LEADER 05134nam 2200697 a 450 001 9910458677803321 005 20200520144314.0 010 $a1-282-99126-4 010 $a9786612991264 010 $a1-84968-111-2 035 $a(CKB)2560000000049863 035 $a(EBL)943992 035 $a(OCoLC)796383591 035 $a(SSID)ssj0000471331 035 $a(PQKBManifestationID)11297798 035 $a(PQKBTitleCode)TC0000471331 035 $a(PQKBWorkID)10416659 035 $a(PQKB)10094733 035 $a(MiAaPQ)EBC943992 035 $a(CaSebORM)9781849681100 035 $a(PPN)228043433 035 $a(Au-PeEL)EBL943992 035 $a(CaPaEBR)ebr10445329 035 $a(CaONFJC)MIL299126 035 $a(EXLCZ)992560000000049863 100 $a20110215d2011 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aMicrosoft Dynamics Sure Step 2010$b[electronic resource] $ethe smart guide to the successful delivery of Microsoft Dynamics business solutions /$fChandru Shankar, Vincent Bellefroid 205 $a1st edition 210 $aOlton, Birmingham $cPackt Pub. Ltd.$d2011 215 $a1 online resource (360 p.) 300 $aDescription based upon print version of record. 311 $a1-84968-110-4 320 $aIncludes bibliographical references and index. 327 $aCover; 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 Diligence 327 $aDriving 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? 327 $aIs 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 interaction 327 $aRule 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 projects 327 $aSatisfied 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 cycle 327 $aInitiating the delivery cycle 330 $aThe smart guide to the successful delivery of Microsoft Dynamics Business Solutions using Microsoft Dynamics Sure Step 2010 with this book and eBook 606 $aCustomer relations$xManagement$xComputer programs 606 $aRelationship marketing 608 $aElectronic books. 615 0$aCustomer relations$xManagement$xComputer programs. 615 0$aRelationship marketing. 676 $a650.0285 676 $a658.812028553 700 $aShankar$b Chandru$0896546 701 $aBellefroid$b Vincent$0896547 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910458677803321 996 $aMicrosoft Dynamics Sure Step 2010$92003098 997 $aUNINA