As SMBs embrace AI, automation and cloud platforms to stay competitive, they are seeking more sophisticated business tools. However, full-scale enterprise ERP systems have been out of reach. Now, the market is rapidly shifting.

Increasingly, innovative business owners are looking for integrated platforms to power their vision, often moving faster than technology partners may realise.

A growing divide creates a market gap

At one end of the market, many small and medium businesses are outgrowing basic accounting solutions like MYOB and Xero. At the other end, enterprise-grade ERP systems can be out of reach for smaller operations due to migration costs and complexity.

As a result, a new wave of SMBs is ready to adopt modern ERP systems but are stuck on finding the best solution.

This presents a unique opportunity for NetSuite Partners

As a NetSuite Partner, you already understand ERP and what it takes to deliver successful projects for mid and enterprise customers, but SMBs may not be on your radar.

By adding Microsoft Business Central to your ERP portfolio, you can bridge this gap and tap into a fast-growing market by offering enterprise-grade capabilities at an affordable entry point – starting with a few users and scaling from there.

Advances in cloud-based, AI-powered ERP have changed the market – SMBs can now access enterprise capabilities without enterprise overhead.

With 2.65 million SMBs in Australia alone1, the market potential is significant.

The Microsoft advantage: Integration, AI and scalability for SMBs

With most Australian SMBs already using Microsoft business tools like Office and Teams – and nearly 65%2 preferring platforms that meet multiple needs – Business Central is a natural extension of their tech stack that meets them where they are.

Several capabilities consistently stand out as particularly valuable for SMBs:

  • Native data integration: Proprietary business data flows between Business Central and familiar tools like Microsoft 365, Teams and Azure
  • AI-powered productivity: Copilot AI enables businesses to use their own data to automate tasks and generate insights directly using tools like Outlook, Word, Excel and PowerPoint.
  • Operational flexibility: Businesses can start with just a few users and expand capabilities as they grow.
  • Industry-ready solutions: Pre-built templates for sectors like manufacturing, services and not-for-profits help SMBs hit the ground running.

Copilot AI is embedded from day one. Unlike standalone solutions that require complex integration, SMBs can immediately harness AI for reporting, automation and decision-making.

Building new revenue streams for NetSuite Partners

By adding Business Central alongside NetSuite, partners can expand their addressable market. Complementing rather than replacing solutions, this diversification enables partners to serve a broader range of clients.

The market has already shifted. Business Central is now Microsoft's fastest-growing business application, with partners seeing 30% revenue growth in the past year³. Partners equipped to serve both enterprise and SMB segments can capture more opportunities.

This is driven by several factors:

  • Natural market expansion: Partners can serve SMBs that need sophisticated ERP capabilities but aren't ready for enterprise solutions.
  • Seamless skill transfer: Your teams’ ERP expertise from enterprise projects readily applies to Business Central implementations.
  • Flexible commercial models: Partners maintain control of their margins (ranging from 15% to 30%) and can build recurring revenue through licensing and managed services. Microsoft Solution Designation Competency partners can also access additional rebates and incentives.
  • IP development opportunities: Partners can create repeatable solutions for specific industries, leveraging Business Central's capabilities to streamline processes while building additional recurring revenue streams.
  • Future growth path: As clients evolve, there are cross-selling opportunities across the Microsoft ecosystem in areas like AI, automation and security.

Successful partners align solutions with client needs, leveraging NetSuite and Business Central to create scalable ERP strategies for SMBs and enterprises.

How we support your growth

Expanding into the SMB market is a strategic move, and Dicker Data takes a hands-on approach to support partners in their success. Our local team comprises in-house trainers, Microsoft MVPs, and specialists holding over 60 certifications across Azure, Modern Work, Security, Copilot and Business Applications.

We start with tailored strategy sessions to align with your business, technical, and service delivery goals. From there, we provide:

  • Technical and sales enablement: We help partners navigate Microsoft's ecosystem to build capabilities and proposals.
  • Go-to-market support: Hands-on support in customer meetings and targeted campaigns.
  • Upskilling: Programs like our Technical Centre of Excellence help partners build capabilities around Business Central and Power Platform solutions.
  • Licensing expertise: Helping partners optimise Microsoft licensing, funding, and incentives.

Having worked closely with partners on this process, I’ve seen firsthand how quickly enterprise ERP expertise translates into profitable SMB practices.

Capitalise on growing demand

Through our partner network, we’re seeing rising SMB demand for integrated, AI-enabled ERP solutions. The rapid adoption of tools like Copilot accelerates this trend as businesses seek ways to leverage their data more effectively. Microsoft’s investment in Business Central signals its growing role in this new space.

Partners across ANZ who have expanded their ERP portfolios are not just adding revenue streams – they're securing long-term client relationships.

If you'd like to explore how Business Central could fit into your practice, we welcome the opportunity to discuss your specific situation and share insights based on what's working in the market. Contact us directly to arrange a confidential 1:1 discussion.