Cloud Champion Summary
Change Management
Ready to Make $$$s
THECLOUDCHAMPIONJOURNEY
Full agenda listed on www.aka.ms/CloudChampionBlog
Join MPN Training Time
Eye on the
Opportunity
T...
What is the solution?
What can it do for me?
Prove it.
Use it.
Buy it.
Move it.
Use it, support it.
The Customer’s Experie...
What is the solution?
What can it do for me?
Prove it.
Use it.
Buy it.
Move it.
Use it, support it.
Awareness.
Benefits/pe...
1
Every change in an
organisation is a
business change.
• Engage executive sponsorsSponsorship
2 Define the change.
• Articulate the business case
• Define behavioral changes
• Define success criteria
Planning
and
Sponsorship
3
Create a
communications plan.
4
Communicate
extensively.
• Inspire and drive new behaviors
• Plan communication tactics
Awareness
5
Get the right people on
board.
• Organize champions
• Open feedback channels
Awareness
6
Develop a customised
training plan.
• Know your audience
• Sketch out a training schedule
• Deliver training
• Open feedback channels
Learning
• Provide ongoing support
• Assess user satisfaction
• Measure usage and adoption
Readiness
and
adoption
7 Use a methodology.
Stick to it.
8
Assume nothing.
Acid test everything.
9 Have a Plan B.
10 Celebrate often.
11 Follow Up.
Download the toolkit.
http://aka.ms/CloudChampionChange
Recommended Next Steps…
Q&A
Cloud Champion - Week 12: Upsell and Cross Sell
Cloud Champion - Week 12: Upsell and Cross Sell
Cloud Champion - Week 12: Upsell and Cross Sell
Cloud Champion - Week 12: Upsell and Cross Sell
Cloud Champion - Week 12: Upsell and Cross Sell
Cloud Champion - Week 12: Upsell and Cross Sell
Cloud Champion - Week 12: Upsell and Cross Sell
Cloud Champion - Week 12: Upsell and Cross Sell
Cloud Champion - Week 12: Upsell and Cross Sell
Cloud Champion - Week 12: Upsell and Cross Sell
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Cloud Champion - Week 12: Upsell and Cross Sell

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This is round twelve of our Cloud Champion course, focusing on change management.

Cloud Champion is Microsoft Australia's 12-week step-by-step program to help our partners be successful with selling Cloud solutions. For more information on the course, please visit www.aka.ms/CloudChampionBlog.

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Cloud Champion - Week 12: Upsell and Cross Sell

  1. 1. Cloud Champion Summary Change Management Ready to Make $$$s
  2. 2. THECLOUDCHAMPIONJOURNEY Full agenda listed on www.aka.ms/CloudChampionBlog Join MPN Training Time Eye on the Opportunity Transform the Business Go To MarketDemo ArmyCompeteSell Cloud Deploy Cross Sell/Upsell Virtualisation Change Management
  3. 3. What is the solution? What can it do for me? Prove it. Use it. Buy it. Move it. Use it, support it. The Customer’s Experience
  4. 4. What is the solution? What can it do for me? Prove it. Use it. Buy it. Move it. Use it, support it. Awareness. Benefits/personalization. Demo, trial. Case studies, references. Training. Measure usage. Bundled packages. Carefree cloud. Activation portal. Training, applications. Change Management The Customer’s Experience
  5. 5. 1 Every change in an organisation is a business change.
  6. 6. • Engage executive sponsorsSponsorship
  7. 7. 2 Define the change.
  8. 8. • Articulate the business case • Define behavioral changes • Define success criteria Planning and Sponsorship
  9. 9. 3 Create a communications plan.
  10. 10. 4 Communicate extensively.
  11. 11. • Inspire and drive new behaviors • Plan communication tactics Awareness
  12. 12. 5 Get the right people on board.
  13. 13. • Organize champions • Open feedback channels Awareness
  14. 14. 6 Develop a customised training plan.
  15. 15. • Know your audience • Sketch out a training schedule • Deliver training • Open feedback channels Learning
  16. 16. • Provide ongoing support • Assess user satisfaction • Measure usage and adoption Readiness and adoption
  17. 17. 7 Use a methodology. Stick to it.
  18. 18. 8 Assume nothing. Acid test everything.
  19. 19. 9 Have a Plan B.
  20. 20. 10 Celebrate often.
  21. 21. 11 Follow Up.
  22. 22. Download the toolkit. http://aka.ms/CloudChampionChange
  23. 23. Recommended Next Steps…
  24. 24. Q&A

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