Microsoft Dynamics Sure Step 2010

Microsoft Dynamics Sure Step 2010
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Table of Contents
Sample Chapters
  • Learn how to effectively use Microsoft Dynamics Sure Step to implement the right Dynamics business solution with quality, on-time and on-budget results.
  • Leverage the Decision Accelerator offerings in Microsoft Dynamics Sure Step to create consistent selling motions while helping your customer ascertain the best solution to fit their requirements.
  • Understand the review and optimization offerings available from Microsoft Dynamics Sure Step to further enhance your business solution delivery during and after go-live.
  • Gain knowledge of the project and change management content provided in Microsoft Dynamics Sure Step.
  • Familiarize yourself with the approach to adopting the Microsoft Dynamics Sure Step methodology as your own.
  • Includes a Foreword by Microsoft Dynamics Sure Step Practitioners.


Book Details

Language : English
Paperback : 360 pages [ 235mm x 191mm ]
Release Date : January 2011
ISBN : 1849681104
ISBN 13 : 9781849681100
Author(s) : Chandru Shankar, Vincent Bellefroid
Topics and Technologies : All Books, Enterprise Products and Platforms, Microsoft Dynamics, Enterprise, Microsoft

Table of Contents

Chapter 1: Background and Concepts
Chapter 2: Solution Selling and Driving Due Diligence
Chapter 3: Managing Projects
Chapter 4: Selling with Sure Step
Chapter 5: Implementing with Sure Step
Chapter 6: Quality Management and Optimization
Chapter 7: Upgrading with Sure Step
Chapter 8: Project and Organizational Change Management
Chapter 9: A Practical Guide to Sure Step Adoption
Chapter 10: Summary and Takeaways
  • Chapter 1: Background and Concepts
    • The business solutions market
    • The importance of a methodology
    • Why it is critical to have a solid approach for selecting and deploying ERP/CRM solutions
    • What is Microsoft Dynamics Sure Step?
    • Microsoft Dynamics overview
    • What is a project?
    • Implementing the solution
    • ERP and CRM implementations—facts and figures
    • Summary
    • References
    • Chapter 2: Solution Selling and Driving Due Diligence
      • Driving value for the customer and the solution provider
        • Value realization and measurement
      • What it means to be solution centric
      • Solution selling concepts
        • Solution selling—buyer's perspective
        • Building the trust
        • Building the vision
        • When to discuss feature/functionality or demo the solution
        • Staying aligned with the buyer
        • Vision processing—creation and reengineering
      • The Microsoft Solution Selling Process
      • Summary
      • References
      • Chapter 3: Managing Projects
        • About projects and project management
          • Myths and resistance
            • Is project management overhead?
            • Is project management an obstacle to flexibility?
            • Is project management unsalable?
          • Why project management?
          • The alternative
          • Using our own methodology
          • Why quality-driven companies prefer project management
        • The four pillars of project success
          • Communication matters
            • Rule number 1: Communication requires interaction
            • Rule number 2: E-mail does not equal project communication
            • Rule number 3: Be brief
            • Rule number 4: Set clear expectations
          • Proactive attitude makes the difference
            • Rule number 1: Look ahead and prevent
            • Rule number 2: Proactive power requires interaction
            • Rule number 3: Measure for early warning signals
          • Creating a guiding project culture
          • The importance of closure
        • Project management essentials
          • The project lifecycle and phases
            • What is a phase?
            • Respect the phase-based approach
          • Project management processes
          • Break it up!
          • From estimate to follow up
            • The WBS as estimation instrument
            • Follow up based on WBS
            • The WBS as central concept
        • Project management adoption
          • The tireless quest for the perfect espresso
          • Embracing change
        • The indispensable organizational benefits
          • A core competency for your company
          • Profitable projects
          • Satisfied customers and happy employees
        • Summary
        • References
        • Chapter 4: Selling with Sure Step
          • The Sure Step Diagnostic phase
            • The concept of Decision Accelerator (DA) Offerings
          • A repeatable process for the sales teams
            • Starting the discovery process with solution positioning
            • The first step to envisioning the future state
            • Identifying the right solution
            • Determining the infrastructure implications
            • Estimating the delivery costs, approach, plans, and roles
            • Reducing the risk perception
            • Estimating the Return on Investment (ROI)
            • Developing the project charter
            • Closing the sales cycle
            • Initiating the delivery cycle
            • Other usage scenarios for the Decision Accelerators
          • Solution selling to a current customer
            • Assessing the upgrade requirements
            • Applying the other Decision Accelerators on upgrade engagements
          • Supporting the customer's buying cycle
            • Defining the organizational needs
            • Determining the right solution
            • Understanding and mitigating risks
            • Approach for upgrading existing solutions
          • Positioning the solutions for specific industries
            • Manufacturing industry
            • The Public Sector industry
            • Extended CRM or xRM solutions
            • Future industry and cross-industry solutions
          • Summary
          • References
          • Chapter 5: Implementing with Sure Step
            • Implementation approaches in Sure Step
              • The notion of phases and cross phases
            • Waterfall-based implementation project types
              • The Rapid project type
              • The Standard project type
              • The Enterprise project type
            • Setting up a program for solution rollout
              • Phased solution rollouts
              • Multisite engagements
            • The Sure Step waterfall implementation phases
            • The Analysis phase
              • The start of the project
                • Start your engines
                • Expect some delays
              • A chance to establish the project culture
                • A look back
                • A good project charter is priceless
                • Project planning sessions
                • Kick-off your communication culture
              • Wrapping up
              • To train or not to train?
              • The uncontrolled Analysis phase
              • Real-life analysis scenarios
                • Back to square one
                • Scope creep sneaking in
                • No issues, no risks
              • Analyze what?
              • Go for interim analysis deliverables
              • Managing scope creep during the Analysis phase by means of Fit/Gap Analysis
              • Do not forget about data migration
              • Interact with the infrastructure department
            • The Design phase
              • Do we really need a Design phase?
              • The risk of a passive Design phase
              • All activity in the Sure Step Design phase
                • We are implementing a standard package solution
                • From requirements to design
                • Document and implement
                • Initiate testing
                • Interact with the infrastructure department
                • Don't give up on data migration
                • Start planning the deployment
            • The Development phase
              • Developers only?
              • Develop and freeze custom code
              • Complete the testing
              • Last call for changes
                • Can process models still change?
              • Start finalizing
                • Finalize system configuration and ISV solution setup
                • Finalize design updates
                • Hand over non-production environments
            • The Deployment phase
              • What is critical for a successful deployment?
              • Trainers, evangelists for change
                • Conduct end-user training
                • Compose the trainer team
              • What about the data?
              • The go-live as the user acceptance test
                • Your continued key user interaction will now pay off
                • Early planning and commitment making the difference
                • The focus of the user acceptance test
                • Document and analyze the results
              • Execute performance tests
              • Infrastructure readiness
              • Check and cross check
              • Ready to take off
            • The Operation phase
              • Provide post-go-live support
            • Some things to do
              • Clear pending items
              • Finalize knowledge transfer
              • Conduct performance tuning and optimization
              • Transition the solution to support
            • To close or not to close?
              • Closing—a nice little job?
              • Building it up
              • The core challenge
              • Sign please!
          • The Agile Implementation project type
          • Summary
          • References
            • Chapter 6: Quality Management and Optimization
              • Quality management manifestation in Sure Step
              • Quality control within the project types
                • Quality activities embedded in program management
                • Key quality and testing cross-phase activities
              • The Sure Step Optimization Offerings Roadmap
                • Technical review offerings
                  • Architecture Review
                  • Design Review
                  • Customization Review
                  • Performance Review
                  • Upgrade Review
                  • Health Check
                • Project oversight with the Project Governance and Delivery Review offering
                  • Project Governance and Delivery Review
                • How customers and service providers can benefit from the optimization offerings
              • Summary
              • References
              • Chapter 7: Upgrading with Sure Step
                • Upgrade assessment and the diagnostic phase
                  • The Upgrade Assessment Decision Accelerator offering
                  • When to use the other Decision Accelerator offerings
                  • Determining the upgrade approach and release schedule
                • Delivering the upgrade
                  • The Analysis and Design phases
                  • The Development, Deployment, and Operation phases
                • Summary
                • References
                • Chapter 8: Project and Organizational Change Management
                  • The Sure Step Project Management Library
                    • The Project Management disciplines
                      • Risk Management
                      • Scope Management
                      • Issue Management
                      • Time and Cost Management
                      • Resource Management
                      • Communication Management
                      • Quality Management
                      • Procurement Management
                      • Sales Management
                  • Organizational Change Management
                    • Organizational Change Management in Sure Step
                      • Define OCM Strategy
                      • Align and mobilize leadership
                      • Engage stakeholders
                      • Align organization
                      • Enable organization
                  • The Sure Step "Projects" feature
                    • Creating projects using the Project Creation Wizard
                      • Creating projects on a local drive
                      • Creating projects on a SharePoint server
                    • Customizing Sure Step templates using the Projects Feature
                  • Summary
                  • References
                  • Chapter 9: A Practical Guide to Sure Step Adoption
                    • Don't park your brain outside
                      • Strategy execution
                      • Change management
                        • Why change initiatives fail
                    • The Sure Step adoption program
                      • The adoption roadmap
                        • Diagnose
                        • Analyze
                        • Design
                        • Develop
                        • Deploy
                        • Operate
                      • The adoption workshop
                        • Executing the adoption workshop
                        • The online adoption assessment
                        • The cone of adoption
                        • Map your position
                        • Headlights on
                      • The value of the adoption program
                      • GROW into new behaviors
                    • Sure Step for Independent Software Vendors
                      • ISV classification
                      • How ISVs can benefit from the Sure Step program
                      • ISV artifacts for Sure Step
                      • Sure Step and the Certified for Microsoft Dynamics program
                    • Summary
                    • References
                    • Chapter 10: Summary and Takeaways
                      • What we now know about Sure Step
                        • The Sure Step value proposition
                        • A look back at the previous chapters
                      • The future of Sure Step
                        • Sure Step 2010 Content Pack 1
                          • Service industries
                          • Microsoft Dynamics GP 2010
                          • Additional content and feature enhancements
                        • Sure Step 2010 Content Pack 2
                          • Microsoft Dynamics CRM 2011 and Microsoft Dynamics CRM Online 2011
                          • Retail industry
                          • Microsoft Dynamics NAV Role-Tailored Client guidance
                          • Integrated customer care cross-industry guidance
                        • Sure Step 2011 and beyond
                          • Beyond Sure Step 2011
                      • Key takeaways
                        • Takeaways for customer due diligence and solution selling
                        • Implementation takeaways
                        • Sure Step adoption takeaways
                        • General takeaways
                      • Summary
                      • References

                      Chandru Shankar

                      Chandru Shankar is the Manufacturing Industry Director, EMEA, MBS. He is responsible for Microsoft Dynamics AX and CRM solutions sales to manufacturing businesses as well as the ongoing success of these customers. Prior to his current role, Chandru was the Dynamics Solutions Director for Microsoft Services, responsible for AX and CRM Dynamics solutions and offerings for WW MCS. Chandru is also the architect of the Microsoft Dynamics Sure Step methodology for solution envisioning and delivery. He has previously co-authored the book, Microsoft Dynamics Sure Step 2010,  Packt Publishing , January 2011.

                      Chandru has several years of consulting experience in Supply Chain and business solutions, as well as manufacturing industry experience. Chandru has also functioned as adjunct faculty for a major university in the U.S., where he has covered topics including supply chain/e-business design and strategy and architecture for MBA students and company executives. He has spoken at multiple internal and external conferences over the years as well as conducted training programs around the world.

                      Chandru has a Bachelor's degree in Mechanical-Production Engineering, a Master's degree in Industrial Management, and a Master's in Business Administration (MBA).

                      Vincent Bellefroid

                      Vincent Bellefroid is the founder and co-owner of Plataan, an independent training and consultancy bureau specialized in Microsoft Dynamics and Project Management, and a Certified Partner of Microsoft. Vincent is an experienced implementation consultant and an expert in the project management domain. Vincent has worked with numerous customer and partner organizations, including global SI's while working for global consulting organizations such as Deloitte. Building upon his distinguished ERP implementation and project management career, Vincent is now responsible for Project Management and Quality Control at Plataan.

                      Vincent was one of the early adopters of Sure Step in Europe and has been evangelizing the true value of Sure Step ever since. He has conducted multiple Sure Step training sessions, while helping the Microsoft Sure Step team develop the training materials and courseware. Vincent also guides Microsoft Dynamics partners through the certification and adoption process of Sure Step.

                      Vincent collaborated with Microsoft for the certification exams and delivered EMEA, APAC, and US Sure Step train the trainer  sessions for Microsoft.

                      Vincent is an author on the book Microsoft Dynamics Sure Step 2010 by  Packt Publishing, and teaches Project Management at Leuven University College in Belgium. Vincent is also a public speaker having delivered sessions at Convergence EMEA, Directions, and various community events.

                      You can find Vincent and Plataan at:

                      • @PlataanAlumni
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                      Submit Errata

                      Please let us know if you have found any errors not listed on this list by completing our errata submission form. Our editors will check them and add them to this list. Thank you.


                      - 3 submitted: last submission 14 Nov 2013

                      Errata type: Technical | Page number: 170 | Errata date: March 16, 2011

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                      Errata type: TYPO | Page numbers: 40

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                      Errata Type: Diagram Page No: 229 and 232

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                      Sample chapters

                      You can view our sample chapters and prefaces of this title on PacktLib or download sample chapters in PDF format.

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                      What you will learn from this book

                      •  Understand how to effectively use Microsoft Dynamics Sure Step to implement the right Microsoft Dynamics business solution with quality, on-time and on-budget results.
                      •  Learn business solution selling techniques and guidance to accelerate and close a sale, as well as related guidance on specific industries
                      •  Discover how Microsoft Dynamics Sure Step support’s your buy cycle, as you progress through your needs assessment, alternatives assessment and risk assessment stages
                      •  Examine the different options to choose from for your business solution delivery, including waterfall and agile approaches
                      •  Acquire insights into how you can proactively optimize the business solution during implementation, as well as continue to maintain the health of your solution in  production
                      •  Determine the approach and tools available to upgrade your business solutions to the current product releases
                      •  Gain knowledge in key areas such as the project and change management disciplines provided in Microsoft Dynamics Sure Step
                      •  Familiarize yourself with the approach to adopting the Microsoft Dynamics Sure Step methodology as your own

                      In Detail

                      Delivering business solutions is more than just product play. Software is often viewed as the enabler; however, the key to success is how the solution is implemented and how the implementations are managed. With this as the background, Microsoft has developed Microsoft Dynamics Sure Step as the full lifecycle methodology for the  Dynamics business solutions portfolio. Microsoft Dynamics Sure Step enables you to maximize your Dynamics investments and increase your efficiency to select, sell, deliver, operate and support your business solution.

                      This book details the use of the Microsoft Dynamics Sure Step methodology to enable the full lifecycle of Microsoft Dynamics Sure Step business solutions engagements. Guidance is provided on the due diligence process for the customer that overlaps the solution selling cycle for the service provider, through to the solution implementation phases, encompassing on-going maintenance and upgrades.

                      This book provides detailed coverage of how to use Microsoft Dynamics Sure Step to successfully deliver Dynamics solutions for your business.

                      The book begins by focusing on the aspects of due diligence and solution selling– whether you are the customer or the service provider, you can learn how you work together to select the right solution to meet the organization’s needs.In the ensuing chapters, you will learn how Microsoft Dynamics Sure Step can help improve the overall quality of your Dynamics business solution, including coverage of proactive and post go-live optimization offerings and a thorough explanation of how to upgrade your Dynamics solutions to the latest release of the products.

                      Finally, the book discusses the essence of Microsoft Dynamics Sure Step projects and how to successfully deliver these business solutions, including project and change management disciplines and processes.

                      Additional key topics such as a guide to adopting Microsoft Dynamics Sure Step are also provided if you are looking to develop a consistent process in your organization.

                      Maximize your Microsoft Dynamics Sure Step investments, from solution selection or solution selling, to solution delivery and support


                      A focused tutorial, this book is much more than just another step-by-step guide into project management. This book shows you how to implement Microsoft Dynamics Sure Step business solutions, with Microsoft Dynamics Sure Step providing the basis. This book will also help you to plan, align, and orchestrate your sales activities. It will orient you to tactics required to be efficient, proactive, goal driven and flexible in your Microsoft Dynamics engagements.

                      Who this book is for

                      If you are a Dynamics consultant, developer, or in a customer resources or sales role that requires guidance and knowledge of the ERP/CRM business solutions space or to deliver business solutions that meet or exceed the expectations of your organization, then this book is ideal for you.

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