Kasper Højdal
VP of Enterprise Sales, Europe at LS Retail, helping partners close complex, multi-country retail deals
Copenhagen, Denmark
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Kasper is VP of Enterprise Sales for Europe at LS Retail, a global unified commerce and ERP provider built on Microsoft Dynamics 365. He leads enterprise sales strategy across the Nordics, Benelux, UK, Ireland, Germany and the Baltics, working through a partner led model to bring large, multi-country retail, pharmacy and hospitality groups onto unified commerce platforms. He is Danish, based in Copenhagen, and spends much of his time helping partners qualify, price and close deals that sit above the SMB threshold.
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Topics
The End of Time and Materials? How AI Is Changing the Way We Deliver Professional Services
AI is changing how fast implementation and customization work gets done, and customers are starting to notice. Projects that used to take days now take hours, which means the old way of pricing professional services by the hour is starting to break down.
In this session we will discuss what this shift actually looks like in practice, and more importantly, what to do about it. If AI lets you deliver the same result in less time, should you still bill the same way? What happens to your margins if you do not adapt, and what happens to customer trust if you keep billing hours for work that no longer takes hours?
We will look at how partners can start moving away from pure time and materials pricing towards models that better reflect the value delivered, not just the hours spent. This includes practical ideas on how to talk to customers about the change, how to structure new types of engagements, and how to protect your margins while still being competitive.
This session is for partner leadership, professional services directors and sales leaders who want to get ahead of a pricing conversation that is coming whether we are ready for it or not. Expect a practical, straight to the point discussion rather than a theoretical one, with real examples of what is starting to work and what is not.
This session is for partner leadership, professional services directors and sales leaders who want to get ahead of a pricing conversation that is coming whether we are ready for it or not. Expect a practical, straight to the point discussion rather than a theoretical one, with real examples of what is starting to work and what is not.
Moving the Immovable: How to Get Legacy Customers Onto Cloud
Every partner has them, the customers who are still running an old on-premise system, know they eventually need to move, and keep finding reasons to wait one more year. This session is about what actually gets those customers to move, based on real field experience from one of the largest ISVs in the ecosystem.
We will go through the most common objections we hear, cost, disruption to the business, fear of losing customizations, and the simple comfort of not touching something that still works, and talk honestly about which of these are real concerns and which are just excuses to avoid a hard conversation.
Then we will get practical. We will look at both sides of the coin, the carrots and the sticks. On the carrot side, how to build a business case that speaks to the customer's own numbers, not just generic cloud benefits, and how to package the move so it feels like an upgrade rather than a disruption. On the stick side, how to talk honestly about end of support timelines, security risk and the growing cost of staying still, without sounding like a scare tactic.
This session is for sales reps, account managers and partner leadership who deal directly with reluctant customers and need something more useful than "the cloud is the future." Expect concrete talking points and real examples of what has worked, and what has not.
This session is for sales reps, account managers and partner leadership who deal directly with reluctant customers and need something more useful than "the cloud is the future." Expect concrete talking points and real examples of what has worked, and what has not.
Are You Still Selling ERP Like It's 2015?
Be honest, when did you last look at how you pitch ERP to prospects? A lot of us are still selling the way we did five or ten years ago, even though the product, the buyer and the market have all changed underneath us.
This session is a step back from daily deal chasing to look at what SMB buyers actually want right now. Not what we assume they want, but what the trends are telling us. Customers today are not just buying software, they are buying AI capability, flexibility, and a partner who will not lock them into something rigid for the next ten years. If your pitch still leads with modules and features, there is a good chance you are answering a question nobody is asking anymore.
We will look at how expectations have shifted with the move to SaaS, why extensibility and openness have become deal breakers rather than nice to haves, and how AI is changing what customers see as table stakes versus what impresses them. We will use examples different industries, not to go deep on any one of them, but to show the common thread running underneath.
This session is for sales leaders, account executives and anyone shaping how their organization talks about value to SMB customers. Come ready to question a few habits, and leave with a clearer, more current picture of what you are actually selling against.
This session is for sales leaders, account executives and anyone shaping how their organization talks about value to SMB customers. Come ready to question a few habits, and leave with a clearer, more current picture of what you are actually selling against.
The ISV's Role in Demand Generation: How We Can Help Fill Our Partners' Pipelines
As an ISV in a partner-led setup, it is easy to think demand generation is the reseller's job and our job stops at building good product and reruiting partners. But partners are busy running their own business, and they do not always have the time, reach or marketing muscle to create demand for every product in their portfolio, including yours.
This session looks at what an ISV can actually do to put its products and services in front of the right customers and help shape demand, without stepping on the reseller relationship or trying to sell direct. This is not about recruiting more resellers or building out a bigger channel. It is about what we, as the ISV, should be doing to drive more qualified leads to our partners.
We will talk about what good looks like when it comes to creating awareness with end customers, generating leads that can be handed to the right partner, and making sure our products stay visible in front of buyers even when the partner's own sales motion has other priorities. We will also look at where the line sits, how to support and create opportunity for partners without ever competing with them.
This session is for ISV leadership, marketing and sales teams who want practical ideas on how to be a better demand generation partner to their own channel, not just a product supplier.
This session is for ISV leadership, marketing and sales teams who want practical ideas on how to be a better demand generation partner to their own channel, not just a product supplier.
Punching Above Its Weight: Positioning Business Central for Enterprise Accounts
Business Central is built as an SMB product, and that is exactly what makes it good; lean, fast to implement and cost effective. It is not going to replace a full enterprise ERP stack, and it should not try to. But that is not actually what most enterprise conversations need.
Large organizations increasingly run on distributed IT architecture, a mix of platforms handling different departments, processes or business units rather than one system trying to do everything. In that world, BC does not need to be the whole answer, it needs to be a strong, cost efficient fit for a specific need, running alongside other enterprise grade platforms rather than competing with them.
This session looks at how ISVs help make that possible. By extending BC's SaaS capabilities where needed, partners can position it as a credible, scalable component inside a larger enterprise landscape, not as a replacement for everything. We will talk about how to have this conversation honestly with enterprise buyers, being clear about where BC fits and where it deliberately does not try to compete, and why that honesty actually builds more trust than overselling scope it was never meant to cover.
This session is for sales leaders and account executives who want a credible, honest way to bring BC into enterprise accounts, without overpromising or underselling what it can do.
This session is for sales leaders and account executives who want a credible, honest way to bring BC into enterprise accounts, without overpromising or underselling what it can do.
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