Download Day 1: Dynamics AX Cloud Acceleration Leadership Workshop

Day 1: Dynamics AX Cloud Acceleration Leadership Workshop - Optimizing Partner Profitability
in the Cloud
Abstract:
Cloud adoption and changing buying behavior have disrupted the traditional customer acquisition
process; leaving many partner organizations with ineffective marketing and sales strategies that cannot
support the emerging cloud business model.
Designed exclusively for Microsoft Dynamics partner CEOs and MDs, the Dynamics AX Cloud Acceleration
Leadership Workshop focuses on the business model, solution definition, marketing engagement, selling
process and service offering adjustments that accelerate the development of a healthy cloud practice.
Topics include:
 Business model impacts, P&L transition modelling and the emerging role of IP
 Executing the vertical/industry shift
 Creating a differentiated cloud solution set & value proposition
 Marketing as a strategic cloud growth driver
 Re-engineering the sales process
Day 2: Accelerating The Microsoft Dynamics AX Cloud Buying Cycle
Abstract:
Demand for cloud business solutions is growing exponentially, but few sales organizations have adjusted
their methods or processes in response to this very different set of buyer expectations. With industry
knowledge and risk reduction replacing functional breadth as the new differentiators, traditional solution
selling tactics no longer result in the high win rates and forecast accuracy of the past.
As cloud sales professionals have less time to make a memorable impact than ever before, knowing in
advance what to “teach” a highly educated buyer is critical. The Accelerating the Microsoft Dynamics
Cloud Buying Cycle Workshop reviews the primary gaps between traditional on-premise and emerging
cloud buying behaviors, then explores how to manufacture a “strategic tipping point” early in the
prospect buying journey.
Topics include:
 Optimizing a cloud-first sales motion (built upon 50% win/rate Dynamics AX partners)
 Constructing engagement communications that increase prospect disclosure and trust
 Tribal Selling - Engaging prospect emotions
 Orchestrating a strategic tipping point
 Facilitating CxO engagement “whiteboards” that drive disruption and differentiation
Day 3: Workshop Name: Driving Cloud Growth Through Marketing
Abstract:
Cloud prospects increasingly want to remain in control of their buying experiences, often delaying their
dialogue with sales professionals until late in their evaluation processes. With the sales team effectively
removed from much of the buying cycle, marketing is now responsible for the majority of the prospect
engagement, education and bias creation. Despite this shift, few partner marketing organizations are
resourced and funded to make an impact.
Compounding this challenge, traditional outbound marketing techniques no longer produce the shortterm lead volume they once did, making inbound marketing the default lead generation strategy for cloud
prospects. Unfortunately, inbound “leads” seldom represent funded projects, and therefore need to be
nurtured in a high-touch, low cost manner until they mature. Defining the optimal nurture assets and
rhythm can be the difference between being invited in to help a prospect define their requirements or
being asked to complete a surprise RFP. In summary, Marketing must now occupy an equal seat at the
leadership table.
The Driving Cloud Growth Through Marketing Workshop focuses on the strategic shifts and tactical
adjustments that Marketing must execute to engage, influence and bias an increasingly educated and
elusive buying community.
Topics include:
 Reimagining the cloud customer acquisition process
 Tribal messaging - creating high-impact emotional content
 Building an industry/vertical oriented emotional messaging framework
 Digital engagement - converting reluctant cloud prospects
 Outbound to inbound - optimizing the Nurture Process
 And more…….
Content & Pre-Work Summary
Training Module
Brief Description
Dynamics AX
Cloud
Acceleration
Leadership
Workshop Optimizing
Partner
Profitability in the
Cloud
Accelerating The
Microsoft
Dynamics AX
Cloud Buying
Cycle
Preparation Videos
if you have this)
Names
Microsoft
Module Duration (+ actual time
Designed exclusively
for Microsoft
Dynamics partner
CEOs and MDs, the
AX2016 Cloud
Acceleration
Leadership
Workshop focuses
on the business
model, solution
definition,
marketing
engagement, selling
process and service
offering adjustments
that accelerate the
development of a
healthy cloud
practice.

The AX2016
Accelerating the
Cloud Buying Cycle
Workshop reviews
the primary gaps
between traditional
on-premise and
emerging cloud
buying behaviors,
then explores
proven tactics that
lead to higher win
rates and lower
sales costs by
manufacturing a
“strategic tipping
point” early in the
buying journey.









Business model impacts,
P&L transition modelling
and the emerging role of
IP
Executing the
vertical/industry shift
Creating a differentiated
cloud solution set & value
proposition
Marketing as a strategic
cloud growth driver
Re-engineering the sales
process
1. Building an
Economic
Blueprint for
Success in the
Cloud
2. The Cloud
Financial Model
3. Adjusting to the
Cloud Buyer
4. Building
Marketing Muscle
5. Why Industry
Focus Matters
6. Differentiating
with One
Microsoft
Optimizing a cloud-first
sales motion (built upon
50% win/rate Dynamics
AX partners)
Constructing engagement
communications that
increase prospect
disclosure and trust
Tribal Selling - Engaging
prospect emotions
Orchestrating a strategic
tipping point
Facilitating CxO
engagement
“whiteboards” that drive
engagement and
differentiation
1. Adjusting to the
Cloud Buyer
2. Accelerating the
Cloud Buying
Process
3. Tribal
Membership
4. Why Industry
Focus Matters
Driving Cloud
Growth Through
Marketing
The Marketing as a
Cloud Growth Driver
Workshop focuses
on the strategic
shifts and tactical
adjustments that
Marketing must
execute to engage,
influence and bias
an increasingly
educated and
elusive buying
community.





Reimagining the
customer acquisition
process
Tribal messaging creating high-impact
emotional content
Building an emotional
messaging framework
Digital engagement connecting with &
converting reluctant
cloud prospects
Outbound to inbound optimizing the Nurture
Process
1. Adjusting to the
Cloud Buyer
2. Driving Digital
Engagement
3. Building
Marketing Muscle
4. Why Industry
Focus Matters
5. Tribal
Membership