Claude Watson, mcaConnectMicrosoft needs better channel management? That was one response from a reseller panel at Convergence asked the one thing Microsoft could do to make their lives earlier. “It’s almost like the lawyers run the place,” said Claude Watson, CEO of Denver-based mcaConnect. More specifically, Watson would like “to be able to register a lead and know that I am going to be able to work it.”

He said Oracle has a program to protect resellers who have registered a lead. But with Microsoft’s dealers, “Partners come in at the tail end of a sales cycle and low ball the deal,” he said. Tribridge CEO Tony DiBenedetto said Microsoft could do a better job of strategic planning. ‘I think the level of planning think tends to be single year,” said DiBenedetto who advocates three-year planning cycles. “I think they do it in pockets” he said. “I don’t think they [Microsoft] promote best practices.” While Microsoft spent much of Convergence boasting of its hosted applications as being true cloud, “I think the faster they [Microsoft] invests in making the product more accessible in the cloud the better it is for all of us,” he said. Maybe I’m reading too much into that polite statement. But it still came across as a bit pointed. Another channel problem is working with the Classic Microsoft VARs, many of whom still have no clue what accounting software is. ”We think a lot of the Microsoft channel didn’t know what AX was,” said Laura Pfohl of Sopris System. She reported one managed customer with an ERP initiative was told Microsoft did not have an appropriate product. Pfohl also noted, “I am challenged with too many price schedules. I could take one product and price it all three different ways. How many more price lists do I really need?” Last modified on Sunday, 16 June 2013
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Bob Scott

Bob Scott has been informing and entertaining the mid-market financial software community with his email newsletters for 10 years. And he has been covering this market through print publications for 18 years, first as technology editor of Accounting Today and then as the Editor of Accounting Technology from 1997 through 2009. He has covered the traditional tax and accounting profession during the same time and continues to address that as executive editor of the Progressive Accountant.

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