I NTER D YN Innovative Solutions, Proven Results How to sell collaboration  internally and externally  to an organization ...
Agenda <ul><li>Overview </li></ul><ul><li>Issues with selling collaboration </li></ul><ul><li>3 Selling sceneries </li></u...
About InterDyn AKA Dynamics GP, Dynamics CRM, and Dynamics AX Office 2007: SharePoint, Project Server, Project Portfolio S...
InterDyn Locations <ul><li>Canada – 2 offices </li></ul><ul><li>Mexico – 4 offices </li></ul><ul><li>London </li></ul><ul>...
Issues with selling collaboration <ul><li>Difficult to describe </li></ul><ul><ul><li>In many ways there no tangible out o...
The 3 selling scenarios <ul><li>We’ve heard about the SharePoint product </li></ul><ul><li>Current application have run ou...
Building the business case <ul><li>Why is it important? </li></ul><ul><li>blogs, wikis, instant messaging and web conferen...
Target audience <ul><li>Visionary </li></ul><ul><ul><li>Recent entries to the executive ranks </li></ul></ul><ul><ul><li>H...
Technology Adoption Cycle Visionary Pragmatist
The silver bullet sell <ul><li>What is the silver bullet sell? </li></ul><ul><li>Reports </li></ul><ul><li>Why is this the...
XL Reporter and MOSS
Problems with the silver bullet sell <ul><li>Clients never really understand what they really want </li></ul><ul><li>Integ...
Questions and Answers Thank You For Attending! Peter Ward InterDyn AKA  Business Collaboration Manager E- pward@interdyn.c...
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How to sell collaboration

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How to sell collaboration

  1. 1. I NTER D YN Innovative Solutions, Proven Results How to sell collaboration internally and externally to an organization 4 th April 2007 By Peter Ward Web: www.interdynaka.com Blog: www.wardpeter.com
  2. 2. Agenda <ul><li>Overview </li></ul><ul><li>Issues with selling collaboration </li></ul><ul><li>3 Selling sceneries </li></ul><ul><li>Building the business case </li></ul><ul><li>Target audience </li></ul><ul><li>Technology adoption cycle </li></ul><ul><li>The silver bullet sell </li></ul><ul><li>Problems with the silver bullet sell </li></ul><ul><li>Questions </li></ul>
  3. 3. About InterDyn AKA Dynamics GP, Dynamics CRM, and Dynamics AX Office 2007: SharePoint, Project Server, Project Portfolio Server, InfoPath, Forms Server Custom Off Shore SharePoint Development
  4. 4. InterDyn Locations <ul><li>Canada – 2 offices </li></ul><ul><li>Mexico – 4 offices </li></ul><ul><li>London </li></ul><ul><li>Australia </li></ul><ul><li>Melbourne </li></ul><ul><li>New Delhi </li></ul>
  5. 5. Issues with selling collaboration <ul><li>Difficult to describe </li></ul><ul><ul><li>In many ways there no tangible out of the box product </li></ul></ul><ul><ul><li>What exactly is a portal? </li></ul></ul><ul><li>Not viewed in the realms of telephone or email communication </li></ul><ul><li>There’s a layer of administration and organization </li></ul><ul><li>Sometime it just doesn’t add value to a process </li></ul><ul><li>The pain points don’t hurt enough </li></ul>
  6. 6. The 3 selling scenarios <ul><li>We’ve heard about the SharePoint product </li></ul><ul><li>Current application have run out of gas. </li></ul><ul><ul><li>Lotus Notes </li></ul></ul><ul><ul><li>File Maker </li></ul></ul><ul><ul><li>Access </li></ul></ul><ul><li>There’s a defined business need that has to be addressed </li></ul><ul><ul><li>There’s are start and end dates </li></ul></ul><ul><ul><li>Teams work on an activity for a defined period of time. </li></ul></ul>Business Case
  7. 7. Building the business case <ul><li>Why is it important? </li></ul><ul><li>blogs, wikis, instant messaging and web conferencing </li></ul><ul><li>Bean Counters generally buy on: </li></ul><ul><li>“ We believe that by deploying collaboration tools we make our employees more productive, thus improving the bottom line (e.g. either making more money or saving more money).” </li></ul><ul><li>ROI Strategy </li></ul><ul><ul><li>Reduce head count by 2 people => $100k saving </li></ul></ul><ul><ul><li>Products go to market not just quicker, but in 4 months, not 6. </li></ul></ul>
  8. 8. Target audience <ul><li>Visionary </li></ul><ul><ul><li>Recent entries to the executive ranks </li></ul></ul><ul><ul><li>Highly motivated </li></ul></ul><ul><ul><li>Driven by a ‘dream’ not technology </li></ul></ul><ul><ul><li>Not looking for improvement, but fundamental breakthrough </li></ul></ul><ul><ul><li>Least price sensitive </li></ul></ul><ul><ul><li>Easy to sell, but hard to please. </li></ul></ul><ul><li>Pragmatist </li></ul><ul><ul><li>Hard to win over </li></ul></ul><ul><ul><li>Difficult to see the big picture </li></ul></ul><ul><ul><li>Easy to please. Once bought into concept </li></ul></ul>
  9. 9. Technology Adoption Cycle Visionary Pragmatist
  10. 10. The silver bullet sell <ul><li>What is the silver bullet sell? </li></ul><ul><li>Reports </li></ul><ul><li>Why is this the silver bullet? </li></ul><ul><ul><li>Immediate snapshot to business lines of data. </li></ul></ul><ul><ul><li>Senior management use it. </li></ul></ul><ul><ul><li>‘ It’s on SharePoint’ is the talk of the town </li></ul></ul><ul><li>Excel Services is perfect </li></ul><ul><li>Demo </li></ul>
  11. 11. XL Reporter and MOSS
  12. 12. Problems with the silver bullet sell <ul><li>Clients never really understand what they really want </li></ul><ul><li>Integrity of the data has to be correct </li></ul><ul><li>Developers think they know how to generate the reports </li></ul><ul><li>Reports are more than just an ODBC connection </li></ul><ul><ul><ul><li>Partner with a GP/Oracle/CRM vendor </li></ul></ul></ul><ul><li>Existing products- MS Business Portal – Free </li></ul><ul><li>Licenses </li></ul><ul><li>Standardized reports…Get a reporting tool like XL Reporter. </li></ul>
  13. 13. Questions and Answers Thank You For Attending! Peter Ward InterDyn AKA Business Collaboration Manager E- pward@interdyn.com W-www.interdynaka.com B- www.wardpeter.com P- 212 502 3937

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