My experience with BPOS deals taught me that the “First 30” minutes of a BPOS call was the most critical.  Partners/field fumble too much in that critical part of the call.  Selling services is different than software. If we eliminate the fumbles we get to the end zone. It’s that simple.

 

Guide developed to increase sales execution with Business Productivity Suite – Standard with Microsoft Partners

 

Results have shown that when field/ partners are better prepared to handle initial questions with customers the likelihood of passing to the next sales stage is improved by 80%. These initial discussions are very critical with customers. Customers determine Microsoft’s ability to execute in the cloud based on the accuracy and promptness to the question asked.  The goal with this guide is to arm partners/field with the highest probability of questions asked during initial calls.

 

https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=562267

 

How this works:

The partner views the on-demand webcast and MS Partners request the updated guide at first30@microsoft.com. Partners received updated versions of the guide throughout the year. Our community grows daily with partners giving me feedback on their calls and that feedback is in the next rev of the guide. 

 

 

 Jim Haigh, Partner Technology Advisor

East Region

Jim joined Microsoft Corporation in 1993; His first team was the Microsoft Access 1.0 unit.  Since that time, Jim has had several roles within Microsoft including Solution Specialist, Developer Technology Specialist and Partner Technology Advisor. His account experience ranges from large enterprise accounts to small business.  He has spoken at major launch events in the East Region. Jim is currently responsible for Microsoft Online Partner development in the East Region.  Jim has consulted with more than 160 customers looking to move to the Microsoft cloud portfolio.  One example of his successful engagements was Reed Jewelers, who recently published a case study on their cost saving experiences.  Jim has authored the “First 30” guide that was published in November 2009 discussing what common criteria all customers look for answers in the first 30 minutes. Jim is currently based in Charlotte, North Carolina