Directions 2011 Sales Track

ES100 The Customer View of Your World
8:00 a.m. - 9:00 a.m., Thursday, October 13
Speaker: George Brown
Are you selling what the customer is buying? Our team of experts drills into perceptions of prospects and customers about Microsoft, NAV, Partners, ISVs and Consultants.

ES101 Part 1 Customer Panel — the Buying and Use Experience
10:30 a.m. - 11:30 a.m., Thursday, October 13
Speaker: George Brown
Panel Discussion

ES102 Part 2 Customer Panel – Upgrades, the Cloud and the Future
1:00 p.m. - 2:00 p.m., Thursday, October 13
Speaker: George Brown
Panel Discussion

ES103 Lessons Learned - Buyer Realities & Summary of trends spotted during survey
3:30 p.m. - 4:30 p.m., Thursday, October 13
Speaker: George Brown
Win by bringing it all together. George Brown explores buyer realities in a linked-in world and the imperative for Partners to become agile and deeply engaged with their markets. This session will provide a summary of what we learned during this investigative process.

ES104 What will the Future Channel Partner look like
4:45 p.m. - 5:45 p.m., Thursday, October 13
Speaker: George Brown
In the self-serve world of IT commoditization where does the partner we know of today fit in? This question is on the minds of many partners today as they form strategies to take their business to the new reality. The rate of change on the business over the next 5 years will be the most extensive many of us have ever experienced.

S105 Reduce the Cost of Sale: Best Practice and New Inspiration
8:00 a.m. - 9:00 a.m., Friday, October 14
Speaker: Bill Moffett and Jesper Raebild
Learn about different approaches to selling Microsoft dynamics NAV from some of the partners with high volume sales. Also find new inspiration with a preview of a new Microsoft Initiative called "This is NAV" aimed at bringing down the cost of sale by providing a new way of handling the first presentation for prospects with emphasis on customer evidence and short demos/evidence to gain trust.

S106 What Win/Loss can Teach You
10:30 a.m. - 11:30 a.m., Friday, October 14
Speaker: Jeff Warwick
Frustrated with losing deals? Successful sales managers use win/loss analysis to achieve higher close ratios. Successful tips on how to make it work!

S107 The ERP Paradigm - Microsoft vs. World
2:15 p.m. - 3:15 p.m., Friday, October 14
Speaker: Sheldon Kralstein
Microsoft positions Dynamics NAV as a platform to create vertical solutions and target specific industries. As such, there is a lack of product functionality and a requirement to use many third party solutions. This has made it increasingly difficult to compete with NAV in the broad horizontal and vertical markets against competitors that are providing End to End solutions with rich functionality at a lower price point. This session will discuss how Dynamics NAV can more effectively compete against these competitive products. Don’t expect miracles, but we have some ideas that can make a difference.

S108 Guerrilla Marketing for Unprecedented Impact
3:30 p.m. - 4:30 p.m., Friday, October 14
Speakers: Diane Saeger and Eva Chiu
Learn how to let the market teach you what your audience will respond to and why. Develop tactical plans to get your marketing up and running — in the direction you want it to go. Walk away knowing how to meet your revenue numbers with a sound strategic focus, a solid budgeting strategy and a dynamite action plan. See what works, and what doesn’t work in this market. Get ready for a fun, interactive session!

S109 The Competitive Landscape
8:30 a.m. - 9:30 a.m., Saturday, October 15
Speaker: Christian Sega
Big ideas attract strong competitive response. Understand how the competition positions themselves against RTC and discover ways to blunt their initiatives.

S110 How Social Media Can Help Sell
9:45 a.m. - 10:45 a.m., Saturday, October 15
Speaker: Christian Sega
Social media gets the buzz, does it meet expectations? We brought this session from Directions EMEA, where it attracted huge interest.

S111 Painful Lessons Learned on Marketing, Sales Methodology and Sales Execution to grow your NAV Business
11:00 a.m. - 12:00 p.m., Saturday, October 15
Speaker: Greg Kaupp
Growing Partners need to continuously inspect and adapt their marketing and sales organizations to grow. Gain new insights by exploring the successes and failures on one Partner’s journey to transform their marketing and sales organizations to scale for growth in the changing competitive NAV landscape.

S112 RTC Playbook
1:15 p.m. - 2:15 p.m., Saturday, October 15
Speaker: Chris Young
Small tricks to make your demonstration flow nicely and preparing role centers and scenarios to match the customer's need are part of this session.

S113 Sell Roles that Work
2:30 p.m. - 3:30 p.m., Saturday, October 15
Speaker: Per Mogensen
Prospects will only understand the value of RTC when they see roles that work! Make sure your vertical application has practical roles that address the needs of your prospective clients. Making a demonstration that really shows the customer working roles and how they improve each employee's work is what this session is about.

S114 Demo to Win in RTC
3:45 p.m. - 4:45 p.m., Saturday, October 15
Speaker: Michael Rosenørn
The Role Centers and the RoleTailored Client are unique for ERP applications available in the SMB market space. The competition will in most cases fight back by presenting a better price/value proposition and neglect that a strong User Experience can provide a huge value in itself! During this session some scenarios for demoing the RoleTailored Client will be presented with focus on the benefit for the individual user and the overall business both from a general point of view as well as focused on the lower SMBs.