Okay, calm down, your Microsoft Partner practice isn’t ending anytime soon. But, if you throw your head back and think about what is happening in our world, you can probably see how it could. No? Let me tell you what I see.
So a lot has been said recently about Dynamics 365, ranging from high praise to all-out hysteria. NDAs have been violated, pumping bits and pieces of information out, mostly around pricing. And lot’s of partners have been complaining, including yours truly (hopefully constructively). But as I continue to dig deeper …
My head has been swimming. I spent the entire weekend re-watching the “Airlift” presentations that Microsoft gave us last week on the new Dynamics 365. There were about 50 of them, each on a new feature or capability of the new platform. Even though I am left with more questions …
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 …
For the longest time, the only ride in the Microsoft Dynamics Amusement Park was the Lazy River ride. A few years ago they added their first roller-coaster, and they are about to open their first Super Coaster. Hang on, it’s gonna be a wild ride!
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.
Since I have been pretty forthcoming about our journey to build Microsoft I.P., I am now getting questions in my email. One question that seems to pop up frequently, is how to figure out what to charge for your I.P.. Guess what? I have opinions on that! What a surprise.
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 …
I keep hearing lately, that the customer is in control of the technology sales conversation today. Former First Lady Nancy Reagan, who recently passed, was well known for her “Just Say No” anti-drug campaign. I want to hijack her slogan for Cloud Sellers.
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.
According to Microsoft, they currently have 112,388 employees. That is a big ole company. As companies go, it qualifies as an Aircraft Carrier. My former brother-in-law was the commander of the aircraft carrier USS John C. Stennis, and he said it was hard to turn fast.
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.
We are witnessing something quite amazing; the unstoppable force of Cloud Subscriptions, meeting the immovable object of commissioned sales. Unfortunately… somebody’s gonna lose.
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.