Podcast Transcript: Rob Jolliffe on creating a Microsoft Dynamics 365 Small business Central market approach

The adhering to transcript is taken from our recent podcast episode with Robert Jolliffe on market strategies for Microsoft Dynamics 365 Small business Central.


Welcome to The MSDW Podcast. I’m Jason Gumpert Editor at msdynamicsworld.com. On this episode, I am speaking with Robert Jolliffe. He’s the founder of Microsoft Partner Sabre Limited. based mostly in Ontario, Canada. Rob has published for us in the new earlier about numerous subjects, which include cloud tech chances in the producing area in the long term of cloud ERP. Just after listening to a current episode with Alex Chow, the place Alex shared his firm’s experiences doing the job with companies that had by now experienced a adverse final result from a fixed cost Dynamics 365 Organization Central project, Rob suggested that we talk about his experience truly providing a type of preset charge model for Company Central and why he thinks it can perform very well with the ideal structure and method in spot. As you can expect to listen to, Rob’s agency does not propose the typical a person measurement fits all preset charge product. His customers thrive in this design he claims when quite a few elements line up appropriately from the start: marketplace emphasis job management strategies, a assist product, and other components. We talked about how his firm’s product has advanced from classic time and materials to fastened price, what he has learned from some others in the Microsoft channel supplying their individual varieties of courses for Small business Central, the techies most intrigued in including to his exercise in the upcoming and why he nonetheless feels like a relative newcomer to NAV and Enterprise Central even while he joined that room about nine a long time ago.


Great to have you. And as we have been just finding completely ready to start off listed here, you remarked, I feel this is a superior put to start that you nevertheless contemplate you somewhat refreshing in the Dynamics 365 Company Central, Dynamics NAV channel. So, why you should not you tell us a tiny bit about why you say that’s the circumstance, even though it is been coming up on a 10 years, near to that, of do the job in this room, ideal?


I am going to give you a minimal bit of my track record. So, I graduated from university with a mechanical engineering degree in the early 90s. And like a whole lot of guys in engineering, I finished up moving into IT, was hired by a enterprise in about ’94-’95 that experienced just ordered an ERP program, which is these days Infor ERP, and grew to become really acquainted with the product or service was a person of the very handful of IT experts in the location. I dwell in Ontario, Canada, and you can find a whole lot of production– this was a producing corporation. So, some of the other businesses in the area would reach out to me and check with me, “Hey, would you be ready to support me do like a custom made report or anything like that?” And so, I went out into the sector in 1998, I started off my business, I like to inform individuals I hung my shingle and began providing ERP consulting. But I did not even know what Dynamics was. I did not know what Navision was, I experienced in no way seriously operate into them. I was in a entirely different place and all my consumers were production, simply because the item I was servicing was a production merchandise, and I never ever bought it. There ended up there were being resellers who experienced distinctive reselling agreements. So, it was 2008 when Microsoft … I was also accomplishing IT services due to the fact I been an IT manager. So, Microsoft started taking care of me in about 2008. And I was talking to my spouse account supervisor and he explained, “Notify me about your enterprise.” So, I told him, “You know, 70% of what we do is ERP consulting and 30% of what we do is area IT providers.” And he just mentioned, “Why don’t you sell Dynamics?” That was that was the starting of the stop, I guess. So 2008, we became a Good Plains husband or wife. That is what Microsoft advised. They said that, at the time, Fantastic Plains was equivalent to NAV I didn’t seriously appear into the NAV product or service, I dependable Microsoft. And about five years later, naturally, the Great Recession transpired appropriate absent virtually. So, we never ever actually got deeply into the Terrific Plains merchandise, we experienced a ton of troubles offering it. And what I was discovering was nearly each individual producing business, which is where my ease and comfort zone is, who I pitched Great Plains to, they all stated, “Very well, GP is for accounting.” And that was like just about the first terms out of their mouth. So, I went back again to Microsoft due to the fact I missing various offers to NAV and a nearby NAV associate. I went again to Microsoft and I explained, “Should I be offering NAV,” and they explained, “Absolutely sure. Probably you need to be advertising NAV.” And that was about 2012-2013. So, we are actually new. I talked to these other partners who started out in 1998 with Navision prior to Microsoft acquired it or even before, and they all search at me and I’m the fresh new blood. It was odd obtaining it into the neighborhood due to the fact it was this kind of a near-knit local community in 2013, I really felt like likely to higher college and being a freshman and not recognizing any person and not becoming portion of the in-group.


That’s intriguing. It really is practically like you arrived into this space at the point where by some NAV partners had been by now regarded as true significant veteran who had used a lot of a long time building up a business enterprise and probably experienced some extremely productive several years by now, as now partners in diverse areas of the earth. Similar with GP, I bet by 2012, there were being GP partners who I really feel like probably experienced some of their ideal a long time in those people early days, I indicate, some of the type of the heady successes that you hear about from early GP years, I believe, had type of occur and long gone already, and they had been kind of getting into a new stage. I am not declaring organizations have not experienced accomplishment considering that then and you have been type of in the middle of that somewhere. You were being not an old timer in the space but, I mean, you were not a rookie, you had presently constructed-up market experience, and you had been an IT expert, but you have been sort of getting into this Microsoft channel for ERP. It can be type of an appealing time there. And 9 a long time later on, right here you are with a considerably much more made Enterprise Central and have Organization Central observe among other factors, appropriate?