The Intelligence Age

FULL SHOW NOTES
https://podcast.nz365guy.com/16

• The difference in selling business application software to infrastructure software
• Customer characteristics (IT or business)
• Changes in recent years in the way customers are acquiring Dynamics 365
• The typical timeframe to sell Dynamics
• Customer engagement process in the Dynamics sale
• Customer engagement post-sale
• Typical stakeholders in a Dynamics sale
• Setting up the pursuit team in a Dynamics sale
• The part RFx, play in the sales process
• Lead generation
• The role of Pre-Sales
• Salesperson enablement
• Different customer profiles Government, Not for Profit and Commercial
• Staying on the cutting edge as a salesperson
• Microsoft Partnership and relationship in the sales engagement

Books Mentioned

• Scar Tissue by Anthony Kiedis http://amzn.to/2HSx3jT
• Master of Scale https://mastersofscale.com
• LinkedIn

Resources

• Iannarino https://thesalesblog.com
• Microsoft Dynamics 365 Roadmap https://roadmap.dynamics.com
• Office 365 Roadmap https://products.office.com/en-us/business/office-365-roadmap?filters=
• Microsoft Dynamics 365 Team blog https://community.dynamics.com/enterprise/b/365teamblog
• CRM User Group http://www.d365ugaustralia.com/ OR Http://crmug.com
• Australian Chamber of Commerce https://www.australianchamber.com.au
• Australia-Israel Chamber of Commerce http://www.aicc.org.au

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith

FULL SHOW NOTES
https://podcast.nz365guy.com/15

• General Data Protection Regulation (GDPR)
• Layperson's view of GDPR
• What is GDPR?
• Who is affected by the new regulation?
• Microsoft Dynamics 365 Partners and GDPR
• Microsoft and GDPR
• Dynamics 365 consultants and the effect GDPR will have on their roles
• GDPR and Geography for all those outside the EU
• GDPR and the current Dynamics platform
• Marketing, Sales and Service – how will GDPR affect these
• Dynamics 365 Audit with Read Access and GDPR
• Dynamics 365 Security and GDPR

Books Mentioned

• TinTin http://amzn.to/2FgRMOf

Resources

• TechLabs http://techlabs.london
• Microsoft Trust Centre https://www.microsoft.com/en-us/TrustCenter/Privacy/gdpr/default.aspx
• EUGDPR https://www.eugdpr.org
• Trello https://trello.com
• Microsoft ToDo https://todo.microsoft.com/en-gb
• LinkedIn https://www.linkedin.com
• Wunderlist https://www.wunderlist.com/
• 365Saturdays http://365saturday.com

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith

FULL SHOW NOTES
https://podcast.nz365guy.com/14

• Microsoft Business Applications in 2018
• Leading a 5000+ strong team at Microsoft
• Challenges of leading a large team
• Manage competing priorities
• The long-term future for on-premise
• Leverage the power of Office365 and Azure for on-premise
• Enterprise Microsoft Flow
• PowerApps
• Common Data Services (CDS)
• Customer focus for development
• Microsoft Business Application for Microsoft Partners
• Microsoft partners that are executing well in Business Applications
• AI and the role that it will play in the future of Business Applications
• Dynamics 365 https://dynamics.microsoft.com
• PowerApps https://powerapps.microsoft.com
• Power BI https://powerbi.microsoft.com
• Microsoft Flow https://flow.microsoft.com

Books Mentioned

• Competitive Advantage: Creating and Sustaining Superior Performance by Michael E. Porter http://amzn.to/2H7kHFa
• Competitive Strategy: Techniques for Analyzing Industries and Competitors by Michael E. Porter http://amzn.to/2G4824z
• Forged in Crisis: The Power of Courageous Leadership in Turbulent Times by Nancy Koehn http://amzn.to/2skhRcz

Resources

• Uber https://www.uber.com/invite/marks1145
• Strava https://www.strava.com/mobile
• Zwift https://zwift.com

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith

FULL SHOW NOTES
https://podcast.nz365guy.com/13

• Can Digital Transformation help Microsoft partners win more business?
• Type of skills a partner needs if they want to engage customers in their Digital Transformation journey
• Training programs on Digital Transformation for partners
• Typical engagement types for Digital Transformation
• Key stakeholders that need to be involved for it to meet the objectives
• George Westerman | Principal Research Scientist with the MIT said: “When digital transformation is done right, it’s like a caterpillar turning into a butterfly, but when done wrong, all you have is a really fast caterpillar.”
• John Hagel III | Co-Chairman at Deloitte LLP Centre for the Edge leaders, he says “Most of the executives I talk to are still very much focused on digital largely as a way to do “more of the same,” just more efficiently, quickly, cost-effectively. But I don’t see a lot of evidence of fundamentally stepping back and rethinking, at a basic level, ‘What business are we really in?’”
• Recommended next steps for those wanting more from Digital Transformation

Books Mentioned

• Drive: The Surprising Truth About What Motivates Us by Daniel H. Pink http://amzn.to/2qXdrHK
• The Innovator's Method: Bringing the Lean Start-up into Your Organization by Nathan Furr & Jeff Dyer http://amzn.to/2D1eECN
• Sprint: How to Solve Big Problems and Test New Ideas in Just Five Days by Jake Knapp & John Zeratsky & Braden Kowitz http://amzn.to/2mkshTg

Resources

• Digital Infusions: digitalinfusions.com
• iTunes https://itunes.apple.com
• Shazam https://www.shazam.com/gb/apps
• Wonder Weeks https://www.thewonderweeks.com/about-the-wonder-week-app/

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith

FULL SHOW NOTES
https://podcast.nz365guy.com/12

• The two parts of Digital Transformation
• What is Digital Transformation in a practical sense
• Why should organisations care about Digital Transformation?
• What is hype and what is the reality with Digital Transformation
• What problems does Digital Transformation solve?
• How to sort through the hype of Digital Transformation
• What tools are there out there to help with Digital Transformation
• What type of organisations are embracing Digital Transformation
• The Digital Transformation leaders
• The Digital Transformation laggards
• What should Microsoft partners be doing differently to engage customers with Digital Transformation

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith

FULL SHOW NOTES
https://podcast.nz365guy.com/11

• Journey to Product Owner based on Dynamics 365
• Product Leadership
  • Product owner of MMS built on the Dynamics 365 platform
  • Challenges with being a product owner
  • How is the product sold and marketed?
  • How to future-proof your product when technology is always changing
  • Quality control
• Roadmap Planning
  • Creating and managing what goes into the roadmap
  • How to keep up with the changes that Microsoft releases
  • Why use Dynamics 365?
  • Challenges with using Dynamics 365
• Agile Product Management
  • Strengths of Agile Development for long-term projects
  • A typical Agile day
• Meeting Customer Demands
  • Meeting multiple customer demands
  • How to manage expectations
  • Bugs that customers report
  • Coming up with innovative ideas
  • Incorporating user feedback
• Communicating Product Development
  • Communication strategy
• Team Cooperation
  • Build team structure for your product development
  • How to keep the team excited about the product years after the product launch
  • Key skills you need in a team that is building a product on Dynamics 365

Books Mentioned

• Outliers: The Story of Success by Malcolm Gladwell http://amzn.to/2CjB55W
• The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell http://amzn.to/2Dst1wr

Resources

• Innofactor http://www.innofactor.com
• MMS http://www.innofactor.com/customers/kommunal
• The Five Whys https://en.wikipedia.org/wiki/5_Whys
• Product Auditing by FASTPATH https://www.gofastpath.com/grc-for-dynamics-365
• Headspace https://www.headspace.com (25% off link)
• Todoit https://en.todoist.com

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith

FULL SHOW NOTES
https://podcast.nz365guy.com/10

• What are user adoption and change management?
• Faris Alkhaldy asks “What is it? And what is it all about?”
• The role of formal adoption methodologies such as Prosci
• Formal training programs available
• Why is adoption still such a common problem or complaint with CRM
• Janet Robb asks “What is the cost to a project where user adoption fails?”
• Common mistakes/pitfalls to avoid
• Adoption when staff are forced to use technology such as call centres or in retail environments
• What should IT or consultants do differently during implementation
• Top-down approach or a grassroots approach
• Iain Wicks asks “What's the best, carrot or stick?”
• Bad advice about adoption
• Features of Dynamics 365 that can help drive adoption
• Santosh Jahagirdar asks “In a CRM rollout that also includes channel partners – what are some of the best practices, gotchas around adoption & on-boarding of such indirect employees?”
• Scott Millwood asks – “What is broken with CRM? There are still many, many more users that dislike using their corporate-mandated CRM than users that say they LOVE CRM and can't live without it. “Adoption” is fuzzy. Usage can be measured. What is the best usage metric that indicates true adoption, i.e. routine usage? What is the ONE thing that should be addressed with the product that could make it a LOVE to use vs a FORCED to use the product? 
• Janet Robb asks – Why is it important to have a user adoption expert as part of an enterprise CRM project?
• Neil Parkhurst asks – “You are trying to implement Dynamics 365 into a team of field sales guys. They see little benefit in the data they need to collect as it is “just” for the managers. So, they see CRM as purely an admin overhead they don’t want. What are the top product features you’d train to help change this opinion?”
• Neil Benson asks – For teams using an agile framework or a slick DevOps process, we have the ability to release an update to production every week or even every day. How do we help users embrace daily changes to their Dynamics 365 apps?
• Shawn Tabor asks – What’s better for user adoption overall…implementing a known legacy process or providing effective organizational change management to introduce a new paradigm?
• Rick Chamberlain – CRM has many audiences it needs to serve. My experience has shown that marketing and sales are rarely in alignment until you ask them about the administration department. In that case, both will agree that they are “sales prevention. How do you present the value proposition to each audience so they not only use the system but also play nice in the sandbox with the others?
• Questions from Andre Margono
  1. How do you manage resistance are there any tips and tricks?
  2. How do you decide the right training and/or methodology to support smooth adoption?
  3. Are there any toolsets to assist in delivering and managing change management?

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith

FULL SHOW NOTES
https://podcast.nz365guy.com/9

• Overview of the different methodologies used in Dynamics 365 Implementations
• Using Agile on Dynamics 365 Projects
• Community Question: How do you decide the right methodology for the implementation? Agile/Waterfall/Hybrid. – Andre Margono
• Community Question: Implementation approaches for version upgrades? (E.g. like for like and enhancements)? – Andrew Ly
• Community Question: Common pitfalls of certain methodology & lesson learned? – Andre Margono
• Community Question: Can fixed fee delivery work on a Dynamics 365 project? – Joel Lindstrom
• Microsoft Dynamics Sure Step
• Community Question: How relevant is SureStep in today’s climate? – Andrew Ly
• Community Question: What is the difference between Microsoft Dynamics Sure Step and Microsoft Lifecycle Services in your view? – Mohamed Gomaa
• Community Question: Can you use Microsoft Lifecycle Services for Dynamics 365 Deployments as you can for Operations? – Mohamed Gomaa
• Community Question: What are the techniques have you found most successful to map business processes you get from customers? – Nadeeja Bomiriya
• Community Question: Have you used XRM Metadata tools from (https://www.xrmtoolbox.com) for Dynamics 365 and have you found it's useful for redundant entity analysis? – Prash Sinha
• Community Question: What is the best way to categories work items (tasks to be completed by the team members) for features? – Nadeeja Bomiriya
• Community Question: What are best practices when taking over a project mid-way through with incomplete documentation? – Prash Sinha
• Community Question: What have you found works from a best practice point of view when it comes to toolsets for implementations? (Visual Studio, Jira etc.) What else? – Andre Margono
• Community Question: What best practices have you seen in change management and overcoming user resistance? – Peter Schmidt
• Community Question: Human Centred Design: A consultative approach – Muhammad Asimuddin – LinkedIn post (Empathy in implementations) https://www.linkedin.com/pulse/human-centred-design-consultative-approach-muhammad-asimuddin
• Community Question: What would you consider to be the main drivers of methodology choice?
  • eg. would any of these factors inform your choice?
  • project size, public vs private, industry, organization size, client organization’s approach to / experience level of change management. – Anton Wilson

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith

FULL SHOW NOTES
https://podcast.nz365guy.com/8

• Mergers and acquisitions. Tectura –>Acquired by UXC Eclipse –>Acquired by CSC –>CSC Merged with HPE to create DXC acquired Tribridge
• Recommendations for people finding themselves in a company that has been acquired
• Advice for men and women with regards to addressing equality and unconscious bias in the workplace
• The importance of People that make up the practice
• Millennials and the part they play in a modern workforce
• Generation Z soon to be entering the workplace
• Inspiring loyalty
• Balance competing priorities when it comes to billable work and ongoing staff training
• Grad programs and mentoring

Books Mentioned

• Lean In: Women, Work, and the Will to Lead by Sheryl Sandberg http://amzn.to/2i2uwsv
• Daring Greatly: How the Courage to Be Vulnerable Transforms the Way We Live, Love, Parent, and Lead by Brené Brown http://amzn.to/2AfenKJ

Resources

• Facebook https://www.facebook.com/mobile/
• LinkedIn https://mobile.linkedin.com/
• SmartThings https://www.smartthings.com/
• Amazon https://www.amazon.com/gp/feature.html?docId=1000625601
• ibotta https://ibotta.com/get-the-app

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith

FULL SHOW NOTES
https://podcast.nz365guy.com/7

• Jerry’s career so far and CRM Innovations
• Creating the right type of culture
• Relationship with Microsoft
• Leadership and Management
• Been an implementation partner and an ISV
• Microsoft AppSource
• Using 3rd party tools in the practice
• Microsoft community and the benefit to a Dynamics practice
• The biggest challenge as a business owner
• The future for Dynamics 365
• The future for Dynamics 365 partners

Books Mentioned

Never Split the Difference: Negotiating As If Your Life Depended On It – Chris Voss & Tahl Raz http://amzn.to/2ikrGir

Resources

• CRM Innovation https://www.crminnovation.com
• CRM Innovation ISV Products https://www.crminnovation.com/crm-solutions
• YouTube https://www.youtube.com/user/crminnovation
• XRM Toolbox https://www.xrmtoolbox.com
• ClickDimensions http://clickdimensions.com
• Waze https://www.waze.com/download?from=get
• Office Lens https://www.microsoft.com/en-us/store/p/office-lens/9wzdncrfj3t8

Music Credits
I dunno by grapes (c) copyright 2008 Licensed under a Creative Commons Attribution (3.0) license. Ft: J Lang, Morusque

If you want to get in touch with me, you can message me here on Linkedin.

Thanks for listening 🚀 - Mark Smith