Professional Documents
Culture Documents
Trademark Notice
The following trademarks and service marks are owned by Sales Performance Holding
Company (DBA: Solution Selling® Inc.) and licensed by Sales Performance International,
LLC. Any questions concerning the use of these trademarks or whether a name that does
not appear on this list is in fact a trademark of Solution Selling® Inc. should be referred to
Sales Performance International, LLC in the United States at the following address:
Solution Selling® and Situational Fluency Prompter®, Pain Sheets®, 9 Block Vision
Processing Model® and Pain Chains® are registered trademarks and service marks of
Solution Selling® Inc. All other referenced marks are those of their respective owners.
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1. Why growth is not linear
2
Formula for a Successful Sale
KEY FACTORS
PAIN X POWER X VISION X VALUE X CONTROL
3
Basic Principle of Sales
NO PAIN
NO CHANGE
4
Microsoft Dynamics Partner Academy
5
Microsoft Dynamics Partner Academy
Basic Principle
PAIN FLOWS
THROUGH
AN ENTIRE ORGANIZATION
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1. Main Pain Chain® for ERP
The New Solution Selling: The Revolutionary Sales Process That is Changing
the Way People Sell by Keith M. Eades. McGraw-Hill © 2004
B 7
1. Main Pain Chain® for ERP
Vision of a Solution
Admitted Pain
Latent Pain
The New Solution Selling: The Revolutionary Sales Process That is Changing
the Way People Sell by Keith M. Eades. McGraw-Hill © 2004
A 8
Microsoft Dynamics Partner Academy
9
1. Main Pain Chain® for ERP
A 10
1. Main Pain Chain® for ERP
Pain Sheets®
A 11
1. Main Pain Chain® for ERP
A 12
1. Main Pain Chain® for ERP
Main Reasons
A 13
1. Main Pain Chain® for ERP
Main Reasons
A 14
1. Main Pain Chain® for ERP
Role Tailored
User Experience
Integration
Alerts Between Finance,
SCM and CRM
Analysis Tools
A 15
1. Main Pain Chain® for ERP
Main Reasons
A 16
1. Main Pain Chain® for ERP
Main Reasons
A 17
1. Main Pain Chain® for ERP
Order Processing
and Fulfillment Exception
and Changes
Graphical
Production
Schedule
Multi-language,
Multi-currency,
Multi-location
Data Analysis
and Reporting
A 18
1. Main Pain Chain® for ERP
A 19
1. Why growth is not linear
20
2. Pain Chain® by industries
Introduction
• During the sales cycle, you need to know a priori the specific pains of the sector or
industry of the company in order to be able to define and establish the Pain Chains®
and identify which capacities of Microsoft Dynamics you need to show them.
• Knowing these critical business issues by industry shows sales excellence and
leadership and it is key to achieving success.
https://mbs.microsoft.com/partnersource/marketing/campaigns/vertical/MSDindustryvert
ical02.htm
A 21
2. Pain Chain® by industries
Chemicals Manufacturing
Customers
Upper GM, Plant, Materials, Quality,
Produce Management Compliance, Supply Chain,
(Demand to Availability)
Engineering
SIC Coverage 2812-13, 2816, 2819, 2821-24,
Buy Service 2833-36, 2841-44, 2851, 2861,
(Produce to Pay)
(Consumption to 2865, 2869, 2873-75, 2879,
Replenishment)
2891-93, 2895, 2899
Gross $50M-$2B USD
Manage Staff
(Manage the Business) (Manage Human Capital) Revenue per
Annum
Number of 50-2000
Stratascope Inc. Users
A 22
2. Pain Chain® by industries
Key Pain
Chemicals Manufacturing
Poor On-Time
Operating Costs Delivery and
Out of Control Throughput
Failure to Meet
Varying Product Compliance
Quality, Standards
Traceability
A 23
2. Pain Chain® by industries
Flexibility in the
Implementation
A 24
2. Pain Chain® by industries
Customers
Management Engineering Manager, Supply Chain
Produce Manager
(Demand to Availability)
SIC 3433, 3511, 3519, 3523-24, 3531-37,
Coverage 3541, 3542, 3544, 3545, 3547, 3549,
3552-56, 3559, 3561, 3563-69, 3581-82,
Buy Service 3585-86, 3589, 3593-94, 3596, 3599,
(Consumption to
(Produce to Pay) Replenishment) 3699, 3743,3799
Gross $50M-$2B USD
Manage Staff Revenue per
(Manage the Business) (Manage Human Capital)
Annum
Number of 50-2000
Stratascope Inc. Users
B 25
2. Pain Chain® by industries
Key Pain
B 26
2. Pain Chain® by industries
Improve
Meet Demanding Operational Efficiency
Customer Needs
Improve
Reduce Costs Financial Control
Provide Access
to Centralized,
Current Data
B 27
2. Pain Chain® by industries
Customers
Produce Upper Plant, Materials, Engineering,
(Demand to Availability) Management Supply Chain
SIC Coverage 3465, 3519, 3592, 3647, 3694,
37xx
Buy Service
(Consumption to
(Produce to Pay) Replenishment) Gross Revenue $50M-$2B USD
per Annum
Stratascope Inc.
B 28
2. Pain Chain® by industries
Key Pain
Improving Managing a
Operational Complex Supply
Control Chain
Improving
Customer Leaner
Service Manufacturing
Increasing Production of
Time-to-market Unauthorized
Demands Parts
B 29
2. Pain Chain® by industries
Develop Profitable
Build Connections to Customer Relationships
Suppliers and
Vendors
B 30
2. Pain Chain® by industries
Professional Services
Customers
be Principal, VP, Development, Finance and
Deliver or C-level) Administration
(Engagement Management)
Manage
(Manage the Business)
Stratascope Inc.
B 31
2. Pain Chain® by industries
Key Pain
Professional Services
Gaining Deep,
Real-time
Managing and Insight
Reducing Costs
Managing Meeting
Dispersed or Stringent
Virtual Customer
Engagement Reporting
Teams Needs
Ensuring
Aligning Skills Compliance
and People with
Customer
Engagement
B 32
2. Pain Chain® by industries
Project Financial
Management Reporting
Financial
Management
B 33
2. Pain Chain® by industries
Specialty Retail
(Order to Cash)
(Concept to Opportunity) VP Level Sales, Marketing, Merchandising,
Operations, IT
Customers
Upper GM, Operations, Sales, Marketing
Plan Management
(Demand to Availability)
B 34
2. Pain Chain® by industries
Key Pain
Specialty Retail
Outdated IT
Resources
Merchandising
Requirements
B 35
2. Pain Chain® by industries
Connecting
Delivering forecasts
retailers’ demand requirements
and purchase orders directly
to manufacturing, wholesale,
to the retailers’ supplier
and distribution operations
B 36
2. Pain Chain® by industries
A 37
4. Summary
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3. Knowledge Check
Knowledge Check
B 39
3. Knowledge Check
B 40
3. Knowledge Check
Knowledge Check
B 41
3. Knowledge Check
B 42
3. Knowledge Check
Knowledge Check
B 43
3. Knowledge Check
B 44
3. Knowledge Check
Group activity
The group should put themselves in the CEO’s shoes in the scenario described
in each exercise.
For each exercise, explain the reasons behind the problem for each department
affected and how it would be resolved.
B 45
3. Knowledge Check
Suppose you want to make your business grow but the implicated costs and
complexity would make it practically impossible to access new markets and
sources of income. Your company’s technology doesn’t follow the rhythm of your
business plan and as a consequence you are faced with the problem of your
business growing, with the potential risk of operating inefficiently, or maintaining
your current level of activity and running the risk of loosing opportunities, or
even an eventual decline in activity. Your wholesale customers and strategic
partners would like to see you grow, for their own interests, but this doesn’t
happen. You simply don’t know how to make your business grow.
How does this affect your business and you personally? How would you
resolve this?
B 46
3. Knowledge Check
How does this affect your organization and you personally? How would
you resolve this?
B 47
4. Summary
48
4. Summary
Summary
Pain Chain® 1 3 4
2
Low Productivity Unable to respond to Difficulty in Managing Difficulty in Connecting
Pains People and
Processes
changing business
conditions
Organizational Growth Customers, Partners
and Employees
Main Multi-language,
Flexibility to
Capabilities Alerts Multi-currency, Web services
change
Multi-location
of
Microsoft Integration
Exception and Cost-effective Intercompany
Dynamics between finance,
changes implementation functionality
ERPs SCM and CRM
A 49
4. Summary
Summary
Pain Chain® 1 3 4 5 6
2
Distribution Industrial Equipment Chemicals Automotive Supplier Professional Specialty Retail
Industry Manufacturing Manufacturing Manufacturing Services
Meeting customer
Difficulty gaining Increasing
demand for Operating costs Managing and Merchandising
a clear picture of time-to-markets
products, pricing, out of control reducing costs requirements
demand demands
and services
High levels of
Upgrade growth Failure to meet
Improving Production of Gaining deep, staff turnover and
with improved compliance
financial control unauthorized parts real-time insight need to minimize
customer service standards
staff training
A 50
4. Summary
1. Several Pain Chains® could seriously impact the customer, such as:
a.) Low productivity of people and processes.
b.) Unable to respond to changing business conditions.
c.) Difficulty in managing organizational growth.
d.) Difficulty in connecting customers, partners and employees.
2. In addition, each customer is different depending on the industry it’s in. Their key
pain are also different.
3. Microsoft can help customers realize the capabilities of their ERPs.
Microsoft Dynamics Partner Academy
• Understand the main Pain Chains® when selling an ERP solution, the impact
of each pain on decision-makers and the capabilities Microsoft Dynamics ERP
solutions bring to customers.
• Understand the main Pain Chains® (needs) for specific industries and how
Microsoft Dynamics ERP solutions help address them.
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© 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other
countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentations. Because Microsoft must respond
to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of
this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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