Session Details
Day: 13/03/2017
Time: 10:45 - 12:00
Room: Vitis 2-3

Track: Executive Exchange
Level: N/A
Audience: Executives/Owners
Elements of Change #1 - ISV
Microsoft is rapidly changing the Go-To-Market models. Year after year we have all been pushing for license revenue and SA renewals. Now, revenue models are changing and we all have to rethink our businesses. Microsoft introduced the Cloud Solution Provider program in Dynamics about two years ago. With Dynamics 365 came the AppSource, and Industry becomes a focus area as well. Are these individual movements or are they part of a bigger picture? This session will focus on the individual aspects and components we all might need to build new business models.  Ruediger Meyer from Microsoft will give us the connection between Microsoft Business Platform, Industry, ISV and AppSource. Harald Horgen will get our focus on the next step in building IP and integrating this in our business model.
Introducing Your Speaker

Rik Dubbink, Partner, CRM Partners

Rik Dubbink, Partner, CRM Partners The Netherlands & Germany. As a 21-year veteran in the field of CRM, sales & marketing automation and field service management, Rik has dedicated his professional life to supporting customers in the development of relationship management strategies and systems.

His career started at the National Datacenter of the Dutch Government Professional Services department. Soon, he joined a pioneer company on Marketing & Sales Systems in the Netherlands, Matrix Information Systems. Following an acquisition by Baan Company, Rik joined the CRM unit of Baan as a Marketing Manager for the Baan Front Office Suite. Later Rik led the Professional Services Unit of Baan in the Netherlands, Belgium and Luxemburg.

Longing to return to the field of CRM, Rik joined Emiel Putman in starting a new partner for Microsoft in the Netherlands dedicated to Microsoft Dynamics CRM, Microsoft Dynamics Marketing, Social, Customer Service and the entire Microsoft platform. Today, CRM Partners is a leading partner in the Netherlands with 110 employees. CRM Partners is steadily growing and expanding internationally with offices in Eschborn and München, Germany.

Rik Dubbink holds a Master of Arts degree in History from the University of Leiden and a Post-Doc in Information Management from the University of Utrecht in the Netherlands. Rik is a fanatic road race cyclist and MTB rider. Important in life are family, travelling and experiencing new people and cultures, gourmet food and wine and sharing this with others.

Ruediger Meyer, Dynamics Industry & ISV Lead, Microsoft Deutschland GmbH

With the Microsoft Business Platform and Dynamics 365 we made the next step to help our customer to drive their Digital Transformation. This requires the evolution of our Dynamics Partner and Solution ecosystem. In my role as Dynamics Industry & ISV Lead in Germany I'm responsible for driving this transformation to leverage the full potential of the Microsoft Business Platform in the Cloud business.

Prior to working for Microsoft, I gathered many years of expertise in Management Consulting and ERP Project Business working for Cap Gemini Ernst & Young and KPMG Consulting.

I hold Academic degrees in Applied Computer Science (University of Mannheim) and Business Adminsitration (University of the German National Bank).

Harald Horgen, President, The York Group

Harald Horgen has more than 20 years of experience helping technology companies transform and grow their business.  Focused exclusively on enterprise software vendors since 1992, he works with clients to extend or transform their business models in two primary areas:

1. Channel programs – from creating the right channel program using a comprehensive, fully-document methodology to actually recruiting partners worldwide through a network of partners in almost 30 countries.
2. SaaS business model transformation – from overall strategy to adapting current roles and functions (e.g., sales organization and compensation, customer support, marketing, etc.) to work more effectively in a subscription-based model.
Clients range from emerging firms to established players such as Microsoft, HP, CA, Symantec, Schneider Electric, Ericsson and GE Healthcare.