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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
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Industry Enablement ToolsLaura RobinsonPartner Development Mgr - Readiness
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 needs3. Lack of complete solution
DevelopDevelop SolutionSolution ProofProofQualifyQualify
CredibilityCredibilityLatent PainLatent PainBuying VisionBuying Vision
RequirementsRequirementsEval. PlanEval. Plan Financial ValueFinancial Value
Business Business BenefitsBenefitsComplete Complete SolutionSolution
Business CaseBusiness CaseValue Prop.Value Prop.Oppty. CostOppty. Cost
Industry Tools for MS Solution Selling
GET VERTICAL! ProgramGET VERTICAL! Program2-Day Workshop – Business Planning – Coaching2-Day Workshop – Business Planning – Coaching
FIRST RESEARCH
Industry Profiles
FINLISTICS
Analytics Benchmarking
MICROSOFT PARTNERMethodology
Intellectual Prop.
NUCLEUS RESEARCH
ROI
Example
•Prospect:Prospect: Automotive Parts Mfg.Automotive Parts Mfg.
•Contact:Contact: Line of Business ExecutiveLine of Business Executive
•Revenue:Revenue: $200 million$200 million
•Issue:Issue: “Replace legacy systems”“Replace legacy systems”
QualifyQualify
CredibilityCredibilityLatent PainLatent PainBuying VisionBuying Vision
Industry Tools for MS Solution Selling
FIRST RESEARCH
Industry Profiles
GET VERTICAL! ProgramGET VERTICAL! Program2-Day Workshop – Business Planning – Coaching2-Day Workshop – Business Planning – Coaching
First Research Demo
DevelopDevelopQualifyQualify
CredibilityCredibilityLatent PainLatent PainBuying VisionBuying Vision
RequirementsRequirementsEval. PlanEval. Plan Financial ValueFinancial Value
Industry Tools for MS Solution Selling
GET VERTICAL! ProgramGET VERTICAL! Program2-Day Workshop – Business Planning – Coaching2-Day Workshop – Business Planning – Coaching
FIRST RESEARCH
Industry Profiles
FINLISTICS
Analytics Benchmarking
FinListics Demo
DevelopDevelop SolutionSolution ProofProofQualifyQualify
CredibilityCredibilityLatent PainLatent PainBuying VisionBuying Vision
RequirementsRequirementsEval. PlanEval. Plan Financial ValueFinancial Value
Business Business BenefitsBenefitsComplete Complete SolutionSolution
Business CaseBusiness CaseValue Prop.Value Prop.Oppty. CostOppty. Cost
Industry Tools for MS Solution Selling
GET VERTICAL! ProgramGET VERTICAL! Program2-Day Workshop – Business Planning – Coaching2-Day Workshop – Business Planning – Coaching
FIRST RESEARCH
Industry Profiles
FINLISTICS
Analytics Benchmarking
MICROSOFT PARTNERMethodology
Intellectual Prop.
NUCLEUS RESEARCH
ROI
Nucleus Research Demo
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”
First Researchhttp://microsoft.firstresearch.comOne-time fee: $250 per companyAnnual subscription: $250 per user
FinListicshttp://microsoft.finlistics.comValueManager Express: $950 annual subscriptionValueManager Online: $2,750 annual subscription
Resources
Nucleus Research ROIhttp://www.msftroi.comDownload ROI & Case Study tools for freeTraining & support plans start at $1,000
Resources
Questions?
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