Microsoft Dynamics Partner Academy Kick-Off. 25 juni 2010

Microsoft Dynamics Partner Academy Kick-Off 25 juni 2010

Agenda • Partner Readiness strategie •

Bart Bohnenn (Microsoft)

• De Microsoft Dynamics Partner Academy: introductie en demo •

Wim van Vliet (Microsoft)

• De Microsoft Dynamics Partner Academy: training tracks en “Wave 6” •

Guus Krabbenborg en Joop van Voorthuijsen (DPA)

• Kalender & Condities •

Guus Krabbenborg en Joop van Voorthuijsen (DPA)

• Praktijkervaringen van een deelnemer •

Peter Zacht (SBA)

Partner Readiness Strategie

Partner Readiness Strategie

Microsoft Dynamics Partner Strategy (hoe) Industry Strategy Marketing

Readiness

Engagement

Industry Focused Investments

Dynamics Partner Academy

Integrated Engagement Model

“With Partner” Vertical Marketing

Partner Business Consulting

New Industry Focused Resources

Marketing Service Bureau

Partner Business Systems

Enhanced Support And Services New Systems & Tools

Referral Model

Aligned to Microsoft Partner Network benefits, requirements, and branding

Waarom . . . IDC onderzoek 2009 onder Dynamics Partners • • • •

Gemiddeld lage winstgevendheid van Dynamics partners wereldwijd Enorme spreiding in financiële resultaten – van zeer profijtelijk tot verlieslatend Veel problemen bij projectbeheersing Het beheersen van groei is een serieus knelpunt!

IPL onderzoek 31 bedrijven die ERP hebben geimplementeerd • • • • • •

44 procent bedrijven tevreden over zijn ERP-leverancier ERP-leveranciers moeten zich beter inleven in de klantsituatie. Bedrijven verwachten echte interesse en duidelijke afspraken Meer dan 20% van de deelnemende bedrijven liet leveranciers afvallen wegens onvoldoende begrip van het bedrijf, de knelpunten en de doelstellingen “Leveranciers moeten flexibel, eerlijk en niet arrogant zijn” “Offertes zijn standaard, te algemeen en te vaag” Een sterke behoefte aan inzicht in de condities aan klantzijde om er een succesvol project van te maken

Case For Change (waarom) Market Forces

• Nog voldoende markt opportunitie voor ERP en CRM • Veranderen om deze opportunity om te zetten in wins

• Horizontale oplossingen zijn niet onderscheidend genoeg • Hardere concurrentie • Verplinterde concurrentie

Customer Demands

• Verticalisatie kennis • Meer betrokkenheid en commitment van leverancier

Partner Needs

• Partners moeten mee willen veranderen met eisen van de markt en de klanten

• Hogere klant tevredenheid

• Microsoft faciliteert met training, guidance, en systems

• Voorspelbare projecten

• (verticale) kennis moet omhoog

• Inzicht in business van klant

• Voorspelbare projecten

• Gezamenlijke marketing

• Technische kennis alleen = niet voldoende

• Professionelere inkoop = betere sales cycles

• Betere Sales trajecten • Faciliteren van groei • Verhogen winstgevendheid

De DeMicrosoft MicrosoftDynamics DynamicsPartner Partner Academy Academy Introductie en demo Introductie en demo

De Microsoft Dynamics Partner Academy - van oud naar nieuw • Technische trainingen • • •

Microsoft CPLS‟en: Qurius Learning Solutions, Promentum, Mprise, Mulder Computer College Microsoft Nederland: NAV & AX 2009 Migration training, xRM training Online: Partner Learning Center, PartnerSource

• Sales & Marketing, Project Management • • • • •

   

Microsoft Nederland: 2WIN! Training CRM excellence: How to Sell CRM Partner Master Class: diverse sales en marketing trainingen Promentum en Microsoft Nederland: SureStep Methodology Online: Partner Learning Center, PartnerSource

Veel “loketten”, geen overzichtelijke kalender Losse communicatie van (veel) trainingen Relatie met Microsoft programma‟s, zoals MPN? Wat adviseert Microsoft nu?

De Microsoft Dynamics Partner Academy - van oud naar nieuw

• Centrale aanpak met de Microsoft Dynamics Partner Academy •

•

   

Microsoft Dynamics Partner Academy is een totaalprogramma vanuit nieuwe alliantie tussen Microsoft, Partner Development Center en CPLS‟en Rol-gebaseerde trainingen • 2 technische rollen (CPLS) • 5 niet-technische rollen (PDC)

Centraal loket, overzicht Eenvoud communicatie van trainingen Relatie met Microsoft programma‟s: “verplichte trainingen en examens” staan aangegeven Dit adviseert Microsoft nu!  

Alleen voldoen aan de “minimale voorwaarden” van Microsoft programma‟s (zoals MPN) is geen basis voor succes Benut de volle kracht van DPA en neem deel aan “WAVE 6”!

Microsoft Dynamics Partner Academy

LEADERSHIP ROLE

Partner Marketing Specialist Academy MARKETING

Partner Partner Developer/ Technology Architect Academy CONSULTANT


Partner Application Solution Consultant Academy DEVELOPER

Partner Partner Project Project Management Manager Academy PROJECT MANAGER

CPLS

PDC

ROLE

Partner Partner Sales Sales Academy Specialist SALES ROLE

Partner Presales Specialist Academy

PRESALES ROLE

Demo

MPN competencies •

ERP Competency – de ERP competency in het Microsoft Partner Network is bestemd voor Partners met bewezen expertise in het uitrollen van Microsoft Dynamics ERP business management oplossingen, waarin de Dynamics AX en Dynamics NAV productlijnen centraal staan. De ERP Competency bestaat uit 2 tracks: • •

ISVs (Independent Software Vendors) Value Added Distributors and Systems Integrators

•

CRM Competency - de CRM competency in het Microsoft Partner Network is bestemd voor Partners met bewezen expertise in het uitrollen van Microsoft Dynamics CRM business management oplossingen.

•

Meer detail in de Micrososft Competentie Handleiding (https://partner.microsoft.com/netherlands/40005167)

MPN vereisten • De MPN certificeringsvereisten voor de ERP & CRM competencies en advanced competencies gelden vanaf october 2010. • De richtlijn bij het bepalen van de softwareversie waarop Partners gecertificeerd dienen te zijn: • •

De laatste product release (N) of de voorgaande product release (N-1) binnen 12 maanden van beschikbaarheid van gelocaliseerde versies van het product. N-1 is van toepassing op het “MPN Competency level” en N op het “Advanced MPN competency level”.

Oplossing

MPN “Standard Competency”

MPN Advanced Competency

Ingangsdatum

Microsoft Dynamics AX

4.0, SQL 2005

2009, SQL 2008

Oktober 2010

Microsoft Dynamics CRM

3.0

4.0

Oktober 2010

Microsoft Dynamics NAV

5.0*, SQL 2005

5.0 SQL 2008

Oktober 2010

Enterprise Resource Planning competency vereisten Track 1 – VAR • Technische examens • Tenminste 2 medewerkers die een Methodology Implementation examen hebben behaald • Tenminste 1 medewerker die een Sales accreditation* heeft behaald • Tenminste 1 medewerker die een Pre-Sales accreditation* heeft behaald * Van kracht in mei 2011

Track 2 – ISV • Technische examens • Tenminste 1 medewerker die het Methodology Implementation examen heeft behaald

Enterprise Resource Planning advanced competency vereisten Track 1 – VAR • Technische examens • Tenminste 3 medewerkers die het Methodology Implementation examen hebben behaald • Tenminste 2 medewerker die een Sales accreditation* hebben behaald • Tenminste 1 medewerker die een Pre-Sales accreditation* heeft behaald * Van kracht in mei 2011


Customer Relationship Management competency vereisten Track 1 – VAR • Technische examens • Tenminste 2 medewerkers die het Methodology Implementation examen hebben behaald • Tenminste 1 medewerker die een Sales accreditation* heeft behaald • Tenminste 1 medewerker die een Pre-Sales accreditation* heeft behaald * Van kracht in mei 2011


Customer Relationship Management advanced competency vereisten Track 1 – VAR • Technische examens • Tenminste 3 medewerkers die het Methodology Implementation examen hebben behaald • Tenminste 2 medewerkers die een Sales accreditation* hebben behaald • Tenminste 1 medewerker die een Pre-Sales accreditation* heeft behaald * Van kracht in mei 2011


Sales en Presales accreditation exams •

In juli 2010 introduceert Microsoft Dynamics: • • • • • •

•

Standard Sales Accreditation – Enterprise Resource Planning Standard Sales Accreditation – Customer Relationship Management Sales Specialist Accreditation – Enterprise Resource Planning Sales Specialist Accreditation– Customer Relationship Management Presales Accreditation – Enterprise Resource Planning Presales Accreditation – Customer Relationship Management

Om rekening mee te houden: • • • •

De Dynamics Partner Academy is de “one stop shop” voor training en examens Accreditation exams zijn online & gratis. De eerste examens zijn beschikbaar in juli 2010 – in het Engels De examens zijn vereist (vanaf mei 2011) voor Microsoft Dynamics Partners die de ERP/CRM Competency of de ERP/CRM Advanced Competency willen behalen.

Sure Step Methodology examen beschikbaar!

De DeMicrosoft MicrosoftDynamics DynamicsPartner Partner Academy Academy Training Trainingtracks tracksen en“Wave “Wave6” 6”

Introductie • Partner Master Class heeft een PDC (Partner Development Center) contract getekend met Microsoft voor de 5 niet functioneel/technische rollen.

• CPLS‟en verzorgen o.a. de functionele en technische trainingen


LEADERSHIP ROLE

Partner Marketing Specialist Academy MARKETING

Partner Partner Developer/ Technology Architect Academy CONSULTANT


Partner Application Solution Consultant Academy DEVELOPER

Partner Partner Project Project Management Manager Academy PROJECT MANAGER

CPLS

PDC

ROLE

Partner Partner Sales Sales Academy Specialist SALES ROLE

Partner Presales Specialist Academy

PRESALES ROLE

Alliantie • De Partner Master Class heeft samen met Promentum en Qurius Learning Solutions een Alliantie gevormd • Deze alliantie is dus in staat om het totale Microsoft Dynamics Partner Academy programma te leveren!

Toelichting programma • Wie zijn wij? • Korte intro

• Wat is een PDC? • Wat kunt u verwachten

• Hoe werkt een PDC? • Condities

• Wanneer starten? • Rooster

• Hoe kan ik meedoen? • Aanmelden

Wie zijn wij?

• Een team van professionals • Met een behoorlijke staat van dienst • Die u kunnen helpen uw bedrijf meer succesvol en winstgevender te maken........

Joop van Voorthuijsen • Joop, ondernemer pur sang, is sinds 1985 actief in de ICT, destijds gestart bij Baan en van 1991 tot 1998 als partner bij Jansen MI. • Joop was directeur oprichter van Navision partner Foqus-ICT in 1999. Binnen 3 jaar behoorde Foqus-ICT tot de top-3 partners in Nederland. • Na de overname van Foqus-ICT door Watermark maakte Joop deel uit van de board van Watermark en is vervolgens initiatiefnemer en mede-oprichter geweest van To-Increase. • To-Increase is voor Microsoft Dynamics nu één van de belangrijkste ISV‟s voor Dynamics AX en NAV. • Op dit moment is Joop van Voorthuijsen volledig gericht op de Partner Master Class

Guus Krabbenborg

• Guus was in 1994 oprichter van DBS Business Solutions. Bij zijn vertrek in 1999 was DBS gegroeid naar 120 mensen met activiteiten in Nederland, Engeland, Ierland en Duitsland • Vervolgens werkte hij als commercieel directeur bij Navision Software Nederland en startte in 2000 met TerDege • Sindsdien specialiseert Guus zich in de business vraagstukken waar Dynamics partners mee kampen. Hij verzorgt business trainingen in binnen- en buitenland en adviseert (directies van) software bedrijven • Guus ondersteunt bedrijven die zich oriënteren op de selectie en invoering van bedrijfssoftware door workshops en presentaties • Tot slot schrijft hij columns, artikelen en boeken en is uitgever van de succesvolle en veel gelezen TerDege Nieuwsbrief

Richard Bross • Richard heeft zich de afgelopen 15 jaar gespecialiseerd in het optimaliseren van lead generatie op hoog niveau binnen de ICT markt. • Hij heeft een uitgebreid internationaal netwerk binnen de Microsoft organisatie, alwaar hij al 3 jaar deel uitmaakt van de Partner Advisory Board. Dit is een Microsoft orgaan dat een linking pin is tussen het zeer uitgebreide internationale partner netwerk en de Microsoft organisatie. • Richard is tevens mede oprichter van HSO, de nummer 1 Dynamics AX partner van Europa. • Tenslotte: Richard leeft om te netwerken!

Jan Aernoud van Eeken • Jan Aernoud heeft ruim 17 jaar ervaring in de ICT en is werkzaam geweest in diverse sales functies bij Xerox, Baan en Sun Microsystems. • Zijn ervaring met de wereld waarin Microsoft Dynamics actief is, gaat terug tot 1996. In dat jaar startte hij als sales consultant new business bij Baan. • Jan Aernoud is ondernemer, personal coach en trainer. • Tevens is hij verbonden aan de faculteit Management en Economie van de Hogeschool Utrecht waar hij aan het vak Sales geeft.






Wat is een PDC? • PDC - Programma van Microsoft Corporation! • Gestart begin 2008 • Nu al in flink aantal landen • Partner Master Class is eind 2007 op verzoek van Microsoft gestart! • Inmiddels zo‟n 60 partners getraind en gecoached!

Microsoft Dynamics Partner Academy - PDC 1

What a PDC is

3

• PDC = Partner Development Center, new training channel •

3rd

party that delivers the non-technical training components of the Microsoft Dynamics Partner Academy

• Equipped to deliver both 1:many partner training as well as 1:1 partner coaching, some also deep partner strategy consulting • Offers pay-for-performance based “Training+Coaching” programs aimed at activation of new partners

What (minimum) skills a PDC offers Leadership training/coaching

Sales/presales training/coaching

 Managing and growing a P&L

 Solution selling process

 Strategic business planning

 Consultative/value selling

 People and org. development

 Sales management

 Differentiation & verticalization

 2Win! curriculum

 Financial management

 Industry-focused selling

Marketing training/coaching

Project mgmt. training/coaching

• Works closely with local MBS field teams to determine channel development needs, acts as trusted advisor to Microsoft

 Strategic marketing planning

 Engagement management

 Tactical marketing planning

 Change management

• Typically owned and managed by former (MBS) channel partner executives

 Marketing execution

 Managing time & milestones

 Web marketing

 Managing resources & budgets

 Telemarketing

 Sure Step methodology

2 What a PDC does 4 Where we have PDCs Readiness Delivery

Activation Programs

Optional Business Lines

•Dynamics Partner Academy curriculum

•Packaged training + coaching program

•Marketing Services Bureau

•Business, sales, presales, marketing, project management

•24-month engagement

•Partner Business Consulting

•Offered to all partners

•Offered to selected New/Inactive and Existing Partners

•Project management support

•Scheduled class delivery

•Based on Dynamics Partner Academy

•Basis for Sales and Presales accreditation

•Presales support •Localization and distribution of ISV solutions

• Currently 15 operational PDCs, some country-based and some regional, all major markets covered by January 2010

How will the PDC provide value to the Partner

E

Partner Development Centers PDC Programs

Readiness Delivery

• For Partner Activation/Reactivation (NEW Partners) • For Partner Productivity Growth (Existing Partners) • Training + Coaching • 24-month engagement • Selected partners • Always through local coaches

Optional business lines

• Offered to all Partners • Scheduled class delivery • Offered to partner roles • Basis for Sales and Pre-Sales Accreditation • Might deliver in partnership with CPLS • Could be deliver by a Regional PDC Partner Partner Owner/ Leadership Manager Academy

?

• Marketing Bureau • Business Consulting • Vertical Solutions Distribution • Modular consulting packages • etc

Partner Partner Marketing Marketing Specialist Academy

Partner

Partner Developer/ Technology Architect

Academy

Microsoft Dynamics Partner Academy Partner Partner Application Solution Consultant Academy

Partner Partner Project Project Management Manager Academy

Partner Partner Sales Sales Academy Specialist

Partner Partner Presales Presales Specialist Academy

Rollen • PDC neemt de volgende 5 rollen voor haar rekening: • • • • •

Leadership Marketing Sales Pre-Sales Projectmanagement

• In verschillende rollen zitten ook delen die verzorgd worden door CPLS‟en of Online trainingen!

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational knowledge and skills. You may be new in your role, or you may be growing your company from 5 to 25 employees. • Proficient-level training courses are designed to help you accelerate your professional growth and enable you to take your company from 25 to 75 employees. • Expert-level training courses help you achieve economies of scale as you take your company from 75 to more than 250 employees.

Streamlining Services Delivery Financial Management I

Strategic & Tactical Planning

Building an ISV Business

Setting up an S+S Practice

Knowledge Check

Financial Management II People and Organizational Development Achieving Sales & Marketing Excellence

Financial Management III Achieving Scale & Reach

Financial Management

Business Planning

Practice Building

Managing Strategic Change

Operational Excellence

People and Change Leadership

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational knowledge and skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build vertical solution marketing expertise.

Nurture Marketing Marketing an S+S Offering Principles of Marketing

Measuring Marketing ROI

Executing Marketing Events & Telemarketing Marketing for ISVs List Acquisition

Knowledge Check

Existing Customer Care Strategic Digital Marketing Best Practices when using Offers

Generating More Prospects with a Vertical Value Prop

Marketing Planning

Measuring ROI

Digital Marketing

Microsoft Industry Solutions Sales and Marketing

Vertical Marketing

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational sales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare.

Microsoft Solution Selling Process

Sure Step

Soft Skills

Orchestrating the Sales Process

Sales Operations

Selling Business Value I

How to Sell ERP

How to Sell CRM

Knowledge Check

Effectively Selling Microsoft Dynamics AX to CXO‟s

Selling the Value of:

Value2WIN!

Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV

Competitive training Sales Management

Solution Value

Selling IT Roadmap Services


“Identify”, “Accelerate”, “Close” Series

Advanced Sales Accreditation - New Customer with ERP focus

Selling Business Value II

Solution Selling Skills

Selling Across the Microsoft Stack

Selling IT Strategy Services

Industry

Competition

Advanced Sales Accreditation - New Customer with CRM focus

Accreditation Exam

ERP Accreditation Preparatory Course

CRM Accreditation Preparatory Course

Standard Sales Accreditation - New Customer with ERP focus Standard Sales Accreditation - New Customer with CRM focus

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational sales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field.

Sure Step Microsoft Solution Selling Process

How to Sell ERP Orchestrating the Sales Process How to Sell CRM

Sales Operations Creating Customer Loyalty

Knowledge Check

Selling Additional Business Value Driving Renewals and Upgrades

Value2WIN!


Solution Value




Learners interested in accreditation should refer to the “Sales Specialist– New Customer“ learning plan

Account Management


Effective Selling Microsoft Dynamics AX to CXO‟s

Industry

Competition

Accreditation Exam


This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational presales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare.

Technical Introduction to Microsoft Dynamics Solution and vertical Solution

Sure Step

How to Sell CRM

Knowledge Check


Technical Training on Microsoft Stack

Microsoft Dynamics AX Microsoft Dynamics GP

DemoMate

Driving Renewals and Upgrades


Industry

Effective Selling Microsoft Dynamics AX to CXO‟s

Presales Accreditation with ERP focus


Presales Accreditation with CRM focus


Competitive Training

Objection Handling

Solution Design

How to Sell ERP


Discovery 2WIN!

Discovery & Demo

Demo 2WIN!

Competition

Accreditation Exam

ERP Accreditation

CRM Accreditation

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the certifications that apply to the role and depicts which courses help you prepare.

PMI Basic Knowledge Assessment Project Management Fundamentals

Using Sure Step Methodology

Introduction to Microsoft Dynamics Solution and Vertical Solution

CAPM (PMI Certification)

Knowledge Check

Sure Step Assessment Project Managing Microsoft Dynamics Implementations


Introduction to Organizational Change Management

Project Leadership: Comms, Influence & Collaboration

PMP (PMI Certification)

Action-based Change Leadership

Implementation Methodology Certification

Project Management for the Experienced Professional

Project Management

Solution Design

Implementation Methodology

Change Management

Certification Exam/Process

Implementation Methodology Certification Preparatory Course

PMI Certification Preparatory Course

Tracks • De volgende programma‟s zullen vanaf September worden aangeboden: • • • •

Wave 6 (uitgebreide programma) * Sales – gericht op accreditatie Pre-Sales – gericht op accreditatie Sure-step – gericht op certificering

* In Wave 6 zitten diverse onderdelen die ook voor de accreditatie en certificering nodig zijn!

Tracks • Daarnaast zal na de zomer nog een aantal nieuwe tracks beschikbaar komen, voorbeelden zijn: • • • •

Go Vertical How to grow Building an ISV business Setting up an S&S practice

• In een aantal gevallen zal ook open inschrijvingen mogelijk zijn!

Tracks • Voor deelnemers van wave 1 t/m wave 5 van de Partner Master Class komt een soort Fast Track waarin alleen de nog niet gevolgde delen zitten!

Tracks • Condities • Afhankelijk van de duur van een track • Tarieven van 500 tot 700 euro p.p.p.d.

Wave 6 • Business Readiness track • Gericht op volgende rollen: • • • • •

Leadership Marketing Sales Pre-Sales Projectmanagement

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational knowledge and skills. You may be new in your role, or you may be growing your company from 5 to 25 employees. • Proficient-level training courses are designed to help you accelerate your professional growth and enable you to take your company from 25 to 75 employees. • Expert-level training courses help you achieve economies of scale as you take your company from 75 to more than 250 employees.

ILT Strategic & Tactical Planning

Knowledge Check

Financial Management II

ILT

People and Organizational Development

ILT

Achieving Sales & Marketing Excellence

ILT

Financial Management III

ILT

Business Planning

Building an ISV Business

ILT

Setting up an S+S Practice

ILT

Partially included

Completely included

Managing Strategic Change

Financial Management

ILT

ILT

Financial Management I

Achieving Scale & Reach

Streamlining Services Delivery

ILT

ILT

Practice Building

Operational Excellence

People and Change Leadership

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational knowledge and skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build vertical solution marketing expertise.

Nurture Marketing

ILT Principles of Marketing

Marketing an S+S Offering

ILT Measuring Marketing ROI

Executing Marketing Events & Telemarketing Marketing for ISVs List Acquisition

Knowledge Check

Existing Customer Care Strategic Digital Marketing Best Practices when using Offers

ILT Generating More Prospects with a Vertical Value Prop

Marketing Planning

Measuring ROI

Digital Marketing


Vertical Marketing

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational sales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare.


ILT

Sure Step

Soft Skills

Orchestrating the Sales Process

Sales Operations

Selling Business Value I

Knowledge Check

ILT

Selling the Value of: Microsoft Dynamics AX

Value2WIN!

Microsoft Dynamics GP Microsoft Dynamics NAV

Selling Business Value II

ILT How to Sell ERP

ILT

How to Sell CRM

ILT


Effectively Selling Microsoft Dynamics AX to CXO’s

ILT


ILT




Advanced Sales Accreditation - New Customer with ERP focus

ILT Competitive training

Advanced Sales Accreditation - New Customer with CRM focus

Sales Management


Solution Value

Industry

Competition

Accreditation Exam

ERP Accreditation Preparatory Course

CRM Accreditation Preparatory Course

Standard Sales Accreditation - New Customer with ERP focus Standard Sales Accreditation - New Customer with CRM focus

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational sales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field.

Sure Step Microsoft Solution Selling Process

ILT

ILT

How to Sell ERP

ILT

How to Sell CRM

ILT

Orchestrating the Sales Process Sales Operations

Knowledge Check

Creating Customer Loyalty

ILT

Selling Additional Business Value

ILT


Value2WIN!


Solution Value

ILT


ILT

Learners interested in accreditation should refer to the “Sales Specialist– New Customer“ learning plan

Account Management


Effective Selling Microsoft Dynamics AX to CXO’s

Industry

Competition

Accreditation Exam

Selling IT Strategy Services Selling IT Roadmap Services


This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational presales skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare.

Technical Introduction to Microsoft Dynamics Solution and vertical Solution

ILT

ILT

Demo 2WIN!

ILT

How to Sell ERP

ILT

Sure Step

ILT

How to Sell CRM

ILT


Knowledge Check

ILT Discovery 2WIN!


Technical Training on Microsoft Stack DemoMate



Presales Accreditation with ERP focus


ILT

Presales Accreditation with CRM focus


Competitive Training Objection Handling

Solution Design

ILT

Microsoft Dynamics AX Microsoft Dynamics GP

Discovery & Demo

Effective Selling Microsoft Dynamics AX to CXO’s

Industry

Competition

Accreditation Exam

ERP Accreditation

CRM Accreditation

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: • Aware-level training courses are designed to help you build foundational skills. • Proficient-level training courses are designed to help you build deeper knowledge in specific areas. • Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the certifications that apply to the role and depicts which courses help you prepare.

PMI Basic Knowledge Assessment Project Management Fundamentals

Introduction to Microsoft Dynamics Solution and Vertical Solution

ILT

Using Sure Step Methodology

ILT


CAPM (PMI Certification)

Knowledge Check

Sure Step Assessment Project Managing Microsoft Dynamics Implementations

Introduction to Organizational Change Management

Action-based Change Leadership

Implementation Methodology Certification

ILT Project Management for the Experienced Professional

Project Management

Solution Design

Implementation Methodology

ILT Project Leadership: Comms, Influence & Collaboration

Change Management

PMP (PMI Certification)

Certification Exam/Process

Implementation Methodology Certification Preparatory Course

PMI Certification Preparatory Course

Wat is WAVE 6? • Klassikale trainingen / workshops • • • • •

14 dagen 2 deelnemers per partner! Veel praktijkervaring! Concrete opdrachten Diverse tools & templates

• Individuele coaching • 6 dagdelen • Afgestemd op uw individuele situatie!

WAVE 6 • De volgende rollen komen aan de orde: • Leadership • Joop van Voorthuijsen en Guus Krabbenborg

• Marketing • Guus Krabbenborg en Joop van Voorthuijsen

• Sales & Pre-Sales • Richard Bross en Jan Aernoud van Eeken

• Project Manager • Joop van Voorthuijsen en Guus Krabbenborg

Doelstellingen

• • • •

Professionaliteit verbeteren Volume vergroten Winstgevendheid omhoog Klanttevredenheid omhoog

Leadership • Management vraagstukken • • • •

Winstgevendheid, financiering & groei Key succes factoren Organisatiemodellen Investeren in: • Marketing • Sales • Project Management

• Groei modellen

MGM

1

2

3

4

5

6

Growth Models

7

8

MGM MKT 9

Phase 1

Phase 2

Phase 3

Phase 4

Phase 5

Legend

Large

Evolution stages Revolution stages COLLABORATION

Management style Direction Crisis

COORDINATION

DELEGATION

DIRECTION

BUROCRACY

CREATIVITY

CONTROL

AUTONOMY

Small

Company size

Organizational Growth

LEADERSHIP

Young

Mature

Company age Based on Larry Greiner. Harvard Business Review

9 SLS

PRJ

Focus! “Focus is één van de kenmerken van succes! Doelstellingen die worden neergeschreven zijn makkelijker te behalen. Winnaars hebben focus. Verliezers doen van alles wat.” Brisk Magazine, 31/10/2007

Focus! “I‟ve learned that only through focus you can do world-class things, no matter how capable you are” Bill Gates

Marketing • Onderwerpen: • • • • • •

De juiste positionering Het belang van marketing investeringen Specialisatie en verticalisatie Belang & executie van campagnes Marketing benadering Ontwikkeling en uitvoering van: • Events, mailings & telemarketing

• Output o.a. marketing plan & campagne

Sales / Pre-Sales • Onderwerpen: • • • • • • •

Kwalificeren! Oplossingen verkopen Rollenspellen en presenteren De perfecte demo Een goede offerte! Closen! Gebruik van Sure step

• Output o.a. (kwalificatie) checklists, offerte, contract

Project Manager • Onderwerpen: • • • • • • •

Project begroting Project plan Managen van deelnemers & taken Evalueren Rollenspellen Valkuilen! Sure step

• Output diverse templates & checklisten

Individuele coaching • • • •

In overleg gepland Afhankelijk van situatie in uw bedrijf Totaal 6 dagdelen Kan ook op afstand [tel., live-meeting etc.]






Hoe werkt WAVE 6? • Uitgebalanceerd model • Deels op basis van soort Pay for Performance • Vast deel (4.950 euro) en (semi-)variabel deel (deel van uw software omzet) • Bijdrage Microsoft in de vorm van margeverhoging

Hoe werkt WAVE 6? • Variabel deel • Deel van uw software marge • 10% van uw Dynamics software omzet gedurende 24 maanden na start • Wel met een ondergrens van 2 x 5.000 Euro • 1 factuur na 3 mnd. en 1 na 6 mnd.

• In deze periode krijgt u een marge-verhoging van Microsoft! • Laag % over uw omzet zonder groei • Hoger % over uw groei t.o.v. vorig jaar

• Zowel het variabele deel voor de PMC als de extra marge van Microsoft zijn maximaal 27.500 euro

Hoe werkt WAVE 6? • Percentages marge verhoging Staffel 1

Staffel 2

License revenue up to 150k

License revenue from 150k

margin improvements

margin improvements

7,50%

5,00%

3%

3,0%

License Revenue based MSFY10 performance Growth in License Revenue

• Nieuwe partners jaar 1 : 10% en jaar 2 : 7,5%

Hoe werkt WAVE 6?

• Samengevat: • Vast deel: • 4.950 Euro

• Variabel deel: • Uw variabele bijdrage komt uit op ca. 5% tot 7% van uw Microsoft Dynamics software omzet! • Te vergelijken met een lead-fee.........

Hoe werkt WAVE 6? • Wat mag u van ons verwachten? • Intake gesprek inclusief 0-meting van uw bedrijf • 14 x 2 dagen training/workshop = 28 mandagen • 6 dagdelen coaching x minimaal 2 personen = 6 mandagen • Totaal dus tenminste 34 mandagen

• Wat kost een mislukt project? • Hoeveel kost een gemiddelde sales cycle?

Hoe werkt WAVE 6? • Plus natuurlijk: • • • • • • •

Aanscherpen van uw strategie, marktbenadering Coaching bij opzet businessplan en marketingplan Begeleiding naar een verticale markt Effectievere sales Betere beheersing van uw projecten Binden en boeien van uw mensen En veel handige tools & templates!

Hoe werkt WAVE 6? • Enkele concrete resultaten: • • • • • • • •

Meerdere persartikelen in vakbladen Verkeerde vertical keuze voorkomen Grote CRM deal toch gescoord (500 cc users!) Herke ICT Group wint MBS award voor „best deal 2009‟ Deals helpen winnen Middle management verbeterd Enkele acquisities / overnames begeleid Keuze verticale markt inclusief pro-actieve marketing






Wanneer start WAVE 6? • Intake gesprekken begin september 2010 • Seminars/Workshops van sept t/m dec 2010 • Standaard 2 personen per bedrijf per dag! • Extra plaatsen mogelijk indien beschikbaar

Enkele praktische zaken • Commitment directie: tenminste deelname aan Leadership deel • 0-meting bij intake (door 1 coach) • De twee deelnemers mogen wisselen • Tijden workshops: 09.30 – 17.00 uur






Een deelnemer aan het woord…. • Peter Zacht - SBA

Hoe kan ik meedoen? • Meldt uw interesse via het formulier!

• Deadline is 30 juli 2010 • Minimaal 8 partners, maximaal 12

Introductie aanbod • Microsoft: • Een voucher van 500 euro voor de eerste 30 bedrijven die inschrijven voor een van de tracks

• PDC: • Een reductie van de prijs met 25% voor de 2e gelijktijdig deelnemende persoon van een partner

Bedankt en succes! • Voor vragen: • Kamal Rifai / Wim van Vliet van Microsoft • Joop of Guus van PartnerMasterClass • [email protected] • [email protected]

Microsoft Dynamics Partner Academy Kick-Off. 25 juni 2010

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