4 Things ISVs and VARs Can Do Better to Work Together

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.