BRUCE RASMUSSEN amp KIRSTY GARRETT COLLABORATION CREATIVITY DIRECTION DELEGATION COORDINATION Phase 5 Company age Based o n Larry Greiner Harvard Business Review Legend Revolution stages ID: 775992
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Slide1
Slide2Flat Out: How the Dynamics Partner Academy can help you past a growth plateau
BRUCE RASMUSSEN & KIRSTY GARRETT
Slide3Slide4COLLABORATION
CREATIVITY
DIRECTION
DELEGATION
COORDINATION
Phase 5
Company age
Based
o
n Larry Greiner. Harvard Business Review
Legend
Revolution stages
Evolution
stages
Phase 1
Phase 2
Phase 3
Phase 4
LEADERSHIP
AUTONOMY
CONTROL
BUREAUCRACY
Young
Mature
Company size
Small
Large
Management style
Direction Crisis
Organisational
Growth
Slide5micro
CREATIVITY
Phase 5
Company age
Legend
ROI
Phase 1
Phase 2
Phase 3
Phase 4
Young
Mature
Company size
Small
Large
Management at
Phase
1
Dependency on
heroes
Founder’s energy on selling and implementing
Long hours, modest salaries
Market determines activities
Everyone involved in everything
Slide6It is not a priority area.
There is no focus.Word of mouth.
Marketing
Process
Shooting at everything that moves.
Chase even problematic projects.
No planning.
Sales
The departments at Phase 1
Slide7micro
Employees do not have all the information neededRecently hired employees are not guided wellPoor accounting and financial controlLack of direction and strategyLeaders miss the “good old days”
Phase 5
Company age
ROI
Phase 1
Phase 2
Phase 3
Phase 4
Young
Mature
Company size
Small
Large
Leadership
Crisis : Phase 1
LEADERSHIP
Legend
ROI
Slide8micro
How to survive:Avoid growing: the Bonsai companyBet on growth: assign a Business Director
Phase 5
Company age
ROI
Phase 1
Phase 2
Phase 3
Phase 4
Young
Mature
Company size
Small
Large
Survival
: Phase 1
LEADERSHIP
Legend
ROI
Slide9Partner Focus
Partner Size & Number
Triple the average customer adds of Dynamics VARs
Triple the number of ISVs/VARs gaining >50% of their revenue from packaged, repeatable vertical solutions
Horizontal
Vertical
Many small Partners
Larger Partners
Implications - Growth
Slide10Readiness
Partner Business Consulting
Dynamics Partner Academy
Partner Business Systems
Engagement
Enhanced Support And Services
Integrated Engagement Model
New Systems & Tools
New Industry Focused Resources
Microsoft Dynamics MPN
Aligned to
Microsoft Partner Network
benefits, requirements, and branding
Marketing
Marketing Service Bureau
Industry Focused Investments
Referral Model
“With Partner” Vertical Marketing
Industry Strategy
Slide11Non-Technical Training
Deliver through 3rd party: Partner Development Centre
Technical Training Deliver through Microsoft Readiness and CPLS
For more info, contact
Gale Dembecki
For more info, contact
Josephine Church
Microsoft
Dynamics Partner Academy
: What is it?
Slide12Microsoft Dynamics Partner Academy: What is it?
Slide13This 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.
Accreditation Exam
ERP Accreditation Preparatory Course
CRM
Accreditation Preparatory Course
Solution Selling Skills
Solution Value
Industry
Competition
Knowledge Check
On-demand Online
How to Sell ERP
How to Sell CRM
Sure Step
Selling Business
Value I
Microsoft Solution Selling Process
Sales Operations
Aware
Orchestrating the
Sales Process
Soft Skills
Instructor-led: 24 Hrs
On-demand: 9.5 Hrs
Value2WIN!
Selling
the Microsoft
Platform with Microsoft Dynamics
Effectively Selling Microsoft Dynamics
AX to CXO’s
Standard Sales
Accreditation -
ERP
Standard Sales
Accreditation -
CRM
Microsoft Industry Solutions Sales and Marketing
Proficient
Selling the Value of:
Microsoft Dynamics AX
Microsoft Dynamics GP
Microsoft Dynamics NAV
Selling IT Strategy
Services
Selling IT Roadmap
Services
Instructor-led: 8 Hrs
On-demand: 15 Hrs
SPI Series on Negotiation
Instructor-led: 8 Hrs
On-demand: 9 Hrs
Selling Business
Value II
Sales Management
Competitive training
Sales Specialist
Accreditation
-ERP
Sales Specialist
Accreditation
-CRM
Expert
Microsoft Dynamics Partner Academy Learning Plan:
Sales Specialist
Slide14PersonnelCertification / Accreditation Requirements
Most online training courses are available at no chargeTraining costs average AUD$299 - $599 + GST / day for instructor-led classroom sessions from PDC (Partner Development Centre)
SPA/CSA
Requirements
At least 2 different individuals required
Silver Competency Requirements
At least 3 different individuals required
Gold Competency Requirements
At least 6 different individuals required
Industry Badge
Requirements
4 different individuals
Sales
Specialist
1 individual
(May 2011)
2 individuals
(May 2011)
2 industry-specific individuals
Pre-sales
Specialist
1
individual
(May 2011)
1 individual
(May 2011)
Implementation Methodology
1 individual
(May 2011)
2 individuals
(May
2011
)
3 individuals
(May 2011)
Application Consultant
/ Developer
2
individuals
(May 2011)
3 individuals
(October
2010)
6 individuals
(October 2010)
4 individuals
Slide15Microsoft
Dynamics Partner
Academy (DPA)
http://tinyurl.com/DynamicsPartnerAcademy
Slide16DPA Training Schedule on PartnerSource and PDChttp://tinyurl.com/partneracademy-schedule
Subscribe to PartnerSource “News and Events” RSS Feed:
https://mbs.microsoft.com/partnersource/newsevents/news/rssfeeds
Alternatively via Partner Development Centre (PDC):
http://www.pdcaustralia.com.au/training-schedules.htmCheck out the comprehensive course schedule Demo2Win, Discovery2Win, Value2WinLeadership Academy coursesERP, CRM Technical Certification courses
Slide17Next steps
Talk to your Microsoft Partner Account Manager
Ensure you understand the new MPN Competency Requirements
Build your readiness plan in the annual business planning
Contact
PDC
(Partner Development Centre)
Australia (non-technical training) and
Microsoft Readiness
(technical training)
Slide18Thank you.
Questions? Email
readines@microsoft.com
Slide19Appendix
Slide20Microsoft Dynamics Partner Academy Learning Plan
–
Leadership Role
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.
Financial Management II
Achieving Sales & Marketing Excellence
Financial Management III
Achieving Scale & Reach
Managing Strategic Change
People and Organizational Development
Financial
Management I
Streamlining Services Delivery
Setting up an S+S Practice
Strategic &
Tactical Planning
Financial Management
Business Planning
Practice Building
Operational Excellence
People and Change Leadership
Aware
Proficient
Expert
Knowledge Check
Building an ISV Business
On-demand Online
Instructor-led: 27 Hrs
On-demand:
4
Hrs
Instructor-led: 24 Hrs
Instructor-led: 40 Hrs
Slide21Microsoft Dynamics Partner Academy Learning Plan
–
Marketing Role
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.
Principles of Marketing
Measuring Marketing ROI
Existing Customer Care
Best Practices when using Offers
Generating More Prospects with a Vertical Value Prop
Going to Market with Software+Services
Marketing for ISVs
Microsoft Industry
Solutions Sales andMarketing
Digital
Marketing
Marketing Planning
Measuring ROI
Digital Marketing
Vertical Marketing
Aware
Proficient
Expert
Knowledge Check
On-demand Online
List Acquisition
Nurture
Marketing
Course 1
Course 2
Course 3
Instructor-led:
1
7 Hrs
On-demand: 8.5 Hrs
On-demand: 1 Hrs
Instructor-led:
3
Hrs
On-demand: Varies
Slide22Accreditation Exam
Microsoft Dynamics Partner Academy Learning Plan
–
Sales Role
New Customer Track (“hunter”)
How to Sell ERP
How to Sell CRM
Sure Step
Selling Business
Value I
Microsoft Solution Selling Process
Sales Operations
Value2WIN!
Selling
the Microsoft
Platform with Microsoft Dynamics
Effectively Selling Microsoft Dynamics
AX to CXO’s
Standard Sales
Accreditation -
ERP
Standard Sales
Accreditation -
CRM
Selling Business
Value II
Sales Management
Competitive training
Sales Specialist
Accreditation
-ERP
Sales Specialist
Accreditation
-CRM
Microsoft Industry Solutions Sales and Marketing
ERP Accreditation Preparatory Course
CRM
Accreditation Preparatory Course
Solution Selling Skills
Solution Value
Industry
Competition
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.
Aware
Proficient
Expert
Knowledge Check
Selling the Value of:
Microsoft Dynamics AX
Microsoft Dynamics GP
Microsoft Dynamics NAV
Orchestrating the
Sales Process
Selling IT Strategy
Services
Selling IT Roadmap
Services
On-demand Online
Soft Skills
Instructor-led: 24 Hrs
On-demand: 9.5 Hrs
Instructor-led: 8 Hrs
On-demand: 15 Hrs
Instructor-led: 8 Hrs
On-demand: 9 Hrs
SPI Series on Negotiation
Slide23SPI Series on Negotiation
Microsoft Dynamics Partner Academy Learning Plan –
Sales Role
Existing Customer Track (“farmer”)
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.
Microsoft Solution
Selling Process
Sales Operations
Value2WIN!
Sales
Management
How to Sell ERP
How to Sell CRM
Sure Step
Creating Customer
Loyalty
Selling IT Strategy Services
Selling IT Roadmap Services
Microsoft Industry Solutions Sales and Marketing
Effective Selling
Microsoft Dynamics AX to CXO’s
Selling the Microsoft Platform with Microsoft Dynamics
Learners interested in accreditation should refer to the “Sales Specialist– New Customer“ learning plan
Solution Selling Skills
Solution Value
Industry
Competition
Accreditation Exam
Aware
Proficient
Expert
Knowledge Check
Orchestrating the
Sales Process
ERP Accreditation Preparatory Course
CRM
Accreditation Preparatory Course
On-demand Online
Instructor-led: 24 Hrs
On-demand: 7 Hrs
Instructor-led:
8
Hrs
On-demand: 14 Hrs
Instructor-led: 6 Hrs
Slide24Microsoft Dynamics Partner Academy Learning Plan –
Presales Role
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.
Demo 2WIN!
Sure Step
How to Sell ERP
How to Sell CRM
Technical Introduction to Microsoft Dynamics Solution and vertical Solution
DemoMate
Presales Accreditation - ERP
Presales Accreditation - CRM
Effective Selling Microsoft Dynamics AX to CXO’s
Selling the Microsoft Platform with Microsoft Dynamics
Discovery 2WIN!
Driving Renewals and Upgrades
Objection Handling
Competitive Training
Microsoft Industry Solutions Sales and Marketing
Microsoft Solution Selling Process
Technical Training on Microsoft Stack
ERP
Accreditation
CRM
Accreditation
Discovery & Demo
Solution Design
Industry
Competition
Accreditation Exam
Aware
Proficient
Expert
Knowledge Check
Selling the Value of:
Microsoft Dynamics AX
Microsoft Dynamics GP
Microsoft Dynamics NAV
On-demand Online
AX
GP
NAV
CRM
Instructor-led: 32 Hrs
On-demand: 10 Hrs
Instructor-led: 8 Hrs
On-demand:
9
Hrs +
Instructor-led: Varies
On-demand: 1 – 13.5 Hrs
Slide25Microsoft Dynamics Partner Academy Learning Plan –
Project Manager
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.
CAPM (PMI Certification)
PMI Basic Knowledge Assessment
Introduction to Microsoft Dynamics Solution and Vertical Solution
Implementation Methodology Certification
Action-based Change Leadership
Sure Step Assessment
Project Management for the Experienced Professional
PMP (PMI Certification)
Project Leadership: Comms, Influence & Collaboration
Using Sure Step Methodology
Project Management Fundamentals
Implementation Methodology Certification Preparatory Course
PMI
Certification Preparatory Course
Project Management
Solution Design
Implementation Methodology
Change Management
Certification Exam/Process
Aware
Proficient
Expert
Knowledge Check
Project
Managing Microsoft Dynamics
Implementations
Technical Training on Microsoft Stack
Introduction to Organizational Change Management
ERP
CRM
AX
GP
NAV
CRM
On-demand Online
On-demand: 37 Hrs
Instructor-led: 32 Hrs
On-demand: 2 Hrs +
On-demand: 34 Hrs
Slide26