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Customer Success with Microsoft Dynamics Sure Step.
""Microsoft Dynamics Sure Step 2012"" is a focused tutorial of Microsoft Dynamics solution envisioning and delivery, rather than a step-by-step guide into project management. It will equip you with the tactics required to plan, align, and orchestrate your solution selling activit...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Packt Publishing,
2014.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Cover; Copyright; Credits; Foreword; About the Author; About the Reviewer; www.PacktPub.com; Table of Contents; Preface; Chapter 1: Background and Concepts; The business solutions market; Building a solution strategy with pace layering; The two-tier approach, cloud computing, and workloads; The importance of a methodology; The importance of a methodology for solution selection; Introducing Microsoft Dynamics Sure Step; Microsoft Dynamics overview; Understanding what a project is; Implementing the solution; ERP and CRM implementations and statistics; Summary
- Chapter 2: Solution Selling and Driving Due DiligenceDriving value for the customer and solution provider; Value realization and measurement; What it means to be solution centric; Solution selling concepts; Solution selling
- the buyer's perspective; Building the trust; Building the vision; Determining the right time to demo the solution; Staying aligned with the buyer; Vision processing
- creation and reengineering; The Microsoft Solution Selling Process; Summary; Chapter 3: Solution Envisioning with Sure Step; The Sure Step Diagnostic phase
- The concept of Decision Accelerator (DA) OfferingsDiagnostic for a new Dynamics customer; Starting the discovery process; Microsoft Dynamics Lifecycle Services tools and alignment with Sure Step; The first step to envisioning the future state; Identifying the right solution; Determining the infrastructure implications; Estimating the delivery costs, approach, plans, and roles; Phased approach and staging options for multiple site deployments; Reducing the risk perception; Estimating the Return on Investment; Developing the project charter and proposal; Closing the sales cycle
- Initiating the delivery cycleOther aspects of the Decision Accelerator offering services; Diagnostic leveraging of the Accelerated POC with the CRM Online service; The Diagnostic phase for a current Dynamics customer; Assessing the upgrade requirements; Applying the other Decision Accelerator services to upgrade engagements; Supporting the customer's buying cycle; Defining organizational needs; Determining the right solution; Understanding and mitigating risks; Approach for upgrading existing solutions; Positioning solutions for specific industries; Industry/vertical solutions
- The manufacturing industryThe public sector industry; The retail industry; Service industries; Cross-industry/horizontal solutions; Cross-industry customer care solutions; xRM or extended CRM solutions; Future industry and cross-industry solution content; Quick Reference; Summary; Chapter 4: Managing Projects; About projects and project management; Myths and resistance; Is project management an overhead?; Is project management an obstacle to flexibility?; Is project management unsalable?; Why project management?; The alternative; Using our own methodology