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DYNAMICS BUSINESS CENTRAL, GOOD, BUT? Featured

Jim Bowman, VelosioDynamics Business Central came out of the gate last with a lot of favorable buzz. Maybe I’ve been talking to different people recently, but the sentiment is more guarded this year. One VAR, who was at the recent Acumatica Partner Summit said that, “You can’t make any money on Business Central”.

 The answer is largely to make money VARs need to sell the stack. “We would recommend that every Dynamics partner learn how to sell the stack,” says Jim Bowman, chairman and chief revenue officer at Velosio. “In small deals, the margin dollars are tough and selling the entire Microsoft stack is accretive for sure.” Bryan Wilton, an executive with Columbus’ operations in this country, saw little promise outside of bundling it with other products and services. “it’s difficult to make much money at $70/month/user on small deals, which are what we have mostly seen out there,” he said.“I think the only way to do BC for the most part, is to offer packaged services with predefined scopes and get away from the time and materials deployments.”  Noting the need to sell the stack, Bowman was far more enthusiastic about the product.  “We continue to see our pipeline and deal flow for Business Central accelerate.  Quarter over quarter growth was double digits,” he said. “More importantly we are seeing deal sizes increase to significant user counts – well in the dozens, even a couple of hundred user deals.” Perhaps the lesson is the product is going to do well at fewer, but larger VARs. Bowman also noted a theme of many years with the Dynamics line applies here. “You really need to figure out your vertical strategy, the IP you bring to the table, and how you can innovate in your delivery,” he said.

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