Tribridge has experienced great success by building solutions that fi t
its customers’ needs. A three-time winner of the Outstanding Reseller
of the Year award from Microsoft Dynamics, Tribridge is also one of the
three Master VARs in the United States and has built a successful cloud
practice over the last year. The Partner Channel sat down with Tony
DiBenedetto, CEO, and Steve Terp, chief sales officer, to catch up on
their recent successes and plans for the next year.
The Partner Channel (TPC): You’re fresh off your win as Outstanding Reseller of
the Year for the third time. What does that mean for your team?
Tony DiBenedetto (TD): Although we have more than 400 employees across the
country, we’re a very tight company and have a culture where people feel part of one
team. Our team wants to win and be the best at what they do, and having a third party
like Microsoft tell us that we’re the best at Microsoft Dynamics means a lot to us.
It also fits our customer-centric strategy, as part of winning the award is determined
by feedback from customers. This reflects our value proposition and raises the bar
for our team because when we engage with a customer and tell them we’ve won three
times in five years, you can’t have a good team. You have to have a great team.
Winning this award gives us big shoes to fill, but we’ve been in them before.
TPC: What was it like to hear your name called?
Steve Terp (ST): It doesn’t matter how many times
you’ve won, when you see your company’s name
on the screen, it’s like the first time. It means a lot,
regardless of your expectations.
TD: Right. It also makes you feel really good about
the quality of people within the Partner community.
Partners we compete with congratulated us, and the
awards ceremony makes you realize it’s about the
TPC: You are one of the three Master VARs in
the US. What’s the last year been like with the
ST: It’s been great getting to know other companies
and seeing all the talents and skills in the Partner
channel. One of the benefits of the program is that
we’re able to fill niches for customers with other
Partners. We didn’t get into this program to gather as
many affiliates as possible; rather, we wanted to find
Partners with whom we can be mutually successful.
TPC: Where do you see yourselves going with the
program in its second year?
ST: I think people initially saw this program as an
alternative as rules changed around Microsoft’s
Partner strategy. Now we’re looking at it more
strategically, helping smaller VARs get greater
visibility and IP out there, and helping them
offer services that they don’t have today. I see the
program gaining more traction now that people are
settled into the marketplace and know what we can
TPC: How can ISVs best work with Tribridge and
your Master VAR affiliates?
ST: There’s value to both ISVs and customers
becoming more aware of what’s out there in the
marketplace, and we’ve put some programs in place
to connect the two groups. We’re also continually
developing repeatable solutions for customers and
figuring out how we can leverage our expertise
with that of ISVs. If we work well together, we can
accomplish that goal together.
TPC: If there’s an ISV reading this that wants
to get more involved with those solutions, what
should they do?
ST: Raise their hand and send us an email (Info@
tribridge.com). We host webinars and events for
customers across the country to help educate them
on the Microsoft-based solutions available in the
TPC: You’re coming off a great year on the
Microsoft fiscal calendar. What’s up for this year?
TD: We recently launched Concerto PSA, a solution
for professional services providers, and have more
solutions planned for the healthcare industry and state
correctional institutions, two other areas where we have
In calendar year 2013, we’ll continue to expand our
reach with the Master VAR program as well as develop
new solutions and ideas to help our more than 3,500
customers be more successful with their businesses.
With the economy getting better, I think we’ll see an even
stronger 12 to 18 months.
We’re also hearing more and more about the cloud from
our customers. Adoption into our Concerto Cloud Services
has been very strong. ERP adoption is different than CRM
or SharePoint due to the nature of information stored in the
cloud, but customers like the flexibility to preserve capital
and scale up or down, as well as being able to trust that a
firm such as ours can support their implementation.
TPC: What do you like most about the Microsoft
Dynamics Partner community?
TD: We’ve been working with small and midsize businesses
for the last 14 years, and Microsoft makes it easy to
provide technology that’s affordable and fits the needs of
those customers. Also, we’ve experienced many changes
in a short amount of time within the Partner community:
Y2K, 9/11, and a recession. We partner with competitors
a lot, and it’s been nice that people collaborate and help
I like that Microsoft has more than Microsoft
Dynamics, and that we’re able to create a complete
solution for our customers with the addition of
SharePoint and infrastructure technology. A customer
doesn’t have to maintain 15 relationships; there can be
one solution, and we can be the Partner that helps with
all of their needs.
ST: In addition, there’s been so much change in what’s
offered in the marketplace and being with Microsoft, the
strongest company in the world, is a big advantage. It’s
nice to be backed by the best in the business.