ScaleFast Customer Acquisition Acceleration Program
Get big customers faster & increase customer lifetime value.
Do you want to be able to add one or more SMB customers a week? Cloud adoption, the recent pandemic and changing buying behavior have disrupted the traditional customer acquisition process. Demand for cloud-based Microsoft Business Applications solutions is growing, but few partners have adjusted the way they position, differentiate, package, price and sell their new solutions. Capitalizing on this cloud market opportunity requires providing new offerings and targeted solutions in response to a new set of buyer needs and expectations. Domain expertise, rapid deployment, shorter time to value and less project risk for customers is replacing functional breadth as the new differentiators.
The High Volume Acceleration program is designed to help you gain a competitive advantage. Moving to a high-volume, true SaaS business model requires more than an investment in new cloud solutions and IP, and simply making your offerings available in a cloud marketplace. It demands an entire transformation in how we sell, market, package, price and deliver solutions and services. Neural Impact have partnered closely with Microsoft to build and deliver the High Volume Acceleration Program. You can visit the Microsoft Program page here to understand the strategy and to find out more information about High Volume Acceleration initiative
Current Challenges Facing Biz Apps Partners Selling into SMC Segment this program aims to address
- Undifferentiated cloud and competitive positioning
- Need to reduce buyer risk and resistance to step into large, complex and expensive custom projects
- Long, high touch high cost sales cycles
- Long delivery cycle due to traditional custom large implementation methodology and time and materials pricing
- Struggling to scale and increase deal volume beyond 10 new customers per year with current business model
- Limited product management capabilities & ability to package and price new relevant power platform-and industry specific solutions
- Sales and marketing focused on new customer acquisition vs account penetration and cross selling
- Increased competition from larger GSI’s and non-Microsoft competitors
- Skilled delivery resource shortage = less capability to support complex/customer implementations
Target Partner Outcomes
- Shorten sales process from 5 to 4 steps
- Move from 100% custom project oriented to more prescriptive, repeatable, packaged implementations
- Leverage IP and domain expertise to accelerate time to value and lower customer cost and risk
- Develop an account-based marketing strategy to generate more high-quality opportunities
- Develop differentiated pre-sales advisory services (i.e. Catalyst type)
- Determine how best to position and leverage power platform capabilities on scale
- Ideate new adoption/consumption services to drive recurring revenue and deliver more customer value
- Develop a differentiated industry-specific emotional messaging framework and sales playbook
- Disrupt traditional support and services model
- Identify and prioritize industry-specific sales enablement assets to move prospects along the buying journey and build credibility
- Expand and penetrate into the customer base with secondary solutions
- Increase marketing effectiveness and lead generation
Target Partner Personas
Leadership Team
- Chief Executive Officer
- Dynamics Practice Lead
- Managing Director/Partner
- VP Development
- Chief Operations Officer
Sales & Marketing Team
- VP Sales
- CMO
- Key Account Managers
- Director, Business Development
- Head of Product Management
Consultants & Professional Services/Practice Lead
- Delivery practice leads
- Senior Consultants
- Solution Specialists
- Manager Software Development
SMC Customer Acquisition & Expansion Capability Framework
Partners complete an assessment and choose key capabilities to focus on and accelerate
Each capability is a 2 hour Neural facilitated one to one workshop unlimited participants per partner
Industry differentiation, messaging and go to market
Move from being custom project oriented to offering prescriptive, repeatable implementations
Build IP and domain expertise to accelerate time to value and lower customer cost and risk
Develop Power Platform capabilities to increase revenue and deliver more customer value
Develop differentiated pre-sales advisory services and adoption/consumption services to drive higher win rate and recurring revenue
Prioritized industry specific sales enablement assets that move prospects along the buying journey
Account-based marketing strategy to generate more high-quality opportunities
Shorten cost of selling and sales cycle length
Expand and penetrate into customer base with secondary solutions
One to One Deep Dive Capability Building
cost: $10,000 US Program Participation
Briefing & Goals Call
45 Min
Remote Customized Acceleration Workshop 1
Choice of Deep Dive Topics
(2 hrs)
Remote Customized Acceleration Workshop 2
Choice of Deep Dive Topics
(2 hrs)
Remote Customized Acceleration Workshop 3
Choice of Deep Dive Topics
(2 hrs)
Remote Customized Acceleration Workshop 4
Choice of Deep Dive Topics
(2 hrs)
Progress Review Call
(1hr)
SMC Customer Acquisition & Expansion Capability Framework
Each of these is a 2 hour Neural facilitated one to one workshop
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