Microsoft Dynamics Partner Academy Kick-Off. 25 juni 2010

Transcriptie

1 Microsoft Dynamics Partner Academy Kick-Off 25 juni 2010

2 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)

3 Partner Readiness Strategie Partner Readiness Strategie

4 Microsoft Dynamics Partner Strategy (hoe) Industry Strategy Marketing Readiness Engagement Industry Focused Investments With Partner Vertical Marketing Dynamics Partner Academy Partner Business Consulting Integrated Engagement Model New Industry Focused Resources Marketing Service Bureau Referral Model Partner Business Systems Enhanced Support And Services New Systems & Tools Aligned to Microsoft Partner Network benefits, requirements, and branding

5 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

6 Case For Change (waarom) Market Forces Customer Demands Partner Needs 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 Verticalisatie kennis Meer betrokkenheid en commitment van leverancier Hogere klant tevredenheid Voorspelbare projecten Inzicht in business van klant Gezamenlijke marketing Professionelere inkoop = betere sales cycles Partners moeten mee willen veranderen met eisen van de markt en de klanten Microsoft faciliteert met training, guidance, en systems (verticale) kennis moet omhoog Voorspelbare projecten Technische kennis alleen = niet voldoende Betere Sales trajecten Faciliteren van groei Verhogen winstgevendheid

7 De De Microsoft Microsoft Dynamics Dynamics Partner Partner Academy Academy Introductie Introductie en en demo demo

8 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?

9 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!

10 Microsoft Dynamics Partner Academy Partner Developer/ Architect Partner Marketing Specialist Partner Sales Specialist Partner Project Manager Partner Application Consultant Partner Presales Specialist Partner Technology Academy Partner Marketing Academy Partner Sales Academy Partner Project Management Academy Partner Solution Academy Partner Presales Academy Microsoft Dynamics Partner Academy DEVELOPER LEADERSHIP ROLE MARKETING ROLE SALES ROLE PRESALES ROLE PROJECT MANAGER CONSULTANT CPLS PDC

11 Demo

12 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 (

13 MPN vereisten De MPN certificeringsvereisten voor de ERP & CRM competencies en advanced competencies gelden vanaf october 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 , SQL 2008 Oktober 2010 Microsoft Dynamics CRM Oktober 2010 Microsoft Dynamics NAV 5.0*, SQL SQL 2008 Oktober 2010

14 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

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

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

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

18 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.

19 Sure Step Methodology examen beschikbaar!

20 De De Microsoft Dynamics Partner Academy Training Training tracks tracks en en Wave Wave 6 6

21 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

22 Microsoft Dynamics Partner Academy Partner Developer/ Architect Partner Marketing Specialist Partner Sales Specialist Partner Project Manager Partner Application Consultant Partner Presales Specialist Partner Technology Academy Partner Marketing Academy Partner Sales Academy Partner Project Management Academy Partner Solution Academy Partner Presales Academy Microsoft Dynamics Partner Academy DEVELOPER LEADERSHIP ROLE MARKETING ROLE SALES ROLE PRESALES ROLE PROJECT MANAGER CONSULTANT CPLS PDC

23 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!

24 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

25 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...

26 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 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

27 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

28 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!

29 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 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.

30 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

31 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!

32 Microsoft Dynamics Partner Academy - PDC 1 What a PDC is 3 What (minimum) skills a PDC offers PDC = Partner Development Center, new training channel 3 rd 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 Works closely with local MBS field teams to determine channel development needs, acts as trusted advisor to Microsoft Typically owned and managed by former (MBS) channel partner executives 2 What a PDC does Readiness Delivery Dynamics Partner Academy curriculum Business, sales, presales, marketing, project management Offered to all partners Scheduled class delivery Basis for Sales and Presales accreditation Activation Programs Packaged training + coaching program 24-month engagement Offered to selected New/Inactive and Existing Partners Based on Dynamics Partner Academy Optional Business Lines Marketing Services Bureau Partner Business Consulting Project management support Presales support Localization and distribution of ISV solutions 4 Leadership training/coaching Managing and growing a P&L Strategic business planning People and org. development Differentiation & verticalization Financial management Marketing training/coaching Strategic marketing planning Tactical marketing planning Marketing execution Web marketing Telemarketing Where we have PDCs Sales/presales training/coaching Solution selling process Consultative/value selling Sales management 2Win! curriculum Industry-focused selling Project mgmt. training/coaching Engagement management Change management Managing time & milestones Managing resources & budgets Sure Step methodology Currently 15 operational PDCs, some country-based and some regional, all major markets covered by January 2010

33 How will the PDC provide value to the Partner E Partner Development Centers PDC Programs For Partner Activation/Reactivation (NEW Partners) For Partner Productivity Growth (Existing Partners) Training + Coaching 24-month engagement Selected partners Always through local coaches Readiness Delivery 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 Optional business lines Marketing Bureau Business Consulting Vertical Solutions Distribution Modular consulting packages etc Partner Partner Developer/ Technology Architect Academy Partner Application Solution Academy Consultant Partner Leadership Owner/ Academy Manager? Partner Marketing Academy Specialist Microsoft Dynamics Partner Sales Partner Academy Specialist Academy Partner Partner Partner Project Presales Project Specialist Management Academy Manager Academy

34 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!

35 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 Managing Strategic Change Financial Management Business Planning Practice Building Operational Excellence People and Change Leadership

36 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 Nurture Marketing Executing Marketing Events & Telemarketing Marketing an S+S Offering 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 Microsoft Industry Solutions Sales and Marketing Marketing Planning Measuring ROI Digital Marketing Vertical Marketing

37 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 How to Sell ERP Soft Skills Sales Operations Orchestrating the Sales Process Selling Business Value I How to Sell CRM Knowledge Check Value2WIN! Selling the Value of: Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV Effectively Selling Microsoft Dynamics AX to CXO s Selling Across the Microsoft Stack Selling IT Strategy Services Selling IT Roadmap Services Identify, Accelerate, Close Series Microsoft Industry Solutions Sales and Marketing Standard Sales Accreditation - New Customer with ERP focus Standard Sales Accreditation - New Customer with CRM focus Selling Business Value II Sales Management Competitive training Advanced Sales Accreditation - New Customer with ERP focus Advanced Sales Accreditation - New Customer with CRM focus Solution Selling Skills Solution Value Industry Competition Accreditation Exam ERP Accreditation Preparatory Course CRM Accreditation Preparatory Course

38 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 Sales Operations Orchestrating the Sales Process Creating Customer Loyalty How to Sell ERP How to Sell CRM Knowledge Check Value2WIN! Selling Additional Business Value Driving Renewals and Upgrades Identify, Accelerate, Close Series Effective Selling Microsoft Dynamics AX to CXO s Selling Across the Microsoft Stack Selling IT Strategy Services Selling IT Roadmap Services Microsoft Industry Solutions Sales and Marketing Account Management Learners interested in accreditation should refer to the Sales Specialist New Customer learning plan Solution Selling Skills Solution Value Industry Competition Accreditation Exam

39 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 Microsoft Solution Selling Process Demo 2WIN! Sure Step How to Sell ERP How to Sell CRM Knowledge Check Technical Training on Microsoft Stack Discovery 2WIN! DemoMate Selling the Value of: Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV Effective Selling Microsoft Dynamics AX to CXO s Selling Across the Microsoft Stack Presales Accreditation with ERP focus Presales Accreditation with CRM focus Driving Renewals and Upgrades Objection Handling Competitive Training Microsoft Industry Solutions Sales and Marketing Discovery & Demo Solution Design Industry Competition Accreditation Exam ERP Accreditation CRM Accreditation

40 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 Implementation Methodology Certification Technical Training on Microsoft Stack Introduction to Organizational Change Management Action-based Change Leadership Project Management for the Experienced Professional Project Leadership: Comms, Influence & Collaboration PMP (PMI Certification) Project Management Solution Design Implementation Methodology Change Management Certification Exam/Process Implementation Methodology Certification Preparatory Course PMI Certification Preparatory Course

41 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!

42 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!

43 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!

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

45 Wave 6 Business Readiness track Gericht op volgende rollen: Leadership Marketing Sales Pre-Sales Projectmanagement

46 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 I Strategic & Tactical Planning Streamlining Services Delivery Building an ISV Business Setting up an S+S Practice Knowledge Check Financial Management II People and Organizational Development Achieving Sales & Marketing Excellence Partially included Completely included Financial Management III Achieving Scale & Reach Managing Strategic Change Financial Management Business Planning Practice Building Operational Excellence People and Change Leadership

47 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 Nurture Marketing Executing Marketing Events & Telemarketing Marketing an S+S Offering 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 Microsoft Industry Solutions Sales and Marketing Marketing Planning Measuring ROI Digital Marketing Vertical Marketing

48 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 Soft Skills Sales Operations Sure Step Orchestrating the Sales Process Selling Business Value I How to Sell ERP How to Sell CRM Knowledge Check Value2WIN! Selling the Value of: Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV Effectively Selling Microsoft Dynamics AX to CXO s Selling Across the Microsoft Stack Selling IT Strategy Services Selling IT Roadmap Services Identify, Accelerate, Close Series Microsoft Industry Solutions Sales and Marketing Standard Sales Accreditation - New Customer with ERP focus Standard Sales Accreditation - New Customer with CRM focus Selling Business Value II Sales Management Competitive training Advanced Sales Accreditation - New Customer with ERP focus Advanced Sales Accreditation - New Customer with CRM focus Solution Selling Skills Solution Value Industry Competition Accreditation Exam ERP Accreditation Preparatory Course CRM Accreditation Preparatory Course

49 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 Sure Step Orchestrating the Sales Process Creating Customer Loyalty How to Sell ERP How to Sell CRM Knowledge Check Value2WIN! Selling Additional Business Value Driving Renewals and Upgrades Identify, Accelerate, Close Series Effective Selling Microsoft Dynamics AX to CXO s Selling Across the Microsoft Stack Selling IT Strategy Services Selling IT Roadmap Services Microsoft Industry Solutions Sales and Marketing Account Management Learners interested in accreditation should refer to the Sales Specialist New Customer learning plan Solution Selling Skills Solution Value Industry Competition Accreditation Exam

50 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 Microsoft Solution Selling Process Demo 2WIN! Sure Step How to Sell ERP How to Sell CRM Knowledge Check Technical Training on Microsoft Stack Discovery 2WIN! DemoMate Selling the Value of: Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV Effective Selling Microsoft Dynamics AX to CXO s Selling Across the Microsoft Stack Presales Accreditation with ERP focus Presales Accreditation with CRM focus Driving Renewals and Upgrades Objection Handling Competitive Training Microsoft Industry Solutions Sales and Marketing Discovery & Demo Solution Design Industry Competition Accreditation Exam ERP Accreditation CRM Accreditation

51 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 Implementation Methodology Certification Technical Training on Microsoft Stack Introduction to Organizational Change Management Action-based Change Leadership Project Management for the Experienced Professional Project Leadership: Comms, Influence & Collaboration PMP (PMI Certification) Project Management Solution Design Implementation Methodology Change Management Certification Exam/Process Implementation Methodology Certification Preparatory Course PMI Certification Preparatory Course

52 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!

53 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

54 Doelstellingen Professionaliteit verbeteren Volume vergroten Winstgevendheid omhoog Klanttevredenheid omhoog

55 Leadership Management vraagstukken Winstgevendheid, financiering & groei Key succes factoren Organisatiemodellen Investeren in: Marketing Sales Project Management Groei modellen

56 Company size Small Large Growth Models MGM MGM 9 MKT SLS 9 PRJ Organizational Growth Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Legend Evolution stages COLLABORATION Revolution stages Management style COORDINATION Direction Crisis DELEGATION DIRECTION BUROCRACY CREATIVITY CONTROL AUTONOMY LEADERSHIP Young Mature Company age Based on Larry Greiner. Harvard Business Review

57 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

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