There is increased demand from businesses for integrated, end-to-end systems that can manage all aspects of their operations, Microsoft Dynamics is a suite of intelligent, scalable applications that responds to that demand.
But what if you have a customer that needs what Dynamics 365 can offer, but you’re not able to deliver the technical solution?
That’s where Crayon’s Partner Connections program comes in. In this article, we’ll walk you through this new initiative, explain the concept of partner-to-partner models and how our program is a low risk, low-cost way to gain traction in the business applications domain.
Partner Connections was conceived to address a growing need from partners that had a pipeline of Dynamics 365 sales opportunities but lacked the resource or experience to deliver the technical solution.
To address this need, we developed a structured approach to bringing partners together commercially and technically to drive shared opportunities within the Dynamics 365 ecosystem.
Partners with a sales opportunity are known as ‘Referring Partners.’ Those with the proven technical solution delivery expertise are ‘Premier Service Partners’.
We identify and qualify Premier Service Partners (PSPs) that excel in Dynamics 365 implementations. These PSPs undergo rigorous assessments to ensure they meet our standards for delivering high-quality Dynamics 365 solutions.
Referring Partners can confidently collaborate with PSPs under the Partner Connections program, knowing they are supported by seasoned experts.
The Partner Connections program follows a structured process:
Registration and Opportunity Validation: Referring Partners register Microsoft Dynamics 365 sales opportunities and validate customer requirements with Crayon.
PSP Selection and Introduction: Crayon matches the opportunity parameters with our PSP partners, and recommends a shortlist based on factors such as solution requirement, customer industry, and location of the Referring Partner. We facilitate introductions and initial project background briefing sessions for all parties.
Proposal and Project Kick-Off: PSPs engage in discovery sessions, submit proposals, and commence projects upon customer agreement.
Implementation and Support: From design to deployment and ongoing support, PSPs manage the entire implementation lifecycle, ensuring customer satisfaction.
Referring Partner: Owns customer relationships, manages billing, and supports customers with first-level support and license management
PSP (Premier Service Partner): Executes end-to-end solution delivery, including training, system management, and technical and commercial support.
Crayon: Facilitate project set up, governance and shares best practice for proven partner-to-partner model success. We provide licensing support, and additional technical expertise to support implementation, rollout and customer adoption cycles.
Extended Reach: The program expands the ability of Referring Partners to offer Dynamics 365, without the investment or overheads of building practice competencies and training technical resource inhouse.
Expanded Deal Opportunities: Referring Partners can help their customers to leverage existing investments in Microsoft Modern Workplace, and make those customers even stickier.
Accelerated Wins: Partner Connections facilitates faster responses to sales opportunities and PSPs utilise rapid implementation models, enhancing go-to-market strategies and revenue generation.
Crayon backs all participants in the Partner Connections program in six main ways:
Sales Enablement: We support referring partners with sales materials and solution knowledge to help them position and close deals effectively.
Marketing Support: Funded opportunities for lead generation activities and shared success stories to be promoted to our wide audiences and across our social media channels.
Technical Assistance: We can work with Referring Partners to build a pathway to technical certifications and competency in Dynamics 365.
Pre-sales Activities: We provide bid support, demo’s and can come to the table on customer engagement to support sales opportunities.
License Optimisation: Ongoing licensing expertise to help manage complexities, and ensure cost-effective solutions.
Incentives and Margins: Partners can earn substantial incentives through CSP revenue, with opportunities for additional funding through offers and incentives. As one of Microsoft’s largest distributors in the region, we are able to guide partners on their options for claiming relevant incentives, rebates and promotional offers around Dynamics 365. This includes helping partners to understand qualifying criteria and putting plans in place to achieve the sales growth, workload adoptions and service consumptions that trigger these financial benefits.
Partner Connections is your gateway to unlocking the full potential of Dynamics 365. Whether you’re new to the business applications domain, or ready to expand your service portfolio to go deeper into the Dynamics 365 platform, our program and support structure ensures that you can confidently navigate the complexities of Dynamics 365 implementation and capitalise on lucrative market opportunities.
Get started with Partner Connections, today.
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