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A new all encompassing CRM strategy has kick started the efforts of Microsoft's Dynamics partner recruitment teams. PACE designed a new process and tool set based on best practices. These best practices were aggregated into a new streamlined process and a a new on-line portal developed to act as the one-stop-shop for all tools and resources associated with recruitment. | 9/8/2008 12:06 PM |
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Microsoft continues the work to unify its partner engagement processes by inviting PACE to develop the process for ISV enagements supported by an on-line portal as the central repository for all knowledge. The deliverables were a newly developed process based on field best practices and the development of an on-line portal as the one-stop-shop for all ISV recruiters to access tools, resources and valuable proof points. | 9/8/2008 12:06 PM |
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At this years Microsoft World-Wide partner conference PACE announced a new methodology to address the high rates of CRM user adoption failures. According to AMR up to 47% of CRM initiatives are in danger of failing due to user adoption issues. The PACE adoption methodology engages the entire “Cone of Learning” – incorporating factual learning, interactive learning, experiential learning (or “learning by doing”), and most critically, a focus on management coaching and reinforcement, to ensure continued adoption of CRM best practices. | 9/8/2008 12:05 PM |
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PACE wins the project to unify Microsoft's sales process into a single portal and on-line handbook for all sales roles on a world-wide basis. The e-360 portal becomes the single place for all solution selling process knowledge. | 9/8/2008 12:05 PM |
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PACE delivers program of coaching workshops across the US aimed at facilitating the integration of Microsoft's Infrastructure Optimization strategy into key solution selling process such as Account Planning. There was a serious disconnect between what Microsoft were asking the sales teams to execute on in terms of sales strategy and the solution selling processes. PACE bridged the gap between the two through facilitated coaching helping the sales teams to understand how the Infrastructure Optimization strategy actually assisted them in their quest to become world class selling teams. | 9/8/2008 11:55 AM |
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PACE delivers coaching to Microsoft's sales managers in 84 faciliated workshops around the world. The number of opportunities and the size of account team pipelines grows by greater than 100%. "Our challenge was to increase adoption of our sales process whilst at the same time modelling required behaviors for our sales managers. We succeeded on both accounts. The PACE program enabled us to take a big step forward with the adoption and perceived value of our solution selling processes and tools." Jonathan Bumba, Microsoft. | 9/5/2008 1:56 PM |
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PACE revolutionizes the path that new partners undertake to understand about how to become a new Microsoft Dynamics Partner. "We knew that partners found the existing self service experience baffling. New partners found it nearly impossible to sign-up or learn about partner resources without talking to a Microsoft representative. Now we've turned the self service recruitment jungle into a journey with clear direction towards a profitable partnership." Jen Larson Microsoft.
To view the path to partnership:
| 9/5/2008 1:55 PM |
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PACE helps Tectura a Microsoft Dynamics inner-circle partner to focus on the health of its pipeline and address adoption challenges with its sales process. Through the development of a set of unique sales coaching aids and the running of a tailored series of facilitated coaching workshops Tectura sales managers pick up the PACE with the health of sales pipeline. | 9/5/2008 1:53 PM |