LEADER 05418nam 2200673 450 001 9910818272703321 005 20200520144314.0 010 $a1-84968-703-X 035 $a(CKB)2550000001191997 035 $a(EBL)1561446 035 $a(SSID)ssj0001155382 035 $a(PQKBManifestationID)11651521 035 $a(PQKBTitleCode)TC0001155382 035 $a(PQKBWorkID)11178979 035 $a(PQKB)11740146 035 $a(Au-PeEL)EBL1561446 035 $a(CaPaEBR)ebr10832269 035 $a(CaONFJC)MIL571405 035 $a(OCoLC)869640099 035 $a(MiAaPQ)EBC1561446 035 $a(PPN)228035562 035 $a(EXLCZ)992550000001191997 100 $a20140207h20142014 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aCustomer success with Microsoft Dynamics Sure Step /$fChandru Shankar, Vincent Bellefroid, Nilesh Thakkar 205 $a2nd ed. 210 1$aBirmingham, England :$cPackt Publishing,$d2014. 210 4$dİ2014 215 $a1 online resource (380 p.) 225 1 $aProfessional expertise distilled 300 $aProfessional Expertise Distilled"-- Cover. 300 $aIncludes index. 311 $a1-84968-702-1 311 $a1-306-40154-2 320 $aIncludes bibliographical references and index. 327 $aCover; Copyright; Credits; Foreword; About the Author; About the Reviewer; www.PacktPub.com; Table of Contents; Preface; Chapter 1: Background and Concepts; The business solutions market; Building a solution strategy with pace layering; The two-tier approach, cloud computing, and workloads; The importance of a methodology; The importance of a methodology for solution selection; Introducing Microsoft Dynamics Sure Step; Microsoft Dynamics overview; Understanding what a project is; Implementing the solution; ERP and CRM implementations and statistics; Summary 327 $aChapter 2: Solution Selling and Driving Due DiligenceDriving value for the customer and solution provider; Value realization and measurement; What it means to be solution centric; Solution selling concepts; Solution selling - the buyer's perspective; Building the trust; Building the vision; Determining the right time to demo the solution; Staying aligned with the buyer; Vision processing - creation and reengineering; The Microsoft Solution Selling Process; Summary; Chapter 3: Solution Envisioning with Sure Step; The Sure Step Diagnostic phase 327 $aThe concept of Decision Accelerator (DA) OfferingsDiagnostic for a new Dynamics customer; Starting the discovery process; Microsoft Dynamics Lifecycle Services tools and alignment with Sure Step; The first step to envisioning the future state; Identifying the right solution; Determining the infrastructure implications; Estimating the delivery costs, approach, plans, and roles; Phased approach and staging options for multiple site deployments; Reducing the risk perception; Estimating the Return on Investment; Developing the project charter and proposal; Closing the sales cycle 327 $aInitiating the delivery cycleOther aspects of the Decision Accelerator offering services; Diagnostic leveraging of the Accelerated POC with the CRM Online service; The Diagnostic phase for a current Dynamics customer; Assessing the upgrade requirements; Applying the other Decision Accelerator services to upgrade engagements; Supporting the customer's buying cycle; Defining organizational needs; Determining the right solution; Understanding and mitigating risks; Approach for upgrading existing solutions; Positioning solutions for specific industries; Industry/vertical solutions 327 $aThe manufacturing industryThe public sector industry; The retail industry; Service industries; Cross-industry/horizontal solutions; Cross-industry customer care solutions; xRM or extended CRM solutions; Future industry and cross-industry solution content; Quick Reference; Summary; Chapter 4: Managing Projects; About projects and project management; Myths and resistance; Is project management an overhead?; Is project management an obstacle to flexibility?; Is project management unsalable?; Why project management?; The alternative; Using our own methodology 327 $aWhy quality-driven companies prefer project management 330 $a""Microsoft Dynamics Sure Step 2012"" is a focused tutorial of Microsoft Dynamics solution envisioning and delivery, rather than a step-by-step guide into project management. It will equip you with the tactics required to plan, align, and orchestrate your solution selling activities, as well as help you to be efficient, proactive, goal driven, and flexible in your Microsoft Dynamics engagements.If you are involved in one or more of the roles stated below, then this book is for you: If you are a Project Manager, Engagement Manager, Solution Architect, or Consultant involved in delivering Micros 606 $aAccounting$xComputer programs 606 $aBusiness logistics$xData processing 615 0$aAccounting$xComputer programs. 615 0$aBusiness logistics$xData processing. 676 $a658.7 700 $aShankar$b Chandru$01593081 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910818272703321 996 $aCustomer success with Microsoft Dynamics Sure Step$93913029 997 $aUNINA