0:00

Welcome everyone to another episode

0:02

of Dynamics Corner Speed

0:04

dating in Dynamics . I'm

0:06

your co-host , chris .

0:08

And this is Brad . This episode was recorded

0:10

on February 6th 2025

0:13

. Chris , Chris , Chris . Speed

0:15

dating in Dynamics that's an interesting

0:18

topic . It's one that

0:20

I would like to hear more about , and

0:23

in this episode , we had the opportunity

0:25

to talk with Terry

0:27

from Terry Talks , as she was

0:29

recording the podcast Terry Talks while

0:31

we were recording this , to have a dual podcast and

0:34

learn a little bit more about speed dating

0:36

and dynamics . All

0:51

right , good morning , good afternoon , good evening . How

0:53

are you doing ?

0:54

Hey man , I'm doing great . You know , what's really funny is

0:57

, as we were talking and we first got on here , I was

0:59

like , okay , good afternoon . I was like

1:01

, oh wait , you're in the States , it's good morning

1:03

. So yeah , fun , good

1:06

afternoon . I was like , oh wait , you're in the states , it's good morning , so , yeah , fun

1:08

. So I am the munich timeline . At this point in the afternoon it's three

1:10

o'clock and I've already had a start of

1:12

my day already at , you know , like starting

1:14

at nine .

1:15

So I know you guys are just starting your day

1:17

yeah we're just starting

1:19

my day I've

1:21

been up , I haven't had uh coffee .

1:24

No , I've been up since 3am local

1:26

time , so my day

1:28

is maybe just

1:31

as progressed as yours , probably

1:34

we've

1:37

been doing right now .

1:38

I'm working on a couple of new tasks . You know we've got

1:40

quite a few exciting

1:43

, you know , conferences coming

1:45

up and I'm pretty excited about prepping for these

1:48

. Uh , I have another german isv

1:50

coming into the united states

1:52

, uh , for direction south america . So

1:54

prepping all that is just , uh

1:56

, some some really

1:58

intriguing , getting down

2:00

to go-to-market strategy

2:02

type of stuff . You , you know .

2:05

That is interesting because it is

2:07

what I mean . I guess now , with

2:09

all of the conferences year-round , every

2:12

season is conference season , because I hear

2:14

individuals talk about conference season . I think

2:16

it's a matter of their perspective . But it's

2:18

interesting that you had mentioned , I know , directions

2:21

North America is coming up in April , outside

2:23

of any of the local road shows or

2:25

meetups that occur . Dynamicscon

2:28

is in May . Community Summit

2:30

is in October . You have BC

2:32

Tech Days , you have Dynamics

2:35

Minds , we have all of these podcasts

2:37

that also happen . Directions , emea , directions

2:39

Asia in Europe . And

2:42

there's a question I ask

2:44

a lot of people and

2:47

I like to hear the different perspectives because I'm starting

2:49

to get some insight and I understand differently

2:53

on some of the things is how

2:55

do you choose which conferences

2:57

to go to and what

3:00

do you do for preparation for those conferences

3:03

, based upon what you're doing ? And

3:05

I have some thoughts and some collections , a

3:07

collection of thoughts , excuse me , from

3:10

the conversations I've been having , and

3:14

it completely changed

3:16

my perspective on conferences .

3:18

There's a lot of preparation prior . So , first and foremost

3:21

, from my side , my perspective as a business

3:23

developer , I look

3:25

at working with the ISV exactly

3:27

on what their message is , what is their

3:29

commercial message going to conference

3:32

. And I am prepping to

3:34

make and ensure we're bringing that voice

3:36

over from what they're really , not

3:38

only from what they've built , or so

3:41

it's the go-to strategy

3:43

, the sales strategy , the

3:45

market material , the

3:47

lineup of who's going to be there

3:49

, the logistics

3:52

of everything . Then

3:54

there's the events that you have to set yourself

3:56

up , and what do I love the most ? Of course

3:59

it's networking . So it's

4:01

all those things

4:03

you have to put together . So it's all those things you have

4:05

to put together and for each conference and for each ISV

4:08

because Terry works with many , so me

4:10

, I have about

4:12

six different strategies

4:15

within one conference . So

4:17

most of our partners or

4:20

our ISVs that go in they have one strategy

4:22

which I work with them on , the ones I work with .

4:26

I'd like to talk about that too when we

4:28

break from your strategy . An

4:31

ISV strategy . Going to a

4:33

conference is amazing

4:36

.

4:39

First is what product do you have and

4:43

what impact is it going to make on a partner

4:45

? The the issues that I see

4:47

sometimes going into conferences is the partner's

4:50

like yeah , I still want to meet up with you and I

4:52

I definitely want to do the follow-up . Let's take

4:54

a look at the product . Unfortunately , that's not what

4:56

happens . I like to go into

4:58

conference and and get my appointment right

5:00

on the spot so that we're able to really show

5:02

case what it is or

5:05

bring them . You know , a lot

5:07

of my partners know me . I come up and I go hey

5:09

, I have to introduce you to somebody and they know

5:11

I'm going to drag them over to a booth or I'm going to drag

5:13

them over to one of the ISVs . They

5:16

know I'm going to do that and so

5:18

and thank gosh that

5:20

all of them are just , absolutely

5:22

, you know , wonderful , they allow

5:25

me that grace . And okay , terry , let

5:27

me go meet . Yeah , I'd love to collaborate . I'd love

5:29

to get to know , so , strategy-wise

5:31

, what is it ? It's

5:36

what partners are sitting in what verticals , with what industry specifics

5:39

and how can I

5:41

me , terry , take this

5:43

IASB in to

5:45

drive more revenue for that partner . So

5:47

that's my strategy , and

5:50

so when I'm going up to a partner , I

5:53

have an intent . My

5:55

intent is I'm going specifically after

5:57

you , christopher . He's lived through this , he's

6:02

experienced this firsthand . He's

6:08

experienced this firsthand . So if I know for sure that you're hitting a certain

6:10

market and you're doing a certain area of the market , that I'm going to

6:12

bring that isv straight and forward to you . Introduce

6:14

the partner and the isv

6:16

need to work the relationship out . I'm just

6:18

there to do the introductions and

6:21

so I can make an

6:23

. You know I have a lot of friends in

6:25

the community . They're

6:28

great , they're supportive and I just believe

6:30

in their partner practices and what

6:32

I'm hoping to do from my side

6:34

is help their practice grow .

6:38

That's nice .

6:39

That's excellent . So you work with the ISVs

6:42

and you go

6:44

to the conference and try

6:46

to match the ISVs up with partners

6:49

that may have a

6:52

market for their product , or to

6:54

work with the ISVs to market their product .

6:56

Basically it has to be the right market

6:58

, like I'm coming into one that this

7:00

if they take on , they don't

7:03

have this vertical yet they can adapt

7:05

to this vertical , so meaning that there there

7:07

could be a long stream of revenue

7:09

that's going to start coming into their partner practice

7:12

by just opening up themselves

7:14

to generating new opportunities

7:17

in this one vertical , with this one industry

7:20

. It's amazing , and we've

7:22

sat , we've put together the marketing . I can't tell

7:24

you yet who because it's going to be announced

7:26

pretty soon , but that's the exciting

7:28

you can tell us .

7:29

We won't tell anybody , please tell us , I

7:31

believe I'll bleep it or

7:36

you can tell us when it's coming out and we'll let .

7:38

We'll both release this afterwards , which , by the

7:40

way , I do want to go back to

7:42

. Something that's unique that we didn't say

7:44

is we're recording both podcasts

7:47

simultaneously . So we're

7:49

recording the podcast for

7:51

us to distribute using our platform

7:54

, and we're using your

7:57

platform to record for your podcast

7:59

, so we're doing two podcasts at one

8:01

. I do thank you for that , because that

8:03

is something that I've wanted to do for

8:06

a very long time to see how it works .

8:08

And I like it . A different perspective too . It's a different . I

8:10

like it .

8:10

Yeah , it's coming

8:13

from two different views . I mean , I can see

8:15

the recording on the teams , which is pretty

8:17

pretty . I mean it's cool

8:19

from Terry Talks aspect , so

8:26

you aspect , um , so you , I kind of gave you guys a little bit , and thank you very much , brad , I mean , for giving

8:28

me this opportunity to test this theory out , because I think it's kind of

8:30

innovative and kind of neat in my

8:32

in in that sense . Um

8:34

, but let's talk about dynamics

8:36

corner . What's going on

8:38

here , guys ? Talk to me , what is

8:41

this all about ? What are you guys

8:43

up to for 2025 ?

8:47

so many things a lot of things

8:49

it's where do you start ? We've chris

8:51

and I started doing this podcast

8:53

. This is our fourth year or coming up

8:55

on our fourth year and , to

8:57

be honest , it's it's

9:00

a blurb in time . It feels

9:02

like . It feels like we just started doing this yesterday and we've

9:04

progressed a lot over it , but we started

9:06

it from just a passion from the

9:08

Business Central community and we wanted

9:11

a way to

9:13

give back , in a sense by sharing

9:15

information . We both appreciate and like

9:17

to share content . We have always shared content

9:19

via speaking at conferences , blogging

9:22

, participating in forums

9:25

and the like , and we were talking one day

9:27

and said , hey , let's have a podcast , and early

9:29

on we wanted to do tips and tips type things

9:32

, but then we started having guests and

9:34

then we found that we really enjoyed

9:36

the human aspect of it . So

9:39

not only do we like to get individuals

9:43

of the community to have a voice

9:45

of their own , for

9:47

people to learn a little bit about them if

9:49

it's an ISV , to learn about their product , if it's a partner

9:51

, to learn about their services , if it's a user

9:53

, just to learn a little bit about how they're using the application

9:56

. It's sort of evolved to where we

9:58

talk about how

10:00

there's a human side in essence , we

10:03

really don't say it , but we talk with individuals about what

10:05

they have but also get to know the individuals behind

10:07

a lot of this which I think to me is

10:09

important , because we have such a large community

10:11

but it's still such a small community because , it seems

10:13

, everybody knows each other . It's

10:18

true we have progressed

10:20

outside of Business Central

10:23

, but not necessarily what I call Business

10:25

Central . Not outside of Business Central and Spectrum , because

10:27

we have the D365 stack , because we talk

10:29

with individuals that focus on power platform

10:31

, customer engagement , business

10:33

Central or even other areas

10:35

. So that's what we have lined

10:38

up for 2025 . We already have a

10:40

rather full calendar for the first quarter

10:42

. We're scheduling out to the middle

10:44

of the year and we have a number of other

10:46

guests that we're hoping to have on

10:48

and schedule for later in the year .

10:51

And then all the conferences on top of that .

10:54

I think this is awesome . It's a great way to outreach

10:56

. You know , I have been in a couple of different

10:59

ERP ecosystems

11:01

and I tell you something there is nothing like ours

11:04

. There really isn't ours , it really isn't experienced

11:08

, um , like I said , and

11:11

I love the , the embrace

11:13

that our community actually takes

11:15

in . You know , there may be a few of those that

11:17

are not as um , you

11:20

know they're not as passionate about

11:22

networking or this , but they

11:24

still take time out to sit down

11:27

, you know , in a quiet area

11:29

, have good conversation . So they're very

11:31

embracing with the community and

11:33

embracing with , you know , just

11:35

everybody . It's very diverse

11:37

. I love the feeling

11:40

that everybody's there to help one

11:42

another , you know .

11:44

It really has become that . So

11:46

on the flip side , I do have a few questions back on

11:49

the conference and the ISVs , because that's

11:51

something that you do often . But

11:54

now tell us a little bit about Terry Talks

11:56

.

11:57

So Terry Talks is about presenting not

11:59

only the ISV itself . What

12:02

I am trying to start

12:04

is getting information

12:06

out , because you're

12:08

a partner practice that might see

12:11

an interest in a product that you really

12:14

didn't pay attention to and you

12:16

can reach out to me . You can also

12:18

, when you see Terry Talks , I'm starting to

12:20

vet also different

12:22

ISVs and how

12:24

well they work within the business central

12:26

, believe it or not . Or a partner

12:29

will come up and ask me hey , terry , you know I was looking at

12:31

this ISV product versus this ISV

12:33

product , what do you think ? So

12:35

Terry Talks has given me that opportunity

12:37

. I'm also bringing in in

12:39

my website . You'll be seeing

12:42

an educational . I have Guide 365

12:45

resources , so I have resources

12:47

that will be coming in for our partners

12:49

. So Terry Talks 2025

12:52

is going to be expanding on these matters as

12:54

well . I'll be doing a lot of segments on you

12:57

know how you can get your 800 , how

12:59

your partner practice can get all

13:01

of your juniors aligned to get

13:03

all these certificates , get

13:05

GP partners aligned for their

13:07

certificates to start bringing on

13:09

you know , bc cloud

13:12

implementations , and

13:14

so really , that's what Terry Talks is all about

13:17

Just talking about not only

13:19

the ISVs . That was my first focus

13:21

. Now I'm expanding in , as

13:23

you saw . You'll see , with AJ I

13:26

just posted that this week and it has to

13:28

do with Copilot and

13:30

you know it

13:32

talks about only Copilot fans and

13:35

he talks about all kinds of different things

13:37

, and it's just really exciting and you know

13:39

, ai and Copilot now are my best friends . Ai and

13:41

Copilot now are my best friends

13:43

. It's my trigger every day if I have

13:45

a question or I want to summarize something a little

13:47

bit shorter or more professionally or more with

13:49

excitement on things of this sort . Of course , I

13:51

got my own language , but

13:57

wow , did it take off like a shave an hour of writing something ? So exciting news . And

14:00

I'm seeing the agents coming into Now

14:03

. Y'all know I work with one ISV

14:05

and I'm going to

14:07

name DataCurge . Now

14:09

they are using AI , but not

14:11

only that . They already have agents

14:13

for finance , agents for customers

14:15

and agents for items . So it's

14:17

amazing how this has

14:19

already progressed into the next

14:21

level of AI and co-pilot together

14:23

, and Fabric is coming

14:26

into their genre pretty soon as well .

14:27

That's awesome . Co-pilot is amazing

14:29

. It's a great tool

14:31

that , when used appropriately and

14:34

you need to have an understanding , in my opinion

14:36

, of what

14:38

you're looking for and what you can expect

14:41

from it it's not going to solve

14:43

all your problems . It's not going to answer

14:45

all your questions . You really need

14:48

to know how to use the tool . I say in many episodes

14:50

because co-pilot AI seems

14:52

to talk . You know everybody's talking about it

14:54

in 2025 and even the tail end of 2024

14:56

, but you have to use the right tool for the

14:59

right job , and AJ's only

15:01

co-pilot fans , I think's hysterical , I

15:04

was talking with him about that before he started

15:07

and he was telling me about it and I just

15:09

couldn't believe it and I'm happy to

15:11

see that he finally yeah , he

15:13

pushed through that man and he became the

15:15

creative name for the .

15:17

You know the ajai it's . It's unique

15:19

when he first said that I'm like , oh , that's interesting

15:21

, and then like , I think a couple months later it's

15:23

like , oh , wow , it's . It's unique when you first said that I'm like , oh , that's interesting , and then

15:25

like I think a couple months later it's like oh wow , it's live .

15:27

Yeah , it's , it's live . He's got nine segments up already

15:29

on there . There's a lot of information

15:31

. It's a lot of information from basic to

15:33

. You know , he goes into some really deep

15:35

topics and conversations and

15:37

you know , I'm only so techie so at

15:40

one point I it geeks

15:42

me out . So if it's starting to geek

15:44

me out , that means it's super intense

15:46

and it's going into places that I think you

15:48

know the 300 level , 400 level

15:50

will love . So

15:54

you know , I love that part of it . I think the one great thing is is that you

15:56

still , even with co-pilot

15:58

and AI , as much as it's already

16:00

being embedded what I really love you

16:02

still have to have that human touch exactly

16:05

, you can't do it without that human touch

16:07

, because my mindset or my thought

16:09

processes or my I , you

16:11

know , my idea , or any type of

16:13

format that I have for anything

16:15

, it still has to have that human touch . So

16:17

you're not taking that away absolutely .

16:20

The business relationships will

16:22

be the most important aspect

16:25

of it , or the human relationship as we

16:27

progress through the world .

16:28

Because in the world of automation

16:31

, in the world of technology

16:33

, if we segment ourselves

16:36

, being communal species , we still

16:38

need that human touch and the relationships

16:40

will become more important

16:42

yeah , yeah , as

16:44

systems talk to each other now , it's

16:46

now more important to to build

16:49

and continue bridging that , because now

16:51

you have systems talking , what's , what are the next

16:53

steps ? The next steps is focusing on that

16:55

relationship more and more in this

16:57

age yeah , that is

16:59

so true and then the folks

17:02

over at data coverage are great , camille tristan

17:04

the whole team over there .

17:05

I love seeing them at conferences . Awesome

17:07

. And just remind him he needs to

17:09

bring candy to directions oh

17:11

yeah , I'll be sure , I'll be sure

17:14

, we're prepping for that as well . Uh , um

17:16

, make sure you have a note for them that

17:18

I want my candy because

17:21

it's it's a funny story from

17:23

Poland , from Poland , yes , and

17:25

I'm hoping to get the directions of Mia this year

17:27

in Poland , uh , which would be great just

17:30

from . There's a number of wonderful individuals

17:32

that are in the business central community from Poland

17:35

.

17:35

It's really , it's really crazy as we

17:37

prep . So we're prepping for North America right

17:39

now as well . Okay , I have seven

17:41

on the floor , so I have seven ISVs

17:43

on the floor that I'm prepping for . Each one

17:45

has an individual plan , it has its own targets

17:48

, it has its own kind of music

17:50

to the ears , and so , as we set and we

17:52

put those together , I'll make sure

17:54

that Camille brings Brad the

17:56

candy from Poland .

17:58

Absolutely , and it

18:00

goes back to I saw him at

18:02

Directions no-transcript

18:25

.

18:25

The last conference did

18:28

he have some at summit ?

18:29

yeah , I ate half of it , brad , before

18:31

you got to it .

18:33

I ate a lot of it , by the way it

18:35

was good which is good so

18:39

the conferences now

18:43

there are a lot of conferences , many

18:46

conferences . There are partner-focused conferences

18:48

with the Directions Track , community

18:51

Summit , dynamicscon and

18:53

some others in Europe are user-focused

18:56

or combined . I wouldn't say user-focused

18:58

. I mean they may be user-focused but it's a combination

19:01

of partners and users With a directions

19:03

line I call call .

19:04

it is focused on partners so

19:07

dynamics minds is more focused on actually

19:10

five tracks . So it has

19:12

your end users , of course , has

19:14

your fo , bc

19:16

, ce and power . So what's really

19:18

great about that ? It has a combination of quite

19:20

a few tracks . I'm

19:22

the sponsor chair for it . I've been working

19:24

for this since the first year and

19:26

it's just getting bigger and bigger . So

19:29

love that conference that comes up in May

19:31

. So first is Directions

19:33

North America . Now I have IAMCP that

19:35

I participate here in

19:38

, the actual what

19:41

is going on here . I'm

19:46

seeing something happening on my screen apologize , see how that can

19:48

do . You flash up and you're like what the heck's going on , uh

19:51

. But the the first is

19:53

I have iamcp coming up in munich

19:55

. That's a big one for the german community

19:57

. Then I have , um , the

20:00

directions north

20:02

america from directions north america

20:04

. Then is directions

20:07

uh . Then I have the Directions

20:09

North America From Directions North America

20:11

. Then is Directions Asia , then

20:16

from Directions Asia , and that's like May . I think

20:18

it's the 6th , 4th or something . I think I'm leaving on the 4th of May through

20:21

to the 7th or 8th , I can't remember exactly

20:23

the dates . They're all in my calendar now . Then

20:26

I leave for

20:28

Dynamics Mines at the end of May and

20:30

that's when Dynamics Con is happening

20:32

right around the same time area and

20:35

there's a couple of other conferences that are happening

20:38

at that time , and then after

20:40

that I think it's

20:42

yeah , summit , and

20:44

then from summit it's emia wow

20:47

, your travel times must be .

20:49

That's a lot of miles for you there , but

20:51

from your audience

20:53

of the isvs and those conferences

20:55

. There's a lot of conferences to choose from

20:57

. How should

21:00

an isv , or how do you help an isv

21:03

, determine which conference they should go

21:05

to ? I mean , I think it's a challenge

21:07

to get to them all . You had just

21:09

even mentioned DynamicsCon's mid-May

21:11

, and Directions Asia is also

21:14

in May , so it's tough

21:16

sometimes from the two places at once . And

21:19

also , with all of that , travel across

21:21

the world . In this case , with the conferences

21:23

. There are budgetary constraints

21:26

in some cases , to make sure

21:28

that you're spending your money

21:30

wisely , so what strategy

21:32

do you have for choosing which conferences

21:34

to attend and have a presence at ?

21:37

I think no matter what you should be at every conference

21:39

you can possibly get to , but that doesn't mean you have to

21:41

have a booth and everything going for you there

21:43

, okay . Okay , I just have a different mindset

21:46

. I let the ISVs know that you should always

21:48

be a walking talking branding

21:50

machine when you're at a conference

21:53

, as anybody should

21:55

be right . So

21:57

, strategies for ISVs . When I sit

21:59

down to talk to an ISV and I talk , okay

22:01

, what kind of budget , annual budget , do you

22:03

have for conferences ? So let's

22:05

take a look at that . And then , once they're able

22:08

to help me understand , what is their annual budget

22:10

alone ? Okay , what is the ROI

22:12

we're taking from these ? Okay , how

22:15

many partners do we need to meet versus

22:17

how many projects do we need to have

22:19

in order for that to

22:21

be profitable , if

22:23

that makes sense ? So it really

22:25

is sitting with each individual

22:28

ISB to figure that part out

22:30

More

22:32

bang , more buck for your bang or

22:34

bang for your buck , however that's . I can't

22:36

remember in English how that and , believe

22:38

it or not , that is my first language , but

22:41

it's because

22:44

German switches everything kind of sometimes switches

22:46

it the other way around . The main

22:48

thing is being able to sit

22:50

down and talk to the ISV about what

22:52

they want to accomplish out of conference , like

22:55

going to the North American and

22:57

opening up this with my new

22:59

upcoming company

23:02

. We're just at Directions Z zemia . This

23:04

is their area of expertise . You

23:07

know they're another german

23:09

company that is going to

23:11

absolutely , uh

23:13

, really open some doors

23:15

for some partners to make some serious

23:18

you have to tell us who it is now

23:20

you can say their names .

23:22

You have to tell us , it's SingHammer

23:24

.

23:25

SingHammer is coming out with Dice , which

23:27

is the IT

23:31

software modules for

23:33

if you are a developer or if

23:35

you're an IT company

23:37

of any sort , or if you're also in managing

23:40

services . So , no matter which way

23:42

the software dice D-Y-C-E

23:45

is coming out , it is coming out

23:47

strong . It's already here in Europe

23:49

, it's already implemented , but it's exciting

23:52

. And so I'm sitting with them and we're

23:54

talking about how we're going to go to market

23:56

. Right . Well , where do they go

23:58

from here once they

24:00

open themselves to the US market ? Well

24:03

, you can't just stop at Directions

24:05

. North America guys , you

24:09

have to remember . You have to do Summit and you

24:11

should get into Dynamics

24:13

Con . Okay , but

24:18

right now they're a small group . So this

24:20

is an SI that turned , and they've been working

24:23

on this ISV product for more than 20

24:25

years , so this is their specialized

24:27

ISV product . So now it's

24:29

taking Dice to

24:32

Vegas Nice

24:35

.

24:35

That's perfect . Talk

24:37

about a creative tagline taking Dice

24:40

to Vegas . I like that . And

24:42

I hope at that their boot . Are they doing a booth ?

24:44

they're doing a booth now their booth is going to

24:46

be something different . We're working on a really

24:48

special evening event on sunday

24:51

, as everybody's coming in to . Uh

24:54

, you know oh

24:59

I .

24:59

I hope they have some dice at the booth

25:01

. I'll have to check it

25:03

out I'll have to check it out on sunday . I think

25:05

I arrive early sunday . Well

25:08

, early sunday morning for las vegas

25:10

, not early sunday morning for the rest of the world

25:12

because yeah , it's afternoon

25:14

for you , I know I'm flying in a couple of days

25:16

earlier .

25:17

I've got family my company is actually owned

25:19

out of las vegas . I'm a you know las ve Vegas

25:21

company owned . My

25:24

company's headquarters is there

25:26

, so family's there . So it's kind of nice

25:28

to go home and that's not my

25:30

real home . My real home is

25:32

Los Angeles . But I based myself out of Las Vegas

25:35

because the international get to get in

25:37

, get to get out and all my

25:39

fun cousins live there .

25:42

Well , they're from Vegas , of course .

25:44

Yeah , vegas will

25:46

be something . It will be something .

25:50

Yeah , and I'm trying to keep you know quite

25:52

a few together . I'll be repping Cosmo

25:55

Solutions to Go . So Cosmo

25:58

Solutions to Go is there . That's discrete manufacturing

26:00

, process manufacturing . They're also going to be on the floor

26:02

, so I'm hoping to get this big evening

26:04

event kind of put together just

26:06

so we can have some fun .

26:08

Well , you have to keep me informed

26:10

of the events for the evening

26:13

, you know how it is with German .

26:15

You got to hold that beer a certain way

26:17

. It's not like this .

26:18

It's like this so

26:21

you're having a German themed evening .

26:22

I got to , you know , evening . I got to you know , I just got

26:25

to .

26:26

I think you need to do that . So

26:29

it is the challenge with all of those conferences

26:31

and I've always asked

26:33

that question of which

26:35

conference should someone

26:37

choose to go to and it is a challenge and

26:39

I really do think , like you said , there's

26:42

different perspectives . There's the user or

26:44

partner perspective and there's also the

26:46

ISV in the partner perspective , right

26:49

, and I think you have to understand

26:52

something .

26:52

For an ISV to invest in Directions North

26:55

America or to invest in Directions

26:57

EMEA , when they're investing

26:59

these big dollars for these booths , it's

27:01

to gain new resellers for

27:04

their actual ISV product . So

27:06

when you see these sponsors out there , go up

27:08

, take a look , get engaged

27:10

. I'm telling you partners , get engaged

27:12

, because the minute you get engaged you

27:15

might find a way that you can build more

27:17

revenue right inside your own partner

27:20

practice and you didn't even realize it was out there

27:22

. That's the amazing thing , you

27:24

know .

27:26

That is the value I see of those

27:28

exhibitors and I think everyone should

27:30

hit the show floor from the partner perspective and

27:33

also the user perspective when it's a user-focused

27:35

conference , exactly , yeah , you can see

27:38

the options and the solutions that

27:40

are out there . Business Central is a

27:42

great product and they keep adding more

27:44

and more functionality to it , but it

27:46

doesn't obviously . That's

27:48

why there are partners that create extensions

27:51

, that's why there are RSVs to augment

27:53

the application with other unique features

27:55

that may not be within the

27:57

global product but just even have

27:59

an awareness of what's out there , so that you

28:01

can help make your implementation

28:04

, whether you're from the partner or the user point of view better

28:06

without having to build it . That whole build

28:08

versus buy and the carrying

28:11

cost of having those modifications where you may be

28:13

able to find a solution that does it for

28:16

you or almost all the way

28:18

for you , can be a huge savings and

28:20

that awareness is extremely

28:22

important . Yeah , just from a visibility

28:25

perspective .

28:26

It's really real important just to be seen so

28:28

that people can be more , much more aware

28:30

of your product . Now , terry , I'm curious

28:33

coming I'm coming from isvs from europe

28:35

coming into the us . Do you find it a little bit more

28:37

difficult for them to get into the us

28:39

versus , you know

28:41

, within the getting partners ?

28:44

Yeah , I mean , partners are kind of like well , this is

28:46

a European product , how am I going to sell this ? You

28:48

know , it's really not about

28:50

the product . I think that the mindset

28:53

that I want to surely share with

28:55

partners partners look , you continue

28:57

using the same genre of whatever you have , just

28:59

because the requirements are there and you feel that you

29:01

have all the products that are right . I'm not

29:03

going to take away that . You have something that's working for

29:05

you right now . But what is really

29:08

, I think , most interesting

29:10

for you partners , is you need to understand that

29:12

guess what it's

29:15

changing . The dials are changing

29:18

and the

29:20

software is changing and

29:23

innovation is changing . And

29:25

if you just it's like , have

29:27

you ever tried different macaroni and cheeses

29:30

or pizzas ? You're out there trying different

29:32

things to find the best one that you just

29:34

say , yo , that's my mac and

29:36

cheese or that's my pizza , right , I

29:40

love pizza , by the way .

29:42

And I love making pizza and now I smoke pizza

29:44

. But I don't eat the same

29:46

pizza every day . Sometimes

29:48

I'll make it . I told you

29:50

, I can just talk . I made . You

29:53

know what I made the other night ? I smoked chicken

29:55

thighs and then

29:57

I smoked my pizza . Now I smoked bacon and I made . Then I smoked my pizza , now

29:59

I smoked bacon and

30:02

I made . I make my own dough . I made my

30:04

own sauce this time to give it a shot . So

30:06

I made pizza with smoked chicken thighs

30:09

and smoked bacon and barbecue sauce . That

30:11

was the best barbecue pizza I ever had and

30:13

it was like eating a sandwich . That's

30:16

awesome . But I usually cook will

30:18

cook other things , like pepperoni and mushroom . To go

30:21

to your point , pizza is pizza , but

30:23

you can have different flavors and toppings depending

30:25

upon your audience .

30:27

So everybody's got , everybody's got

30:30

, you know , a yin and a yang on what they really like

30:32

, you know , and that's all great , uh

30:34

, but it just to

30:36

get the mindsets open . And

30:38

I go back to saying we have

30:40

a lot of partners out there that are

30:42

still in that old school mentality

30:45

and I want to say , way back in

30:47

the NAB days where everything had to be developed

30:49

right , okay

30:51

, owners , hold on to your seats . Terry's

30:54

here to tell you , wake up . It's probably

30:56

already been developed , it's already there . Let

30:59

me know , I'll find it for you and we'll

31:01

get you that solution for that requirement . It's

31:03

there you're the matchmaker

31:06

I have

31:08

been the matchmaker for going on .

31:09

Let's see seven , eight years

31:12

I've been kind of doing this thing , so yeah

31:14

chris just gave you a new nickname , so you need

31:16

to introduce yourself as terry the matchmaker

31:18

. Now I know what you do .

31:19

You're a matchmaker , you're matching

31:21

partners in ISVs .

31:23

Just make a shirt .

31:24

Terry the Matchmaker . That's an important thing to do in this space . It is

31:26

a very important thing .

31:28

Introductions are extremely important and

31:31

, with someone may not know

31:33

, it speeds up the relationship

31:35

process . It's almost like

31:37

having

31:40

speed dating , in a sense , because you can find out . Okay

31:42

, I know these people have these requirements . I know these people

31:44

have this solution . Let's get

31:46

you together . Instead of you having to walk this sea of

31:48

2,000 people to see if you can find the

31:50

person that you're with , let's narrow you down to 10 .

31:52

Yeah , like with Christopher , I study

31:55

his partner practice . I

31:58

know the ISVsvs he needs , and then I'm gonna be . I'm already gonna grab

32:00

you , christopher , because pos needs to be on your genre

32:03

man .

32:03

Yes you know , you've got .

32:04

You've got pos . One is like

32:06

another one of my isvs , it's

32:08

all you know retail . There's

32:11

ls retail , there's pos 1365

32:14

and there's two different genres

32:16

. Yeah , ls retail can go all

32:18

over the place and it's for

32:20

really I mean you're

32:22

talking more users than it can be . But

32:25

if you've got 10 , 15 POS

32:28

systems that need to be utilized within business , you

32:30

don't need something that big , you need something

32:32

small . Pos

32:34

365 can take care

32:36

of that in an instant .

32:38

So those are the matchmaking moments that I and

32:40

I will be grabbing his hand or I'll be

32:42

bringing the ISV straight up to him and saying

32:44

this is good for us , We'll get the directions .

32:48

I'm going to sit from afar with the camera and

32:50

I'm going to video that whole thing , I'm

32:52

going to know where you're at , because

32:55

I've got to find you too .

33:05

Hey , brad , you've too . Hey brad , you gotta meet this guy , you gotta meet this guy . It's all the

33:07

same . No , it's good . It's good . We appreciate that , mark . Uh , doctrine from dsw . I and aj laughed

33:09

about it one year because they said terry , I swear , I find it so hilarious . You just come in

33:11

and say , hey , mark , I want to introduce you to

33:13

, and then you turn around and leave

33:16

and

33:19

I go well , I give you guys a space so you guys

33:21

can get to know one another , because I already

33:23

have a great relationship with you , mark , and I have a great

33:25

relationship with you , know , morton . So

33:28

why wouldn't I let you guys get to

33:30

know each other ? Because that's the whole thing Everybody

33:32

doesn't know one another . They've seen each

33:35

other , but they don't really know

33:37

each other .

33:37

So that's the best part

33:39

of that you really need to do speed dating isvs

33:42

or isv partners , that should

33:45

almost be a session at a conference

33:47

, like it's

33:49

.

33:49

I think they should have a session . I

33:51

. I like the round table type sessions or the

33:53

ask the experts , like I

33:55

. I like all the sessions and and I appreciate

33:58

anybody that presents , because it does take

34:00

you know , you talk about preparation for ISVs

34:03

, speakers , presenters , isvs

34:06

that have sessions . It does take some time . But I

34:08

also like the Ask the Expert

34:10

roundtable , roundtable , quick

34:12

tip type sessions because people can get engaged

34:15

and have it . But I think there needs to be a session on

34:17

speed dating .

34:18

I call it , let's do . It needs to be a session on speed dating

34:21

like college , let's do it .

34:21

Submit a session called .

34:22

There was a session there was

34:24

a session where they had a panel like that where they

34:26

had partners um partner panels

34:29

. I was uh , I was a part

34:31

of it , which is which was amazing because it created conversation

34:34

and the whole um

34:36

attendance were all ISVs

34:38

and they wanted to know from

34:40

an ISVs perspective of how partners

34:42

would love to work with ISVs . That

34:44

was an amazing session . Like we need more

34:46

of that .

34:47

We do need more of that .

34:49

Because you know a lot of the Directions Conference

34:51

. You learn about some products and maybe

34:53

some practices , but an open

34:55

conversation like that it was amazing , because then

34:58

I get to hear how they would love their

35:00

partners to be , so we can adjust and

35:02

then vice versa . It makes it easier to work

35:04

that way .

35:06

Submit , brad Submit , we can do it together

35:08

. Submit us off work

35:10

.

35:11

It's too late for directions , but we'll have

35:13

to see what we can do . Summit hasn't had the

35:15

call for speakers yet . I think DynamicsCon

35:17

already uh locked in

35:19

for their sessions for may which

35:21

is your summit summit . We'll

35:23

have to see . I have a few sessions that I'm I'm

35:26

all I'm doing , all co-presenting sessions . I

35:28

think going forward , uh

35:30

, looking for co-presenting sessions , uh , if I

35:32

haven't picked them yet , because I like the dynamic of having

35:34

multiple people . But , to chris's point

35:36

, having this type of session where you have it , we should just call

35:39

it speed dating . We'll have to talk about that , because I think

35:41

it would be good to where individuals

35:43

going to just get to know each other and ask questions from

35:45

point of view and perspective , and get

35:47

a lot of people in there to ask

35:50

questions , and even in Summit , the users

35:52

could attend , because now they can say , ok

36:00

, partner , ok , okay isv . This is what my problem is . Yeah , I like , I like it , I like it . So I think it's

36:02

good . I appreciate you taking the time to speak with us and have us on your podcast

36:04

I'd

36:07

like to thank you both for being on terry talks

36:09

.

36:09

It's been a great pleasure . We can do this

36:12

as many times

36:14

as you guys want , but I'm all for the sessions

36:16

. Let's get something out there . Brad and christopher

36:18

, let's see if we can't get terry

36:20

talks dynamics corner . Isv partner

36:23

speed dating I

36:25

like that idea .

36:26

No , we appreciate your time , we appreciate all that

36:28

you do and looking forward to uh attending

36:30

that event in vegas on

36:33

sunday , absolutely having it on sunday . Just

36:35

let me know when you're doing it .

36:36

I'll be letting you guys know , for sure , for

36:39

sure she's going to find you .

36:41

Brad and she's going to drag you .

36:43

She's not dragging me anywhere because I'm going to be in disguise

36:45

.

36:46

All good . No , it's good , you can drag me around

36:49

.

36:49

I'm looking forward to seeing you again . I appreciate the conversations

36:51

that we have .

36:52

Such a pleasure , gentlemen , it's been a great pleasure

36:54

. I I'm going to have to drop off . I got , oh

36:56

yeah , another ISV to talk to today

36:58

. All right , thank you very much . Thanks , terry . See you soon

37:00

, bye .

37:02

Thank you , chris , for your time for

37:05

another episode of In the Dynamics

37:07

Corner Chair , and thank you to our guests

37:09

for participating .

37:10

Thank you , brad , for your time . It is

37:12

a wonderful episode of Dynamics . Corner

37:14

Chair . I would also like to thank

37:16

our guests for joining us . Thank

37:20

, corner chair . I would also like to

37:22

thank our guests for joining us . Thank you for all

37:24

of our listeners tuning in as well . You can

37:26

find Brad at developerlifecom

37:29

, that is D-V-L-P-R-L-I-F-Ecom , and you

37:31

can interact with them via Twitter

37:33

D-V-L-P-R-L-I-F

37:36

E . You can also find

37:38

me at MattalinoioM

37:41

. A T A L I N Oio

37:45

, and my Twitter

37:47

handle is Mattalino16

37:49

. And see , you can see

37:51

those links down below in their show notes . Again

37:54

, thank you everyone . Thank you and take

37:56

care . You , you , you

37:58

, you .