Directions EMEA 2022

8 Capabilities Needed to Double your Customer Ads

Date: 10-11-2022 | From: 11:15 to 12:00 | Room: Hall Y2

A profitable SaaS business model requires an increase in volume, a lower cost of customer acquisition and low churn rates. In this session you will learn 8 key capabilities needed to scale your Dynamics practice and increase your volume.

The recent pandemic, political unrest and potential recession all lead to buyer hesitancy and capital conservation. To grow we need to reduce buyer risk by disrupting how we sell, market and delivery technology products and services.

Demand for cloud-based solutions in the SMB and mid-market is growing exponentially, but few partners have significantly pivoted the way they position, differentiate, package, price, sell and market their solutions. Many are still heavily project based in their sales and delivery approach.

Capitalizing on the on prem to cloud opportunity requires providing new offerings and targeted solutions in response to a new set of buyer needs and expectations. Domain expertise, in addition to rapid deployment, shorter time to value and less project risk for customers is replacing functional breadth as the new differentiators. SaaS prospects want choice, to get up and running quickly, to pay as they go, and for solutions to meet their unique industry specific needs-out of the box. Come learn what is needed to make this happen.

Speakers:

Sharka Chobot

Chief Transformation Officer, Neural Impact

Bio: Sharka Chobot is the creator of the CRM product category (1995) and Chief Impact Officer of Neural Impact. Sharka applies behavioral economics, neuroscience and persuasion psychology to help Microsoft partners develop an effective customer acquisition and go to market strategy. She has over 30 years of technology specific expertise and teaches behavioral marketing at leading universities in Canada. Sharka has worked with hundreds of Microsoft partners on six continents to develop their cloud product, packaging, pricing and vertical market strategy and to accelerate their transition to a SaaS business model. Sharka is