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Customer Success with Microsoft Dynamics Sure Step by Nilesh Thakkar, Vincent Bellefroid, Chandru Shankar

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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. We discussed the benefits of having a methodology for 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 the orchestration of multiple roles that are involved in solution delivery execution.

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

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