Buy vs Build - A choice for NAV partners
I’ve been working as an Account Manager in the Microsoft Dynamics NAV channel for over 10 years, and have been lucky enough to work with some of the very best NAV partners in the world.
During this time, I have learned that every partner has their own focus, whether it’s within a specific vertical, on customer success, a cloud strategy or more recently Dynamics 365. However, one thing all successful partners have in common is that they carry third party add-ons in their kit-bag, and have the “buy, not build” philosophy.
Why is this important?
The primary focus of all NAV partners is NAV. Building their own IP and maintaining this requires significant time and resources, distracting partners from their core focus. So why do this when there are add-ons that can bolt on to NAV easily and are maintained by someone else?
One reason is that on-boarding a new third party add-on carries a cost too. One of my partners in The Netherlands once told me that it costs them €50,000 every time they started working with a new supplier. That’s a considerable cost, but how does it add up? Onboarding a new supplier involves numerous C-level meetings, software evaluations, technical training, sales training, contract negotiation and marketing resources to name a few. The process can be lengthy and very expensive.
Given this, wouldn’t it be refreshing to work with a supplier whose entry-level software is at no cost and simple to implement? A supplier who provides free implementation training to consume whenever you are ready. A supplier who helps create sales opportunities for their partners by providing personalized sales resources and hosting webinars.
That supplier is Equisys. But of course it’s easy for me to claim! If you don’t believe me, here’s what some of our partners say about us:
"Partnering with Equisys was easy from the start. They are always quick to respond to any queries and help us get involved with their quarterly marketing campaigns, enabling us to generate valuable opportunities" Kathryn Monkcom, Mercurius IT
"Our initial meeting with James and Claire also showed quite clearly that Equisys are one of those 3rd party suppliers who genuinely care about their partners, and understand that the relationship is a partnership, rather than a distant “we have a product – you help us sell it” type of relationship. This level of support is second to none when dealing with companies who provide NAV add-on solutions, and has been invaluable, allowing us to already make 2 sales of Zetadocs for NAV and 1 of Zetadocs Expenses for NAV in a relatively short period" Dave Whitham, Advantage Business Systems
To become a partner with us, check out our partner page for more information. It would be great to work with you!