabletomanage
Extensions.
NEW DEVELOPMENT ENVIRONMENT
Marko closed this part of the keynote by displaying a new brand NAV development
environmentbasedonVisualStudiocode.Unfortunately,thedemohadtechnicalproblems
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andcouldnotbepresentedindetail.Thebigdifferencewith thecurrentapproachisthat
you don’t write code in a standard object but you only write the differences. These
differencescanthenbedirectlyusedtocreateanExtensioninstallationpackage.
Themaingoalofthismodernizationisofcoursetoattractnew,young,moderndevelopers
forthemodernizedNAVplatform.Whichisagoodthingofcourse!Arelevantquestionfor
theNAV channelhowever, iswhatthisnew environmentmeansforthecompetenciesof
theexistingdevelopmentcrews.
OVERVIEW OF ANNOUNCEMENTS
Towrapitalltogether,here’sanoverviewofthethreemostimportantannouncements.
Interestinglinks
AdditionalinformationaboutDynamics365andAppSource:
http://aka.ms/AppsForFinancials
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5.DynamicsNAV2017-coremessages
USER EXPERIENCE IMPROVEMENTS
AllnewExperiencesforMSDYNAMICSNAV2017,Win,Web,TabletandPhone.
Higherperformance,newexperience.
Swappingtheengine,whiledriving!
Features
• EasyusabilitymanagementinNAV2017onyourmobile
• clearerimagesandnewformats
• Incrementallistsasdemandforfasteraccesstoinformation
• New components technical (Brick field group, Mediaset field, Extended datatype
property,Scopeactionsandgestureproperty,Cardpageidonlistparpages,RefreshOn
Activate)
• Ribbonishidden
• NewfeaturesonbuttonhowistheLearnmorebutton
• NotificationisBluebarwithinformation,withbuttonnotificationswithaction,Clipping
message,Notification,max3actions
• Wizards,groups,subgroup,etc.
• Themainlimitationisthatdatasetscanbetaughtonlythefirstimageofasetreceived
DataSetMediaSet
Supportedversions
• Android6,7
• wind10
• IOS9and10
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ClientAddinImprovements
• Refreshevent
• DynamicallystretchtofillavailablespaceonCards
• Chromelessadd-ins
• Loadstylesheetsformurlinsteadofembedded
• SupportforlegacyIE7mode
• Microsoft.Dynamics.NAV.openWindow
• GetEnvironment.UserInteractionMode
Future
• NewKeyboardshortcuts
• OptimizationofListnavigation
• EasierSelection
• MoreOperationalandProductivity
• Personalizationprofile,show,hide,reorder,rename,importance
MoreInformation
http://aka.ms/navgetready
DEMOS AND THE DEMO ENVIRONMENT
DynamicsNAV2017somewhereinalldevice.
ItiseasytocreateaDEMOinhttp://aka.ms/demonav.
YoucancreateaDEMOinMSDynamicsNAV2017on20minutes.
Steps
1. CreatetheVM–Azureportal,SELECTSIZE,LOCATION,USER,ADDHTTP80…
2. InitializetheVM–certificate,publicaccess,your solution.CreateAzureVM.Welcome
toMSDynamicsonMSAzure.DeployVM.Createademofolder.InitializeVManAzure.
SelectNAVLanguage.UseDatabaseFile.Username,password,andDNS.Certificatefile,
configureNAVtouseSSL,openportsforclients…
3. DemoPackage–Office365,BingMaps,MSBand,ClickOnce,PowerBI,etc…
4. Access the demonstration environment using username password authentication,
configureappoption.
5. Sharepointpart…setupthispart.
6. Scripttocreateportalandtheirdashboard.
7. Clickoncesetup.
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8. Createmanifest.
9. DEMO\installclickonce.
10. BingMaps integration. It’s an Extension, publis and install. Acces web client. Show
customermap.
11. Power BI integration, powerBI.COM. Need a private certification. DEMO/PowerBI.
InstallPowerBI.YouneedtheurlcertificateforapppowerBI.
AzureSubscription
IfyoudonothaveanAzureSubscription,pleaseopenabrowser andnavigatetohttps://
azure.microsoft.com/en-us/pricing/free-trial/andfollow thesignup processforcreatinga
freetrial.
Office365Subscription
If you want yourdemo environment to be integratedwith Office365,youwill need an
Office365 subscriptiononwhichyouareadministrator. Ifyoudo not haveanOffice365
subscription,whichcanbeusedforyourdemoenvironment,youcansignupforafreetrial
hereandfollowthesignupprocessforcreatingafreetrial.
You can also spin up a demo tenant of Office 365 with data from http://
demos.microsoft.com.
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BingMapsdevelopmentkey
If you do not have a Bing Maps development key, you can navigate to https://
msdn.microsoft.com/en-us/library/ff428642.aspx and follow the process to create an
accountandgetadevelopmentkey.
PowerShell
You need to haveMicrosoftAzurePowerShell installed beforeyou can create a Virtual
MachineusingPowerShell.
FollowthislinktoreadabouthowtogetstartedwithPowerShellandMicrosoftAzure.
MORE INFORMATION
Partnersource
ApageonPartnersourcecollectsthe
informationaboutDemoEnvironmentsand
videoscanbefoundhere
Video
Avideoshowinghowtosetupademo
environmentend2endcanbeviewedhere
HowDoIvideos
HowDoI:MakeaMicrosoftDynamicsNAV
DemoInstance
HowDoI:BringyourMicrosoftDynamicsNAV
Demoinstance“in”Office365
HowDoI:InstallandusetheClickOncedemo
package
HowDoI:InstallandusetheBingMapsdemo
package
http://dirdemo1.cloudapp.net/
Internetinformationservices
Inthispagecandownloadcertificate
Integratethedemonstrationenvironmentwith
powerBI
HTTP://AKA.MS/DEMONAV
WhatyouknowbyDemoNAV
http://azure.microsoft.com/en-us/pricing/
calculator
Costscalculatedpermonth
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EXTENSIONS AND EVENTS, OVERVIEW
EXTENSIONS
Itisthinkingaboutcreateverticalssolutions
HowcreateExtension
• Createanewextension
• Customreportlayouts
• Multilanguagefiles
• Tenantwebservices,.NETaddins,debugging
• Extensionmanagementpage
BUILDANDDEPLOYEXTENSIONINNAV2017
Stepstobuildanddeployextension
• DevelopmentEvent
• BuildisinPowerShell
• Doapackage
• Publishyourextensionintheserverinthetenant
Event
CreateanEventinanExtension
Steps
1. DevelopmenteventandreportinNAV.
2. BuildsolutionextwithPowerShellISE.ExistinPowerShellsomehelp
3. Createafolder
4. ExportOriginalobjects
5. Updatedobjects
6. ExportDatafileinthisfolderwithupdatedobjects
7. CompareobjectsbetweenoriginalDDBBandupdatedBBDD
8. Exporterdate
9. Exporterwebservice
10. Compilecomponentsforextension
11. PublishextensionandcreateaManifest
12. Createpackageextension
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What’snewforExtension
Themostimportantfeature,isthatAllObjectsareincludedinextension.
Objectstypes
• Objects(Pages,Tables,MenuSuites,Codeunits,Reports,XMLPorts,Queries)
• NET Add-ins (Server-side . NET interop add-ins, Client-side JavaScript extensibility
controladd-ins,Client-SideWinFormsextensibilitycontroladd-ins)
• Data (Permissionsetsper tenant,Webservicespertenant,Tabledata,Customreport
layouts)
• Translations(Languagefiles)
• Developing(ImprovedupgradeAPIs,Debuggingandcodecoverage)
Debugging
WecandebuginstalledextensionusingWindowsclient
Wecanselectextensionobjectsthesameasbaseobjects
Wecansetbreakpointsbasedonlinenumber
ExtensionManagement
NewPagetoinstallanduninstallextensioninMSDynamicsNAV.
FUTUREVERSIONEXTENSION
You’lluseVisualStudioCodetogenerateyourcodeandcreateextension
You’llhaveanewbrowserbasedUIPageDesigner
You’llhavea solution Apps,withoptimizationsto support largeapplicationsdeployed in
SaaSasextensions.
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CONCLUSION OF THE DIRECTIONS MS DYNAMICS NAV 2017
MSDynamicsNAVevolveswiththemarketand increasesits functionalityandusability in
the cloud. This new version adapts to different mobile devices: MS Dynamics NAV
everywhereinalldevices.
With the integrationofMS Dynamics and Office 365,Microsoft created a rangeof new
featuresandinformationbetweenthedifferentplatforms.Amucheasiersolutionto use,
fromthedifferentplatformsanduserfriendly.
With Extensions,a newworld of opportunities for ISVsopens.Anda newmethodology
Object-oriented languages is created. These Extensions will have a lower cost of
developmentandmaintenanceandaremucheasiertointegrate.
Theupgradeoftheversionswillbemuchmoreagileandfaster.
AppSourceportaliswherewecanfindthesolutionspublishedandcertifiedbyMicrosoft.
It’sstronglyrecommendedtodevelopPartnerIPandpublishitinAppSource.
The new design development with Visual Studio Code opens up a future full of new
expectationsandinlinewiththecurrentmarket.
Microsoft PowerApps is a service for creating and using custom business apps across
platforms.Thisconnecttocommondatamodelorexistingsystemsanddatasources.Build
apps,formsandworkflowswithoutwritingcode.Youwouldpublishappsinstantlyforweb
ormobile.
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6.DynamicsNAV2017–miscellaneous
EMBEDDED POWER BI
From NAV2017 it is possible to havePowerBI information directly in your role center. It
worksforallapplications(Windows,WebandPhone).
Thereare two PowerBIversionsavailable.PowerBI Freeand PowerBIPro.Pleasetakea
look on powerbi.comto seethedifferences. Twomain differentiators:data capacityand
cuberefreshpossibilities.
Ifyouwanttohavepowerbiinformationavailabletherearetwostepsinvolved:
1. ConnecttoAzureActiveDirectory,thisneedstobedonebytheITdepartment.
2. Creating theAzurePowerBI app canbedoneviaAzuremanagementportalor faster
viahttp://dev.powerbi.com.
3. WhenyoulogintoNAVyouwillseeanewpart“PowerBI”.Youneedtologintopower
bi toseeyourpowerbi reports.InthebackgroundtheconnectionbetweenyourNAV
credentials andPower BI credentials is saved (it looks that single sign on is still not
working,needstobechecked.ProbablythereisadifferencebetweenNAVonpremand
NAV365.
4. YoucanselectthePowerBIreportswhereyouhaveaccessto.
5. After selecting a report, the Power BI view will be expanded so you can see the
completePowerBIdashboard.
6. ThePowerBI report that isvisible inNAV is the report with the leftmost tab in the
PowerBIdashboard.
7. Powerbi.comistheplacetolearnmoreonPowerBI.
Someknownissues
TheconnectionbetweenNAV andPower BI ismadevia odata feeds(NAVwebservices).
ThereneedstobedataintheNAVtables,otherwisetheconnectionwillbreakandthusan
erroristhrowninthePowerBIdashboard.
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Extensionhands-onlab
Viaascriptallthestepstocreateanextensionandtoinstallanextensionwhereexecuted.
AfewnewoptionsareincludedinNAV2017
• Includewordreportlayouts
• Includewebserviceinformation
Andasalreadymentionedallobjecttypescanbeaddedintheextension.
NAV2017 IMPROVEMENTS
PeterBorringgaveanoverviewaboutthenewfeaturesinNAV2017
• Invoiceenhancements–Paypal,emailnotifications,samplelayouts
• Itemattributesandcategories
• FocusingonlowerSMBmark,noplansforfullproductinformation(PIM)
•Possibletocreatecustomitemattributes,designedforwebstoreintegration.
•Withcategoriesyoucan ‘connect’differentitemsto thesameitem attributes(with
differentattributevalues).
• OnlineverificationandlinesupportforOCR
• In NAV2017 it is possibleto verify captured information (Lexmarkwebpage) and if
neededchangeit.
• In NAV2016 it was possible to scan and capture expensesclaim (write to general
journal line). The functionality is extended and now invoice lines can be captured.
Iteminformationistranslatedviacross-referencefunctionality.Incaseanitemcannot
befoundageneralledgeraccountisused(specifiedviasetup).
• Payrollimport
• ImportpayrolltransactionsintoNAV2017.
• SpecificpayrollextensionsarecreatedbyMicrosoftfocusingontheUS/CAmarket.
Additionalinformationcanbefoundviahttp://aka.ms/NAVGetReady
MACHINE LEARNING
With this release,DynamicsNAV 2017 enters theworld ofmachinelearningand thefirst
stepofthisjourneyistobringtheTimeSeriesAPItoDynamicsNAVDevelopers.
Letmestartwithashortexplanationofwhatmachinelearning(predictiveanalytics)means
ingeneral.
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Thecurrentwayofbuildingsoftwareis:
• Asmartguycreatesanalgorithm.
• A user inputs some value, and the system applies the algorithm and returns some
results.
Tocreatea goodalgorithm,youmustbea domainexpertandhavedeepknowledgeofa
specific industry. The worst part here is that someone must update the algorithm
programmatically or by changing the setup on a regular basis to adapt to changeable
businessprocesses.
Machinelearninghelpsyoudothingsinadifferentway:
• Ittakeshistoricaldata,automaticallyanalysesitindifferentways,andthentriestofind
thealgorithmbyitself.(ModelorExperimentinAzureML)
• Theuserinputssomevalue,andthesystemappliesthemodelandreturnsresults.
• Thesystemusesthenewuserinputtoadjustthemodel.
Actually, this isnotcompletely true, because ifthe system triesto analyse theincoming
data in different ways, it will be very expensive. Each attempt requires significant
computation efforts. That iswhy this approach isnot used. Instead, thedomain expert
helpsthesystembyadvisingbetweentheavailablealgorithms,andsystemdoestherestof
thework.
Oneofthemostpopulartopicsformachinelearningisforecastingbasedonhistoricaldata.
Manyalgorithmsthat cando this,butyoudo not haveto know them,becausewehave
wrappedthemforyou.Wechosefiveofthesealgorithms,wrappedtheminoneAzureML
experiment, added logic that compares different results and returns the best one
accompaniedbyanindicatoroftheprediction’squality.ThereisagenericAPIontopofthis
thatallowsDynamicsNAVdeveloperscreatetheirown functionalitythathelpscustomers
findthebusiness-criticalinformationthatmaybehiddenintheirdatabase.
ThisisthebestAPIforthefollowingreasons:
• Thecurrentimplementationdoesnotrequireyouto re-trainthemodelasthisisdone
whentherequestissubmitted.
• Morethan300tablescontainbothDateandDecimalfieldsinDynamicsNAV.Thisisthe
most typical table structure in business applications (28%), and they are good
candidatesforanalysiswithaTimeSeriesAPI.
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7.Extensions
Welcometothenewworld:ThereisaAppforthat!
YoucanextendandcustomizeaMicrosoftDynamicsNAVdeploymentwithoutmodifythe
originalapplicationobjects.
Extensions enablepartners and ISVs to customize and extendMicrosoft DynamicsNAV
2016,withoutdirectly altering the source code.Distributed via an Extensions “Package”
file, Extensions can easily be installed or uninstalled, giving customers complete control
over the additional functionality that they need. A full suiteof new cmdlets to manage
ExtensionsisprovidedintheAdministrativeShell.Becausethesourcecodeisnotdirectly
modified,Extensionsarealsoeasilyupgraded,eliminatingcodemerging.
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP29
AtthekeynoteAdamTrukawkaandMortenJensengaveafirstoverviewaboutextensions:
WhyExtensions?
• easilyinstallable
• uniquepertenant
• easilyupgradable->muchcheaper
Forthefutureextensionswillbetheoneandonlywaytodevelop!
POWERSHELL
Since version 2016, NAV includes Windows PowerShell cmdlets for administration, for
developmentandfilemanagementofapplicationobjectfilesandextensionpackages.The
cmdletsareavailableintwoWindowsPowerShellmodules:MicrosoftDynamicsNAV 2016
AdministrationShell andMicrosoft DynamicsNAV 2016 Development Shell.PowerShell is
essentialtohandle,installanddevelopextensions.
WHAT’S NEW FOR EXTENSIONS IN NAV 2017?
• Exportdatafromnon-companyspecifictableaddedaspartoftheExtensionusingnew
cmdlet
• Anewdatabaseupgradefunction
• Publishwebservicesforsingletenantoralltenants
• Publishedwebservicesforalltenantscan’tbeunpublishedinasingletenant
• Anewpagetoinstallanduninstallextensions
• Extensionscanbedebuggedontheserver
• Newobjectcanbeusedforextensions:Reports,XMLports,Queries
• NET-Add-ins
• Server-side.NETinteropadd-ins
• Client-sideJavaScriptextensibilitycontroladd-ins
• Client-sideWinFormsextensibilitycontroladd-ins
• Data
• Webservices(pertenant)
• Tabledata(newtablesaddedforextension)
• Customreportlayouts
• Translations
• Languagefiles
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP30
• Developing
• ImprovedupgradeAPIs
• Debuggingandcodecoverage
EXTENSIONS & EVENTS
Use events to customize functionality – for example, add new fields and invoke events
usingthesefields–withoutdirectlychangingsourcecode.
Extensions are self-contained andmanaged, eliminatingmany of the import and merge
conflictsofthepast.MultipleExtensionscanberunona system,soyourfunctionalitycan
bedistributedinamuchmoremodularfashion.
Upgradeconcepts
Out-of-bandupgradescaneasilybeperformedwithouttheneedforcoresystemupgrades.
• Usesystemfunctionswhendoingadditivedatarestore
• Usecustomcodewhentheschemahaschangedsignificantly
becausethereisnoabilitytoruncodeonuninstall.
OnekeypointfordevelopingExtensionswillbetheEventsandEventbaseddeveloping.
EventsareusedtoconnecttheextensiontotheoriginalcodeofNAV/Dynamics365.
Eventscanbe/havethevalue:“publisher”or“subscriber”–Thepublisherisspecifyingthe
hookpointandthesubscriberisconsumingit.
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AnimportantthingsaidbyMichaelHammondinasessionwas“PushvsPull”.Thatmeans
extensionsshouldpush data to lowerlayers, and lowerlayersshouldnottry topulldata
fromextensions!
Therewill beanobjectrangeprovidedtoeachqualifiedpartnerforlicensingliketodaywith
sourcecustomizations,butthatdoesnotworkforDynamics365customers.
ServicesoutsideNAVcanbeusedasembeddedlogicwhereyouhaveaccesscontroltothe
serviceforeachtenant.
You can provide a license key to each customer that they need to enter to enable
functionality.Theycaneithervalidateinapplicationorviaservicecall.
Roadmap
FromNAV2016toNAV2017,Extensionsbecamemuchmorepowerful(Roadmap)andwill
getevenmorepowerfulwithfutureversions.
New objects(pages and tables)willbeaddedand developingwill bemorecomfortable
usinganewbrowserbasedUIpagedesigner.AneweditorbasesonVScodenamed“Visual
Code”anda newcompilerwasannounced,andsolutionappswillbeprovidedtosupport
largeapplicationsdeploymentinSaaSasextensions.
ThenewdevelopmentenvironmentpreviewwillcomeatChristmas2016.
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Partnersshould use“test driven development” tobuild extensions–that means a code
unitshouldmakethetestsinsteadofmanualtesting.
WHERE DO CUSTOMERS GET THE APPS FROM?
AppSourceis thepremierdestinationtomarketanddistributeyourapps,contentpacks,
andadd-ins—allbackedbyabrandthatbillionsofcustomersalreadyknowandtrust.
Very soonitwillbeannouncedhow it ispossibletobillyourcustomers–forthemoment
theappsareonlyforfree.
A validation process is installed at Microsoft that will check the code as well as the
commercialneedoftheapp/extension.
CONCLUSION
• Extensionswillmakeupgradesmucheasier!
• Extensionswillbemoreandmorepowerfulinfutureversions!
• Extensionswillbetheoneandonlywaytodevelop!
• ExtensionstogetherwithPowerAppsandFlowwillincreasepotential
• AppSourcewillbethewaytosellapps/add-ins/solutions
• PowerShellisessentialtohandleextensions!
• Partnercreateanapp+asolutionapptoupsell!
Interestinglinks
Learningplan/lifecycle/relatedresources
https://mbs.microsoft.com/Files/partner/All_Products/Readiness_Training/ReadinessTrainingNews/
Learning_Plan_Extensions_20160527.pdf
Buildingappsforfinancials
https://mbs.microsoft.com/Files/partner/All_Products/Essentials/Partner_Strategy/
AppsForFinancialsTheOverview.pdf
Implementextensions
http://community.dynamics.com/nav/b/ishwarsblogspot/archive/2016/09/27/implement-extensions-
in-nav
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP33
8.ExclusiveinterviewwithPaulWhite
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP34
PaulWhiteisresponsiblefor theProductMarketing
ofDynamics CRM,NAV,GP,SL andDynamics 365,
the business applications with which Microsoft
servestheSMBmarketworldwide.Wemethim for
anexclusiveinterviewforthisreportinPrague.
Main topics for this interview are of course the
announcements around Dynamics NAV 2017 and
Dynamics 365. And what this all means for the
transformationoftheDynamicspartnerchannel.
EXCLUSIVEINTERVIEWWITHPAULWHITE
“WithAppSource,partnerscangetamuchgreaterreturnontheirIP”
PAUL WHITE:
“The biggest challenge is in marketing”
Paul -with all the recent announcements
aroundDynamics365,whatisyouropinion
on the status of the transformation
processinMicrosoft’sSMBchannels?
“Whenwestartedthiswholeprocesssome
4yearsago,Ihopedthat30percentofour
partners would be able to transition to
rapid cloud deployment, subscription
pricing, product managed and packaged
verticalization. But to be honest – I may
havebeenoveroptimistic. Insaying thatI
don’t mean to imply any criticism of our
PartnerCommunity.There’snodoubtthat
thisshiftisverysignificantandchallenging.
Microsoft has wrestled with similar
challenges.
What’s the difference between the 30%
whowillmakeitandthe70%thatmaynot?
I think it starts with understanding the
nature of the sh i f t that we are
experiencing.Thisisn’taMicrosoftagenda
– every other vendor has the same
challenges. We’re in the middle of a
fundamental change in themarket.Buyer
behavior ischanging.BizAppsaregetting
“commoditized”. That’s what creates the
imperativeforPartnerstodrivedowntheir
cost of sale, that’s what demands that
Partnersthinklifetimevalue.
Those Partners who want to stay where
they arehave theopportunity to continue
toservethesignificantonpremisemarket
thatwillcontinuetoexistforsometimeto
come.OtherPartnerswillseethelaunchof
Dynamics 365 as a great moment to
expand into the SaaS market which is
growingmuchmorequickly–andpresents
interestingnewopportunitiesforISV’s.”
You’ve been at the two DIRECTIONS
events yourself, both in the US and in
EMEA.Whatisyourtakeonhowwellthe
NAV partner channel understands all the
announcements around NAV 2017 and
Dynamics365?
“First of all: it is fair to say there is a lot
going on. Keeping up is a challenge for
bothourpartnersandourownemployees.
We’ll be repeating the story at every
opportunity and work hard at being
consistent.TheDirectionswebinarswedo
are one opportunity for Partners to stay
current. Your publication is also really
helpful.
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP35
Beyond thatgeneralobservation–I think
thatduringthetwoeventsourOnpremise
ANDcloud–DynamicsNAVANDDynamics
365storyreallyresonatedwithpeople.”
In your belief, what is the biggest
challenge for partners in this trans-
formationprocess?
“The biggest challenge for the average
Dynamics NAV partner today is in
marketing. Buyer behavior has changed.
Whenapotentialprospect isbeginningto
think about buying – you
needtohelpthemfindyou
(SEO, SEM, Lead Nurture).
That’s job #1 – digital
marketing.
Once they have found you
online–youneed tomake
surethatyourwebsiteand/
ortrialexperienceissufficient
topersuadethemthatyoumustbeontheir
short list. Even before they every get in
touch with you. That’s job #2 – product
marketing.
Productmarketing isabout understanding
the market and the business issues that
youranonymousprospectwillwantsolved.
Product marketing is about working with
Developers to meet that functional
requirement in a way that is really
compelling. Not in terms of weight of
functionality –butquality/elegance of the
experience. Product Marketing is then
about demonstrating that, unattended,
online.
Both Job #1 and Job #2 are problematic
because, most NAV partners today are
either Sales led or Development led.
Successful Partners will be those that
invest more in marketing competencies –
either in their own teams and/or in co-
operationwithstrongmarketingagencies.”
How should partners differentiate their
offeringsovertime?
“Today, the Intellectual
Property(IP)atmostpartner
companies has two arms
and twolegs.Theproblem
is that employees can get
upandgo–and arereally
quite difficult to scale.We
believe Partners need to
distillthewisdomthattheir
consultants have developed and package
thisup,productizeit–createExtensions–
and publish them as App’s in AppSource.
Workingthatwaywebelievethatpartners
cansecuretheirIPandgetamuchgreater
returnonit.
AppSourceisthedestinationthatMicrosoft
willpromotetocustomerandpartners.It’s
akeypartofourstrategytoamplifytheISV
opportunityaroundDynamics365.”
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP36
Successful Partners will be those that invest
more in marketing competencies
“
You have announced an offering to
migrateexistingNAV,GPandSLcustomers
to Dynamics 365. Can you clarify that
offering?
“The majority of our existing customers
chosetobuyperpetuallicenses.Theymade
anup-front investmentthat -asandwhen
they arereadytomoveto thecloud–we
want to help them“tradein”.This“trade
in”takestheformofa40percentdiscount
onthefirst3 yearsof theirsubscriptionto
the Business Edition Plan. We want
Dynamics 365 to be themost compelling
option for any existing NAV, GP and SL
customer.Somepartofthatstory isabout
theproduct/serviceweoffer.Somepart is
abouttherangeofadditionalsolutionsthat
ourPartnersmakeavailable inAppSource.
Somepartofthatstoryiscommercial.”
What istoday’spositionofDynamicsNAV
managedservices?
“TheIPthatNAVpartnershavedeveloped
is key to the future of this community.
We’re working hard to protect it. That’s
whywe’veworkedtore-engineertheNAV
productforthecloudinasnon-disruptivea
way as possible. Last yearwe announced
theManaged Service for partners. Today
about around 20 NAV partners have
onboarded their solutions to this NAV/
Azureplatform.Thisyearwe’veannounced
Dynamics365.Overthenext12monthswe
willbeworkingwiththese20partnersand
a number of other key ISV’s to migrate
themtoDynamics365.”
What happens to Dynamics NAV, GP and
SL?
“All productsgoforward.Ourcommitment
to cloud and Dynamics 365 changes
nothing about our commitment to
DynamicsNAV,GPandSL.Werespectthe
investment that customers and partners
have made in these products. We are
committedtohelpingthemmakethemost
oftheirinvestment.”
What isyouradvicetopartnersregarding
theCSPprogram?
“Themost importantthingforPartnersto
do is to get familiar with CSP. It is the
licensing model with which we want to
servetheSMB segment.Partnerswillneed
tomakeastrategicdecisionaboutwhether
they want to be a Direct CSP partner –
contractingdirectlywithMicrosoft–orbuy
through an Indirect CSP partner – a
distributor. There are different roles and
responsibilities associated with each
option.”
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP
The most important thing for Partners to dois to get familiar with CSP.
“
37
A lot seems to bechanged in the pricing
strategiesofDynamics365comparedwith
thecurrentDynamicspricingpolicies.Can
youexplain?
“ThenewDynamics365pricingisdesigned
to be clean, simple, transparent and
compelling. The Business edition of
Dynamics 365 will only be available on a
subscriptionbasis,throughCSP.Customers
will be able to license each application
(Finance,SalesorMarketing)onaperuser
permonthbasis.Alternatively,theywillbe
abletolicenseuserswitha“Plan”.ThePlan
enablesuserstomixandmatchfunctionality
from across the Business edition –
Financials, Sales and Marketing. This
flexibilityisdesignedtoreflectthefactthat
mostrealworldjobsnowcrossdepartmental
boundaries. The Plan also provides users
withfulluserightstoPowerAppsandFlow.
The pricing models for Dynamics 365 are
also designed to be really compelling –
bothfornew customersand,asandwhen
theyareready,existingcustomers.”
Finally – what is your advice to the
DynamicsNAVchannel,Paul?
“First of all: take the pre–view from
Dynamics 365 and learn more about this
new cloud solution. My number two
advise: understand the CSP model. Since
this will be the most important license
model for Dynamics partners for the
comingyears.Andlastbutnot least,don’t
forgettofeelgoodaboutalltheinvestments
thatMicrosoftismakinginDynamicsNAV!”
Interestinglinks
Paul’sLinkedInprofile
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP38
9.ExclusiveinterviewwithMarkoPerisic
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP39
Marko Perisic is the General Manager for
Dynamics365BusinessEditionplusallMicrosoft’s
other ERP solutions for the SMB markets,
including Dynamics NAV. This responsibility
includes the product strategy and product
development. We met Marko for an exclusive
interview for this report in Prague. Main topics
fo r t h i s i n te r v i ew a re o f cou r se the
announcements aroundMicrosoft Dynamics 365
andDynamicsNAV2017.
EXCLUSIVEINTERVIEWWITHMARKOPERISIC
“StartresearchingthepossibilitiesofDynamics365now!”
MARKO PERISIC:
“Dynamics 365 for Financials will get functional parity with Dynamics NAV!”
Aswe speakwe’re almost at the end of
DIRECTIONS EMEA. Two weeks ago you
wereattheUSeditionofDIRECTIONSand
earlier this week at the UG Summit in
Tampa.What isyouroverallfeelingabout
the launches of Dynamics 365 and
DynamicsNAV2017?
“I’ve experienced a lot of excitement
around these launches and our plans for
thenear future. Bothwith partners,with
analysts and the press. Of course we’ve
also received lots ofquestions.And some
partnersaresomewhatconfusedduetoall
the different announcements. So going
forward wewill focus even more on our
communicationinordertogeteveryoneon
samepage.”
Talkingaboutcommunication–we’veseen
opendiscussionsonLinkedIn lately. Isour
observation right that Microsoft has
changedthecommunicationstyle?
“InwhatInowcalltheolddaysweusedto
have long release cycles and long
disclosure periods before we officially
announced a new product version. In
today’sworld we announce new versions
so much faster thatwehad to adapt this.
AndforDynamics365,weshipanupdate
everymonth,therebythedisclosureperiod
isnow onlyeffectively30 daysandwetry
toavoidkeepingnewsasecret.Instead,we
focusonforwardcomingfunctionalityand
try to get everyone on the samepageas
soonaspossible.Thecostofdelayisbigger
thananypotentialrisksofearlydisclosure.”
ManyNAVpartnersseemtobe surprised
by theannouncement that Dynamics 365
for Financials BE will befunctional equal
with Dynamics NAV in the next 6 to 12
months.Canyoufollowtheirreasoning?
“Yes, tosomeextent. InApril 2016where
we’ve announced Project “Madeira”, and
initially itwasfocused on companiesfrom
10-99 employees. But soon after we
realizedthatwecanexpandintoabroader
setoffunctionalitytocovertheentireSMB
segment,which isnowBusinessEditionas
part of Dynamics 365. Over thenext 6-12
months we will have parity between the
Dynamics 365 Business Edition and NAV.
Theonlychoiceforcustomerandpartners
willbe,whethertheywantanonpremise/
hostedsolution (DynamicsNAV)oraSaaS
cloudsolution(Dynamics365).”
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP40
After the many discussions on LinkedIn
and in other forums, we expected an
extensivepresentationonthenewversion
of Extensions and its possibilities at the
keynote.However, you spent less than 2
minutesinyourpresentationonthistopic.
“The keynote was not the place for
clarifications of detailed discussions. We
covered the strategic direction and
ambitionswith Extensions.Asa follow up
tothekeynote,thereweremanybreakout
sessions and Q&A to dig deeper into all
questionsaboutExtensions.Extensionsare
theway going forward to add
functionality in both Dynamics
365BEandDynamicsNAV.That
couldbebothstandardadd-ons
and customized functionality
forasinglecustomer.Thegood
thing about Extensions is that
they’renot touched in case of
upgrades.Inaddition,theApps
thatpartnersbuild forAppSourcearealso
basedonExtensions.Soitmakessensefor
all partners to start to delve into the
possibilities of Extensions. It is also a
continuedinvestmentfromMicrosoft.”
Can youclarify onconfusionaboutApp’s,
ExtensionsandSolutions?
“In short you could say an App is an
Extension that has been published in
AppSource. And a Solution is an App
created by an ISV. I will also writea blog
aboutittotakeawaytheconfusion.”
[GK-thatblogwascreatedbyMarcothatsame
evening:http://iturl.nl/sn-dba7]
How should partners anticipate on new
developmentsfromMicrosoft?
“Lot of information will be published on
the public roadmap. On this public
roadmap,partnerscanreadaboutmostof
the developments to come. Because we
willwork withmonthly releases, itmakes
less senseto be hiding information about
relatively small changes. Microsoft wants
to be more open about roadmap
information and the Microsoft Dynamics
team likes this change. Bigger changes
mightnotbevisibleonthepublicroadmap,
but we will ensure that if
there are any, we disclose
them in time and with
information for partners to
adapt easily. Extensions are
oneexampleofthat.Wedid
a lotofworkonthispriorto
exposingtheminNAV2016.”
AreTAPprogramsobsoletewith a public
roadmapinplace?
“TAP programs will still exist. The bigger
changeswillbe shared in these programs
andgo-livecustomersarestillanimportant
partofit.”
Will Microsoft support multiple environ-
mentsforDynamics365development?
“Yes, Microsoft sees that partners and
customerswillneedmorethan1tenantper
domain to work with. We are currently
workingonasolutionforthat.”
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP41
Extensions are the way
going forward to add
functionality
“
WhatarethetopGoDo’sforpartners?
“If you have success with an on-premise
business today, keep it successful. But in
the meantime start exploring Dynamics
365. Embrace Extensions. And start
bui ld ing IP with Extensions. This
technologywillbepushedbyMicrosoftas
the technology to build solutions for the
comingyears.”
Can you elaborate about the integration
between Dynamics NAV and Dynamics
CRM?
“Wealready haveaniceintegration today
andwearestillimprovingthatintegration.
WewilluseMicrosoftFlowtobuildfurther
integrat ions with Dynamics CRM.
Scenario’swithDynamics365Saleswithout
Dynamics365Financialsandviceversawill
still be supported, depending where the
partnerstarts–bysellingaCRMsolutionor
by sellinga full business solution. Youcan
expectthattheboundariesbetweenthese
productsblurmoreandmoreovertime.”
Will Apps be interchangeable between
Dynamics NAV 2017, Dynamics 365
BusinessEditionandDynamicsEnterprise?
“PowerAppswillbeabletosupportseveral
platforms and even combinations of
different data sources. Apps will also be
interchangeable for a great part between
NAVandDynamics365,but theremaybe
some differences by the nature of
Dynamics 365 being a SaaS offering.
Attention has to be paid on required
dependencies.”
What are your ideas about localization of
Dynamics 365 for Financials? From a roll-
out perspective, the current plans look
prettyslow.
“The launch of Dynamics 365 will be the
first time ever that Microsoft brings fully
localized “fit and finished” business
solutionstothemarket.Traditionallyitwas
thepartnerchannelwhodeliveredthislast
mile.Well,that’saprettybigchangeinour
model! So it’s not just development
capacity that we need, but much more
highly specialized localization knowledge
and capabilities. And of course these
resourceswilldifferpercountry.Thisistop
ofmymindandweareworkingon some
verycreativewaysofacceleratingthis.
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP
Embrace Extensions. And start building IP with Extensions.
“
42
We seemultipleoptionsto speed up this
wholeprocess. One of them is to put the
partner made localization in an Extension
and use that Extension on the core
Dynamics365 platform. Inthat option we
willtry tolimitthenumberoflocalizations
percountrytojustone!”
Final question - what is your advice to
Dynamicspartnersgoingforward?
“Many of our partners are still in their
comfortzonestodayandbyresulttheyare
not really motivated to start the business
transformationprocess.
My advice to these partners is to start
researching the possibilities of Dynamics
365 andall thenew technologies anyway,
because only then business owners can
make thought-out decisions about a
healthyfuture.Ofcoursepartnershaveto
continue their current on premise based
activities as well. But I don’t think that
there are many partners who can afford
NOT to embrace all these new tech-
nologies!”
Interestinglinks
Marko’sLinkedInprofile
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP43
10.ExclusiveinterviewwithJenniferDorseyandLotteCordtIhlemann
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP
EXCLUSIVEINTERVIEWWITHJENNIFERDORSEYANDLOTTECORDTIHLEMANN
“Themarketingmanagershouldbepartofthepartners’LeadershipTeam!”
JenniferDorsey is directorERPvolume
marketing. Lotte Cordt Ihlemann is
senior marketing manager. Both are
involved in the worldwide marketing
around Dynamics NAV and Dynamics
365. We’ve met them for an exclusive
interviewatDIRECTIONSEMEA 2016 in
Prague.
JENNIFER DORSEY AND LOTTE CORDT IHLEMANN:
“We go to market as Dynamics 365”
From a positioningpoint ofview,howdo
youseeDynamics365?
“With Dynamics 365 for Financials,
Microsoftwillregainaccesstoapartofthe
marketthat ithasleftwithDynamicsNAV
some years ago. That is the 10 to 99
employeessegmentwhereDynamicsNAV
wasoftenperceivedastoocomplexand/or
tooexpensive.The‘ANDstrategy’thatPaul
Whitepresentedherein Praguewill allow
partners to continue their current on
premise,servicesorientedbusinessand at
the same time start a cloud oriented
businessarmbasedonDynamics365.”
How does the launch of Dynamics 365
influence the branding of Microsoft’s
offeringsforbusinesssolutions?
“We have chosen Dynamics 365 as our
overall brand in a way that you can
compare with Office 365 as our overall
brand for productivity. On the highest
branding level,we don’t differentiate the
brandingtoSMBandEnterprisecompanies
–wegotomarketasDynamics365.”
What istheoverallvaluemessagearound
Dynamics365?
“Lastspringwe’veworkedprettyintensive-
ly with small focus groups on the 10-99
employees segment. Both Microsoft
customers and non-Microsoft customers.
We’ve build a number of business value
scenario’sbasedontheirinput.Inthenext
phase we went from qualitative to
quantitativeresearchbysurveying a larger
number of SMB’s. Typical questions in
thosediscussionswere‘Whatareyourtop
business concerns?’ and ‘How does your
existing solution score on all of these
aspects?’. Finally, we’ve distilled these
threecore valuemessagesforouroverall
Dynamics365forFinancialsoffering:
1. Connectingyourbusiness
2. Makebetterdecisions
3. Startandgroweasily
The last step was to align these value
messages with the overall Dynamics 365
messagingandvalueproposition.”
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Whatarethetrends inPartnerMarketing
competencies?
“We see a pretty big split between the
marketingrolein theold, traditionalworld
and that sameroleintoday’s new,digital
world. To achieve success with Dynamics
365andDynamicsNAV,partnersmustscale
their marketing reach using digital
marketing andmarketing automation. For
that reason, strong digital marketing
competencies are a necessity! These
competenciescanofcoursealsobehelpful
for the project side of the partners’
organization. Since the more project
focused prospects also do their research
online.”
In a world where ‘Marketing is the new
Sales’,whatshould ideally betheposition
ofmarketing?
“Marketing will play a crucial role in the
future success of any Microsoft partner
company.For thatreason,webelievethat
themarketingmanagerdefinitelyshould
haveapositioninthepartners’Leadership
Teamandwork very closelywiththesales
teamtobemostsuccessful.”
Whatarethebestmarketingpracticesthat
you see in today’s worldwide Dynamics
NAVchannel?
“Business success in any given partner
company depends of course on many
variables. However, if we focus on the
Marketing role, we see a number of
identicalcharacteristics:
1. Without exception these partners all
focusonatargetedaudience.Thatcan
be both a verticalmarket, but also a
horizontalmarket inwhich they add a
uniquevaluetocustomers.
2. Ontopofthatthesepartnershavean
in-depth knowledge of the business
pain points of the companies in this
audience.
3. And finally they speak the specific
languageofthisaudience.
4. They have strong digital marketing
competencies, attracting their target
audience, drive them through the
marketing funnel online and success-
fully transition leads to their sales
teams. During this journey they
leverage Microsoft content and
resourcesbut tailor theirmessagesto
theirtargetaudience.
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Marketing will play a crucial role in the future success of any Microsoft partner company.
“
5. Ontheorganizationalside–marketing
has a position in the partners’
LeadershipTeam.”
Finally, what is your advice to the
worldwideDynamicsNAVchannel?
“Today, any Dynamics NAV partner has a
myriadofopportunities.Soourfirstadvice
topartnersistodecidewhichopportunity
to go after and (re-)define their business
model accordingly. Importantpartofthat
decision istodecideontherightcustomer
audience.Secondadviceistodecideonthe
bestpropositionforthataudience.
Andour third and last advice isto switch
from a sales-only focus to a focus on
marketingandsalesinstrongpartnership.”
Interestinglinks
Jennifer’sLinkedInprofile
Lotte’sLinkedInprofile
Dynamics365BusinessEditionlandingpage
DynamicsNAV2017productresourcesand
traininglinks
DynamicsNAVmarketingresourcesforpartners
Roadmapsiteforcustomerandpartners
Dynamics365Pricingandlicensing
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP47
12.Conclusionsandrecommendations
It'saninterestingquestion,ofcourse,whatyouasaMicrosoftNAVDynamicspartnercan
dopracticallywithallthesechanges,trendsandnewinsightsaspresentedatDIRECTIONS
EMEA2016.That'swhyweofferyouaseriesofconcretebusinessrecommendations.Asfar
aswe'reconcerned,thesetopicswouldfitwellon theagendaofyournextmanagement
meetingorwalkinthewoods.
1. Validateyourstrategy!
Thecontinuouschangesinpartnerpolicy,constantnew possibilities inyourDynamics
solutionsandtherapidlychangingmarketdemandforceeveryDynamicsNAVpartner
totakeaseriouslookatyourbusinessmodel.HowdoesmySWOTanalysislooktoday?
HowdoIearnmoney today?AndwhatdoIhavetochangetokeepearningmoney in
the coming years? What distinguishes me from other partners? And will that
distinctiveness be relevant next year to themarkets in which I want to be active?
Changeordisappear!
Recommendation:checkevery3to6monthswithyourboardwhetheryourcompanyis
still on track from a strategic standpoint. Have outsiders present for this. After all,
outsidershavenoemotionalbondswithyourcompany.Itallowsthemtoseemoreand
toexpressthemselvesmoresharply.
2. BusinessSolutionsfromMicrosoft!
Atanacceleratedpace,Microsoft ismakingthe switch from“stand-alone”Dynamics
NAVto“BusinessSolutionsfromMicrosoft.”AndtoDynamics365ofcourse,although
that full solution will not be available shortly everywhere. Your specific Dynamic
solutionshouldnowbeofferedincombinationwithotherpartsofthestrongMicrosoft
stack. Thesestack solutionsaremoreattractivefor your customers thanstand-alone
systems.Sotheywillhelpyouwinthebattlewithyourdirectcompetitors.
Recommendation:makea listofthosecontiguousMicrosoftsolutionsthatofferadded
value in your target market. Look carefully at the concept of Dynamics 365 to
understand how you can best prepare. Alternative possibilities for gaining this
knowledge include cooperation with specialized Microsoft partners or acquiring
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP48
specialized companies. The simplest first step is of course the internal adoption of
Office365.
3. ExplorethepossibilitiesofDynamics365
ManyNAV partners are still in their comfort zones today and by result they are not
really motivated to start the business transformation process. Our advice to these
partners is to start researching the possibilities of Dynamics 365 and all the new
technologies anyway. Only then business owners can make thought-out decisions
aboutahealthyfuture.
Recommendation: create an internal team that starts collecting knowledge and
exploringthepossibilitiesofthevariousnewtechnologies.Ontopofthatunderstand
thebusiness conditions for successwithDynamics365. Free up timeand budget to
attendseminars,workshopsandtrainingsessions.
4. Transform(morerapidly)tothecloudyourself!
Microsoft is betting convincingly on the cloud. But how far along are you in your
transformationtotheworldofsubscriptionpricing,clouddeliveryandnewpurchasing
behaviour?Haveyouactuallyalready started? Areyougoing forwardquicklyenough?
Makesureyoudon'tgetleftbehind!
Recommendation:freeup time for thistransformationprocess.Thismay just bethe
biggestandmostimportantchangethatyouwillencounterduringyourworkinglife.So
youhaveevery reasontofocustime,moneyandattentiononthisstructurally.Attend
seminars.Taketrainingcourses. Talk tocolleaguepartnersand toMicrosoft.Visit the
websites of leading providers - indeed, also outside your own country or vertical
market.Beamysteryguestinwebinarsandwebdemosgivenby cloudsuppliers.And
don’tforgettoimplementthecloudversionofDynamicsNAVinyourownorganisation.
IncludingOffice365andDynamicsCRM!
5. UnderstandCSP
Themost important thing forpartnersto do isto get familiar with CSP. That is the
licensingmodelwithwhichMicrosoftwantsto servetheSMB segment.Partnerswill
needtomakeastrategicdecisionaboutwhethertheywanttobeaDirectCSPpartner–
contracting directly with Microsoft – or buy through an Indirect CSP partner – a
distributor.Therearedifferentrolesandresponsibilitiesassociatedwitheachoption.
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP49
Recommendation:makehasteinexploringCSP!Whatdoesthatprogramexactlymean
toyou?Whichnewpossibilitiesdoesitoffertoenhanceyourvalueproposition,towin
morenewcustomersandtoenlargeyourshareofwalletwithyourexistingcustomers.
Understandthepro’sandcon’softhetwooptions:DirectandIndirect.Ifyouchosethe
Indirectoption-makeashortlistofpotentialpartners,createa listofKO-criteria,talkto
afewCSP’sandmakeyourchoice.
6. Improveyourpositioning!
In theworldof cloud solutions, the bordersaredissolving rapidly. Youwill often be
comparedwithsuppliersyou'veneverheardof.Tokeepoutoftheviciouspricespiral,
you have to position yourproposition (even) better! For most partners, that means
specializing. For others, it maymean the step frommacro-verticals to micro-vertical
markets.
Recommendation: make haste in preparing your company for the continued
“verticalization round.” Do you already work somewhat vertically? Then challenge
yourselftorefinethisprocessfurther.Cloudverticalsoftentendtobe“narrower”and
morespecific thanwhat iscustomary in theon-premiseworld. Shift your focusfrom
macrotomicroverticals.Freeuptimeandbudgetforthisprocess.Registerfortraining
and participate in seminars. Embed the responsibility at the right place in your
organization.
7. Makeyourmarketingperfect!
Increasingly, marketing is developing into the central role in a Dynamics partner
business! Potential buyers will be able to find you only if your marketing is well
structured. Relevant business content must support and accompany your prospects
duringtheirbuyingjourney.Prospecteducation israpidlygaininginimportance.Asare
digital marketing and social media. Nonetheless, that domain remains a mystery to
manypartners.
Recommendation: perform an analysis of your current marketing operation. And
establishwhat'snecessary tosatisfy thenew “marketrequirements.”Thengetdown
to business quickly - you have no time to lose! Hire the best marketing person or
externalmarketingservicethatyoucanafford.Considerapositionforyourmarketing
manager in your Leadership Team. And bea challenger in this, too: fast, different,
daring.Experimentandwin!
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8. Createintellectualproperty!
In the cloud model, it's all about added value! This is expressed in thebundling of
intellectualproperty (IP) - often focused on a specific targetmarket - and associated
services.
Recommendation:startmakinganinternallisttodayofallthecodeeverdeveloped,no
matterhow small,ofthe IPandofanystandard servicesalready available.Thisis an
important starting point for bundling IP and services.Putyourself in thecustomer's
shoes and, from thatperspective, think about theuseful and relevant functionsand
services youcan add to this. Thebroader and moreattractiveyourproposition, the
greater thefootprintyou leavebehindwithyour customers.And themoredifficult it
willbeforyourcustomertosayfarewelltoyouatanygivenmoment.
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13.Accesstothepresentations
TheDIRECTIONSEMEAorganizationcommitteeprovidesaccesstothepresentationsthat
speakers have shared plus many pictures to the partners who have not been at
DIRECTIONS.Pleasevisit http://www.emea2016.com/ for details.Thepassword to unlock
theslidesis:SeeYouInMadrid.
14.DIRECTIONSEMEA2017
The2017editionoftheDIRECTIONSEMEAConferencewilltakeplaceinMadrid,Spainfrom
October4thtill6th.Thatwillbethe10thanniversaryofthisgreatpartnerevent.
In2017youcancountonourreportserviceagainsincewewillwriteanotherreportonthis
newDIRECTIONSEMEAedition.
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15.Abouttheauthor
Guus Krabbenborg has been active in the
worldofbusinesssoftwareforover25years.
He held various sales and management
positions at Philips, Digital Equipment and
Navision Software. Hewas also co-founder
and co-owner of Dutch Dynamics partner
DBSBusinessSolutions.AfterheleftNavision
Software, Guus worked as an independent
advisor and trainer for Microsoft Dynamics
partnersatTerDegeTraining&Consultancy.
Since2007,Guusisco-founderandpartnerin
Partner Master Class Partner Master Class,
theDutchPartnerDevelopmentCenter.This
company provides business training and
partner business coaching to Microsoft
Dynamicspartnersallovertheworld.
Inaddition,Guusisco-founderandpartnerin
QBS Group QBS Group. This company,
affiliated with Partner Master Class, is the
Value Add Distributor for the Microsoft
Dynamics SMB partner channel in Europe.
Today, QBS serves over 350 Dynamics
partnersin15countriesalloverEurope.
For this DIRECTIONS EMEA 2016 report he
worked closely together with a few co-
authors–all fromQBSGroup.Many thanks
toJavier Belvis,JanBoes, JaspervanGeest,
ThomasNeusserandSvenNoomen fortheir
contributions.Andaspecial thankstoRachel
Haines for monitoring and improving the
wholereport.
Guuscanbereachedbyemailat
REPORT DIRECTIONS EMEA 2016 © PARTNERMASTERCLASS, AFFILIATE OF QBS GROUP53
GUUSKRABBENBORG
›Co-founderandpartnerinPartnerMasterClass
›Co-founderandpartnerinQBSGroup
›Publicist
›Presenter
›Microsoftwatcher