I got a call the other day from a customer who said that another partner told them that they should not use a solution like ours because “It can cause issues”. I thought, what a vague and crappy thing to say. I assume this partner was not a reseller of …
When we designed our RapidStart CRM solution for Dynamics 365, we had a pretty specific idea of how it would be used. It turns out, that when you eliminate the complexity of customizing Dynamics 365, customers get pretty creative.
Microsoft likes to use the term “Hero Offer” for a particular subscription. It’s like the Sears Good, Better, Best approach. Usually the “Hero” offer, means that you are a hero to Microsoft if you sell it, not that is is the best solution for every customer. So, what is the …
I have had several of our partners and friends ask me how the new Dynamics 365 will effect our RapidStart CRM ISV offering. I think they feared I may slit my wrists, but actually, we got lucky. RapidStart CRM was always focused on the new CRM customer who was looking …
Who could argue with the concept of keeping your finger on the pulse of your customers? From the CEO, to the VP of Sales, to the Sales Manager, right down the line to the sales team… everybody has a desire… a requirement actually… to know what is happening with their …
Just a few short years ago, Office 365 launched. At the time, selling the product required genuine knowledge, and migrating to the product required genuine expertise. There was significant partner margin and incentives on the sale of Office 365, as well a nice margins on deploying it. Those days have …
So I am sitting in the Dynamics Partner Advisory Council on Sunday as Microsoft unwraps Dynamics 365. They start the conversation by saying they are going to make licensing waaay easier, and proceed to layout the most complex licensing structure I have ever heard.
The other day I was speaking to one of our RapidStart CRM Partners, who not only has an expert Dynamics CRM team, but is also a big fan of our model. He suggested that RapidStart CRM was like T-Ball for a home-run hitters. So here comes a post littered with …
It’s true… we are hiding things from you, or rather your CRM customer. We confess, we have been caught red-handed. But nothing nefarious is going on here… I swear! So what do we have to hide, and why?
No, we do not actually need to know “Did you get Married Last Year” in order to successfully deploy Dynamics CRM Online with RapidStart CRM. But that question was the genesis of how we eliminated the consulting component from the deployment process.
Many partners and customers are under the impression that gaining user adoption (a/k/a Active Use) is very hard to do. History supports this, at least based on the most commonly used approaches to this challenge. But I will tell you that it is actually very simple.
It is the heat of the political season, so in the spirit of that, I’ll need to “walk back” my post title. Success cannot be Guaranteed; even “Or Your Money Back” simply means you failed. The best that anyone can do is set you up for the best possible chance …
Okay, well I knew it couldn’t last forever. We created the first “Packaged Deployment” model available only through Microsoft Partners; RapidStart CRM. Now there are few others, so I have to write that “Why Us?” post.
There is an interesting battle taking place down in the trenches of SMB. Microsoft and Salesforce.com are peripherally aware of it, because both of these major CRM platforms have expressed some interest in SMB, but the opposition ranks are growing.
The best I.P. ideas begin with a wide view; making sure as many possible challenges are being solved. The best ideas, are by definition, the “Best” ideas, but they have to withstand the cyclical nature of business.
Okay, I can hear the Microsoft Partner community thinking “Why on earth would I ever Down-Sell, and how on earth would that Increase profit?” Okay, got it, you’re from Earth. Before I explain my rationale, let’s quickly cover a few sales techniques that you are already familiar with.
Firstly, I would like to apologize for being the reason that Microsoft added two more nouns to their CRM lexicon: “Packaged Deployment”, and “Opportunity Management”.
“It’s way more powerful than we need, we just want something basic”. As a Microsoft Partner who services the Small and Midsized Business (SMB) customer, and offers CRM, you have no doubt heard this refrain. Is it true? Is Dynamics CRM Online simply “too big” for the average SMB customer? …
First of all, I am well aware of Microsoft’s push for trials ever since their entry into the SaaS space. Even though Microsoft is relatively new to the Free Trial game, apparently it has been successful for some products, but not as successful for others; CRM falling in the latter …
My old buddy Albert Einstein once said “If you can’t explain it Simply, then you simply don’t understand it well enough”. Al kind of sums up CRM selling pretty well right there. CRM is a complex and powerful beast, and even seasoned CRM Partners are sometimes challenged to “Explain CRM …
