1. Industry Enablement Tools Laura Robinson Partner Development Mgr - Readiness

2. Understand the Customer’s Business Top Reasons MBS Partners Lose “ERP buyers place greater value a vendor’s ability to understand the customer’s business than a vendor’s ability to deliver innovative technology.” Yankee Group – 2004 1. Price is too high 2. Inability to understand needs 3. Lack of complete solution

3. DevelopSolutionProofQualify Credibility Latent Pain Buying Vision Requirements Eval. Plan Financial Value Business Benefits Complete Solution Business Case Value Prop. Oppty. Cost Industry Tools for MS Solution Selling GET VERTICAL! Program 2-Day Workshop – Business Planning – Coaching FIRST RESEARCH Industry Profiles FINLISTICS Analytics Benchmarking MICROSOFT PARTNER Methodology Intellectual Prop. NUCLEUS RESEARCH ROI

4. Example Prospect:Automotive Parts Mfg.Prospect:Automotive Parts Mfg. Contact:Line of Business ExecutiveContact:Line of Business Executive Revenue:$200 millionRevenue:$200 million Issue:“Replace legacy systems”Issue:“Replace legacy systems”

5. Qualify Credibility Latent Pain Buying Vision Industry Tools for MS Solution Selling FIRST RESEARCH Industry Profiles GET VERTICAL! Program 2-Day Workshop – Business Planning – Coaching

6. First Research Demo

7. DevelopQualify Credibility Latent Pain Buying Vision Requirements Eval. Plan Financial Value Industry Tools for MS Solution Selling GET VERTICAL! Program 2-Day Workshop – Business Planning – Coaching FIRST RESEARCH Industry Profiles FINLISTICS Analytics Benchmarking

8. FinListics Demo

9. DevelopSolutionProofQualify Credibility Latent Pain Buying Vision Requirements Eval. Plan Financial Value Business Benefits Complete Solution Business Case Value Prop. Oppty. Cost Industry Tools for MS Solution Selling GET VERTICAL! Program 2-Day Workshop – Business Planning – Coaching FIRST RESEARCH Industry Profiles FINLISTICS Analytics Benchmarking MICROSOFT PARTNER Methodology Intellectual Prop. NUCLEUS RESEARCH ROI

10. Nucleus Research Demo

11. Benefits  Increase win %  Instant credibility with BDM  Deliver compelling presentations  Know when to walk away from the deal  Shorten the sales cycle  More quickly uncover key issues  Leverage previous industry success  Improve pre-call planning  Increase deal size  Identify more areas of latent pain  Become a trusted advisor  Move from “vendor” to “member”

12.  First Research  http://microsoft.firstresearch.com http://microsoft.firstresearch.com  One-time fee: $250 per company  Annual subscription: $250 per user  FinListics  http://microsoft.finlistics.com http://microsoft.finlistics.com  ValueManager Express: $950 annual subscription  ValueManager Online: $2,750 annual subscription Resources

13.  Nucleus Research ROI  http://www.msftroi.com http://www.msftroi.com  Download ROI & Case Study tools for free  Training & support plans start at $1,000 Resources

14. Questions?