Customer Success with Microsoft Dynamics Sure Step

""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.

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 cu…