Industry Enablement Tools Laura Robinson Partner Development Mgr Readiness

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Industry Enablement ToolsLaura RobinsonPartner
Development Mgr - Readiness
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Understand the Customers Business

• Top Reasons MBS Partners Lose

• Price is too high
• Inability to understand needs
• Lack of complete solution

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Industry Tools for MS Solution Selling
Develop
Solution
Proof
Qualify

• Business Benefits
• Complete Solution

• Credibility
• Latent Pain
• Buying Vision

• Requirements
• Eval. Plan
• Financial Value

• Business Case
• Value Prop.
• Oppty. Cost

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Example

• Prospect Automotive Parts Mfg.
• Contact Line of Business Executive
• Revenue 200 million
• Issue Replace legacy systems

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Industry Tools for MS Solution Selling
Qualify

• Credibility
• Latent Pain
• Buying Vision

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First Research Demo
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Industry Tools for MS Solution Selling
Develop
Qualify

• Credibility
• Latent Pain
• Buying Vision

• Requirements
• Eval. Plan
• Financial Value

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FinListics Demo
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Industry Tools for MS Solution Selling
Develop
Solution
Proof
Qualify

• Business Benefits
• Complete Solution

• Credibility
• Latent Pain
• Buying Vision

• Requirements
• Eval. Plan
• Financial Value

• Business Case
• Value Prop.
• Oppty. Cost

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Nucleus Research Demo
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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

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Resources

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

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Resources

• Nucleus Research ROI
• http//www.msftroi.com
• Download ROI Case Study tools for free
• Training support plans start at 1,000

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Questions?
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