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Microsoft Dynamics 365 Partner

Steve Mordue

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Top Stories by Steve Mordue

In my last post, I wrote about Evaluating Dynamics 365. In that post I glossed over the part about demos, because it felt like a bigger topic, that deserved a post of its own. I will start writing now, and we’ll both see if that is case shortly. A product demo is a very common first step with a new customer, more than just a box to be checked, in most cases, it is “make or break”. It is the first impression that you do not usually get a “do-over” on. If you are going to succeed, you need to be able to do this right. Uncle Al Albert Einstein is attributed with the quote “If you can’t explain it simply, you don’t understand it well enough“. This is Demo 101. You can certainly spend a goodly amount of time on a pre-amble, pontificating about all of your certifications, and tossing out phrases that you know the customer won’t understand in order to make yourself look ... (more)

Dynamics 365 – FUD as a Sales Tool

I got a call the other day from a customer who said that another partner told them that they should not use a solution like ours because “It can cause issues”. I thought, what a vague and crappy thing to say. I assume this partner was not a reseller of ours, did not know what they were talking about, and just wanted to plant some FUD in the customer’s mind, but I thought I would address it anyway. FUD as a Sales Tool FUD is an acronym for Fear, Uncertainty and Doubt. It is a common sales tactic used by almost every seller… since the beginning of time. It is typically utilized i... (more)

Dynamics 365 – Industry Focus is not BS

I first heard Microsoft floating the “Industry Focus” concept to partners shortly after Office 365 launched. It seemed pretty clear that this cloud shift was going to eliminate a lot of existing revenue for partners. I felt back then, that the “Industry Focus” concept was something that Microsoft cooked up as a talking point designed to shift your focus from the fact that your revenue was about to hit the skids. Your Idea of Industry Focus, is Not It Most partners heard Industry Focus and thought “yeah, we already do that sort-of”. I think many struggled to see how that motion al... (more)

Dynamics 365 – A SMB Silver Bullet?

When it comes to Business Applications, like CRM and ERP, Microsoft has but a handful of competitors in the Enterprise space. The competitive landscape in the SMB space, on the other hand, is the Wild West. The SWOT Analysis A SWOT analysis is a study undertaken by an organization to identify its internal Strengths and Weaknesses, as well as its external Opportunities and Threats. I have no doubt, the Dynamics 365 team does this analysis on a continuous basis. A key component of this analysis is comparison to your competition. After all, a strength is only a strength, because it i... (more)

Dynamics 365 – Salesforce ISVs Take Notice

If you have been following along, you know that we were Salesforce Consultants for 10 years before we moved to Dynamics 6 years ago. We left Salesforce in the rear view mirror, and never heard from anyone related to them again… until recently. Hey, Watcha Got There? In the last month we have been contacted by six Salesforce ISVs wanting to pick our brain. Apparently, if you search for Salesforce and Dynamics 365 together, this post shows up high on the list. It would appear that the launch of Dynamics 365 is making some noise, and that noise is being heard by some forward-thinki... (more)