Training

This 1 day workshop will help Partners more effectively sell MS Dynamics ERP solutions.

Designed for sales and pre-sales staff, this course helps participants understand the 4 key MS Dynamics ERP solutions and how they can help solve typical customer problems, how to engage the customer effectively given the various stakeholder challenges and how to effectively sell to the customer based on the key stages of the ERP buying process.

This course covers the following subjects:

• Microsoft Dynamics ERP solutions and go to market strategy
• Typical customer pain chains
• The customer buying process
• Licensing of Microsoft Dynamics ERP solutions

The course has a strong practical component, with individual and group exercises.

Participants will gain an understanding of, and be able to recognize the key business issues that clients face which can be removed through the implementation of an ERP solution.

After completing this course, students will be able to:

• Understand the 4 key MS Dynamics ERP Solutions
• Recognise typical customer problems that can be solved with an MS Dynamics ERP solution;
• Recognise the key activities and goals of the customer buying cycle to increase their effectiveness in the selling engagement.

This workshop is designed for sales and pre-sale staff

Before attending this course, students must have followed the course on the "Microsoft Solution Selling Process".

Key subject areas covered during the one-day workshop include:

• The module on Microsoft Dynamics ERP solutions and go to market strategy presents the student with an overview of the 4 ERP solutions and then discusses typical customer situations such as a need for such as user productivity, financials, distribution, manufacturing. Importantly the course addresses how an ERP system is different from non-integrated solutions such as accounting or inventory systems.
• The module on pain chains discusses typical customer challenges and their impact on decision-makers. The student will learn how Microsoft Dynamics ERP provides a solution to 4 typical pains: Low productivity (people and processes); Low competitiveness; Slow or lacking business growth; Difficulties connecting with customers, partners and employees.
• In the module on customer buying processes the student learns the activities and goals of each phase of the ERP buying process. Each step of the ERP buying process is aligned with a phase in the sales process. The course also shows how tools (such as Sure Step) and the Microsoft Solution Selling Process connect to the customer buying process which spans the following phases:
• Phase I. Develop business strategy;
• Phase II. Determine needs/requirements;
• Phase III. Evaluate vendors;
• Phase IV. Select solutions and evaluate risks;
• Phase V. Resolve issues and finalize contracts;
• Phase VI. Implement and evaluate success.
• Finally, the licensing module provides an overview of Microsoft Dynamics ERP licensing terms for all Microsoft Dynamics ERP solutions namely Microsoft Dynamics AX, Microsoft Dynamics NAV, Microsoft Dynamics GP and Microsoft Dynamics SL. The course covers:
• Key licensing concepts
• Business Ready licensing, serving as a refresher to lay the ground work for the rest of the course
• Software License Terms for the customer
• User types and their rights: concurrent, named and external connectors
• 3 licensing scenarios that illustrate the application of Microsoft Dynamics licensing Resources