Product brand template - Neural Impact · About Mark: Founder – Chief Engagement Officer 25 year...

About Mark: Founder – Chief Engagement Officer 25 year sales professional (CA, Pivotal CRM, PeopleSoft, SAP) Advisor to Microsoft & Tier 1 & 2 Microsoft AX/NAV/CRM Partners: Europe, North

America, Asia Author: Microsoft Accelerated Selling Methodology Author: Microsoft Industry Acceleration Content

Industry sales & marketing workshops delivered to over 6000+ partner personnel

65 Industry Acceleration Workshops delivered in 1:1 sessions with partners

105 Partners in Program today: FR, UK, GER, WE (SWE, FIN, AUS, CH, SP, BL, NL), MEA, US

RISK

NEEDS

NEEDS

RISK

Buying Decisions Are Made EarlyEmotions Drive DecisionsTribal Member = Safety Safety (Fear) > GreedWhy > (How + What)

Determine your current state of cloud transformationIdentify where to focus/prioritize resources & investments

http://neuralimpact.ca/directions/

Implement

Outsource

Advise/IP

Configure

Differentiated

Competitiveposition

Undifferentiated

Market Pricing Premium

Relevant to

Needs ofcustomer

Irrelevant to

The Experience Economy – Pine & Gilmore (2011)

Telephony

ERP (GP, NAV, AX)

CRM, Marketing Automation, Social Media Leverage

Document Management & Workflows (SharePoint)

Office 365, Intune, Managed Services

BI, Dashboards, Data Services

Mobile Access

Business Process Consulting

Customer

CuratorIndustry Partner

ISV

Get Found Convert NurtureTriage

Industry FocusThought Leadership

SEO, SEM, Social

Digital EngagementCalls-to-Action

High Value Offers

Deliver ValueEngagement

Communications

Build RelevanceRemain in Conscience

CRM/Automation

http://neuralimpact.ca/directions/

20%

SALES CYCLE

SALE

S SK

ILLS

50% &80%

Partner web-site inquiry response times and methodsTiming and quality of initial triage responsesPartner credentialing and initial ‘discovery call’ responder(s).Discovery call agenda and workflowAbility to probe for 5 available key ‘needs’ and ‘drivers’.Ability to uncover B.A.N.T. criteria.Secure BDM access

Very few follow a formal discovery agenda or triage process.Everyone opened with a general “What do you want to do with ERP/CRM?”Few probe further for either “How” or “Why” drivers.Only one partner sales professional successfully identified all 5 ‘hard’ business impacts / drivers Most got stuck ‘selling’ the 1st offered basic need – sales forecasting - using up most of the allotted time on this point.13 did not return our “Contact Us” request for information.

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Consult Design Implement Integrate Maintain Manage Adopt

ProjectServices

SelectionServices

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Consult Design Implement Integrate Maintain Manage Adopt

ProjectServices

DisruptiveServices

OptimizationServices

Business Impact AssessmentLeadership WorkshopBusiness Process ReviewTechnical Readiness Assessment

Vision and Scope DefinitionProof of ConceptBusiness Case Expansion/ValidationBusiness/Project Risk AssessmentCloud Readiness Assessment

Quarterly Business Impact/Alignment ReviewDigital Transformation AuditTelemetry/Consumption Review (Azure)Industry Benchmarking ReviewCompliance Risk AssessmentChange Management AccelerationDashboard Optimization Training

What materials are on Microsoft Cloud SureStep on MPN?

Microsoft Cloud SureStep

•••••

Microsoft Partner Confidential

Microsoft Confidential

Microsoft Dynamics Cloud SureStep Assets & Curriculumon the Dynamics Learning Portal: https://mbspartner.microsoft.com/Home

• Over 70 Cloud SureStep for Dynamics assets (videos, guides, & templates)

1. Select the Topic Page hotlinks on the Cloud Transformation Tile (small white boxes at bottom of the tile) or use these hyperlinks:

An Introduction To Cloud SureStep for Microsoft Dynamics

Building a Profitable Cloud Practice

Marketing in a Cloud World

Cloud Accelerated Selling

2. Or, select the Cloud for Business/Cloud SureStep link on the ‘Other Software and Services’ tab

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Microsoft Confidential

Microsoft Dynamics Cloud SureStep Assets & Curriculumon the Dynamics Learning Portal: https://mbspartner.microsoft.com/Home

• To Navigate the Cloud SureStep Topic Pages:

1. Select the icon for video, PDF or Office document for the asset you wish you use.

2. When viewing the video for a particular topic, additional related resources will be listed in the RESOURCES section to the left.

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Microsoft Confidential

Step by Step Guidance Coming Oct 24

Materials will be posted to PartnerSource in DLP and on the Partner Growth Opportunities page at: https://mbs.microsoft.com/partnersource/northamerica/partner-essentials/smb-resource-center