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In our previous blog post, we explained when you should choose to upgrade to Dynamics 365 Business Central SaaS NOW. But more often than not, it is a complicated process. You may experience various limitations which prevent you from upgrading. To resolve some of these limitations sometimes the answer is to wait and eventually these issues disappear with technological progress. Read the full blog post to learn examples of such limitations.

This is a continuation of ‘Real Life Success Stories - Selling Dynamics 365 Business Central in the CEE Market’. Read this to learn:

• How should you adapt your Sales & Marketing operations for Cloud business?
• What are the most common challenges you face?
• What are the three top things customers ask you when you are offering Dynamics 365 Business Central?
• Things to consider when choosing your hosting Partner.

How many times have you listened to someone share a great success story and wondered: “All this sounds great, but in my world this would never have worked.”? Well, you are not alone in that thought. I have heard so many different arguments, such as - “Dynamics 365 Business Central is too expensive for CEE markets”, “CEE market customers are not ready to move to the Cloud”, “There is no way we can do business with Dynamics 365 Business Central, until there is a Microsoft Business Central SaaS version available...”. So, that made me think, now is the time to introduce two Partners who are already doing business with Dynamics 365 Business Central and have already (for the most part) moved their customers to the Cloud, operating within the CEE market. 

When asking a prospect to buy your product, you’re essentially asking them for their money. It seems like a simple task, but for majority of salespeople it actually is quite tricky. In most cases, salespeople don’t have a strategy in place when customers say ‘no’. There are plenty ways to build your proposal for a negotiation strategy, but arguably one of the most powerful tools to enhance your team’s negotiation skills is objection handling.

The Cloud Is Coming…Has Arrived

Most of you are familiar with the fable about the boy who cried wolf. For me, the Microsoft Dynamics 365 Cloud offerings have been a bit like that the past few years. 

Transitioning to an extension can be a daunting service for Microsoft Dynamics Partners’ sales teams to communicate. They need to be adequately equipped to explain individually to each customer the steps required when transitioning a solution to an extension, all while convincing the customer it is worth the effort. In such scenarios sales representatives might be paired with a technical consultant who manually analyzes each customer solution, but this takes time and after all, time is money.

If you read our previous blog post on a Phased transition to Business Central SaaS (if you haven’t yet, you really should read it😊) you would have noticed that we refer to Dynamics 365 Business Central in the Cloud (Microsoft’s Software as a Service solution or ‘SaaS’ for short) as to the Eldorado, or destination of gold and eternal bliss. However, if your current version of Microsoft Dynamics 365 Business Central is very outdated, you may wind up in a Sisyphean whereabouts, rather than Eldorado. In this blog post, I’ll share the best upgrade approach for very outdated Dynamics 365 Business Central solutions so that they can effectively move to the latest version. We call this upgrade concept a - “Clean Start”, aka clearing the path to Eldorado…

Today, Microsoft Dynamics NAV/365 Business Central On-Premises customers see Dynamics 365 Business Central SaaS (Software-as-a-Service) as the Eldorado (a destination of gold and eternal bliss). Therefore, the biggest consideration is discerning how to successfully move customers from Microsoft Dynamics NAV (any version) or Dynamics Business Central On-Premises to Dynamics 365 Business Central SaaS smoothly, timely and safely.

As we have heard many times before, it is likely your Dynamics NAV and Dynamics Business Central On-Premises customers are confused and raising questions surrounding the Dynamics 365 Business Central Fall release 2019. Well, simply ask them if they were sleeping beauty, would they want to be woken up this fall or wait years and years to eventually be awoken?

Most customers will think about Business Central in the Cloud (Microsoft’s Software as a Service solution or ‘SaaS’ for short) as the Eldorado (or destination of gold and eternal bliss).  Frankly, I would agree with that in the long term. The fact is, though, that we are not ready to move all types of customer installations to Business Central SaaS, today.