How Deep Is Your Love…
Regular readers of my blog have probably noticed a distinct lack of activity over the last 6 months. The reason is very simple. The whole Microsoft UK Dynamics sales team (myself included) have been incredibly busy selling CRM into the Enterprise & Corporate market. Here in the UK we closed out our financial year at the end of June slightly over budget, with my own sector (Financial Service, which includes Banking, Insurance & Capital Markets customers) 130% over budget.
I have been in my current pre-sales role for a little over six years now (since CRM 3.0 was in beta in fact), and although I can’t divulge any names I can tell you that collectively, three of the biggest UK financial institutions now have almost 40,000 seats of Microsoft Dynamics CRM deployed. It is particularly gratifying since all of these organisations were existing Oracle & Salesforce.com customers, and yet we were able to come in and demonstrate some real differentiation to win the day.
I get asked quite often, how we are able to win these extremely large, strategic deals, and although the sales cycle is usually pretty lengthy (6-9 months typically), it really does come down to a few simple propositions, which I call the “Five Ps”.
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The Chain Gang
Thanks for this very informative.
I would love to hear your detailed feedback on item 4, if you can write a post about that topic it would be greatly appreciated.
We have also been using salesforce.com and the force.com platform and have recently switched to CRM. We have been developing a major field service management on top of CRM as a solution for the past 12-15 months, we find it an awesome and extremely powerful platform. Yes, there are certain things that we have liked better in salesforce, but as a whole CRM and the platform behind it shines over the force.com platform, but would love to hear your feedback on it.
Hi Shloma. A couple of years ago I produced a whitepaper entitled "Microsoft Dynamics CRM As A Solution Development Framework.pdf" which covered many of the CRM platform highlights. Although this was in regard to CRM 4.0, many of the concepts still apply to CRM 2011. blogs.msdn.com/.../crm-as-a-solution-development-platform-whitepaper.aspx