Selling Business Value

1. AP038 Build My Skills Session Selling Business Value Richard Bross Partner Master Class

2. 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

3. Microsoft Dynamics Partner Academy Partner Marketing Specialist Partner Marketing Academy Partner Developer/Architect Partner Technology Academy Partner Sales Specialist Partner Sales Academy PDC Microsoft Dynamics Partner Academy Partner Application Consultant Partner Solution Academy Partner Presales Specialist Partner Presales Academy Partner Project Manager Partner Project Management Academy MARKETING ROLE LEADERSHIP ROLE CONSULTANT SALES ROLE CPLS DEVELOPER PRESALES ROLE PROJECT MANAGER

4. 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!

5. 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

6. The IT Channel Company • Merger between PMC and Conceptsales • 12 professionals • Ambitious to grow! • Extra delivery capacity • Roll out capabilities • Cloud experience!

7. Our new team….

8. 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

9. Importance Of Value 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 3 Branches: “Capability” Solution What the core system capability enables. Example is multi-currency, multi-lingual, auto-consolidation 2 1 Roots: System “Functionality” Often hidden areas of system functions, most applicable at the user level

10. Attributes Of Value Based Model Focused on a long-term, mutually beneficial relationship Trust Needs based Probing with active-listening to understand need Microsoft Dynamics Capability, implementation benefits Realised business value Relation-ship based Probing to better understand customer pain and requirements Outcomebased on the result derived and its intrinsic value Trust Based Relationship

11. 1. Traditional Push-Based Approach Standard pitch,one size fits all • Little to no active listening to prospect The software does everything (never say no) Fosters mistrust of the partner by the client The partner drives the direction of the conversation Focus is on software features & functions

12. 2. Value Based Approach Honest communication about strengths and gaps of current version of software Variable pitch, based on unique client situation and requirements The customer drives the direction of the conversation Fosters trust, open-honest two-way communication Focus is on value —aligned to specific customer pain and demand • Partner practices active-listening

13. Execute behaviors that foster trust Tip 1 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

14. Discern the customer needs, pain points or problem areas trying to resolve Tip 2 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

15. Establish a view toward a long-term relationship Tip 3 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

16. Ensure recommended results are outcome based and solve customer needs and pain Tip 4 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

17. The Value EquationValue-Based Approach Trust Based Needs Based Relationship Based Outcome Based + = + Discern the customer needs, pain points or problem areas to resolve Ensure results are outcome based and solve customer needs and pain Execute behaviors that foster trust Establish a view toward a long-term relationship

18. Emphasize that you are there to help solve problems

19. Have an executive sponsor from your side as well

20. Q & A

21. Visit the Microsoft Showcase:See | Learn | Connect Exhibitors & Sponsors Services & Devices Infrastructure & Platforms Business Applications Immersion Experiences

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