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Customer success with Microsoft Dynamics Sure Step / / Chandru Shankar, Vincent Bellefroid, Nilesh Thakkar
| Customer success with Microsoft Dynamics Sure Step / / Chandru Shankar, Vincent Bellefroid, Nilesh Thakkar |
| Autore | Shankar Chandru |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | Birmingham, England : , : Packt Publishing, , 2014 |
| Descrizione fisica | 1 online resource (380 p.) |
| Disciplina | 658.7 |
| Collana | Professional expertise distilled |
| Soggetto topico |
Accounting - Computer programs
Business logistics - Data processing |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-84968-703-X |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; 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
Chapter 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 The 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 Initiating 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 The 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 Why quality-driven companies prefer project management |
| Record Nr. | UNINA-9910453572803321 |
Shankar Chandru
|
||
| Birmingham, England : , : Packt Publishing, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Customer success with Microsoft Dynamics Sure Step / / Chandru Shankar, Vincent Bellefroid, Nilesh Thakkar
| Customer success with Microsoft Dynamics Sure Step / / Chandru Shankar, Vincent Bellefroid, Nilesh Thakkar |
| Autore | Shankar Chandru |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | Birmingham, England : , : Packt Publishing, , 2014 |
| Descrizione fisica | 1 online resource (380 p.) |
| Disciplina | 658.7 |
| Collana | Professional expertise distilled |
| Soggetto topico |
Accounting - Computer programs
Business logistics - Data processing |
| ISBN | 1-84968-703-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; 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
Chapter 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 The 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 Initiating 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 The 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 Why quality-driven companies prefer project management |
| Record Nr. | UNINA-9910790973703321 |
|
Shankar Chandru
|
||
| Birmingham, England : , : Packt Publishing, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Customer success with Microsoft Dynamics Sure Step / / Chandru Shankar, Vincent Bellefroid, Nilesh Thakkar
| Customer success with Microsoft Dynamics Sure Step / / Chandru Shankar, Vincent Bellefroid, Nilesh Thakkar |
| Autore | Shankar Chandru |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | Birmingham, England : , : Packt Publishing, , 2014 |
| Descrizione fisica | 1 online resource (380 p.) |
| Disciplina | 658.7 |
| Collana | Professional expertise distilled |
| Soggetto topico |
Accounting - Computer programs
Business logistics - Data processing |
| ISBN | 1-84968-703-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; 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
Chapter 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 The 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 Initiating 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 The 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 Why quality-driven companies prefer project management |
| Record Nr. | UNINA-9910818272703321 |
|
Shankar Chandru
|
||
| Birmingham, England : , : Packt Publishing, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Microsoft Dynamics Sure Step 2010 [[electronic resource] ] : the smart guide to the successful delivery of Microsoft Dynamics business solutions / / Chandru Shankar, Vincent Bellefroid
| Microsoft Dynamics Sure Step 2010 [[electronic resource] ] : the smart guide to the successful delivery of Microsoft Dynamics business solutions / / Chandru Shankar, Vincent Bellefroid |
| Autore | Shankar Chandru |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Olton, Birmingham, : Packt Pub. Ltd., 2011 |
| Descrizione fisica | 1 online resource (360 p.) |
| Disciplina |
650.0285
658.812028553 |
| Altri autori (Persone) | BellefroidVincent |
| Soggetto topico |
Customer relations - Management - Computer programs
Relationship marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-99126-4
9786612991264 1-84968-111-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 Diligence
Driving 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 interaction Rule 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 Satisfied 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 Initiating the delivery cycle |
| Record Nr. | UNINA-9910458677803321 |
|
Shankar Chandru
|
||
| Olton, Birmingham, : Packt Pub. Ltd., 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Microsoft Dynamics Sure Step 2010 [[electronic resource] ] : the smart guide to the successful delivery of Microsoft Dynamics business solutions / / Chandru Shankar, Vincent Bellefroid
| Microsoft Dynamics Sure Step 2010 [[electronic resource] ] : the smart guide to the successful delivery of Microsoft Dynamics business solutions / / Chandru Shankar, Vincent Bellefroid |
| Autore | Shankar Chandru |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Olton, Birmingham, : Packt Pub. Ltd., 2011 |
| Descrizione fisica | 1 online resource (360 p.) |
| Disciplina |
650.0285
658.812028553 |
| Altri autori (Persone) | BellefroidVincent |
| Soggetto topico |
Customer relations - Management - Computer programs
Relationship marketing |
| ISBN |
1-282-99126-4
9786612991264 1-84968-111-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 Diligence
Driving 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 interaction Rule 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 Satisfied 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 Initiating the delivery cycle |
| Record Nr. | UNINA-9910791453403321 |
|
Shankar Chandru
|
||
| Olton, Birmingham, : Packt Pub. Ltd., 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Microsoft Dynamics Sure Step 2010 : the smart guide to the successful delivery of Microsoft Dynamics business solutions / / Chandru Shankar, Vincent Bellefroid
| Microsoft Dynamics Sure Step 2010 : the smart guide to the successful delivery of Microsoft Dynamics business solutions / / Chandru Shankar, Vincent Bellefroid |
| Autore | Shankar Chandru |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Olton, Birmingham, : Packt Pub. Ltd., 2011 |
| Descrizione fisica | 1 online resource (360 p.) |
| Disciplina |
650.0285
658.812028553 |
| Altri autori (Persone) | BellefroidVincent |
| Soggetto topico |
Customer relations - Management - Computer programs
Relationship marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-99126-4
9786612991264 1-84968-111-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 Diligence
Driving 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 interaction Rule 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 Satisfied 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 Initiating the delivery cycle |
| Record Nr. | UNINA-9910822368703321 |
|
Shankar Chandru
|
||
| Olton, Birmingham, : Packt Pub. Ltd., 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||