The Channel Buzz

4 Things ISVs and VARs Can Do Better to Work Together

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Here's episode 36! Today my guest is Carol Livingston, Founder of Dynamics Connections.

It was such a great conversation. We started off with a quick discussion on trends impacting VARs and ISVs and then onto Four things that ISVs and VARs can do to better to work together:

1. Building a relationship/partnership

  • VARS vetting partners 
  • VAR’s getting agreements/margins/expectations set upfront
  • ISV’s working on structuring partner programs

    • 2. Setting Expectations – once engaged

    • Will the partner be involved – to what extent
    • Help with test vs. production environments
    • Who is going to manage the project

      • 3. Who owns the client – for billing, services, communications, etc.

      • VARs are starting to not want to be involved after the sale
      • VARs would like to be kept in the loop – esp if there are unexpected issues
      • VARs whose paper is it put on
      • ISVs want partners to take on more of the selling and services – willing to give margins
      • ISVs need VAR’s help in implementation - logistics

        • 4. Marketing

        • How ISVs get messaging to partners
        • Marketing to partners
        • Marketing with partners – have a strategy for partner management

          • We wrapped up with the services both Carol and I provide and how they're different and actually complement each other.

          Carol’s Twitter: @clivingston102

          Dynamics Connections Twitter:  @DynConnection

          Dynamics Connections Linkedin:  https://www.linkedin.com/company/24978128/admin/

          Carol Linkedin:  https://www.linkedin.com/in/carol-livingston-1b50b717/

          Follow me on LinkedIn.

          Download The ISV Guide to Grow Your Audience.

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          The Channel BuzzBy Amiee Keenan