Winning Teams and Its Importance in Today’s Market with Shane Parsons

Professional and career background, working in Dynamics and the field of business applications.

Personal background – family, interests outside of work

What has kept Shane in the industry for 20+ years

Experience – building IP over the traditional SI type business

What constitutes a successful team and the key roles for a strong SI type business to start within the Dynamics or Power Platform space

Key resources at the bid process

Key ingredients in building winning teams

How to create a winning culture in the team and achieve the next level of game or goal in the practice

Engaging with Microsoft as the vendor

The value that accolades/awards play in winning new business

Process in validating whether an opportunity is legitimate or not and whether it’s one you can pursue

Working and engaging with staff and ensuring that the right voice has come through at the right point — constructing a team, so people know when to say nothing or when to jump in

Key roles in sales engagement and what makes a successful sale

Role of presales in winning an opportunity; presales vs BDM/sales role

Changes in the past 10 years – buying behaviours, engaging in sales

How change management is critical in the successful implementation of projects

Keeping a team up to speed on the cutting edge of learning skills in Dynamics

Thoughts on competing with Salesforce and creating an appetite for adopting Microsoft business apps suite among clients