Some harsh words from Martin, but I believe it's true. It's definitely something to really think about.
Pam
Stop Losing Microsoft Dynamics GP Deals That You Should Win!
Next time I hear someone tell me they lost a GP deal to ‘the cloud’ I may just reach through the phone and gently slap them. In the words of the great Australian rocker Johnny Diesel
“Don't you know it's a cryin' shame,
When you've got yourself to blame”
You can listen to the entire track here for those wanting some 1989 down under culture https://www.youtube.com/watch?v=740geW2Uy4U
Some people will tell me this statement is a bit harsh, but I stand firmly in the camp that believes Dynamics GP is still as good as any Mid Market ERP on the market – and in most cases better. So if you are losing GP deals you are doing something wrong and are not presenting Dynamics GP in the way it needs to be represented.
The great news is that you can fix this in a few easy steps.
Get yourself to reIMAGINE in Fargo: reIMAGINE is the ONLY fully Dynamics GP focused event for Dynamics GP resellers. You spend three days learning about, discussing, exploring and focusing on nothing but Dynamics GP. The only people that attend this event are people just like you - people who sell and implement Dynamics GP.
Accept you do not know everything and learn from your peers: Everyone you speak to at ReImagine makes a living from Dynamics GP. You already have a huge amount in common. Make it a point to meet people you do not know and ask them all the questions you need to. Ask them how the win deals, how they make money from services, how they are dealing with clouds, and which ISV products help them close deals. Even if you never attended a single breakout session – ReImagine is worth attending.
Get your Tech and Presales Resources to ReImagine: One of the biggest reasons salespeople struggle to close deals and really show of how awesome Dynamics GP is that they do not educate their tech team. You cannot show of GP without help from tech guys that get webservices, SBA, Cloud Apps, eCommerce, mobile apps and complex data integration. So you absolutely must not come alone and get your tech teams along to ReImagine.
Come to the FREE eOne Sales Bootcamp on Sunday the 20th Sept: This is a full day session where I will teach you how to win every GP deal every time. We work together to present GP in its best possible light – and NOT the way you showed it 10 years ago. This is a great session for any ales or presales people who want to improve you demo and sales process.
Attend the how to Demo Sessions and Demo Panel discussions: Even if you think you’re the best demo jockey in the world – you have thing to learn. We all do.
Learn about SBA (Service Based Architecture) and more importantly Service Builder from eOne: Microsoft Service Based Architecture for GP 2015 is important. IF you are not showing its power – then you deserve to lose to NetSuite. Simple as that. SBA is a great addition, and eOne has made it better with of course a product called ‘Service Builder’. eOne will be leading a full breakout on session dedicated to SBA and how Service Builder makes it more awesome! We will also highlight some great functionality in the opening Keynote that will knock your socks off.
Join a discussion on how Clouds Apps are impacting how Mid Market companies buy software? If you have notthought about this then you deserve to lose deals to Intacct. Come to the eOne showcase session and see how you can embrace best of breed cloud apps and make them part of your sales pitch for Dynamics GP.
Talk to Microsoft: There is no better place to grab the Microsoft employee of choice and ask them all the hard questions. You will be in their place of work and can hunt them down, corner them and get the answer you need.
The next massively important to come to reIMAGINE is to attend the SmartnerParty hosted by eOne. This is our town and we want to thank all our loyal partners by giving you a huge welcome to Fargo party, in true Fargoian style. A great venue at ShotGun Sally’s, the best band in the Midwest with PopRocks, Free drinks all night, the second annual Ping Pong Challenge and the best company you can imagine with all 20 of the eOne team there to hang out with. So for no other reason - come to Fargo to party with us.
Image may be NSFW.
Clik here to view.