February 27, 2025 • 39 mins
🔉A Tale of Two Podcasts🔉: Terri Talks meets Dynamics Corner in this conversation. Terri Paetz joins Kris and Brad to discuss insights into Independent Software Vendors (ISVs) and partnerships. The discussion emphasizes the importance of human relationships in the age of AI, and Terri shares her strategies for effectively engaging with ISVs and partners, attending conferences, and fostering community within the Dynamics ecosystem.
During this engaging conversation, the speakers delve into the intricacies of preparing for and participating in various conferences, focusing on the strategies ISVs should adopt. They explore the significance of networking, the challenges European ISVs face when entering the U.S. market, and innovative ideas for enhancing the conference experience.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome everyone to another episode of Dynamics
Corner Speed dating in Dynamics.
I'm your co-host, chris.
Speaker 2 (00:08):
And this is Brad.
This episode was recorded onFebruary 6th 2025.
Chris, Chris, Chris.
Speed dating in Dynamics that'san interesting topic.
It's one that I would like tohear more about, and in this
episode, we had the opportunityto talk with Terry from Terry
Talks, as she was recording thepodcast Terry Talks while we
(00:31):
were recording this, to have adual podcast and learn a little
bit more about speed dating anddynamics.
All right, good morning, goodafternoon, good evening.
(00:52):
How are you doing?
Speaker 3 (00:54):
Hey man, I'm doing great.
You know, what's really funnyis, as we were talking and we
first got on here, I was like,okay, good afternoon.
I was like, oh wait, you're inthe States, it's good morning.
So yeah, fun, good afternoon.
I was like, oh wait, you're inthe states, it's good morning,
so, yeah, fun.
So I am the munich timeline.
At this point in the afternoonit's three o'clock and I've
already had a start of my dayalready at, you know, like
starting at nine.
Speaker 1 (01:15):
So I know you guys are just starting your day yeah
we're just starting my day I'vebeen up, I haven't had uh coffee
.
Speaker 2 (01:24):
No, I've been up since 3am local time, so my day
is maybe just as progressed asyours, probably we've been doing
right now.
Speaker 3 (01:38):
I'm working on a couple of new tasks.
You know we've got quite a fewexciting, you know, conferences
coming up and I'm pretty excitedabout prepping for these.
Uh, I have another german isvcoming into the united states,
uh, for direction south america.
So prepping all that is just,uh, some some really intriguing,
(01:59):
getting down to go-to-marketstrategy type of stuff.
You, you know.
Speaker 2 (02:05):
That is interesting because it is what I mean.
I guess now, with all of theconferences year-round, every
season is conference season,because I hear individuals talk
about conference season.
I think it's a matter of theirperspective.
But it's interesting that youhad mentioned, I know,
directions North America iscoming up in April, outside of
any of the local road shows ormeetups that occur.
(02:27):
Dynamicscon is in May.
Community Summit is in October.
You have BC Tech Days, you haveDynamics Minds, we have all of
these podcasts that also happen.
Directions, emea, directionsAsia in Europe.
And there's a question I ask alot of people and I like to hear
(02:47):
the different perspectivesbecause I'm starting to get some
insight and I understanddifferently on some of the
things is how do you choosewhich conferences to go to and
what do you do for preparationfor those conferences, based
upon what you're doing?
And I have some thoughts andsome collections, a collection
(03:08):
of thoughts, excuse me, from theconversations I've been having,
and it completely changed myperspective on conferences.
Speaker 3 (03:18):
There's a lot of preparation prior.
So, first and foremost, from myside, my perspective as a
business developer, I look atworking with the ISV exactly on
what their message is, what istheir commercial message going
to conference.
And I am prepping to make andensure we're bringing that voice
over from what they're really,not only from what they've built
(03:39):
, or so it's the go-to strategy,the sales strategy, the market
material, the lineup of who'sgoing to be there, the logistics
of everything.
Then there's the events thatyou have to set yourself up, and
what do I love the most?
Of course it's networking.
So it's all those things youhave to put together.
(04:04):
So it's all those things youhave to put together and for
each conference and for each ISVbecause Terry works with many,
so me, I have about sixdifferent strategies within one
conference.
So most of our partners or ourISVs that go in they have one
strategy which I work with themon, the ones I work with.
Speaker 2 (04:26):
I'd like to talk about that too when we break
from your strategy.
An ISV strategy.
Going to a conference isamazing.
Speaker 3 (04:39):
First is what product do you have and what impact is
it going to make on a partner?
The the issues that I seesometimes going into conferences
is the partner's like yeah, Istill want to meet up with you
and I I definitely want to dothe follow-up.
Let's take a look at theproduct.
Unfortunately, that's not whathappens.
I like to go into conferenceand and get my appointment right
(05:00):
on the spot so that we're ableto really show case what it is
or bring them.
You know, a lot of my partnersknow me.
I come up and I go hey, I haveto introduce you to somebody and
they know I'm going to dragthem over to a booth or I'm
going to drag them over to oneof the ISVs.
They know I'm going to do thatand so and thank gosh that all
(05:20):
of them are just, absolutely,you know, wonderful, they allow
me that grace.
And okay, terry, let me go meet.
Yeah, I'd love to collaborate.
I'd love to get to know, so,strategy-wise, what is it?
It's what partners are sittingin what verticals, with what
industry specifics and how can Ime, terry, take this IASB in to
(05:45):
drive more revenue for thatpartner.
So that's my strategy, and sowhen I'm going up to a partner,
I have an intent.
My intent is I'm goingspecifically after you,
christopher.
He's lived through this, he'sexperienced this firsthand.
He's experienced this firsthand.
(06:08):
So if I know for sure thatyou're hitting a certain market
and you're doing a certain areaof the market, that I'm going to
bring that isv straight andforward to you.
Introduce the partner and theisv need to work the
relationship out.
I'm just there to do theintroductions and so I can make
an.
You know I have a lot offriends in the community.
They're great, they'resupportive and I just believe in
(06:30):
their partner practices andwhat I'm hoping to do from my
side is help their practice grow.
Speaker 1 (06:38):
That's nice.
Speaker 2 (06:39):
That's excellent.
So you work with the ISVs andyou go to the conference and try
to match the ISVs up withpartners that may have a market
for their product, or to workwith the ISVs to market their
product.
Speaker 3 (06:56):
Basically it has to be the right market, like I'm
coming into one that this ifthey take on, they don't have
this vertical yet they can adaptto this vertical, so meaning
that there there could be a longstream of revenue that's going
to start coming into theirpartner practice by just opening
up themselves to generating newopportunities in this one
(07:18):
vertical, with this one industry.
It's amazing, and we've sat,we've put together the marketing
.
I can't tell you yet whobecause it's going to be
announced pretty soon, butthat's the exciting you can tell
us.
Speaker 1 (07:29):
We won't tell anybody , please tell us, I believe I'll
bleep it or you can tell uswhen it's coming out and we'll
let.
Speaker 2 (07:38):
We'll both release this afterwards, which, by the
way, I do want to go back to.
Something that's unique that wedidn't say is we're recording
both podcasts simultaneously.
So we're recording the podcastfor us to distribute using our
platform, and we're using yourplatform to record for your
(07:58):
podcast, so we're doing twopodcasts at one.
I do thank you for that,because that is something that
I've wanted to do for a verylong time to see how it works.
Speaker 1 (08:08):
And I like it.
A different perspective too.
It's a different.
I like it.
Speaker 3 (08:10):
Yeah, it's coming from two different views.
I mean, I can see the recordingon the teams, which is pretty
pretty.
I mean it's cool from TerryTalks aspect, so you aspect, um,
so you, I kind of gave you guysa little bit, and thank you
very much, brad, I mean, forgiving me this opportunity to
test this theory out, because Ithink it's kind of innovative
and kind of neat in my in inthat sense.
(08:33):
Um, but let's talk aboutdynamics corner.
What's going on here, guys?
Talk to me, what is this allabout?
What are you guys up to for2025?
Speaker 2 (08:47):
so many things a lot of things it's where do you
start?
We've chris and I started doingthis podcast.
This is our fourth year orcoming up on our fourth year and
, to be honest, it's it's ablurb in time.
It feels like.
It feels like we just starteddoing this yesterday and we've
progressed a lot over it, but westarted it from just a passion
(09:08):
from the Business Centralcommunity and we wanted a way to
give back, in a sense bysharing information.
We both appreciate and like toshare content.
We have always shared contentvia speaking at conferences,
blogging, participating inforums and the like, and we were
talking one day and said, hey,let's have a podcast, and early
(09:30):
on we wanted to do tips and tipstype things, but then we
started having guests and thenwe found that we really enjoyed
the human aspect of it.
So not only do we like to getindividuals of the community to
have a voice of their own, forpeople to learn a little bit
about them if it's an ISV, tolearn about their product, if
(09:51):
it's a partner, to learn abouttheir services, if it's a user,
just to learn a little bit abouthow they're using the
application.
It's sort of evolved to wherewe talk about how there's a
human side in essence, we reallydon't say it, but we talk with
individuals about what they havebut also get to know the
individuals behind a lot of thiswhich I think to me is
important, because we have sucha large community but it's still
(10:11):
such a small community because,it seems, everybody knows each
other.
It's true we have progressedoutside of Business Central, but
not necessarily what I callBusiness Central.
Not outside of Business Centraland Spectrum, because we have
the D365 stack, because we talkwith individuals that focus on
power platform, customerengagement, business Central or
(10:34):
even other areas.
So that's what we have lined upfor 2025.
We already have a rather fullcalendar for the first quarter.
We're scheduling out to themiddle of the year and we have a
number of other guests thatwe're hoping to have on and
schedule for later in the year.
Speaker 1 (10:51):
And then all the conferences on top of that.
Speaker 3 (10:54):
I think this is awesome.
It's a great way to outreach.
You know, I have been in acouple of different ERP
ecosystems and I tell yousomething there is nothing like
ours.
There really isn't ours, itreally isn't experienced, um,
like I said, and I love the, theembrace that our community
(11:14):
actually takes in.
You know, there may be a few ofthose that are not as um, you
know they're not as passionateabout networking or this, but
they still take time out to sitdown, you know, in a quiet area,
have good conversation.
So they're very embracing withthe community and embracing with
, you know, just everybody.
(11:36):
It's very diverse.
I love the feeling thateverybody's there to help one
another, you know.
Speaker 2 (11:44):
It really has become that.
So on the flip side, I do havea few questions back on the
conference and the ISVs, becausethat's something that you do
often.
But now tell us a little bitabout Terry Talks.
Speaker 3 (11:57):
So Terry Talks is about presenting not only the
ISV itself.
What I am trying to start isgetting information out, because
you're a partner practice thatmight see an interest in a
product that you really didn'tpay attention to and you can
reach out to me.
You can also, when you seeTerry Talks, I'm starting to vet
(12:20):
also different ISVs and howwell they work within the
business central, believe it ornot.
Or a partner will come up andask me hey, terry, you know I
was looking at this ISV productversus this ISV product, what do
you think?
So Terry Talks has given methat opportunity.
I'm also bringing in in mywebsite.
(12:41):
You'll be seeing an educational.
I have Guide 365 resources, soI have resources that will be
coming in for our partners.
So Terry Talks 2025 is going tobe expanding on these matters as
well.
I'll be doing a lot of segmentson you know how you can get
your 800, how your partnerpractice can get all of your
(13:02):
juniors aligned to get all thesecertificates, get GP partners
aligned for their certificatesto start bringing on you know,
bc cloud implementations, and soreally, that's what Terry Talks
is all about Just talking aboutnot only the ISVs.
That was my first focus.
Now I'm expanding in, as yousaw.
(13:24):
You'll see, with AJ I justposted that this week and it has
to do with Copilot and you knowit talks about only Copilot
fans and he talks about allkinds of different things, and
it's just really exciting andyou know, ai and Copilot now are
my best friends.
Ai and Copilot now are my bestfriends.
It's my trigger every day if Ihave a question or I want to
(13:46):
summarize something a little bitshorter or more professionally
or more with excitement onthings of this sort.
Of course, I got my ownlanguage, but wow, did it take
off like a shave an hour ofwriting something?
So exciting news.
And I'm seeing the agentscoming into Now.
Y'all know I work with one ISVand I'm going to name DataCurge.
(14:08):
Now they are using AI, but notonly that.
They already have agents forfinance, agents for customers
and agents for items.
So it's amazing how this hasalready progressed into the next
level of AI and co-pilottogether, and Fabric is coming
into their genre pretty soon aswell.
Speaker 2 (14:27):
That's awesome.
Co-pilot is amazing.
It's a great tool that, whenused appropriately and you need
to have an understanding, in myopinion, of what you're looking
for and what you can expect fromit it's not going to solve all
your problems.
It's not going to answer allyour questions.
You really need to know how touse the tool.
(14:48):
I say in many episodes becauseco-pilot AI seems to talk.
You know everybody's talkingabout it in 2025 and even the
tail end of 2024, but you haveto use the right tool for the
right job, and AJ's onlyco-pilot fans, I think's
hysterical, I was talking withhim about that before he started
and he was telling me about itand I just couldn't believe it
(15:10):
and I'm happy to see that hefinally yeah, he pushed through
that man and he became thecreative name for the.
Speaker 1 (15:17):
You know the ajai it's.
It's unique when he first saidthat I'm like, oh, that's
interesting, and then like, Ithink a couple months later it's
like, oh, wow, it's.
It's unique when you first saidthat I'm like, oh, that's
interesting, and then like Ithink a couple months later it's
like oh wow, it's live.
Speaker 3 (15:27):
Yeah, it's, it's live .
He's got nine segments upalready on there.
There's a lot of information.
It's a lot of information frombasic to.
You know, he goes into somereally deep topics and
conversations and you know, I'monly so techie so at one point I
it geeks me out.
So if it's starting to geek meout, that means it's super
intense and it's going intoplaces that I think you know the
(15:49):
300 level, 400 level will love.
So you know, I love that partof it.
I think the one great thing isis that you still, even with
co-pilot and AI, as much as it'salready being embedded what I
really love you still have tohave that human touch exactly,
you can't do it without thathuman touch, because my mindset
or my thought processes or my I,you know, my idea, or any type
(16:13):
of format that I have foranything, it still has to have
that human touch.
So you're not taking that awayabsolutely.
Speaker 2 (16:20):
The business relationships will be the most
important aspect of it, or thehuman relationship as we
progress through the world.
Speaker 1 (16:28):
Because in the world of automation, in the world of
technology, if we segmentourselves, being communal
species, we still need thathuman touch and the
relationships will become moreimportant yeah, yeah, as systems
talk to each other now, it'snow more important to to build
(16:49):
and continue bridging that,because now you have systems
talking, what's, what are thenext steps?
The next steps is focusing onthat relationship more and more
in this age yeah, that is sotrue and then the folks over at
data coverage are great, camilletristan the whole team over
there.
Speaker 2 (17:05):
I love seeing them at conferences.
Awesome.
And just remind him he needs tobring candy to directions oh
yeah, I'll be sure, I'll be sure, we're prepping for that as
well.
Uh, um, make sure you have anote for them that I want my
candy because it's it's a funnystory from Poland, from Poland,
yes, and I'm hoping to get thedirections of Mia this year in
(17:28):
Poland, uh, which would be greatjust from.
There's a number of wonderfulindividuals that are in the
business central community fromPoland.
Speaker 3 (17:35):
It's really, it's really crazy as we prep.
So we're prepping for NorthAmerica right now as well.
Okay, I have seven on the floor, so I have seven ISVs on the
floor that I'm prepping for.
Each one has an individual plan, it has its own targets, it has
its own kind of music to theears, and so, as we set and we
put those together, I'll makesure that Camille brings Brad
(17:56):
the candy from Poland.
Speaker 2 (17:58):
Absolutely, and it goes back to I saw him at
Directions no-transcript.
Speaker 3 (18:25):
The last conference did he have some at summit?
Speaker 1 (18:29):
yeah, I ate half of it, brad, before you got to it.
Speaker 2 (18:33):
I ate a lot of it, by the way it was good which is
good so the conferences nowthere are a lot of conferences,
many conferences.
There are partner-focusedconferences with the Directions
Track, community Summit,dynamicscon and some others in
(18:54):
Europe are user-focused orcombined.
I wouldn't say user-focused.
I mean they may be user-focusedbut it's a combination of
partners and users With adirections line I call call.
Speaker 3 (19:04):
it is focused on partners so dynamics minds is
more focused on actually fivetracks.
So it has your end users, ofcourse, has your fo, bc, ce and
power.
So what's really great aboutthat?
It has a combination of quite afew tracks.
I'm the sponsor chair for it.
I've been working for thissince the first year and it's
(19:26):
just getting bigger and bigger.
So love that conference thatcomes up in May.
So first is Directions NorthAmerica.
Now I have IAMCP that Iparticipate here in, the actual
what is going on here.
I'm seeing something happeningon my screen apologize, see how
(19:48):
that can do.
You flash up and you're likewhat the heck's going on, uh.
But the the first is I haveiamcp coming up in munich.
That's a big one for the germancommunity.
Then I have, um, the directionsnorth america from directions
north america.
Then is directions uh.
Then I have the DirectionsNorth America From Directions
(20:10):
North America.
Then is Directions Asia, thenfrom Directions Asia, and that's
like May.
I think it's the 6th, 4th orsomething.
I think I'm leaving on the 4thof May through to the 7th or 8th
, I can't remember exactly thedates.
They're all in my calendar now.
Then I leave for Dynamics Minesat the end of May and that's
(20:30):
when Dynamics Con is happeningright around the same time area
and there's a couple of otherconferences that are happening
at that time, and then afterthat I think it's yeah, summit,
and then from summit it's emiawow, your travel times must be.
Speaker 2 (20:49):
That's a lot of miles for you there, but from your
audience of the isvs and thoseconferences.
There's a lot of conferences tochoose from.
How should an isv, or how doyou help an isv, determine which
conference they should go to?
I mean, I think it's achallenge to get to them all.
(21:09):
You had just even mentionedDynamicsCon's mid-May, and
Directions Asia is also in May,so it's tough sometimes from the
two places at once.
And also, with all of that,travel across the world.
In this case, with theconferences.
There are budgetary constraintsin some cases, to make sure
that you're spending your moneywisely, so what strategy do you
(21:33):
have for choosing whichconferences to attend and have a
presence at?
Speaker 3 (21:37):
I think no matter what you should be at every
conference you can possibly getto, but that doesn't mean you
have to have a booth andeverything going for you there,
okay.
Okay, I just have a differentmindset.
I let the ISVs know that youshould always be a walking
talking branding machine whenyou're at a conference, as
anybody should be right.
So, strategies for ISVs.
(21:58):
When I sit down to talk to anISV and I talk, okay, what kind
of budget, annual budget, do youhave for conferences?
So let's take a look at that.
And then, once they're able tohelp me understand, what is
their annual budget alone?
Okay, what is the ROI we'retaking from these?
Okay, how many partners do weneed to meet versus how many
projects do we need to have inorder for that to be profitable,
(22:23):
if that makes sense?
So it really is sitting witheach individual ISB to figure
that part out More bang, morebuck for your bang or bang for
your buck, however that's.
I can't remember in English howthat and, believe it or not,
that is my first language, butit's because German switches
(22:45):
everything kind of sometimesswitches it the other way around
.
The main thing is being able tosit down and talk to the ISV
about what they want toaccomplish out of conference,
like going to the North Americanand opening up this with my new
upcoming company.
We're just at Directions Zzemia.
This is their area of expertise.
(23:06):
You know they're another germancompany that is going to
absolutely, uh, really open somedoors for some partners to make
some serious you have to tellus who it is now you can say
their names.
Speaker 2 (23:22):
You have to tell us, it's SingHammer.
Speaker 3 (23:25):
SingHammer is coming out with Dice, which is the IT
software modules for if you area developer or if you're an IT
company of any sort, or ifyou're also in managing services
.
So, no matter which way thesoftware dice D-Y-C-E is coming
(23:46):
out, it is coming out strong.
It's already here in Europe,it's already implemented, but
it's exciting.
And so I'm sitting with themand we're talking about how
we're going to go to market.
Right.
Well, where do they go fromhere once they open themselves
to the US market?
Well, you can't just stop atDirections.
North America guys, you have toremember.
(24:09):
You have to do Summit and youshould get into Dynamics Con.
Okay, but right now they're asmall group.
So this is an SI that turned,and they've been working on this
ISV product for more than 20years, so this is their
specialized ISV product.
So now it's taking Dice toVegas Nice.
Speaker 2 (24:35):
That's perfect.
Talk about a creative taglinetaking Dice to Vegas.
I like that.
And I hope at that their boot.
Are they doing a booth?
Speaker 3 (24:44):
they're doing a booth now their booth is going to be
something different.
We're working on a reallyspecial evening event on sunday,
as everybody's coming in to.
Uh, you know oh I.
Speaker 2 (24:59):
I hope they have some dice at the booth.
I'll have to check it out I'llhave to check it out on sunday.
I think I arrive early sunday.
Well, early sunday morning forlas vegas, not early sunday
morning for the rest of theworld because yeah, it's
afternoon for you, I know I'mflying in a couple of days
earlier.
Speaker 3 (25:17):
I've got family my company is actually owned out of
las vegas.
I'm a you know las ve Vegascompany owned.
My company's headquarters isthere, so family's there.
So it's kind of nice to go homeand that's not my real home.
My real home is Los Angeles.
But I based myself out of LasVegas because the international
get to get in, get to get outand all my fun cousins live
(25:40):
there.
Speaker 1 (25:42):
Well, they're from Vegas, of course.
Speaker 2 (25:44):
Yeah, vegas will be something.
It will be something.
Speaker 3 (25:50):
Yeah, and I'm trying to keep you know quite a few
together.
I'll be repping Cosmo Solutionsto Go.
So Cosmo Solutions to Go isthere.
That's discrete manufacturing,process manufacturing.
They're also going to be on thefloor, so I'm hoping to get
this big evening event kind ofput together just so we can have
some fun.
Speaker 2 (26:08):
Well, you have to keep me informed of the events
for the evening, you know how itis with German.
Speaker 3 (26:15):
You got to hold that beer a certain way.
It's not like this.
Speaker 2 (26:18):
It's like this so you're having a German themed
evening.
Speaker 3 (26:22):
I got to, you know, evening.
I got to you know, I just gotto.
Speaker 2 (26:26):
I think you need to do that.
So it is the challenge with allof those conferences and I've
always asked that question ofwhich conference should someone
choose to go to and it is achallenge and I really do think,
like you said, there'sdifferent perspectives.
There's the user or partnerperspective and there's also the
(26:46):
ISV in the partner perspective,right, and I think you have to
understand something.
Speaker 3 (26:52):
For an ISV to invest in Directions North America or
to invest in Directions EMEA,when they're investing these big
dollars for these booths, it'sto gain new resellers for their
actual ISV product.
So when you see these sponsorsout there, go up, take a look,
get engaged.
I'm telling you partners, getengaged, because the minute you
(27:13):
get engaged you might find a waythat you can build more revenue
right inside your own partnerpractice and you didn't even
realize it was out there.
That's the amazing thing, youknow.
Speaker 2 (27:26):
That is the value I see of those exhibitors and I
think everyone should hit theshow floor from the partner
perspective and also the userperspective when it's a
user-focused conference, exactly, yeah, you can see the options
and the solutions that are outthere.
Business Central is a greatproduct and they keep adding
more and more functionality toit, but it doesn't obviously.
(27:48):
That's why there are partnersthat create extensions, that's
why there are RSVs to augmentthe application with other
unique features that may not bewithin the global product but
just even have an awareness ofwhat's out there, so that you
can help make yourimplementation, whether you're
from the partner or the userpoint of view better without
having to build it.
(28:08):
That whole build versus buy andthe carrying cost of having
those modifications where youmay be able to find a solution
that does it for you or almostall the way for you, can be a
huge savings and that awarenessis extremely important.
Yeah, just from a visibilityperspective.
Speaker 1 (28:26):
It's really real important just to be seen so
that people can be more, muchmore aware of your product.
Now, terry, I'm curious comingI'm coming from isvs from europe
coming into the us.
Do you find it a little bitmore difficult for them to get
into the us versus, you know,within the getting partners?
Speaker 3 (28:44):
Yeah, I mean, partners are kind of like well,
this is a European product, howam I going to sell this?
You know, it's really not aboutthe product.
I think that the mindset that Iwant to surely share with
partners partners look, youcontinue using the same genre of
whatever you have, just becausethe requirements are there and
you feel that you have all theproducts that are right.
I'm not going to take away that.
(29:04):
You have something that'sworking for you right now.
But what is really, I think,most interesting for you
partners, is you need tounderstand that guess what it's
changing.
The dials are changing and thesoftware is changing and
innovation is changing.
(29:25):
And if you just it's like, haveyou ever tried different
macaroni and cheeses or pizzas?
You're out there tryingdifferent things to find the
best one that you just say, yo,that's my mac and cheese or
that's my pizza, right, I lovepizza, by the way.
Speaker 2 (29:42):
And I love making pizza and now I smoke pizza.
But I don't eat the same pizzaevery day.
Sometimes I'll make it.
I told you, I can just talk.
I made.
You know what I made the othernight?
I smoked chicken thighs andthen I smoked my pizza.
Now I smoked bacon and I made.
Then I smoked my pizza, now Ismoked bacon and I made.
(30:03):
I make my own dough.
I made my own sauce this timeto give it a shot.
So I made pizza with smokedchicken thighs and smoked bacon
and barbecue sauce.
That was the best barbecuepizza I ever had and it was like
eating a sandwich.
That's awesome.
But I usually cook will cookother things, like pepperoni and
mushroom.
To go to your point, pizza ispizza, but you can have
(30:23):
different flavors and toppingsdepending upon your audience.
Speaker 3 (30:27):
So everybody's got, everybody's got, you know, a yin
and a yang on what they reallylike, you know, and that's all
great, uh, but it just to getthe mindsets open.
And I go back to saying we havea lot of partners out there
that are still in that oldschool mentality and I want to
say, way back in the NAB dayswhere everything had to be
(30:48):
developed right, okay, owners,hold on to your seats.
Terry's here to tell you, wakeup.
It's probably already beendeveloped, it's already there.
Let me know, I'll find it foryou and we'll get you that
solution for that requirement.
It's there you're the matchmakerI have been the matchmaker for
(31:09):
going on.
Speaker 2 (31:09):
Let's see seven, eight years I've been kind of
doing this thing, so yeah chrisjust gave you a new nickname, so
you need to introduce yourselfas terry the matchmaker.
Now I know what you do.
Speaker 3 (31:19):
You're a matchmaker, you're matching partners in ISVs
.
Speaker 2 (31:23):
Just make a shirt.
Speaker 1 (31:24):
Terry the Matchmaker.
That's an important thing to doin this space.
It is a very important thing.
Speaker 2 (31:28):
Introductions are extremely important and, with
someone may not know, it speedsup the relationship process.
It's almost like having speeddating, in a sense, because you
can find out.
Okay, I know these people havethese requirements.
I know these people have thissolution.
Let's get you together.
Instead of you having to walkthis sea of 2,000 people to see
(31:50):
if you can find the person thatyou're with, let's narrow you
down to 10.
Speaker 3 (31:52):
Yeah, like with Christopher, I study his partner
practice.
I know the ISVsvs he needs, andthen I'm gonna be.
I'm already gonna grab you,christopher, because pos needs
to be on your genre man.
Speaker 1 (32:03):
Yes you know, you've got.
Speaker 3 (32:04):
You've got pos.
One is like another one of myisvs, it's all you know retail.
There's ls retail, there's pos1365 and there's two different
genres.
Yeah, ls retail can go all overthe place and it's for really I
mean you're talking more usersthan it can be.
(32:24):
But if you've got 10, 15 POSsystems that need to be utilized
within business, you don't needsomething that big, you need
something small.
Pos 365 can take care of thatin an instant.
Speaker 1 (32:38):
So those are the matchmaking moments that I and I
will be grabbing his hand orI'll be bringing the ISV
straight up to him and sayingthis is good for us, We'll get
the directions.
Speaker 2 (32:48):
I'm going to sit from afar with the camera and I'm
going to video that whole thing,I'm going to know where you're
at, because I've got to find youtoo.
Speaker 3 (33:05):
Hey, brad, you've too .
Hey brad, you gotta meet thisguy, you gotta meet this guy.
It's all the same.
No, it's good.
It's good.
We appreciate that, mark.
Uh, doctrine from dsw.
I and aj laughed about it oneyear because they said terry, I
swear, I find it so hilarious.
You just come in and say, hey,mark, I want to introduce you to
, and then you turn around andleave and I go well, I give you
guys a space so you guys can getto know one another, because I
already have a greatrelationship with you, mark, and
I have a great relationshipwith you, know, morton.
(33:27):
So why wouldn't I let you guysget to know each other?
Because that's the whole thingEverybody doesn't know one
another.
They've seen each other, butthey don't really know each
other.
Speaker 1 (33:37):
So that's the best part of that you really need to
do speed dating isvs or isvpartners, that should almost be
a session at a conference, likeit's.
Speaker 2 (33:49):
I think they should have a session.
I.
I like the round table typesessions or the ask the experts,
like I.
I like all the sessions and andI appreciate anybody that
presents, because it does takeyou know, you talk about
preparation for ISVs, speakers,presenters, isvs that have
sessions.
It does take some time.
But I also like the Ask theExpert roundtable, roundtable,
(34:12):
quick tip type sessions becausepeople can get engaged and have
it.
But I think there needs to be asession on speed dating.
Speaker 1 (34:18):
I call it, let's do.
It needs to be a session onspeed dating like college, let's
do it.
Speaker 2 (34:21):
Submit a session called.
Speaker 1 (34:22):
There was a session there was a session where they
had a panel like that where theyhad partners um partner panels.
I was uh, I was a part of it,which is which was amazing
because it created conversationand the whole um attendance were
all ISVs and they wanted toknow from an ISVs perspective of
how partners would love to workwith ISVs.
(34:44):
That was an amazing session.
Like we need more of that.
Speaker 3 (34:47):
We do need more of that.
Speaker 1 (34:49):
Because you know a lot of the Directions Conference
.
You learn about some productsand maybe some practices, but an
open conversation like that itwas amazing, because then I get
to hear how they would lovetheir partners to be, so we can
adjust and then vice versa.
It makes it easier to work thatway.
Speaker 3 (35:06):
Submit, brad Submit, we can do it together.
Submit us off work.
Speaker 2 (35:11):
It's too late for directions, but we'll have to
see what we can do.
Summit hasn't had the call forspeakers yet.
I think DynamicsCon already uhlocked in for their sessions for
may which is your summit summit.
We'll have to see.
I have a few sessions that I'mI'm all I'm doing, all
co-presenting sessions.
I think going forward, uh,looking for co-presenting
(35:31):
sessions, uh, if I haven'tpicked them yet, because I like
the dynamic of having multiplepeople.
But, to chris's point, havingthis type of session where you
have it, we should just call itspeed dating.
We'll have to talk about that,because I think it would be good
to where individuals going tojust get to know each other and
ask questions from point of viewand perspective, and get a lot
of people in there to askquestions, and even in Summit,
(35:51):
the users could attend, becausenow they can say, ok, partner,
ok, okay isv.
This is what my problem is.
Yeah, I like, I like it, I likeit.
So I think it's good.
I appreciate you taking thetime to speak with us and have
us on your podcast I'd like tothank you both for being on
terry talks.
Speaker 3 (36:09):
It's been a great pleasure.
We can do this as many times asyou guys want, but I'm all for
the sessions.
Let's get something out there.
Brad and christopher, let's seeif we can't get terry talks
dynamics corner.
Isv partner speed dating I likethat idea.
Speaker 2 (36:26):
No, we appreciate your time, we appreciate all
that you do and looking forwardto uh attending that event in
vegas on sunday, absolutelyhaving it on sunday.
Just let me know when you'redoing it.
Speaker 3 (36:36):
I'll be letting you guys know, for sure, for sure
she's going to find you.
Speaker 1 (36:41):
Brad and she's going to drag you.
Speaker 2 (36:43):
She's not dragging me anywhere because I'm going to
be in disguise.
Speaker 3 (36:46):
All good.
No, it's good, you can drag mearound.
Speaker 2 (36:49):
I'm looking forward to seeing you again.
I appreciate the conversationsthat we have.
Speaker 3 (36:52):
Such a pleasure, gentlemen, it's been a great
pleasure.
I I'm going to have to drop off.
I got, oh yeah, another ISV totalk to today.
All right, thank you very much.
Thanks, terry.
See you soon, bye.
Speaker 2 (37:02):
Thank you, chris, for your time for another episode
of In the Dynamics Corner Chair,and thank you to our guests for
participating.
Speaker 1 (37:10):
Thank you, brad, for your time.
It is a wonderful episode ofDynamics.
Corner Chair.
I would also like to thank ourguests for joining us.
Thank, corner chair.
I would also like to thank ourguests for joining us.
Thank you for all of ourlisteners tuning in as well.
You can find Brad atdeveloperlifecom, that is
D-V-L-P-R-L-I-F-Ecom, and youcan interact with them via
(37:33):
Twitter D-V-L-P-R-L-I-F E.
You can also find me atMattalinoioM.
A T A L I N Oio, and my Twitterhandle is Mattalino16.
And see, you can see thoselinks down below in their show
notes.
Again, thank you everyone.
(37:54):
Thank you and take care.
You, you, you, you.
Welcome everyone to another episode of Dynamics
Corner Speed dating in Dynamics.
I'm your co-host, chris.
Speaker 2 (00:08):
And this is Brad.
This episode was recorded onFebruary 6th 2025.
Chris, Chris, Chris.
Speed dating in Dynamics that'san interesting topic.
It's one that I would like tohear more about, and in this
episode, we had the opportunityto talk with Terry from Terry
Talks, as she was recording thepodcast Terry Talks while we
(00:31):
were recording this, to have adual podcast and learn a little
bit more about speed dating anddynamics.
All right, good morning, goodafternoon, good evening.
(00:52):
How are you doing?
Speaker 3 (00:54):
Hey man, I'm doing great.
You know, what's really funnyis, as we were talking and we
first got on here, I was like,okay, good afternoon.
I was like, oh wait, you're inthe States, it's good morning.
So yeah, fun, good afternoon.
I was like, oh wait, you're inthe states, it's good morning,
so, yeah, fun.
So I am the munich timeline.
At this point in the afternoonit's three o'clock and I've
already had a start of my dayalready at, you know, like
starting at nine.
Speaker 1 (01:15):
So I know you guys are just starting your day yeah
we're just starting my day I'vebeen up, I haven't had uh coffee
.
Speaker 2 (01:24):
No, I've been up since 3am local time, so my day
is maybe just as progressed asyours, probably we've been doing
right now.
Speaker 3 (01:38):
I'm working on a couple of new tasks.
You know we've got quite a fewexciting, you know, conferences
coming up and I'm pretty excitedabout prepping for these.
Uh, I have another german isvcoming into the united states,
uh, for direction south america.
So prepping all that is just,uh, some some really intriguing,
(01:59):
getting down to go-to-marketstrategy type of stuff.
You, you know.
Speaker 2 (02:05):
That is interesting because it is what I mean.
I guess now, with all of theconferences year-round, every
season is conference season,because I hear individuals talk
about conference season.
I think it's a matter of theirperspective.
But it's interesting that youhad mentioned, I know,
directions North America iscoming up in April, outside of
any of the local road shows ormeetups that occur.
(02:27):
Dynamicscon is in May.
Community Summit is in October.
You have BC Tech Days, you haveDynamics Minds, we have all of
these podcasts that also happen.
Directions, emea, directionsAsia in Europe.
And there's a question I ask alot of people and I like to hear
(02:47):
the different perspectivesbecause I'm starting to get some
insight and I understanddifferently on some of the
things is how do you choosewhich conferences to go to and
what do you do for preparationfor those conferences, based
upon what you're doing?
And I have some thoughts andsome collections, a collection
(03:08):
of thoughts, excuse me, from theconversations I've been having,
and it completely changed myperspective on conferences.
Speaker 3 (03:18):
There's a lot of preparation prior.
So, first and foremost, from myside, my perspective as a
business developer, I look atworking with the ISV exactly on
what their message is, what istheir commercial message going
to conference.
And I am prepping to make andensure we're bringing that voice
over from what they're really,not only from what they've built
(03:39):
, or so it's the go-to strategy,the sales strategy, the market
material, the lineup of who'sgoing to be there, the logistics
of everything.
Then there's the events thatyou have to set yourself up, and
what do I love the most?
Of course it's networking.
So it's all those things youhave to put together.
(04:04):
So it's all those things youhave to put together and for
each conference and for each ISVbecause Terry works with many,
so me, I have about sixdifferent strategies within one
conference.
So most of our partners or ourISVs that go in they have one
strategy which I work with themon, the ones I work with.
Speaker 2 (04:26):
I'd like to talk about that too when we break
from your strategy.
An ISV strategy.
Going to a conference isamazing.
Speaker 3 (04:39):
First is what product do you have and what impact is
it going to make on a partner?
The the issues that I seesometimes going into conferences
is the partner's like yeah, Istill want to meet up with you
and I I definitely want to dothe follow-up.
Let's take a look at theproduct.
Unfortunately, that's not whathappens.
I like to go into conferenceand and get my appointment right
(05:00):
on the spot so that we're ableto really show case what it is
or bring them.
You know, a lot of my partnersknow me.
I come up and I go hey, I haveto introduce you to somebody and
they know I'm going to dragthem over to a booth or I'm
going to drag them over to oneof the ISVs.
They know I'm going to do thatand so and thank gosh that all
(05:20):
of them are just, absolutely,you know, wonderful, they allow
me that grace.
And okay, terry, let me go meet.
Yeah, I'd love to collaborate.
I'd love to get to know, so,strategy-wise, what is it?
It's what partners are sittingin what verticals, with what
industry specifics and how can Ime, terry, take this IASB in to
(05:45):
drive more revenue for thatpartner.
So that's my strategy, and sowhen I'm going up to a partner,
I have an intent.
My intent is I'm goingspecifically after you,
christopher.
He's lived through this, he'sexperienced this firsthand.
He's experienced this firsthand.
(06:08):
So if I know for sure thatyou're hitting a certain market
and you're doing a certain areaof the market, that I'm going to
bring that isv straight andforward to you.
Introduce the partner and theisv need to work the
relationship out.
I'm just there to do theintroductions and so I can make
an.
You know I have a lot offriends in the community.
They're great, they'resupportive and I just believe in
(06:30):
their partner practices andwhat I'm hoping to do from my
side is help their practice grow.
Speaker 1 (06:38):
That's nice.
Speaker 2 (06:39):
That's excellent.
So you work with the ISVs andyou go to the conference and try
to match the ISVs up withpartners that may have a market
for their product, or to workwith the ISVs to market their
product.
Speaker 3 (06:56):
Basically it has to be the right market, like I'm
coming into one that this ifthey take on, they don't have
this vertical yet they can adaptto this vertical, so meaning
that there there could be a longstream of revenue that's going
to start coming into theirpartner practice by just opening
up themselves to generating newopportunities in this one
(07:18):
vertical, with this one industry.
It's amazing, and we've sat,we've put together the marketing
.
I can't tell you yet whobecause it's going to be
announced pretty soon, butthat's the exciting you can tell
us.
Speaker 1 (07:29):
We won't tell anybody , please tell us, I believe I'll
bleep it or you can tell uswhen it's coming out and we'll
let.
Speaker 2 (07:38):
We'll both release this afterwards, which, by the
way, I do want to go back to.
Something that's unique that wedidn't say is we're recording
both podcasts simultaneously.
So we're recording the podcastfor us to distribute using our
platform, and we're using yourplatform to record for your
(07:58):
podcast, so we're doing twopodcasts at one.
I do thank you for that,because that is something that
I've wanted to do for a verylong time to see how it works.
Speaker 1 (08:08):
And I like it.
A different perspective too.
It's a different.
I like it.
Speaker 3 (08:10):
Yeah, it's coming from two different views.
I mean, I can see the recordingon the teams, which is pretty
pretty.
I mean it's cool from TerryTalks aspect, so you aspect, um,
so you, I kind of gave you guysa little bit, and thank you
very much, brad, I mean, forgiving me this opportunity to
test this theory out, because Ithink it's kind of innovative
and kind of neat in my in inthat sense.
(08:33):
Um, but let's talk aboutdynamics corner.
What's going on here, guys?
Talk to me, what is this allabout?
What are you guys up to for2025?
Speaker 2 (08:47):
so many things a lot of things it's where do you
start?
We've chris and I started doingthis podcast.
This is our fourth year orcoming up on our fourth year and
, to be honest, it's it's ablurb in time.
It feels like.
It feels like we just starteddoing this yesterday and we've
progressed a lot over it, but westarted it from just a passion
(09:08):
from the Business Centralcommunity and we wanted a way to
give back, in a sense bysharing information.
We both appreciate and like toshare content.
We have always shared contentvia speaking at conferences,
blogging, participating inforums and the like, and we were
talking one day and said, hey,let's have a podcast, and early
(09:30):
on we wanted to do tips and tipstype things, but then we
started having guests and thenwe found that we really enjoyed
the human aspect of it.
So not only do we like to getindividuals of the community to
have a voice of their own, forpeople to learn a little bit
about them if it's an ISV, tolearn about their product, if
(09:51):
it's a partner, to learn abouttheir services, if it's a user,
just to learn a little bit abouthow they're using the
application.
It's sort of evolved to wherewe talk about how there's a
human side in essence, we reallydon't say it, but we talk with
individuals about what they havebut also get to know the
individuals behind a lot of thiswhich I think to me is
important, because we have sucha large community but it's still
(10:11):
such a small community because,it seems, everybody knows each
other.
It's true we have progressedoutside of Business Central, but
not necessarily what I callBusiness Central.
Not outside of Business Centraland Spectrum, because we have
the D365 stack, because we talkwith individuals that focus on
power platform, customerengagement, business Central or
(10:34):
even other areas.
So that's what we have lined upfor 2025.
We already have a rather fullcalendar for the first quarter.
We're scheduling out to themiddle of the year and we have a
number of other guests thatwe're hoping to have on and
schedule for later in the year.
Speaker 1 (10:51):
And then all the conferences on top of that.
Speaker 3 (10:54):
I think this is awesome.
It's a great way to outreach.
You know, I have been in acouple of different ERP
ecosystems and I tell yousomething there is nothing like
ours.
There really isn't ours, itreally isn't experienced, um,
like I said, and I love the, theembrace that our community
(11:14):
actually takes in.
You know, there may be a few ofthose that are not as um, you
know they're not as passionateabout networking or this, but
they still take time out to sitdown, you know, in a quiet area,
have good conversation.
So they're very embracing withthe community and embracing with
, you know, just everybody.
(11:36):
It's very diverse.
I love the feeling thateverybody's there to help one
another, you know.
Speaker 2 (11:44):
It really has become that.
So on the flip side, I do havea few questions back on the
conference and the ISVs, becausethat's something that you do
often.
But now tell us a little bitabout Terry Talks.
Speaker 3 (11:57):
So Terry Talks is about presenting not only the
ISV itself.
What I am trying to start isgetting information out, because
you're a partner practice thatmight see an interest in a
product that you really didn'tpay attention to and you can
reach out to me.
You can also, when you seeTerry Talks, I'm starting to vet
(12:20):
also different ISVs and howwell they work within the
business central, believe it ornot.
Or a partner will come up andask me hey, terry, you know I
was looking at this ISV productversus this ISV product, what do
you think?
So Terry Talks has given methat opportunity.
I'm also bringing in in mywebsite.
(12:41):
You'll be seeing an educational.
I have Guide 365 resources, soI have resources that will be
coming in for our partners.
So Terry Talks 2025 is going tobe expanding on these matters as
well.
I'll be doing a lot of segmentson you know how you can get
your 800, how your partnerpractice can get all of your
(13:02):
juniors aligned to get all thesecertificates, get GP partners
aligned for their certificatesto start bringing on you know,
bc cloud implementations, and soreally, that's what Terry Talks
is all about Just talking aboutnot only the ISVs.
That was my first focus.
Now I'm expanding in, as yousaw.
(13:24):
You'll see, with AJ I justposted that this week and it has
to do with Copilot and you knowit talks about only Copilot
fans and he talks about allkinds of different things, and
it's just really exciting andyou know, ai and Copilot now are
my best friends.
Ai and Copilot now are my bestfriends.
It's my trigger every day if Ihave a question or I want to
(13:46):
summarize something a little bitshorter or more professionally
or more with excitement onthings of this sort.
Of course, I got my ownlanguage, but wow, did it take
off like a shave an hour ofwriting something?
So exciting news.
And I'm seeing the agentscoming into Now.
Y'all know I work with one ISVand I'm going to name DataCurge.
(14:08):
Now they are using AI, but notonly that.
They already have agents forfinance, agents for customers
and agents for items.
So it's amazing how this hasalready progressed into the next
level of AI and co-pilottogether, and Fabric is coming
into their genre pretty soon aswell.
Speaker 2 (14:27):
That's awesome.
Co-pilot is amazing.
It's a great tool that, whenused appropriately and you need
to have an understanding, in myopinion, of what you're looking
for and what you can expect fromit it's not going to solve all
your problems.
It's not going to answer allyour questions.
You really need to know how touse the tool.
(14:48):
I say in many episodes becauseco-pilot AI seems to talk.
You know everybody's talkingabout it in 2025 and even the
tail end of 2024, but you haveto use the right tool for the
right job, and AJ's onlyco-pilot fans, I think's
hysterical, I was talking withhim about that before he started
and he was telling me about itand I just couldn't believe it
(15:10):
and I'm happy to see that hefinally yeah, he pushed through
that man and he became thecreative name for the.
Speaker 1 (15:17):
You know the ajai it's.
It's unique when he first saidthat I'm like, oh, that's
interesting, and then like, Ithink a couple months later it's
like, oh, wow, it's.
It's unique when you first saidthat I'm like, oh, that's
interesting, and then like Ithink a couple months later it's
like oh wow, it's live.
Speaker 3 (15:27):
Yeah, it's, it's live .
He's got nine segments upalready on there.
There's a lot of information.
It's a lot of information frombasic to.
You know, he goes into somereally deep topics and
conversations and you know, I'monly so techie so at one point I
it geeks me out.
So if it's starting to geek meout, that means it's super
intense and it's going intoplaces that I think you know the
(15:49):
300 level, 400 level will love.
So you know, I love that partof it.
I think the one great thing isis that you still, even with
co-pilot and AI, as much as it'salready being embedded what I
really love you still have tohave that human touch exactly,
you can't do it without thathuman touch, because my mindset
or my thought processes or my I,you know, my idea, or any type
(16:13):
of format that I have foranything, it still has to have
that human touch.
So you're not taking that awayabsolutely.
Speaker 2 (16:20):
The business relationships will be the most
important aspect of it, or thehuman relationship as we
progress through the world.
Speaker 1 (16:28):
Because in the world of automation, in the world of
technology, if we segmentourselves, being communal
species, we still need thathuman touch and the
relationships will become moreimportant yeah, yeah, as systems
talk to each other now, it'snow more important to to build
(16:49):
and continue bridging that,because now you have systems
talking, what's, what are thenext steps?
The next steps is focusing onthat relationship more and more
in this age yeah, that is sotrue and then the folks over at
data coverage are great, camilletristan the whole team over
there.
Speaker 2 (17:05):
I love seeing them at conferences.
Awesome.
And just remind him he needs tobring candy to directions oh
yeah, I'll be sure, I'll be sure, we're prepping for that as
well.
Uh, um, make sure you have anote for them that I want my
candy because it's it's a funnystory from Poland, from Poland,
yes, and I'm hoping to get thedirections of Mia this year in
(17:28):
Poland, uh, which would be greatjust from.
There's a number of wonderfulindividuals that are in the
business central community fromPoland.
Speaker 3 (17:35):
It's really, it's really crazy as we prep.
So we're prepping for NorthAmerica right now as well.
Okay, I have seven on the floor, so I have seven ISVs on the
floor that I'm prepping for.
Each one has an individual plan, it has its own targets, it has
its own kind of music to theears, and so, as we set and we
put those together, I'll makesure that Camille brings Brad
(17:56):
the candy from Poland.
Speaker 2 (17:58):
Absolutely, and it goes back to I saw him at
Directions no-transcript.
Speaker 3 (18:25):
The last conference did he have some at summit?
Speaker 1 (18:29):
yeah, I ate half of it, brad, before you got to it.
Speaker 2 (18:33):
I ate a lot of it, by the way it was good which is
good so the conferences nowthere are a lot of conferences,
many conferences.
There are partner-focusedconferences with the Directions
Track, community Summit,dynamicscon and some others in
(18:54):
Europe are user-focused orcombined.
I wouldn't say user-focused.
I mean they may be user-focusedbut it's a combination of
partners and users With adirections line I call call.
Speaker 3 (19:04):
it is focused on partners so dynamics minds is
more focused on actually fivetracks.
So it has your end users, ofcourse, has your fo, bc, ce and
power.
So what's really great aboutthat?
It has a combination of quite afew tracks.
I'm the sponsor chair for it.
I've been working for thissince the first year and it's
(19:26):
just getting bigger and bigger.
So love that conference thatcomes up in May.
So first is Directions NorthAmerica.
Now I have IAMCP that Iparticipate here in, the actual
what is going on here.
I'm seeing something happeningon my screen apologize, see how
(19:48):
that can do.
You flash up and you're likewhat the heck's going on, uh.
But the the first is I haveiamcp coming up in munich.
That's a big one for the germancommunity.
Then I have, um, the directionsnorth america from directions
north america.
Then is directions uh.
Then I have the DirectionsNorth America From Directions
(20:10):
North America.
Then is Directions Asia, thenfrom Directions Asia, and that's
like May.
I think it's the 6th, 4th orsomething.
I think I'm leaving on the 4thof May through to the 7th or 8th
, I can't remember exactly thedates.
They're all in my calendar now.
Then I leave for Dynamics Minesat the end of May and that's
(20:30):
when Dynamics Con is happeningright around the same time area
and there's a couple of otherconferences that are happening
at that time, and then afterthat I think it's yeah, summit,
and then from summit it's emiawow, your travel times must be.
Speaker 2 (20:49):
That's a lot of miles for you there, but from your
audience of the isvs and thoseconferences.
There's a lot of conferences tochoose from.
How should an isv, or how doyou help an isv, determine which
conference they should go to?
I mean, I think it's achallenge to get to them all.
(21:09):
You had just even mentionedDynamicsCon's mid-May, and
Directions Asia is also in May,so it's tough sometimes from the
two places at once.
And also, with all of that,travel across the world.
In this case, with theconferences.
There are budgetary constraintsin some cases, to make sure
that you're spending your moneywisely, so what strategy do you
(21:33):
have for choosing whichconferences to attend and have a
presence at?
Speaker 3 (21:37):
I think no matter what you should be at every
conference you can possibly getto, but that doesn't mean you
have to have a booth andeverything going for you there,
okay.
Okay, I just have a differentmindset.
I let the ISVs know that youshould always be a walking
talking branding machine whenyou're at a conference, as
anybody should be right.
So, strategies for ISVs.
(21:58):
When I sit down to talk to anISV and I talk, okay, what kind
of budget, annual budget, do youhave for conferences?
So let's take a look at that.
And then, once they're able tohelp me understand, what is
their annual budget alone?
Okay, what is the ROI we'retaking from these?
Okay, how many partners do weneed to meet versus how many
projects do we need to have inorder for that to be profitable,
(22:23):
if that makes sense?
So it really is sitting witheach individual ISB to figure
that part out More bang, morebuck for your bang or bang for
your buck, however that's.
I can't remember in English howthat and, believe it or not,
that is my first language, butit's because German switches
(22:45):
everything kind of sometimesswitches it the other way around
.
The main thing is being able tosit down and talk to the ISV
about what they want toaccomplish out of conference,
like going to the North Americanand opening up this with my new
upcoming company.
We're just at Directions Zzemia.
This is their area of expertise.
(23:06):
You know they're another germancompany that is going to
absolutely, uh, really open somedoors for some partners to make
some serious you have to tellus who it is now you can say
their names.
Speaker 2 (23:22):
You have to tell us, it's SingHammer.
Speaker 3 (23:25):
SingHammer is coming out with Dice, which is the IT
software modules for if you area developer or if you're an IT
company of any sort, or ifyou're also in managing services
.
So, no matter which way thesoftware dice D-Y-C-E is coming
(23:46):
out, it is coming out strong.
It's already here in Europe,it's already implemented, but
it's exciting.
And so I'm sitting with themand we're talking about how
we're going to go to market.
Right.
Well, where do they go fromhere once they open themselves
to the US market?
Well, you can't just stop atDirections.
North America guys, you have toremember.
(24:09):
You have to do Summit and youshould get into Dynamics Con.
Okay, but right now they're asmall group.
So this is an SI that turned,and they've been working on this
ISV product for more than 20years, so this is their
specialized ISV product.
So now it's taking Dice toVegas Nice.
Speaker 2 (24:35):
That's perfect.
Talk about a creative taglinetaking Dice to Vegas.
I like that.
And I hope at that their boot.
Are they doing a booth?
Speaker 3 (24:44):
they're doing a booth now their booth is going to be
something different.
We're working on a reallyspecial evening event on sunday,
as everybody's coming in to.
Uh, you know oh I.
Speaker 2 (24:59):
I hope they have some dice at the booth.
I'll have to check it out I'llhave to check it out on sunday.
I think I arrive early sunday.
Well, early sunday morning forlas vegas, not early sunday
morning for the rest of theworld because yeah, it's
afternoon for you, I know I'mflying in a couple of days
earlier.
Speaker 3 (25:17):
I've got family my company is actually owned out of
las vegas.
I'm a you know las ve Vegascompany owned.
My company's headquarters isthere, so family's there.
So it's kind of nice to go homeand that's not my real home.
My real home is Los Angeles.
But I based myself out of LasVegas because the international
get to get in, get to get outand all my fun cousins live
(25:40):
there.
Speaker 1 (25:42):
Well, they're from Vegas, of course.
Speaker 2 (25:44):
Yeah, vegas will be something.
It will be something.
Speaker 3 (25:50):
Yeah, and I'm trying to keep you know quite a few
together.
I'll be repping Cosmo Solutionsto Go.
So Cosmo Solutions to Go isthere.
That's discrete manufacturing,process manufacturing.
They're also going to be on thefloor, so I'm hoping to get
this big evening event kind ofput together just so we can have
some fun.
Speaker 2 (26:08):
Well, you have to keep me informed of the events
for the evening, you know how itis with German.
Speaker 3 (26:15):
You got to hold that beer a certain way.
It's not like this.
Speaker 2 (26:18):
It's like this so you're having a German themed
evening.
Speaker 3 (26:22):
I got to, you know, evening.
I got to you know, I just gotto.
Speaker 2 (26:26):
I think you need to do that.
So it is the challenge with allof those conferences and I've
always asked that question ofwhich conference should someone
choose to go to and it is achallenge and I really do think,
like you said, there'sdifferent perspectives.
There's the user or partnerperspective and there's also the
(26:46):
ISV in the partner perspective,right, and I think you have to
understand something.
Speaker 3 (26:52):
For an ISV to invest in Directions North America or
to invest in Directions EMEA,when they're investing these big
dollars for these booths, it'sto gain new resellers for their
actual ISV product.
So when you see these sponsorsout there, go up, take a look,
get engaged.
I'm telling you partners, getengaged, because the minute you
(27:13):
get engaged you might find a waythat you can build more revenue
right inside your own partnerpractice and you didn't even
realize it was out there.
That's the amazing thing, youknow.
Speaker 2 (27:26):
That is the value I see of those exhibitors and I
think everyone should hit theshow floor from the partner
perspective and also the userperspective when it's a
user-focused conference, exactly, yeah, you can see the options
and the solutions that are outthere.
Business Central is a greatproduct and they keep adding
more and more functionality toit, but it doesn't obviously.
(27:48):
That's why there are partnersthat create extensions, that's
why there are RSVs to augmentthe application with other
unique features that may not bewithin the global product but
just even have an awareness ofwhat's out there, so that you
can help make yourimplementation, whether you're
from the partner or the userpoint of view better without
having to build it.
(28:08):
That whole build versus buy andthe carrying cost of having
those modifications where youmay be able to find a solution
that does it for you or almostall the way for you, can be a
huge savings and that awarenessis extremely important.
Yeah, just from a visibilityperspective.
Speaker 1 (28:26):
It's really real important just to be seen so
that people can be more, muchmore aware of your product.
Now, terry, I'm curious comingI'm coming from isvs from europe
coming into the us.
Do you find it a little bitmore difficult for them to get
into the us versus, you know,within the getting partners?
Speaker 3 (28:44):
Yeah, I mean, partners are kind of like well,
this is a European product, howam I going to sell this?
You know, it's really not aboutthe product.
I think that the mindset that Iwant to surely share with
partners partners look, youcontinue using the same genre of
whatever you have, just becausethe requirements are there and
you feel that you have all theproducts that are right.
I'm not going to take away that.
(29:04):
You have something that'sworking for you right now.
But what is really, I think,most interesting for you
partners, is you need tounderstand that guess what it's
changing.
The dials are changing and thesoftware is changing and
innovation is changing.
(29:25):
And if you just it's like, haveyou ever tried different
macaroni and cheeses or pizzas?
You're out there tryingdifferent things to find the
best one that you just say, yo,that's my mac and cheese or
that's my pizza, right, I lovepizza, by the way.
Speaker 2 (29:42):
And I love making pizza and now I smoke pizza.
But I don't eat the same pizzaevery day.
Sometimes I'll make it.
I told you, I can just talk.
I made.
You know what I made the othernight?
I smoked chicken thighs andthen I smoked my pizza.
Now I smoked bacon and I made.
Then I smoked my pizza, now Ismoked bacon and I made.
(30:03):
I make my own dough.
I made my own sauce this timeto give it a shot.
So I made pizza with smokedchicken thighs and smoked bacon
and barbecue sauce.
That was the best barbecuepizza I ever had and it was like
eating a sandwich.
That's awesome.
But I usually cook will cookother things, like pepperoni and
mushroom.
To go to your point, pizza ispizza, but you can have
(30:23):
different flavors and toppingsdepending upon your audience.
Speaker 3 (30:27):
So everybody's got, everybody's got, you know, a yin
and a yang on what they reallylike, you know, and that's all
great, uh, but it just to getthe mindsets open.
And I go back to saying we havea lot of partners out there
that are still in that oldschool mentality and I want to
say, way back in the NAB dayswhere everything had to be
(30:48):
developed right, okay, owners,hold on to your seats.
Terry's here to tell you, wakeup.
It's probably already beendeveloped, it's already there.
Let me know, I'll find it foryou and we'll get you that
solution for that requirement.
It's there you're the matchmakerI have been the matchmaker for
(31:09):
going on.
Speaker 2 (31:09):
Let's see seven, eight years I've been kind of
doing this thing, so yeah chrisjust gave you a new nickname, so
you need to introduce yourselfas terry the matchmaker.
Now I know what you do.
Speaker 3 (31:19):
You're a matchmaker, you're matching partners in ISVs
.
Speaker 2 (31:23):
Just make a shirt.
Speaker 1 (31:24):
Terry the Matchmaker.
That's an important thing to doin this space.
It is a very important thing.
Speaker 2 (31:28):
Introductions are extremely important and, with
someone may not know, it speedsup the relationship process.
It's almost like having speeddating, in a sense, because you
can find out.
Okay, I know these people havethese requirements.
I know these people have thissolution.
Let's get you together.
Instead of you having to walkthis sea of 2,000 people to see
(31:50):
if you can find the person thatyou're with, let's narrow you
down to 10.
Speaker 3 (31:52):
Yeah, like with Christopher, I study his partner
practice.
I know the ISVsvs he needs, andthen I'm gonna be.
I'm already gonna grab you,christopher, because pos needs
to be on your genre man.
Speaker 1 (32:03):
Yes you know, you've got.
Speaker 3 (32:04):
You've got pos.
One is like another one of myisvs, it's all you know retail.
There's ls retail, there's pos1365 and there's two different
genres.
Yeah, ls retail can go all overthe place and it's for really I
mean you're talking more usersthan it can be.
(32:24):
But if you've got 10, 15 POSsystems that need to be utilized
within business, you don't needsomething that big, you need
something small.
Pos 365 can take care of thatin an instant.
Speaker 1 (32:38):
So those are the matchmaking moments that I and I
will be grabbing his hand orI'll be bringing the ISV
straight up to him and sayingthis is good for us, We'll get
the directions.
Speaker 2 (32:48):
I'm going to sit from afar with the camera and I'm
going to video that whole thing,I'm going to know where you're
at, because I've got to find youtoo.
Speaker 3 (33:05):
Hey, brad, you've too .
Hey brad, you gotta meet thisguy, you gotta meet this guy.
It's all the same.
No, it's good.
It's good.
We appreciate that, mark.
Uh, doctrine from dsw.
I and aj laughed about it oneyear because they said terry, I
swear, I find it so hilarious.
You just come in and say, hey,mark, I want to introduce you to
, and then you turn around andleave and I go well, I give you
guys a space so you guys can getto know one another, because I
already have a greatrelationship with you, mark, and
I have a great relationshipwith you, know, morton.
(33:27):
So why wouldn't I let you guysget to know each other?
Because that's the whole thingEverybody doesn't know one
another.
They've seen each other, butthey don't really know each
other.
Speaker 1 (33:37):
So that's the best part of that you really need to
do speed dating isvs or isvpartners, that should almost be
a session at a conference, likeit's.
Speaker 2 (33:49):
I think they should have a session.
I.
I like the round table typesessions or the ask the experts,
like I.
I like all the sessions and andI appreciate anybody that
presents, because it does takeyou know, you talk about
preparation for ISVs, speakers,presenters, isvs that have
sessions.
It does take some time.
But I also like the Ask theExpert roundtable, roundtable,
(34:12):
quick tip type sessions becausepeople can get engaged and have
it.
But I think there needs to be asession on speed dating.
Speaker 1 (34:18):
I call it, let's do.
It needs to be a session onspeed dating like college, let's
do it.
Speaker 2 (34:21):
Submit a session called.
Speaker 1 (34:22):
There was a session there was a session where they
had a panel like that where theyhad partners um partner panels.
I was uh, I was a part of it,which is which was amazing
because it created conversationand the whole um attendance were
all ISVs and they wanted toknow from an ISVs perspective of
how partners would love to workwith ISVs.
(34:44):
That was an amazing session.
Like we need more of that.
Speaker 3 (34:47):
We do need more of that.
Speaker 1 (34:49):
Because you know a lot of the Directions Conference
.
You learn about some productsand maybe some practices, but an
open conversation like that itwas amazing, because then I get
to hear how they would lovetheir partners to be, so we can
adjust and then vice versa.
It makes it easier to work thatway.
Speaker 3 (35:06):
Submit, brad Submit, we can do it together.
Submit us off work.
Speaker 2 (35:11):
It's too late for directions, but we'll have to
see what we can do.
Summit hasn't had the call forspeakers yet.
I think DynamicsCon already uhlocked in for their sessions for
may which is your summit summit.
We'll have to see.
I have a few sessions that I'mI'm all I'm doing, all
co-presenting sessions.
I think going forward, uh,looking for co-presenting
(35:31):
sessions, uh, if I haven'tpicked them yet, because I like
the dynamic of having multiplepeople.
But, to chris's point, havingthis type of session where you
have it, we should just call itspeed dating.
We'll have to talk about that,because I think it would be good
to where individuals going tojust get to know each other and
ask questions from point of viewand perspective, and get a lot
of people in there to askquestions, and even in Summit,
(35:51):
the users could attend, becausenow they can say, ok, partner,
ok, okay isv.
This is what my problem is.
Yeah, I like, I like it, I likeit.
So I think it's good.
I appreciate you taking thetime to speak with us and have
us on your podcast I'd like tothank you both for being on
terry talks.
Speaker 3 (36:09):
It's been a great pleasure.
We can do this as many times asyou guys want, but I'm all for
the sessions.
Let's get something out there.
Brad and christopher, let's seeif we can't get terry talks
dynamics corner.
Isv partner speed dating I likethat idea.
Speaker 2 (36:26):
No, we appreciate your time, we appreciate all
that you do and looking forwardto uh attending that event in
vegas on sunday, absolutelyhaving it on sunday.
Just let me know when you'redoing it.
Speaker 3 (36:36):
I'll be letting you guys know, for sure, for sure
she's going to find you.
Speaker 1 (36:41):
Brad and she's going to drag you.
Speaker 2 (36:43):
She's not dragging me anywhere because I'm going to
be in disguise.
Speaker 3 (36:46):
All good.
No, it's good, you can drag mearound.
Speaker 2 (36:49):
I'm looking forward to seeing you again.
I appreciate the conversationsthat we have.
Speaker 3 (36:52):
Such a pleasure, gentlemen, it's been a great
pleasure.
I I'm going to have to drop off.
I got, oh yeah, another ISV totalk to today.
All right, thank you very much.
Thanks, terry.
See you soon, bye.
Speaker 2 (37:02):
Thank you, chris, for your time for another episode
of In the Dynamics Corner Chair,and thank you to our guests for
participating.
Speaker 1 (37:10):
Thank you, brad, for your time.
It is a wonderful episode ofDynamics.
Corner Chair.
I would also like to thank ourguests for joining us.
Thank, corner chair.
I would also like to thank ourguests for joining us.
Thank you for all of ourlisteners tuning in as well.
You can find Brad atdeveloperlifecom, that is
D-V-L-P-R-L-I-F-Ecom, and youcan interact with them via
(37:33):
Twitter D-V-L-P-R-L-I-F E.
You can also find me atMattalinoioM.
A T A L I N Oio, and my Twitterhandle is Mattalino16.
And see, you can see thoselinks down below in their show
notes.
Again, thank you everyone.
(37:54):
Thank you and take care.
You, you, you, you.
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