In the previous sections, we covered the Sure Step Diagnostic phase guidance for a new or prospective Dynamics customer. The Diagnostic phase also supports the process for due diligence and solution selling process for an existing Dynamics customer, which is the topic of discussion in this section.

The following diagram shows the flow of activities and services of the Decision Accelerator Offering for an existing customer. The flow is very similar to the one for a prospect, with the only difference being the Upgrade Assessment DA service replacing the Requirements and Process Review DA service.

Much like the flow for a prospect, the flow for the existing customer begins with the Diagnostic preparation. In this case, however, the sales team uses the guidance to explain the capabilities and features of the new version of the corresponding Microsoft Dynamics solution. When the customer expresses interest in moving their existing solution to...