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Provides purpose, target eligibility context, and a structured approach to uncover pressing pain points, validate key use cases, and help customers envision improved finance, accounting, operations, and HR processes enabled by Dynamics 365 Business Central and Microsoft Copilot. 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GUIDE  \nBusiness Central Needs Assessment  \nPre-sales funded engagement for SMB customers  \nGuide overview  \nThe purpose of this guide is to support partners in understanding how to leverage and position the Business Central Needs Assessment, a partner-led, funded engagement for SMB customers who want to learn how Dynamics 365 Business Central would work in their environment.  \nContents  \nGuide overview.............................................................................................................................................2  \nActivity description and overview ..............................................................................................................3  \nSupport for ERP sales in SMB accounts ............................................................................................................... 3  \nStructure of the engagement ..................................................................................................................................4  \nComplementary download kit ................................................................................................................................4  \nPhase 1: Plan and prepare for the engagement ........................................................................................5  \n1.1 Confirm customer and partner eligibility............................................................................................................. 5  \n1.2 Determine BANT, sponsor, and invite list ............................................................................................................ 5  \n1.3 Set the agenda for the engagement ..................................................................................................................... 6  \n1.4 Conduct a discovery exercise .................................................................................................................................. 6  \n1.5 Get familiar with common use cases .................................................................................................................... 7  \n1.6 Choose an approach for the envisioning exercise............................................................................................ 9  \n1.7 Select an approach for proving the business value .......................................................................................10  \n1.8 Assemble your team and refresh your skills ..................................................................................................... 10  \n1.9 Customize the activity engagement template (.pptx) ...................................................................................10  \nPhase 2: Conduct the engagement with the customer...........................................................................11  \n1.10 Discovering (or validating) pain points .............................................................................................................. 11  \n1.11 Identifying key use case scenarios ....................................................................................................................... 11  \n1.12 Helping the customer envision a better way.................................................................................................... 11  \n1.13 Making the case for the business value ............................................................................................................. 11  \n1.14 Recommending next steps ..................................................................................................................................... 11  \nPhase 3: Document findings and submit your POE.................................................................................12  \nDocument recommendations and next steps..................................................................................................12  \nSubmit POE for payment from Microsoft.......................................","cbCaijcXgiGfAjab","https://ap.wps.com/l/cbCaijcXgiGfAjab","pdf",854493,"English","# Guide overview\n## Activity description and overview\n## Support for ERP sales in SMB accounts\n# Structure of the engagement\n## Complementary download kit\n## Phase 1: Plan and prepare for the engagement\n## Phase 2: Conduct the engagement with the customer\n## Phase 3: Document findings and submit your POE","[{\"question\":\"What is the purpose of the Business Central Needs Assessment delivery guide?\",\"answer\":\"To help partners leverage and position the Business Central Needs Assessment for SMB customers, explaining how to apply it to demonstrate Dynamics 365 Business Central in the 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The final customer deliverable includes slides used for proof of execution (POE), capturing participants, challenges/opportunities, and the top 3–5 prioritized initiatives.\"}]","Business Central Needs Assessment Delivery Guide - Plan and Prepare for the Engagement | PDF",1789202367]