Flat Out: How the Dynamics Partner Academy can help you past a growth plateau BRUCE RASMUSSEN & KIRSTY GARRETT.
Dec 20, 2015
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Flat Out: How the Dynamics Partner Academy can help you past a growth plateau
BRUCE RASMUSSEN & KIRSTY GARRETT
COLLABORATION
CREATIVITY
DIRECTION
DELEGATION
COORDINATION
Phase 5
Company ageBased on Larry Greiner. Harvard Business Review
Legend
Revolution stages
Evolution stages
Phase 1 Phase 2 Phase 3 Phase 4
LEADERSHIP
AUTONOMY
CONTROL
BUREAUCRACY
Young Mature
Com
pany si
zeS
mall
Larg
e
Management styleDirection Crisis
Organisational Growth
mic
roCREATIVITY
Phase 5
Company age
LegendROI
Phase 1 Phase 2 Phase 3 Phase 4
Young Mature
Com
pany si
zeS
mall
Larg
e
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
• It 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
mic
roEmployees do not have all the information needed
Recently hired employees are not guided well
Poor accounting and financial control
Lack of direction and strategy
Leaders miss the “good old days”
Phase 5
Company age
ROI
Phase 1 Phase 2 Phase 3 Phase 4
Young Mature
Com
pany si
zeS
mall
Larg
eLeadership Crisis : Phase 1
LEADERSHIP
LegendROI
mic
roHow to survive: Avoid growing: the
Bonsai company
Bet on growth: assign a Business Director
Phase 5
Company age
ROI
Phase 1 Phase 2 Phase 3 Phase 4
Young Mature
Com
pany si
zeS
mall
Larg
e
Survival: Phase 1
LEADERSHIP
LegendROI
Partner 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
HorizontalVertical
Many small Partners Larger Partners
Implications - Growth
Readiness
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 Networkbenefits, requirements, and branding
Marketing
Marketing Service Bureau
Industry Focused Investments
Referral Model
“With Partner” Vertical Marketing
Industry Strategy
Non-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?
Microsoft Dynamics Partner Academy: What is it?
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.
Accreditation Exam ERP Accreditation Preparatory Course
CRMAccreditation 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 ProcessSoft Skills
Instructor-led: 24 HrsOn-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
MarketingProficientSelling the Value of:
Microsoft Dynamics AX
Microsoft Dynamics GP
Microsoft Dynamics NAV
Selling IT Strategy
Services
Selling IT Roadmap Services
Instructor-led: 8 HrsOn-demand: 15 Hrs
SPI Series on Negotiation
Instructor-led: 8 HrsOn-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
Partner Ready
PersonnelCertification / Accreditation
Requirements
• Most online training courses are available at no charge• Training 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
Microsoft Dynamics Partner Academy (DPA)http://tinyurl.com/DynamicsPartnerAcademy
DPA 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.htm• Check out the comprehensive course schedule • Demo2Win, Discovery2Win, Value2Win• Leadership Academy courses• ERP, CRM Technical Certification courses
Partner Ready
Next steps
1. Talk to your Microsoft Partner Account Manager
2. Ensure you understand the new MPN Competency Requirements
3. Build your readiness plan in the annual business planning
4. Contact PDC (Partner Development Centre) Australia (non-technical training) and Microsoft Readiness (technical training)
APPENDIX
Microsoft Dynamics Partner Academy Learning Plan – Leadership RoleThis 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
Kn
ow
led
ge C
heck
Building an ISV Business
On-demand Online
Instructor-led: 27 HrsOn-demand: 4 Hrs
Instructor-led: 24 Hrs
Instructor-led: 40 Hrs
Microsoft Dynamics Partner Academy Learning Plan – Marketing RoleThis 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 IndustrySolutions Sales and
Marketing
Digital Marketing
Marketing Planning Measuring ROI Digital Marketing Vertical Marketing
Aware
Proficient
Expert
Kn
ow
led
ge C
heck
On-demand Online
List Acquisition
Nurture MarketingCourse 1 Course 2
Course 3
Instructor-led: 17 HrsOn-demand: 8.5 Hrs
On-demand: 1 Hrs
Instructor-led: 3 HrsOn-demand: Varies
Accreditation 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
CRMAccreditation 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
Kn
ow
led
ge C
heck
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 HrsOn-demand: 9.5 Hrs
Instructor-led: 8 HrsOn-demand: 15 Hrs
Instructor-led: 8 HrsOn-demand: 9 Hrs
SPI Series on Negotiation
SPI 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!
SalesManagement
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
Kn
ow
led
ge C
heck
Orchestrating the
Sales Process
ERP Accreditation Preparatory Course
CRMAccreditation Preparatory Course
On-demand Online
Instructor-led: 24 HrsOn-demand: 7 Hrs
Instructor-led: 8 HrsOn-demand: 14 Hrs
Instructor-led: 6 Hrs
Microsoft Dynamics Partner Academy Learning Plan – Presales RoleThis 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 AccreditationDiscovery & Demo Solution Design Industry Competition Accreditation Exam
Aware
Proficient
Expert
Kn
ow
led
ge C
heck
Selling the Value of:
Microsoft Dynamics AX
Microsoft Dynamics GP
Microsoft Dynamics NAV
On-demand Online
AX GP NAV CRM
Instructor-led: 32 HrsOn-demand: 10 Hrs
Instructor-led: 8 HrsOn-demand: 9 Hrs +
Instructor-led: VariesOn-demand: 1 – 13.5 Hrs
Microsoft Dynamics Partner Academy Learning Plan – Project ManagerThis 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
Kn
ow
led
ge C
heck
Project Managing Microsoft Dynamics
ImplementationsTechnical Training on
Microsoft Stack
Introduction to Organizational
Change ManagementERP CRM
AX GP NAV CRM
On-demand Online
On-demand: 37 Hrs
Instructor-led: 32 HrsOn-demand: 2 Hrs +
On-demand: 34 Hrs
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