Technology Record - Issue 22: Autumn 2021

81 AppSource into our Dynamics 365 customer relationship management system, so we can work with leads really easily,” says Thorsén. “We can quickly shift any North American leads to SK Global, where they can sell in that market. And we know that if the lead has taken the time to actually click on a link in AppSource, it’s more likely to be qualified.” “We really appreciate howMicrosoft reps helped us combine the AppSource template with intel from Microsoft sellers to create content geared to what sellers in ISV Connect need,” says Aynsley Keller, director of sales and operations at SK Global Software. “It’s been a real benefit to have AppSource generate so many qualified leads.” Engaging with Microsoft sellers through ISV Connect has also been critical to the success of the bundled solution in the market. Being part of the programme has allowed SignUp Software to expand its seller relationships beyond the Nordic market into the rest of Europe and North America. “Now we get a conversation going with our Swedish Partner Development Manager (PDM), who talks with the North American PDM,” says Thorsén. “With that exposure, when we put deals into the co-sell opportunities in Partner Center, they’re being accepted by the Enterprise Sales Team, which opens another communica- tion channel. That has been really valuable, and it’s growing in value day by day.” Microsoft’s continued investment in increasing the number of sellers who advocate for ISVs in the ISV Connect programme has contributed to a greater than 30 per cent increase in the sales of the SK Global-SignUp bundled solution. “Just recently, the Microsoft selling team creatively presented our solution to an existing managed customer,” says Keller. “We didn’t have that visi- bility before ISV Connect.” Going forward, both Thorsén and Keller see ISV Connect as critical in helping their busi- nesses expand their global reach. “The pro- gramme enables organisations like ours to get leads from all over the world,” says Thorsén. “Plus, since Dynamics 365 is a global prod- uct, ISV Connect allows us to establish our- selves wherever Microsoft sells finance and operations-focused solutions.” “We’re grateful that Microsoft continues to invest in the ISV ecosystem,” says Keller. “ISV Connect is a platform where ISVs can grow and customers can combine their ERP with proven solutions. We’re excited to see where it goes.” The SK Global- SignUp joint solution helped farmer- owned agricultural cooperative Agtegra to modernise and consolidate its accounts payable and banking solutions