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Microsoft Dynamics Sure Step 2010 by Vincent Bellefroid, Chandru Shankar

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Chapter 4. Selling with Sure Step

In the previous chapters, we reviewed the general methodology concepts, including the notion of full lifecycle methodologies for business solutions. In a nutshell, a customer lifecycle methodology begins with the solution discovery phase, continues with the solution delivery phases, and goes on through to the operation phase and any future upgrades of the solution. Microsoft Dynamics Sure Step Methodology is an excellent example of a customer lifecycle methodology, and includes guidance in all of these areas.

In Chapter 2 we went deeper into the solution discovery phase. We talked about the service provider embracing solution selling in this phase, and the benefits they would gain from this systematic approach. ...

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