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Flat Out: How the Dynamics Partner Academy can help you past a growth plateau

Flat Out: How the Dynamics Partner Academy can help you past a growth plateau. BRUCE RASMUSSEN & KIRSTY GARRETT. Organisational Growth. Legend. Phase 1. Phase 4. Phase 2. Phase 3. Phase 5. Evolution stages. Large. Revolution stages. COLLABORATION. Management style. COORDINATION.

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Flat Out: How the Dynamics Partner Academy can help you past a growth plateau

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  1. Flat Out: How the Dynamics Partner Academy can help you past a growth plateau BRUCE RASMUSSEN & KIRSTY GARRETT

  2. Organisational Growth Legend Phase 1 Phase 4 Phase 2 Phase 3 Phase 5 Evolution stages Large Revolution stages COLLABORATION Management style COORDINATION Direction Crisis Company size DELEGATION DIRECTION BUREAUCRACY CREATIVITY CONTROL AUTONOMY Small LEADERSHIP Young Mature Company age Based on Larry Greiner. Harvard Business Review

  3. Management at Phase 1 Dependency on heroes Founder’s energy on selling and implementing Long hours, modest salaries Market determines activities Everyone involved in everything Phase 1 Phase 4 Phase 2 Phase 3 Phase 5 Large micro CREATIVITY Company size Small Legend Young Mature Company age ROI

  4. Marketing The departments at Phase 1 • It is not a priority area. • There is no focus. • Word of mouth. Sales • Shooting at everything that moves. • Chase even problematic projects. • No planning. Process

  5. Leadership Crisis : Phase 1 Employees do not have all the information needed Recently hired employees are not guided well Poor accounting and financial control Lack of direction and strategy Leaders miss the “good old days” Phase 1 Phase 4 Phase 2 Phase 3 Phase 5 Large micro Company size Small LEADERSHIP Legend Young Mature Company age ROI ROI

  6. Survival: Phase 1 Phase 1 Phase 4 Phase 2 Phase 3 Phase 5 • How to survive: • Avoid growing: the Bonsai company • Bet on growth: assign a Business Director Large micro Company size Small LEADERSHIP Legend Young Mature Company age ROI ROI

  7. Implications - Growth Partner Size & Number Many small Partners Larger Partners Triple the average customer adds of Dynamics VARs Partner Focus Vertical Horizontal Triple the number of ISVs/VARs gaining >50% of their revenue from packaged, repeatable vertical solutions

  8. Microsoft Dynamics MPN Industry Strategy Marketing Readiness Engagement Dynamics Partner Academy Integrated Engagement Model Industry Focused Investments New Industry Focused Resources Partner Business Consulting “With Partner” Vertical Marketing Partner Business Systems Enhanced Support And Services Marketing Service Bureau New Systems & Tools Referral Model Aligned to Microsoft Partner Network benefits, requirements, and branding

  9. Microsoft Dynamics Partner Academy: What is it? • Non-Technical Training • Deliver through 3rd party: Partner Development Centre • Technical Training • Deliver through Microsoft Readiness and CPLS For more info, contact Gale Dembecki For more info, contact Josephine Church

  10. Microsoft Dynamics Partner Academy: What is it?

  11. Microsoft Dynamics Partner Academy Learning Plan: Sales Specialist • This role-tailored learning plan helps you focus your training efforts on the needs of your specific role.View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational sales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. • Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare. Knowledge Check Microsoft Solution Selling Process Sure Step How to Sell ERP Orchestrating the Sales Process Soft Skills Aware How to Sell CRM Sales Operations Selling Business Value I Instructor-led: 24 Hrs On-demand: 9.5 Hrs Selling IT Strategy Services Standard Sales Accreditation - ERP Effectively Selling Microsoft Dynamics AX to CXO’s Selling the Value of: Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV Microsoft Industry Solutions Sales and Marketing Selling IT Roadmap Services Value2WIN! Proficient Standard Sales Accreditation - CRM Selling the Microsoft Platform with Microsoft Dynamics SPI Series on Negotiation Instructor-led: 8 Hrs On-demand: 15 Hrs Selling Business Value II Sales Specialist Accreditation -ERP Competitive training Expert Sales Management Sales Specialist Accreditation -CRM Instructor-led: 8 Hrs On-demand: 9 Hrs ERP Accreditation Preparatory Course CRMAccreditation Preparatory Course On-demand Online Solution Selling Skills Solution Value Industry Competition Accreditation Exam

  12. PersonnelCertification / Accreditation Requirements • Most online training courses are available at no charge • Training costs average AUD$299 - $599 + GST / day for instructor-led classroom sessions from PDC (Partner Development Centre)

  13. Microsoft Dynamics Partner Academy (DPA) http://tinyurl.com/DynamicsPartnerAcademy

  14. DPA Training Schedule on PartnerSource and PDC http://tinyurl.com/partneracademy-schedule Subscribe to PartnerSource “News and Events” RSS Feed: https://mbs.microsoft.com/partnersource/newsevents/news/rssfeeds • Alternatively via Partner Development Centre (PDC): • http://www.pdcaustralia.com.au/training-schedules.htm • Check out the comprehensive course schedule • Demo2Win, Discovery2Win, Value2Win • Leadership Academy courses • ERP, CRM Technical Certification courses

  15. Next steps • Talk to your Microsoft Partner Account Manager • Ensure you understand the new MPN Competency Requirements • Build your readiness plan in the annual business planning • Contact PDC (Partner Development Centre) Australia (non-technical training) and Microsoft Readiness (technical training)

  16. Thank you. Questions? Email readines@microsoft.com

  17. Appendix

  18. Microsoft Dynamics Partner Academy Learning Plan – Leadership Role • This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational knowledge and skills. You may be new in your role, or you may be growing your company from 5 to 25 employees. • Proficient-level training courses are designed to help you accelerate your professional growth and enable you to take your company from 25 to 75 employees. • Expert-level training courses help you achieve economies of scale as you take your company from 75 to more than 250 employees. Knowledge Check Streamlining Services Delivery Building an ISV Business Financial Management I Strategic & Tactical Planning Aware Setting up an S+S Practice Instructor-led: 27 Hrs On-demand: 4 Hrs Financial Management II People and Organizational Development Proficient Achieving Sales & Marketing Excellence Instructor-led: 24 Hrs Financial Management III Managing Strategic Change Expert Achieving Scale & Reach Instructor-led: 40 Hrs On-demand Online Financial Management Business Planning Practice Building Operational Excellence People and Change Leadership

  19. Microsoft Dynamics Partner Academy Learning Plan – Marketing Role • This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational knowledge and skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build vertical solution marketing expertise. Knowledge Check Nurture Marketing Course 1Course 2Course 3 Going to Market with Software+Services Principles of Marketing Measuring Marketing ROI Aware List Acquisition Marketing for ISVs Instructor-led: 17 Hrs On-demand: 8.5 Hrs Existing Customer Care Digital Marketing Proficient Best Practices when using Offers On-demand: 1 Hrs Expert Generating More Prospects with a Vertical Value Prop Microsoft IndustrySolutions Sales andMarketing Instructor-led: 3 Hrs On-demand: Varies On-demand Online Marketing Planning Measuring ROI Digital Marketing Vertical Marketing

  20. Microsoft Dynamics Partner Academy Learning Plan – Sales Role New Customer Track (“hunter”) • This role-tailored learning plan helps you focus your training efforts on the needs of your specific role.View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational sales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. • Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare. Knowledge Check Microsoft Solution Selling Process Sure Step How to Sell ERP Orchestrating the Sales Process Soft Skills Aware How to Sell CRM Sales Operations Selling Business Value I Instructor-led: 24 Hrs On-demand: 9.5 Hrs Selling IT Strategy Services Standard Sales Accreditation - ERP Effectively Selling Microsoft Dynamics AX to CXO’s Selling the Value of: Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV Microsoft Industry Solutions Sales and Marketing Selling IT Roadmap Services Value2WIN! Proficient Standard Sales Accreditation - CRM Selling the Microsoft Platform with Microsoft Dynamics SPI Series on Negotiation Instructor-led: 8 Hrs On-demand: 15 Hrs Selling Business Value II Sales Specialist Accreditation -ERP Competitive training Expert Sales Management Sales Specialist Accreditation -CRM Instructor-led: 8 Hrs On-demand: 9 Hrs ERP Accreditation Preparatory Course CRMAccreditation Preparatory Course On-demand Online Solution Selling Skills Solution Value Industry Competition Accreditation Exam

  21. Microsoft Dynamics Partner Academy Learning Plan – Sales Role Existing Customer Track (“farmer”) • This role-tailored learning plan helps you focus your training efforts on the needs of your specific role.View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational sales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. Knowledge Check Sure Step How to Sell ERP Microsoft Solution Selling Process Orchestrating the Sales Process Aware How to Sell CRM Sales Operations Creating Customer Loyalty Instructor-led: 24 Hrs On-demand: 7 Hrs Effective Selling Microsoft Dynamics AX to CXO’s Selling IT Strategy Services Microsoft Industry Solutions Sales and Marketing Value2WIN! Selling the Microsoft Platform with Microsoft Dynamics Proficient Selling IT Roadmap Services SPI Series on Negotiation Instructor-led: 8 Hrs On-demand: 14 Hrs Expert Sales Management Learners interested in accreditation should refer to the “Sales Specialist– New Customer“ learning plan Instructor-led: 6 Hrs ERP Accreditation Preparatory Course CRMAccreditation Preparatory Course On-demand Online Solution Selling Skills Solution Value Industry Competition Accreditation Exam

  22. Microsoft Dynamics Partner Academy Learning Plan – Presales Role • This role-tailored learning plan helps you focus your training efforts on the needs of your specific role.View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational presales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. • Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare. Knowledge Check Demo 2WIN! How to Sell ERP Technical Introduction to Microsoft Dynamics Solution and vertical Solution Microsoft Solution Selling Process Aware Sure Step How to Sell CRM GP AX NAV CRM Instructor-led: 32 Hrs On-demand: 10 Hrs Discovery 2WIN! Effective Selling Microsoft Dynamics AX to CXO’s Presales Accreditation - ERP Selling the Value of: Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV Technical Training on Microsoft Stack Competitive Training Proficient Selling the Microsoft Platform with Microsoft Dynamics Presales Accreditation - CRM DemoMate Instructor-led: 8 Hrs On-demand: 9 Hrs + Driving Renewals and Upgrades Microsoft Industry Solutions Sales and Marketing Expert Objection Handling Instructor-led: Varies On-demand: 1 – 13.5 Hrs ERP Accreditation CRM Accreditation On-demand Online Discovery & Demo Solution Design Industry Competition Accreditation Exam

  23. Microsoft Dynamics Partner Academy Learning Plan – Project Manager • This role-tailored learning plan helps you focus your training efforts on the needs of your specific role.View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. • Additionally, the learning plan presents the certifications that apply to the role and depicts which courses help you prepare. Knowledge Check PMI Basic Knowledge Assessment Introduction to Microsoft Dynamics Solution and Vertical Solution Project Management Fundamentals Using Sure Step Methodology Aware GP NAV AX CRM CAPM (PMI Certification) On-demand: 37 Hrs Sure Step Assessment Project Managing Microsoft Dynamics Implementations Technical Training on Microsoft Stack Introduction to Organizational Change Management Action-based Change Leadership Proficient ERP CRM Implementation Methodology Certification Instructor-led: 32 Hrs On-demand: 2 Hrs + Expert Project Management for the Experienced Professional Project Leadership: Comms, Influence & Collaboration PMP (PMI Certification) On-demand: 34 Hrs On-demand Online Implementation Methodology Certification Preparatory Course PMI Certification Preparatory Course Project Management Solution Design Implementation Methodology Change Management Certification Exam/Process

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