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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
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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❷
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
