AP038
Build My Skills Session
Selling Business Value
Richard Bross
Partner Master Class
Introducing Partner Master Class
(Part of the UK kick-off, May 2011)
• Recognised Worldwide as the
TOP PDC
• All personnel have built VAR/ISV
Partners from scratch
• Live and breath your business
pains
• Wide range of experience in all
areas
• Proven Success in multiple
countries across Europe
• Top Class Coaches
Microsoft Dynamics Partner
Academy
LEADERSHIP
ROLE
Partner
Partner
Marketing
Specialist
Academy
PDC
MARKETING
ROLE
Partner Developer/
Technology
Architect
Academy
CONSULTANT
Microsoft Dynamics
Partner Academy
Partner
Application
Solution
Consultant
Academy
DEVELOPER
Partner
Partner
Project
Project
Management
Manager
Academy
PROJECT
MANAGER
CPLS
Partner
Partner
Sales
Sales
Academy
Specialist
SALES
ROLE
Partner
Presales
Specialist
Academy
PRESALES
ROLE
Richard Bross
•
Richard worked for Dutch TV
•
Richard has been specialized in the optimalisation of lead generation on the CXO level in
the ICT market for the last 22 years
•
He has a broad network within the Microsoft organisation and is member of the
Microsoft Partner Advisory Counsel for the last 7 years. Richard is also member of
Microsoft's Retail Board
•
Richard is co-founder of HSO, the number 1 Dynamics AX partner of Europe
•
Richard lives to network!
Our PDC experience
• Partner Master Class was founded late 2007
• 2008 – 2012: focus on The Netherlands and Belgium. We’ve
trained and coached over 100 Dynamics partners
• 2009-2012: assisting other PDC’s like Finland, Sweden, The Baltic's
and Switzerland on specific domains
• 2011: start in the UK as successor of the initial UK PDC
• 2012: won the contracts in Australia, APAC and Germany
• 2012 and beyond: focus on further developing our international
presence
The IT Channel Company
•
•
•
•
•
•
Merger between PMC and Conceptsales
12 professionals
Ambitious to grow!
Extra delivery capacity
Roll out capabilities
Cloud experience!
Our new team….
Value Based Selling
To drive results and establish
good sales acumen, leverage the
training course on the
Microsoft® Solution Selling
Process and the Value2WIN!
Course.
Both are part of the Microsoft
Dynamics Partner Academy
Importance Of Value
3
Leaves & Fruit: “Value” Achieved
Executive view of the fruit or value realized from
solving core company pain points or problem
areas, or enabling organizations’ strategy
2
Branches: “Capability” Solution
What the core system capability enables.
Example is multi-currency, multi-lingual, autoconsolidation
1
Roots: System “Functionality”
Often hidden areas of system functions, most
applicable at the user level
Attributes Of Value Based Model
Probing with
activelistening to
understand
need
Microsoft
Dynamics
Capability,
implementation
benefits
Trust Based Relationship
Realised
business
value
Focused on a longterm, mutually
beneficial
relationship
Outcome based on
the result derived
and its intrinsic value
Trust
Needs
based
Relationship
based
Probing to better
understand
customer pain and
requirements
1. Traditional Push-Based Approach
Standard
pitch,
one size
fits all
The partner
drives the
direction of
the
conversation
Focus
is on
software
features
& functions
Little to
no active
listening
to prospect
The software
does
everything
(never say no)
Fosters
mistrust
of the partner
by the client
Variable
pitch,
based on
unique client
situation and
requirements
The
customer
drives the
direction of
the
conversation
Focus is on
value —
aligned to
specific
customer
pain and
demand
Partner
practices
activelistening
Honest
communication
about
strengths
and gaps
of current
version of
software
Fosters
trust,
open-honest
two-way
communication
1
Execute behaviors that foster trust
People buy from people they like and have an affinity for
Practice Active Listening to understand needs;
it is one of the greatest ways to foster a trust-based relationship
2
Discern the customer needs, pain points or
problem areas trying to resolve
Listen, understand and determine the breadth of needs
Those needs create demand, address pain and yield opportunities
Position the software capability
and its result as a way to meet each need
Never pre-judge that you understand the solution apart
from a complete understanding of customer needs
3
Establish a view toward a long-term
relationship
Focused on the long-term relationship not just a specific transaction
Relationship can be at the CIO or
senior IT leader level and give a lens into other executive’s need
Learn as much as you can
about the company’s business and markets engaged in
Present benchmarking or
industry research to help build credibility
4
Ensure recommended results are outcome
based and solve customer needs and pain
Outcome is based on the result derived
from solution and its intrinsic value
Results should specifically solve for customer need
and areas of greatest pain
Trust Based
Needs Based
+
Execute behaviors
that foster trust
Relationship Based
+
Discern the customer
needs, pain points or
problem areas to resolve
Outcome Based
=
Establish a view toward
a long-term
relationship
Ensure results are
outcome based and solve
customer needs and pain
Q&A
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