This session will serve as a practical guide to will highlight the benefits of establishing stronger Partner to Partner (P2P) relationships. We will spend time exploring the resources that are available to help partners make those connections. We'll also provide a deeper look at our Partner Lifecycle and how you can grow your P2P relationships.
Audience: VAR and ISV

This session will provide an opportunity to ask questions and share insights from the keynote Talent Engagement – Are You Connecting the Dots? In this session, Pam and Bonnie facilitate dialogue around the research findings and your next steps to ensure that talent satisfaction, productivity and retention abound in your organization.
Audience: VAR and ISV

It's true: the competition NEVER rests. Not when there are products to overhype, ridiculous discounts to push, product and technology innovation to fake, and a host of other things you need to do to be a market leader. Let’s examine what some of the usual suspects have been up to.

As an ISV, you know your marketing is different than a reselling partner’s marketing. Come to this session with your questions and experiences for an interactive discussion about your marketing life as an ISV. In this session, Michelle Glennie with The Partner Marketing Group will discuss the In’s and Out’s of marketing through an indirect sales channel, as well as review ideas to give your marketing communications an updated feel and revitalized impact.
Audience: ISV

Connect with your peers and other professionals by taking full advantage of LinkedIn, the on-line professional networking site. Learn how to set up and optimize your profile, how to navigate the LinkedIn site and expand your network to achieve your goals. Don’t just be “on” LinkedIn – use it effectively to establish new connections and build your reach.
Audience: VAR and ISV

Cloud computing is such a hot topic. In fact, this year’s theme at WPC focused entirely on Microsoft’s strategy of bringing software to the cloud. What is cloud computing and what is the big deal? How does this affect the Microsoft Dynamics channel? How is this type of sale different than traditional on-premise deals? How do I compete in this market if my company doesn’t want to host Dynamics? This session will discuss these questions and provide insight into selling hosting deals to prospects.
Audience: VAR and ISV

More industries, more states, and the federal government are adding audit compliance requirements for both public and private companies. The Microsoft Dynamics products can win head to head against any product on audit compliance and this session will give you the vocabulary and knowledge to convince your prospects and customers.
Audience: VAR and ISV

Customer Relationship Management is the business philosophy that lets you know your customers better, share information more thoroughly, and interact more completely. In business this can only be achieved through the integration of people, business processes, and the use of CRM technology. This session shows you a step by step game plan on how to successfully implement CRM strategies, technologies and processes into your business.
Audience: VAR and ISV

We’ve all felt overwhelmed at points in our lives. Perhaps you feel that way today! New scientific research helps us understand our brains when we become overwhelmed. By knowing what happens, you can take action to avoid being overwhelmed in the first place, or take corrective action when it happens. Diane Gasal will lead us through a discussion on this topic and provide tools you can use right away to shift from overwhelmed to ease.

Part 1 includes:
• Increase Productivity
• Stay Cool Under Pressure
Audience: VAR and ISV

Some Project Managers, whether in software, manufacturing, or health care, may be inclined to believe that understanding and using emotions in the workplace is “fluffy”; however, Emotional Intelligence (EI) is “the hard science of soft skills,” and was popularized by psychologist Daniel Goleman. Goleman and others have demonstrated repeatedly that EI is essential for success on the job. Emotional intelligence (EI) is more than “managing emotions.” Emotional intelligence is about how you self manage, manage others, self motivate and create lasting networks. Attend this session to learn the affects of increasing Emotional Intelligence for those who work in an ever changing software industry and how it will enhance success in the workplace. The session will create an understanding of what Emotional Intelligence is, why it is important in a changing environment, and how you enhance Emotional Intelligence.
Audience: VAR and ISV

Keeping businesses on track during disruptive changes can be a real challenge. Adapting to market and competitive forces can sometimes leave us wondering “where to from here”? This session will discuss how to gain predictability and reduce the number of unforeseen challenges as well as develop strategies for adaptation when we are blindsided.
Audience: VAR and ISV

Bring your pens and papers and be ready for this fast-paced and fun marketing session. Michelle Glennie and Bethany Foyt with The Partner Marketing Group will give you short “sound bites” of easily actionable marketing ideas and tips and tricks for enhancing SEO, social media practices, list creation, and much more. You won’t want to miss out on this information packed session.
Audience: VAR and ISV

According to direct marketing statistics, the mailing list accounts for approximately 50% of the success of the campaign. Yet one of the greatest minefields in marketing is where and how to build and/or obtain a list that will drive the greatest ROI for your marketing efforts. This session will provide tips and tricks to building your own in-house marketing list and explore the in’s and out’s of list acquisition and what to avoid.
Audience: VAR and ISV

Twitter is a free social networking and micro-blogging service that allows users to send and read short updates – called tweets – as a way of staying in touch with friends, family, and business contacts. Learn how Twitter is used, discuss who you should follow (and who could be following you) and learn what makes a quality tweet. Discover what Twitter’s all about and how you can effectively use it to promote your business.
Audience: VAR and ISV

Many organizations are saddled with challenges in building their business. Much of the challenge comes in the management of prospects above the sales funnel, and opportunities in the pipeline. The basic reason behind stalled opportunities is that either a) there is no systematic process in place to manage deals, or b) not everyone is on the same page in the communication of the deals in question. As a result, limited resources are misapplied or unutilized where they would be appropriate in the sales process. In our presentation, we will share best practices learned through the management of partners in the tele- arena for systematic management of multiple deals; understand how and where stalls occur in the selling process; and uncover remedies to move deals forward, move them to nurture status, or disengage as appropriate.
Audience: VAR

Exceptional customer service makes a difference! Attend this session to learn tips on how to excite and keep customers loyal, elevate your trusted advisor status, and efficiently collaborate to better support and serve your customers. Supplying you with strategies to utilize Microsoft services, and tools like Diagnostics and Microsoft CRM, we will help you give every customer the Red Carpet experience.
Audience: VAR

Leveraging the right approach to CRM sales is like having a customized blueprint for success. This fully customized Full Contact Selling Program (FCS) for Microsoft CRM 4.0 Sales Professionals delivers a unique advantage over traditional sales methodologies. FCS fully integrates the three key areas of sales productivity: 1) Proven sales & customer management processes; 2) Advanced CRM selling skills and 3) the best practice use of Microsoft Dynamics CRM Technology.
Audience: VAR and ISV

Organizations are faced with a simple choice: Innovate or die. Most leaders recognize the need for creativity and innovation, and try to seek out creative team members. But it isn’t enough to tell team members “Go forth and innovate.” This session will help show how to create an environment that inspires and nurtures creativity, and how to align your organization’s resources on creating innovations that change your market space and make the competition irrelevant.

Software business models are changing, software services are changing, support models are changing, company ownerships are changing, and small VARS and ISV’s are busy staying alive by merging with each other. Leaders are micro-managing to get results, customers are demanding a great show of results for dollars spent, Apple is dominating the software market, social media is taking over marketing, email is for old people, twitter is the new rage. The environment has never been so rich with change and so fraught with old school thinking. Come to this session to learn what great leaders do to lead people through an unprecedented time of change.

Competitive Intelligence is something done only at big companies with a lot of resources, right? Wrong. If you have competition you need competitive intelligence. In this session we’ll discuss how companies of any size can get smarter about their competition without a big commitment in time or resources. We’ll cover a number of tools and techniques for getting a quick ROI from the effort.

Do you effectively use OFFERS in your marketing efforts? Too often we assume “if we build it, they will come.” After all, we have a great product, great services and a great team of people. Why wouldn’t prospects be breaking down the door to speak to us? This session will focus on the importance of using offers effectively in your marketing to catch a prospect’s attention and get them to respond. You’ll also learn about “soft” offers vs. “hard” offers, when to use each type, and where to find good offers that appeal to your prospect.
Audience: VAR and ISV

Everyone is telling you that you need to have a blog, but who has the time? And is it even worth it? How can you measure the success? Join Anya Ciecierski, Marketing Manager at CAL Business Solutions, to get “from the trenches” real life experience and tips, and learn the secrets of the success behind their blogging efforts on www.erpsoftwareblog.com.
Audience: VAR and ISV

Marketing is a top concern for VARs and ISVs. And no wonder - many businesses fail because they don't have an effective marketing sysstem. What are you doing to generate qualified leads? How do you get people to know, like and trust you? Based on the principles of John Jantsch’s Duct Tape Marketing book, blog and workbooks, these techniques have proven effective for thousands of small businesses.
Audience: VAR and ISV

Many Partners are looking for ways to generate additional revenue while at the same time utilizing the skills of their current consultants and providing a good price/value opportunity for their clients. Seminars do this! With knowledge of the product, presentation materials, and a bit of promotion, a successful seminar series can create a consistent cash flow for your firm and knowledge for your clients. If you are looking for ideas to improve your seminar business or want to start holding them, this session is where you need to be.
Audience: VAR and ISV

In this session we will discuss how to properly plan for a successful upgrade to Microsoft Dynamics GP 2010. We will discuss things such as: setting expectations of the client, performing a TEST upgrade, analyzing and preparing the databases to identify potential issues, and troubleshooting techniques. The key to every successful project is planning, and this session will leave you with tangible practices to implement in your next project.
Audience: VAR

How strong is your channel? Are they committed and loyal to your products, to you and your company? How committed are you to them? Are you in alignment with your channel partners? Having an effective channel strategy is important to you and to your channels success. In this session we are going to discuss your relationships with your channel partners and best practices on how you can improve those relationships. How do you achieve the X factor when working with your channel and is it worth the effort?

This session is for ISV’s, Channel Managers and Sales Managers working with a channel.
Audience: ISV

ISVs want more VARs to sell their products. VARs want more reliability and great support from ISVs. Are the goals of these two types of companies at odds with one another, or are there grounds for creating better win-win relationships? Come add your thoughts to this interactive discussion of what works and what doesn't, hosted by Jesse Byam, Partner at Etelligent Solutions and Mark Rockwell of Rockton Software two partners who keep working to get it right.
Audience: VAR and ISV

What do you do when reality finally hits the front page and what you have been talking about for a decade of so is here? What do you do when the speculations of the past are the realities of the futures? What do you do when leading seems so complicated that you bury your head in the sand, bark orders, micromanage activities, and go home at the end of the day unfilled and exhausted? This session to learn the top 10 things that great leaders do when reality sets in.
Audience: VAR and ISV

Rapidly changing technologies, business models, and differing generational work ethics require world class leadership at all levels and sizes of business. What are those skills and capabilities that are required to lead effectively? This session will outline what leaders need to know to lead in today’s workplace.,
Audience: VAR and ISV

Webinars, seminars, customer conferences and other events can be excellent vehicles for generating and nurturing leads, as well as cross-selling to existing clients. So why does the effort often feel like it exceeds the results? Because not all events are created equal.

During this session we’ll explore the factors that separate a highly effective event from a downright waste of your precious marketing dollars. Topics will include:

• How to use events to identify qualified
prospects and move them through the sales cycle • Elements for successful events - What works and what doesn’t
• How to host an event on a shoestring budget
• Good & Bad Topics - Why content is “king” and how to avoid looking like a joker
• How to promote your event using email, social media, and others’ websites
• Insider secrets for boosting attendance and results
• Follow-up strategies for maximum ROI

Come prepared to roll up your sleeves and participate. This session is designed to be highly interactive, so you can walk away with immediately actionable ideas.
Audience: VAR and ISV

Marketing isn't just an expense--it's an investment, and in today’s business climate you’ve got to make every dollar count. It is more important now more than ever to adopt innovative, hard-working marketing tactics that produce bottom-line results. Attend this session and learn how to maximize your marketing dollars with proven tactics that will help you market smarter without breaking the bank.
Audience: VAR and ISV

Marketing is a top concern for VARs and ISVs. And no wonder - many businesses fail because they don't have an effective marketing sysstem. What are you doing to generate qualified leads? How do you get people to know, like and trust you? Based on the principles of John Jantsch’s Duct Tape Marketing book, blog and workbooks, these techniques have proven effective for thousands of small businesses.
Audience: VAR and ISV

The title piques your interest, right? Maybe your company is doing some? There are ten of ‘em … here’s a sneak preview: Using the telephone as a mass marketing medium; Making calls that your own CEO would not accept; and Relying on the wrong metrics. Want to know all about these and the other seven … and what to do instead? Get there early, get a good seat, and prepare for a no-holds-barred session. Note: Because of non-disclosure, I can’t name names, but our participants will hear true stories.
Audience: VAR and ISV

Cloud computing is such a hot topic. In fact, this year’s theme at WPC focused entirely on Microsoft’s strategy of bringing software to the cloud. What is cloud computing and what is the big deal? How does this affect the Microsoft Dynamics channel? How is this type of sale different than traditional on-premise deals? How do I compete in this market if my company doesn’t want to host Dynamics? This session will discuss these questions and provide insight into selling hosting deals to prospects.
Audience: VAR and ISV

Who are you selling to? Sales strategy is all about being in the right place at the right time with the right people. That is easier said than done. If you have the right strategy, it will place you in a position to win. We'll help you determine if you are speaking to the right people in your buying organization. If you are speaking to the right people, your chances of winning are greatly increased. In this session, we'll cover the planning and strategy it takes to accomplish this. We will discuss how you think through and analyze your sales opportunity and put an effective plan in place.

This session is for Sales Leaders, Sales Professionals and Owners.
Audience: VAR and ISV

You’ll walk away from this presentation with an understanding of the five levers, why each is important, and how you can manage each lever. Once you can manage these levers, you can use them to grow your bottom line! For each lever, we'll share facts, tips, and best practices and then guide participants through a brainstorming session to share their experiences. Everyone is sure to leave with ideas they can implement to help them grow their business. The session finishes by showing the numbers – how 10% growth in each of the 5 levers yields a 61% increase in profits.
Audience: VAR and ISV

Research continues to prove that people and their performance are directly linked to the sense of purpose and passion they have for their work. The leader who can inspire action and passion has the competitive advantage of attracting, retaining and growing high performance talent. What is it that the inspirational leaders knows and does that sets them apart from the rest? This session will explore the essential capability of inspiration and what it takes to be such a leader.
Audience: VAR and ISV

Email is a powerful form of communication and almost everyone you need to reach with your marketing message has access to it. Email is also incredibly easy to forward on to others, therefore spreading your message even further. In this session, Michelle Glennie and Bethany Foyt with The Partner Marketing Group, will discuss the do’s and don’ts of email marketing as well as review the many steps that go into an effective email marketing campaign.
Audience: VAR and ISV

What’s new, and what’s still around, in terms of Microsoft marketing resources? If you’re new to marketing or new to a Microsoft Dynamics partner organization, this is a “must attend” session. Microsoft has a wealth of great marketing materials. Leverage what they have before spending money to create your own!
Audience: VAR

Participate in this workshop to learn how to use visualization to break through objections and fear of rejection. You'll discover how to create and exceed sales goals that you've never achieved before and together, we'll unlock the secrets for you to enroll and win clients.
Audience: VAR and ISV

Fifteen participants will hear Michael A. Brown reveal what is flopping and what is working in software lead generation and “nurturing.” Be prepared to challenge entrenched thinking and consider some new and profitable heresies. Then we will discuss and perhaps debate your own strategies and tactics and calling approaches with your peers. The objective: come away with at least one actionable improvement to your sales lead “machine.”,
Audience: VAR and ISV

How strong is your channel? Are they committed and loyal to your products, to you and your company? How committed are you to them? Are you in alignment with your channel partners? Having an effective channel strategy is important to you and to your channels success. In this session we are going to discuss your relationships with your channel partners and best practices on how you can improve those relationships. How do you achieve the X factor when working with your channel and is it worth the effort?

This session is for ISV’s, Channel Managers and Sales Managers working with a channel.
Audience: ISV

You’ll walk away from this presentation with an understanding of the five levers, why each is important, and how you can manage each lever. Once you can manage these levers, you can use them to grow your bottom line! For each lever, we'll share facts, tips, and best practices and then guide participants through a brainstorming session to share their experiences. Everyone is sure to leave with ideas they can implement to help them grow their business. The session finishes by showing the numbers – how 10% growth in each of the 5 levers yields a 61% increase in profits.
Audience: VAR and ISV

We’ve all felt overwhelmed at points in our lives. Perhaps you feel that way today! New scientific research helps us understand our brains when we become overwhelmed. By knowing what happens, you can take action to avoid being overwhelmed in the first place, or take corrective action when it happens. Diane Gasal will lead us through a discussion on this topic and provide tools you can use right away to shift from overwhelmed to ease.

Part 2 includes:
• Understand Social Pressure
• Help Others Who Are Overwhelmed

Attending Part 1 before Part 2 is recommended, though not mandatory.
Audience: VAR and ISV

As marketers, do you wonder what makes an award winning campaign? Do you aspire to be named a Microsoft Distinction in Marketing award winner, or are simply curious about how each of these partners achieved outstanding sales and marketing success? In this session, our panel of winners will describe their campaigns and take questions from the audience. It’s your chance to dig deep and learn how you might replicate their campaign achievements in your own marketing efforts.

Audience: VAR and ISV

Want to stand out and be noticed? Sites with video content convert at substantially higher rates than sites that just contain a “wall of words”. Learn simple ways to effectively produce and distribute videos for maximum effectiveness. Walk away with 12 easy-to-implement video format ideas.
Audience: VAR and ISV

The new model of learning revolves around self-exploration, reality-based peer discussions, and discovery-based coaching. The role of the trainer or coach is not to play the all-knowing supersalesman, but to assume the role of the change leader, the creator of an open communications platform in which sales transformations are enabled, not mandated. Creating a coaching culture is a method to inspire, retain and develop today's top talent. In this session you'll learn how to create customized success plans that focus on each person's strengths, and develop a culture of challenge, action, and results.
Audience: VAR and ISV

Do you find yourself searching PartnerSource for operational questions and have nowhere to look for the answers? If you answered yes, this is the session for you! Join team members from the Microsoft Dynamics Operations team as they cover Operational topics such as: Order Central, License Transfers, Name Changes, MESA Agreements, plus additional other topics focused around Operations. In addition to the previous content, team members will also be available to answer questions during a Q&A session.
Audience: VAR and ISV

In this session we will discuss how to properly plan for a successful upgrade to GP2010. We will discuss things such as: setting expectation of the client, performing a TEST upgrade, analyzing and preparing the databases to identify potential issues, and troubleshooting techniques. The key to every successful project is planning, and this session will leave you with tangible practices to implement in your next project.
Audience: VAR and ISV