Selling Business Value Richard Bross Partner Master Class AP038Build My Skills Session

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 Partner Developer/ Architect Partner Marketing Specialist Partner Marketing Specialist Partner Sales Specialist Partner Sales Specialist Partner Project Manager Partner Project Manager Partner Application Consultant Partner Presales Specialist Partner Presales Specialist Partner Technology Academy Academy Partner Marketing Academy Academy Partner Sales Academy Academy Partner Project ManagementAcademy ManagementAcademy Partner Solution Academy Academy Partner Presales Academy Academy Microsoft Dynamics Partner Academy DEVELOPERDEVELOPER LEADERSHIPROLELEADERSHIPROLE MARKETINGROLEMARKETINGROLE SALESROLESALESROLE PRESALESROLEPRESALESROLE PROJECTMANAGERPROJECTMANAGER CONSULTANTCONSULTANT CPLS PDC

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 – 2012: focus on The Netherlands and Belgium. We’ve trained and coached over 100 Dynamics partners : 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 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 Branches: “Capability” Solution What the core system capability enables. Example is multi-currency, multi-lingual, auto- consolidation Roots: System “Functionality” Often hidden areas of system functions, most applicable at the user level

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

1. Traditional Push-Based Approach 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 Standard pitch, one size fits all

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

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 11 Execute behaviors that foster trust

22 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

33 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

44 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

Needs Based Trust Based ++ Execute behaviors that foster trust Relationship Based Outcome Based ++ Discern the customer needs, pain points or problem areas to resolve ==

Q & A

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