Technology Reseller - v08

01732 759725 OPINION 36 Overlays Vs Extensions: the clock’s ticking down integration criteria – primarily through a lack of knowledge, but also because it’s no mean feat. Depending upon how much code ISVs have in Dynamics, recoding using extensions can take weeks, if not months, to complete. We have seen first-hand the effort involved and the complications that arise with the conversion from overlaying to extension coding, but are proud to be among the first output management vendors in the world to be ‘live and kicking’. Embracing extensions ahead of the spring cut-off also facilitates early access to AppSource – Microsoft’s destination to help business users find, try and use line-of-business Software as a Service (SaaS) apps from Microsoft and its partners – which will open a global market for vendors and resellers alike. Investing in development now must be a priority for other ISVs; a head in the sand mentality simply isn’t an option, as, come spring, you’re either in the extensions club or the Dynamics’ door will slam shut. Change always brings a degree of uncertainty, so being prepared in advance and taking that message out to customers is essential to create a smooth transition and minimise the risk of disruption. For resellers, the anticipated surge in demand that will result from the spring release represents a huge opportunity but also puts a greater onus on both ensuring adequate resource is in place and being ready to meet customer needs by partnering with ISVs that are able to work within the new rules. Did you hear? Microsoft’s going cold turkey next spring, doing away with overlays and requiring all ISVs that integrate with its Dynamics platform to migrate to an extensions-based method of integration. Yet, type any number of search terms relating to Microsoft’s pending overlay cut-off into Google (other reputable search engines are available) and it’s difficult to get to the crux of the matter. So, here it is. Come spring, in a bid to facilitate quicker and more straightforward installations, Microsoft will seal its code and no longer allow ISVs that integrate with the platform to use the overlay method. Instead, all ISVs will need to invest in updating the back ends of their own systems to comply with the new requirements. Undoubtedly a cleaner method of integration, using pure extensions means that there are no changes to the standard code in Dynamics 365 – and no conflicts with standard Operations or indeed other third-party systems, of which there are around seven per typical Dynamics implementation. All in all, this will make for faster, more straightforward deployments. With enquiries for Dynamics shooting up by an estimated 50% in the last twelve months, and with Microsoft shaking up the status quo and differentiating itself from the likes of SAP and INFOR by embracing a hybrid installation model – again, due to launch in earnest in spring – the demand on the channel community is likely to skyrocket during the first half of 2018. But are we ready? Months of work Interestingly, according to industry analysts, many ISVs are struggling to update their code to comply with Microsoft’s pending extensions-only Change always brings a degree of uncertainty, so being prepared in advance and taking that message out to customers is essential to create a smooth transition and minimise the risk of disruption. Mike Rogers, sales and marketing director of Formpipe Lasernet, explains why ISVs that integrate with Microsoft Dynamics can’t afford a head in the sand mentality Channel Vision Clive Hailstone, MD UK&I, Comstor 1 What was your greatest challenge in 2017? The year that SDN came to the fore? Enabling, educating and empowering partners to engage with SDN, virtual worlds and service consumption can be challenging for those whose business model is built around hardware. Cisco’s Network Intuitive strategy redefines the boundaries even more. 2 What was your greatest achievement in 2017? Getting closer to customers, being able to add greater value and build loyalty. This requires commitment as well as innovation and, despite exiting a period of transition early in the year, we were able to do what we do best, commit more to our customers. 3 What were the key growth areas for you in 2017? Being Cisco-dedicated means we are at the sharp end of new and emerging technologies. Security was a major growth area, as customers looked for more end- to-end, easier to manage solutions. We have also seen a surge in software and annuity services, reflecting how the world increasingly views technology. 4 Any lessons learned in 2017? Not so much learned as reinforced. Always, always stay close to customers and build trust. It’s mutually beneficial in the long- term. 5 What is your main focus for 2018? No surprise here. Customers. We’ll continue to invest in and develop services that allow our customers to get closer to their customers and embrace emerging technologies. Security will remain high on the agenda as the stakes online are raised. 6 Reasons to be optimistic about 2018? Our ERP platform provides new opportunities for partners around cloud and services and enables greater integration and automation. Despite the uncertainties in the world, the pace of digital change shows no sign of abating, and I’m optimistic that we can help partners really benefit from all the opportunities this provides.