Microsoft Dynamics Sure Step 2010

Chapter 2. Solution Selling and Driving Due Diligence

In the previous chapter, we discussed the importance of having a methodology for the selection and delivery of business solutions. In the context of business solutions, a methodology benefits both the service provider and the customer. Not only does a methodology provide a consistent and repeatable approach via workflows and processes, but it also provides a connection to the various disciplines and roles that are involved in executing the methodology to ensure successful solution delivery.

For business solutions, and specifically for ERP/CRM solutions, we also introduced the notion of full lifecycle methodologies. A customer lifecycle methodology encompasses the solution discovery phase, the ...