Course Description
Application Platform Optimisation Overview
Participants: sales, pre-sales, marketing, general management
Duration: 2 days
Subject Overview
The Application Platform is at the scene of some of Microsoft’s most intense competitive battles. It is also the Microsoft’s strongest growth engine. The team that has designed APO University has studied recent Application Platform wins, what made them successful, and integrated this knowledge into this 2-day training. APO University is a comprehensive sales simulation programme using real world best practises for platform selling using the Microsoft solution sales approach.
The APO University targets a number of solution areas including:
- Service Oriented Architecture (SOA)
- Data Management
- Business Intelligence
- User Experience
- Development
This course will supply you with tools you can use immediately to have deeper, more effective business conversations with your customers and partners.
Objectives
In this 2 day intensive workshop, you will get:
- An understanding of your buyers’ priorities
- Tools to help you turn those priorities into opportunities
- Tools to create multiple revenue streams from opportunities
- Market data to help you compete head-to-head
- Tips for overcoming competitive challenges of Account Coverage, Credibility, and Incumbency
- Practise to allow you to apply what you have learned
Target Audience
The session is designed for personnel responsible for business development in the Application Platform space. Pre-sales, solution architects/consultants and management personnel will also benefit greatly from attending.
Prerequisites
This is not a technical workshop. There are thus no technical prerequisites for attending this course. The content builds on the concepts of Solution Selling and Realising Platform Value. Students who have previously attended those sessions will find that this content helps them take the next step.
Content Overview
Modules include:
- Call to Action
- Meet the Customer (a case study)
- Creating the Customer’s ‘As Is’ Picture
- Asking the Right Questions
- Creating the ‘Future Picture’ for the Customer
- Mapping the Customer’s Journey
- Prioritising the Projects
- Planning the Architecture
- Tackling the Competition
- Presenting Your Solution
- Bringing in All Together
