1. GPPC Connections 2011 | November 6-8 | Las Vegas, NV Are You Making or Breaking Your ISV / VAR Relationship? Quentin Martin - Tectura Jon Rivers – Data Masons, Inc.

2. Connections 2011 | Nov 6-8 | Las Vegas, NV Better Relationships = Win Win!

3. Connections 2011 | Nov 6-8 | Las Vegas, NV VAR Lack of resources by VAR Lack of documentation by ISV Inconsistency with delivery of services, software estimates Relationship Challenges ISV How do I know am being treated equally when you have multiple offers in my space? Communications How do I get you to look at my solution? ISV How do I know am being treated equally when you have multiple offers in my space? Communications How do I get you to look at my solution?

4. Connections 2011 | Nov 6-8 | Las Vegas, NV What are your expectations? ISV Why are you calling me? Are you looking to replace another solution or? Do you have a client asking for our Solution? ISV Why are you calling me? Are you looking to replace another solution or? Do you have a client asking for our Solution? VAR Client needs additional functionality that base GP cannot handle Business model has changed since implementing base GP and needs to add on

5. Connections 2011 | Nov 6-8 | Las Vegas, NV ISV How do you manage the various ISV's & make sure to offer the right solution for the customer Why not have 1 go to solution? Leads – who will you recommend ? Multiple competitive solutions? VAR Clients expects us to give them a choice Tectura is acting on behalf get best solution for investment Tectura works with the top 2-3 ISV’s in each category VAR Clients expects us to give them a choice Tectura is acting on behalf get best solution for investment Tectura works with the top 2-3 ISV’s in each category

6. Connections 2011 | Nov 6-8 | Las Vegas, NV VAR ISV should be certified by Microsoft as well be on a VAR list of whom they will deal with Hands off opportunity versus having VAR engaged Case studies, client references Trust, expectations… ISV Built inside Dynamics versus outside Selling Models – Partner or End User only – Hybrid Maintenance Collection Level of commitment Margins ISV Built inside Dynamics versus outside Selling Models – Partner or End User only – Hybrid Maintenance Collection Level of commitment Margins

7. Connections 2011 | Nov 6-8 | Las Vegas, NV VAR Frustrations, ISV dealing with VAR direct, vice versa Thoughts on how ISV Partnership Guidelines Less Bugs more expensive ISV solution? What makes an ISV Solution Successful? Multiple ISV’s joining forces to give a complete solution? ISV Partnership Guidelines Less Bugs more expensive ISV solution? What makes an ISV Solution Successful? Multiple ISV’s joining forces to give a complete solution?

8. Connections 2011 | Nov 6-8 | Las Vegas, NV ROUND TABLE Open Forum

9. Connections 2011 | Nov 6-8 | Las Vegas, NV Contact Information Quentin MartinJon Rivers www.linkedin.com/pub/quentin- martin Linked Inwww.linkedin.com/in/jonrivers Quentin.Martin@tectura.comEmailjon.a.rivers@gmail.com Twitter@Jon_Rivers Twitter@DataMasons Blogwww.datamasons.com/blog/ BlogERP Software Blog FacebookData Masons Page