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Welcome everyone to another episode of Dynamics Corner Speed dating in Dynamics.
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I'm your co-host, chris.
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And this is Brad.
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This episode was recorded on February 6th 2025.
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Chris, Chris, Chris.
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Speed dating in Dynamics that's an interesting topic.
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It's one that I would like to hear more about, and in this episode, we had the opportunity to talk with Terry from Terry Talks, as she was recording the podcast Terry Talks while we were recording this, to have a dual podcast and learn a little bit more about speed dating and dynamics.
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All right, good morning, good afternoon, good evening.
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How are you doing?
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Hey man, I'm doing great.
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You know, what's really funny is, as we were talking and we first got on here, I was like, okay, good afternoon.
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I was like, oh wait, you're in the States, it's good morning.
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So yeah, fun, good afternoon.
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I was like, oh wait, you're in the states, it's good morning, so, yeah, fun.
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So I am the munich timeline.
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At this point in the afternoon it's three o'clock and I've already had a start of my day already at, you know, like starting at nine.
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So I know you guys are just starting your day yeah we're just starting my day I've been up, I haven't had uh coffee.
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No, I've been up since 3am local time, so my day is maybe just as progressed as yours, probably we've been doing right now.
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I'm working on a couple of new tasks.
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You know we've got quite a few exciting, you know, conferences coming up and I'm pretty excited about prepping for these.
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Uh, I have another german isv coming into the united states, uh, for direction south america.
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So prepping all that is just, uh, some some really intriguing, getting down to go-to-market strategy type of stuff.
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You, you know.
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That is interesting because it is what I mean.
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I guess now, with all of the conferences year-round, every season is conference season, because I hear individuals talk about conference season.
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I think it's a matter of their perspective.
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But it's interesting that you had mentioned, I know, directions North America is coming up in April, outside of any of the local road shows or meetups that occur.
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Dynamicscon is in May.
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Community Summit is in October.
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You have BC Tech Days, you have Dynamics Minds, we have all of these podcasts that also happen.
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Directions, emea, directions Asia in Europe.
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And there's a question I ask a lot of people and I like to hear the different perspectives because I'm starting to get some insight and I understand differently on some of the things is how do you choose which conferences to go to and what do you do for preparation for those conferences, based upon what you're doing?
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And I have some thoughts and some collections, a collection of thoughts, excuse me, from the conversations I've been having, and it completely changed my perspective on conferences.
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There's a lot of preparation prior.
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So, first and foremost, from my side, my perspective as a business developer, I look at working with the ISV exactly on what their message is, what is their commercial message going to conference.
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And I am prepping to make and ensure we're bringing that voice over from what they're really, not only from what they've built, or so it's the go-to strategy, the sales strategy, the market material, the lineup of who's going to be there, the logistics of everything.
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Then there's the events that you have to set yourself up, and what do I love the most?
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Of course it's networking.
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So it's all those things you have to put together.
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So it's all those things you have to put together and for each conference and for each ISV because Terry works with many, so me, I have about six different strategies within one conference.
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So most of our partners or our ISVs that go in they have one strategy which I work with them on, the ones I work with.
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I'd like to talk about that too when we break from your strategy.
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An ISV strategy.
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Going to a conference is amazing.
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First is what product do you have and what impact is it going to make on a partner?
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The the issues that I see sometimes going into conferences is the partner's like yeah, I still want to meet up with you and I I definitely want to do the follow-up.
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Let's take a look at the product.
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Unfortunately, that's not what happens.
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I like to go into conference and and get my appointment right on the spot so that we're able to really show case what it is or bring them.
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You know, a lot of my partners know me.
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I come up and I go hey, I have to introduce you to somebody and they know I'm going to drag them over to a booth or I'm going to drag them over to one of the ISVs.
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They know I'm going to do that and so and thank gosh that all of them are just, absolutely, you know, wonderful, they allow me that grace.
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And okay, terry, let me go meet.
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Yeah, I'd love to collaborate.
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I'd love to get to know, so, strategy-wise, what is it?
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It's what partners are sitting in what verticals, with what industry specifics and how can I me, terry, take this IASB in to drive more revenue for that partner.
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So that's my strategy, and so when I'm going up to a partner, I have an intent.
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My intent is I'm going specifically after you, christopher.
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He's lived through this, he's experienced this firsthand.
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He's experienced this firsthand.
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So if I know for sure that you're hitting a certain market and you're doing a certain area of the market, that I'm going to bring that isv straight and forward to you.
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Introduce the partner and the isv need to work the relationship out.
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I'm just there to do the introductions and so I can make an.
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You know I have a lot of friends in the community.
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They're great, they're supportive and I just believe in their partner practices and what I'm hoping to do from my side is help their practice grow.
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That's nice.
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That's excellent.
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So you work with the ISVs and you go to the conference and try to match the ISVs up with partners that may have a market for their product, or to work with the ISVs to market their product.
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Basically it has to be the right market, like I'm coming into one that this if they take on, they don't have this vertical yet they can adapt to this vertical, so meaning that there there could be a long stream of revenue that's going to start coming into their partner practice by just opening up themselves to generating new opportunities in this one vertical, with this one industry.
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It's amazing, and we've sat, we've put together the marketing.
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I can't tell you yet who because it's going to be announced pretty soon, but that's the exciting you can tell us.
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We won't tell anybody, please tell us, I believe I'll bleep it or you can tell us when it's coming out and we'll let.
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We'll both release this afterwards, which, by the way, I do want to go back to.
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Something that's unique that we didn't say is we're recording both podcasts simultaneously.
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So we're recording the podcast for us to distribute using our platform, and we're using your platform to record for your podcast, so we're doing two podcasts at one.
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I do thank you for that, because that is something that I've wanted to do for a very long time to see how it works.
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And I like it.
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A different perspective too.
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It's a different.
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I like it.
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Yeah, it's coming from two different views.
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I mean, I can see the recording on the teams, which is pretty pretty.
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I mean it's cool from Terry Talks aspect, so you aspect, um, so you, I kind of gave you guys a little bit, and thank you very much, brad, I mean, for giving me this opportunity to test this theory out, because I think it's kind of innovative and kind of neat in my in in that sense.
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Um, but let's talk about dynamics corner.
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What's going on here, guys?
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Talk to me, what is this all about?
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What are you guys up to for 2025?
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so many things a lot of things it's where do you start?
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We've chris and I started doing this podcast.
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This is our fourth year or coming up on our fourth year and, to be honest, it's it's a blurb in time.
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It feels like.
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It feels like we just started doing this yesterday and we've progressed a lot over it, but we started it from just a passion from the Business Central community and we wanted a way to give back, in a sense by sharing information.
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We both appreciate and like to share content.
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We have always shared content via speaking at conferences, blogging, participating in forums and the like, and we were talking one day and said, hey, let's have a podcast, and early on we wanted to do tips and tips type things, but then we started having guests and then we found that we really enjoyed the human aspect of it.
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So not only do we like to get individuals of the community to have a voice of their own, for people to learn a little bit about them if it's an ISV, to learn about their product, if it's a partner, to learn about their services, if it's a user, just to learn a little bit about how they're using the application.
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It's sort of evolved to where we talk about how there's a human side in essence, we really don't say it, but we talk with individuals about what they have but also get to know the individuals behind a lot of this which I think to me is important, because we have such a large community but it's still such a small community because, it seems, everybody knows each other.
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It's true we have progressed outside of Business Central, but not necessarily what I call Business Central.
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Not outside of Business Central and Spectrum, because we have the D365 stack, because we talk with individuals that focus on power platform, customer engagement, business Central or even other areas.
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So that's what we have lined up for 2025.
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We already have a rather full calendar for the first quarter.
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We're scheduling out to the middle of the year and we have a number of other guests that we're hoping to have on and schedule for later in the year.
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And then all the conferences on top of that.
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I think this is awesome.
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It's a great way to outreach.
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You know, I have been in a couple of different ERP ecosystems and I tell you something there is nothing like ours.
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There really isn't ours, it really isn't experienced, um, like I said, and I love the, the embrace that our community actually takes in.
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You know, there may be a few of those that are not as um, you know they're not as passionate about networking or this, but they still take time out to sit down, you know, in a quiet area, have good conversation.
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So they're very embracing with the community and embracing with, you know, just everybody.
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It's very diverse.
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I love the feeling that everybody's there to help one another, you know.
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It really has become that.
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So on the flip side, I do have a few questions back on the conference and the ISVs, because that's something that you do often.
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But now tell us a little bit about Terry Talks.
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So Terry Talks is about presenting not only the ISV itself.
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What I am trying to start is getting information out, because you're a partner practice that might see an interest in a product that you really didn't pay attention to and you can reach out to me.
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You can also, when you see Terry Talks, I'm starting to vet also different ISVs and how well they work within the business central, believe it or not.
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Or a partner will come up and ask me hey, terry, you know I was looking at this ISV product versus this ISV product, what do you think?
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So Terry Talks has given me that opportunity.
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I'm also bringing in in my website.
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You'll be seeing an educational.
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I have Guide 365 resources, so I have resources that will be coming in for our partners.
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So Terry Talks 2025 is going to be expanding on these matters as well.
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I'll be doing a lot of segments on you know how you can get your 800, how your partner practice can get all of your juniors aligned to get all these certificates, get GP partners aligned for their certificates to start bringing on you know, bc cloud implementations, and so really, that's what Terry Talks is all about Just talking about not only the ISVs.
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That was my first focus.
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Now I'm expanding in, as you saw.
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You'll see, with AJ I just posted that this week and it has to do with Copilot and you know it talks about only Copilot fans and he talks about all kinds of different things, and it's just really exciting and you know, ai and Copilot now are my best friends.
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Ai and Copilot now are my best friends.
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It's my trigger every day if I have a question or I want to summarize something a little bit shorter or more professionally or more with excitement on things of this sort.
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Of course, I got my own language, but wow, did it take off like a shave an hour of writing something?
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So exciting news.
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And I'm seeing the agents coming into Now.
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Y'all know I work with one ISV and I'm going to name DataCurge.
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Now they are using AI, but not only that.
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They already have agents for finance, agents for customers and agents for items.
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So it's amazing how this has already progressed into the next level of AI and co-pilot together, and Fabric is coming into their genre pretty soon as well.
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That's awesome.
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Co-pilot is amazing.
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It's a great tool that, when used appropriately and you need to have an understanding, in my opinion, of what you're looking for and what you can expect from it it's not going to solve all your problems.
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It's not going to answer all your questions.
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You really need to know how to use the tool.
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I say in many episodes because co-pilot AI seems to talk.
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You know everybody's talking about it in 2025 and even the tail end of 2024, but you have to use the right tool for the right job, and AJ's only co-pilot fans, I think's hysterical, I was talking with him about that before he started and he was telling me about it and I just couldn't believe it and I'm happy to see that he finally yeah, he pushed through that man and he became the creative name for the.
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You know the ajai it's.
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It's unique when he first said that I'm like, oh, that's interesting, and then like, I think a couple months later it's like, oh, wow, it's.
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It's unique when you first said that I'm like, oh, that's interesting, and then like I think a couple months later it's like oh wow, it's live.
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Yeah, it's, it's live.
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He's got nine segments up already on there.
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There's a lot of information.
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It's a lot of information from basic to.
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You know, he goes into some really deep topics and conversations and you know, I'm only so techie so at one point I it geeks me out.
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So if it's starting to geek me out, that means it's super intense and it's going into places that I think you know the 300 level, 400 level will love.
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So you know, I love that part of it.
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I think the one great thing is is that you still, even with co-pilot and AI, as much as it's already being embedded what I really love you still have to have that human touch exactly, you can't do it without that human touch, because my mindset or my thought processes or my I, you know, my idea, or any type of format that I have for anything, it still has to have that human touch.
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So you're not taking that away absolutely.
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The business relationships will be the most important aspect of it, or the human relationship as we progress through the world.
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Because in the world of automation, in the world of technology, if we segment ourselves, being communal species, we still need that human touch and the relationships will become more important yeah, yeah, as systems talk to each other now, it's now more important to to build and continue bridging that, because now you have systems talking, what's, what are the next steps?
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The next steps is focusing on that relationship more and more in this age yeah, that is so true and then the folks over at data coverage are great, camille tristan the whole team over there.
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I love seeing them at conferences.
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Awesome.
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And just remind him he needs to bring candy to directions oh yeah, I'll be sure, I'll be sure, we're prepping for that as well.
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Uh, um, make sure you have a note for them that I want my candy because it's it's a funny story from Poland, from Poland, yes, and I'm hoping to get the directions of Mia this year in Poland, uh, which would be great just from.
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There's a number of wonderful individuals that are in the business central community from Poland.
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It's really, it's really crazy as we prep.
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So we're prepping for North America right now as well.
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Okay, I have seven on the floor, so I have seven ISVs on the floor that I'm prepping for.
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Each one has an individual plan, it has its own targets, it has its own kind of music to the ears, and so, as we set and we put those together, I'll make sure that Camille brings Brad the candy from Poland.
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Absolutely, and it goes back to I saw him at Directions no-transcript.
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The last conference did he have some at summit?
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yeah, I ate half of it, brad, before you got to it.
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I ate a lot of it, by the way it was good which is good so the conferences now there are a lot of conferences, many conferences.
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There are partner-focused conferences with the Directions Track, community Summit, dynamicscon and some others in Europe are user-focused or combined.
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I wouldn't say user-focused.
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I mean they may be user-focused but it's a combination of partners and users With a directions line I call call.
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it is focused on partners so dynamics minds is more focused on actually five tracks.
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So it has your end users, of course, has your fo, bc, ce and power.
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So what's really great about that?
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It has a combination of quite a few tracks.
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I'm the sponsor chair for it.
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I've been working for this since the first year and it's just getting bigger and bigger.
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So love that conference that comes up in May.
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So first is Directions North America.
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Now I have IAMCP that I participate here in, the actual what is going on here.
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I'm seeing something happening on my screen apologize, see how that can do.
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You flash up and you're like what the heck's going on, uh.
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But the the first is I have iamcp coming up in munich.
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That's a big one for the german community.
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Then I have, um, the directions north america from directions north america.
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Then is directions uh.
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Then I have the Directions North America From Directions North America.
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Then is Directions Asia, then from Directions Asia, and that's like May.
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I think it's the 6th, 4th or something.
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I think I'm leaving on the 4th of May through to the 7th or 8th, I can't remember exactly the dates.
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They're all in my calendar now.
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Then I leave for Dynamics Mines at the end of May and that's when Dynamics Con is happening right around the same time area and there's a couple of other conferences that are happening at that time, and then after that I think it's yeah, summit, and then from summit it's emia wow, your travel times must be.
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That's a lot of miles for you there, but from your audience of the isvs and those conferences.
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There's a lot of conferences to choose from.
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How should an isv, or how do you help an isv, determine which conference they should go to?
00:21:05.536 --> 00:21:09.154
I mean, I think it's a challenge to get to them all.
00:21:09.154 --> 00:21:18.155
You had just even mentioned DynamicsCon's mid-May, and Directions Asia is also in May, so it's tough sometimes from the two places at once.
00:21:18.986 --> 00:21:22.289
And also, with all of that, travel across the world.
00:21:22.289 --> 00:21:23.791
In this case, with the conferences.
00:21:23.791 --> 00:21:36.357
There are budgetary constraints in some cases, to make sure that you're spending your money wisely, so what strategy do you have for choosing which conferences to attend and have a presence at?
00:21:37.306 --> 00:21:44.134
I think no matter what you should be at every conference you can possibly get to, but that doesn't mean you have to have a booth and everything going for you there, okay.
00:21:44.134 --> 00:21:46.131
Okay, I just have a different mindset.
00:21:46.131 --> 00:21:55.680
I let the ISVs know that you should always be a walking talking branding machine when you're at a conference, as anybody should be right.
00:21:55.680 --> 00:21:58.888
So, strategies for ISVs.
00:21:58.888 --> 00:22:04.640
When I sit down to talk to an ISV and I talk, okay, what kind of budget, annual budget, do you have for conferences?
00:22:04.640 --> 00:22:06.632
So let's take a look at that.
00:22:06.632 --> 00:22:11.212
And then, once they're able to help me understand, what is their annual budget alone?
00:22:11.212 --> 00:22:14.159
Okay, what is the ROI we're taking from these?
00:22:14.159 --> 00:22:24.640
Okay, how many partners do we need to meet versus how many projects do we need to have in order for that to be profitable, if that makes sense?
00:22:25.144 --> 00:22:36.026
So it really is sitting with each individual ISB to figure that part out More bang, more buck for your bang or bang for your buck, however that's.
00:22:36.026 --> 00:22:47.558
I can't remember in English how that and, believe it or not, that is my first language, but it's because German switches everything kind of sometimes switches it the other way around.
00:22:47.558 --> 00:23:02.118
The main thing is being able to sit down and talk to the ISV about what they want to accomplish out of conference, like going to the North American and opening up this with my new upcoming company.
00:23:02.118 --> 00:23:04.032
We're just at Directions Z zemia.
00:23:04.032 --> 00:23:06.305
This is their area of expertise.
00:23:06.305 --> 00:23:22.276
You know they're another german company that is going to absolutely, uh, really open some doors for some partners to make some serious you have to tell us who it is now you can say their names.
00:23:22.556 --> 00:23:24.880
You have to tell us, it's SingHammer.
00:23:25.164 --> 00:23:40.718
SingHammer is coming out with Dice, which is the IT software modules for if you are a developer or if you're an IT company of any sort, or if you're also in managing services.
00:23:40.718 --> 00:23:47.990
So, no matter which way the software dice D-Y-C-E is coming out, it is coming out strong.
00:23:47.990 --> 00:23:52.590
It's already here in Europe, it's already implemented, but it's exciting.
00:23:52.590 --> 00:23:56.875
And so I'm sitting with them and we're talking about how we're going to go to market.
00:23:56.875 --> 00:23:57.217
Right.
00:23:57.217 --> 00:24:02.913
Well, where do they go from here once they open themselves to the US market?
00:24:02.913 --> 00:24:05.317
Well, you can't just stop at Directions.
00:24:05.317 --> 00:24:09.885
North America guys, you have to remember.
00:24:09.885 --> 00:24:13.894
You have to do Summit and you should get into Dynamics Con.
00:24:13.894 --> 00:24:20.148
Okay, but right now they're a small group.
00:24:20.148 --> 00:24:28.775
So this is an SI that turned, and they've been working on this ISV product for more than 20 years, so this is their specialized ISV product.
00:24:28.775 --> 00:24:35.317
So now it's taking Dice to Vegas Nice.
00:24:35.817 --> 00:24:36.419
That's perfect.
00:24:36.419 --> 00:24:40.794
Talk about a creative tagline taking Dice to Vegas.
00:24:40.794 --> 00:24:41.777
I like that.
00:24:41.777 --> 00:24:43.230
And I hope at that their boot.
00:24:43.230 --> 00:24:44.008
Are they doing a booth?
00:24:44.631 --> 00:24:47.503
they're doing a booth now their booth is going to be something different.
00:24:47.503 --> 00:24:53.474
We're working on a really special evening event on sunday, as everybody's coming in to.
