Styles of partner management

I have become aware recently of two very different styles of partner management – from SYSPRO and Microsoft. One is collaborative and knowledgeable; the other is selfish and is poorly informed. Guess which partner?

At an informal meeting with SYSPRO, we got an assurance that they would would work with us in 2008 to get four 50+ user deals, which are a good size in this market.

The attitude at Microsoft Dynamics was to ask us to change to a NAV reseller, from AX, as it is not doing well in South Africa. A comment afterwards was that all Microsoft is interested in is having feet on the street. The fact that, as a NAV reseller, we would have to re-skill and would be up against a large incumbent, did not seem to be an issue to Microsoft.

I don’t know why Microsoft believes it can treat partners like foot soldiers in a battle. Perhaps it’s a cultural difference between a US and a South African company. I also wonder whether it’s not the old problem that US companies have about working in Africa – it’s far away and they don’t take the time and effort to get to know how business works here.


One thought on “Styles of partner management

  1. Pingback: The ERP world is not flat « The Manticore blog

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