05134nam 2200697 a 450 991045867780332120200520144314.01-282-99126-497866129912641-84968-111-2(CKB)2560000000049863(EBL)943992(OCoLC)796383591(SSID)ssj0000471331(PQKBManifestationID)11297798(PQKBTitleCode)TC0000471331(PQKBWorkID)10416659(PQKB)10094733(MiAaPQ)EBC943992(CaSebORM)9781849681100(PPN)228043433(Au-PeEL)EBL943992(CaPaEBR)ebr10445329(CaONFJC)MIL299126(EXLCZ)99256000000004986320110215d2011 uy 0engur|n|---|||||txtccrMicrosoft Dynamics Sure Step 2010[electronic resource] the smart guide to the successful delivery of Microsoft Dynamics business solutions /Chandru Shankar, Vincent Bellefroid1st editionOlton, Birmingham Packt Pub. Ltd.20111 online resource (360 p.)Description based upon print version of record.1-84968-110-4 Includes bibliographical references and index.Cover; Copyright; Credits; Foreword; About the Authors; Acknowledgement; Acknowledgement; About the Reviewers; www.PacktPub.com; Table of Contents; Preface; Chapter 1: Background and Concepts; The business solutions market; The importance of a methodology; Why it is critical to have a solid approach for selecting and deploying ERP/CRM solutions; What is Microsoft Dynamics Sure Step?; Microsoft Dynamics overview; What is a project?; Implementing the solution; ERP and CRM implementations-facts and figures; Summary; References; Chapter 2: Solution Selling and Driving Due DiligenceDriving value for the customer and the solution providerValue realization and measurement; What it means to be solution centric; Solution selling concepts; Solution selling-buyer's perspective; Building the trust; Building the vision; When to discuss feature/functionality or demo the solution; Staying aligned with the buyer; Vision processing-creation and reengineering; The Microsoft Solution Selling Process; Summary; References; Chapter 3: Managing Projects; About projects and project management; Myths and resistance; Is project management overhead?Is project management an obstacle to flexibility?Is project management unsalable?; Why project management?; The alternative; Using our own methodology; Why quality-driven companies prefer project management; The four pillars of project success; Communication matters; Rule number 1: Communication requires interaction; Rule number 2: E-mail does not equal project communication; Rule number 3: Be brief; Rule number 4: Set clear expectations; Proactive attitude makes the difference; Rule number 1: Look ahead and prevent; Rule number 2: Proactive power requires interactionRule number 3: Measure for early warning signalsCreating a guiding project culture; The importance of closure; Project management essentials; The project lifecycle and phases; What is a phase?; Respect the phase-based approach; Project management processes; Break it up!; From estimate to follow up; The WBS as estimation instrument; Follow up based on WBS; The WBS as central concept; Project management adoption; The tireless quest for the perfect espresso; Embracing change; The indispensable organizational benefits; A core competency for your company; Profitable projectsSatisfied customers and happy employeesSummary; References; Chapter 4: Selling with Sure Step; The Sure Step Diagnostic phase; The concept of Decision Accelerator (DA) Offerings; A repeatable process for the sales teams; Starting the discovery process with solution positioning; The first step to envisioning the future state; Identifying the right solution; Determining the infrastructure implications; Estimating the delivery costs, approach, plans, and roles; Reducing the risk perception; Estimating the Return on Investment (ROI); Developing the project charter; Closing the sales cycleInitiating the delivery cycleThe smart guide to the successful delivery of Microsoft Dynamics Business Solutions using Microsoft Dynamics Sure Step 2010 with this book and eBookCustomer relationsManagementComputer programsRelationship marketingElectronic books.Customer relationsManagementComputer programs.Relationship marketing.650.0285658.812028553Shankar Chandru896546Bellefroid Vincent896547MiAaPQMiAaPQMiAaPQBOOK9910458677803321Microsoft Dynamics Sure Step 20102003098UNINA