From Pitch to Partnership: The Critical Role of Discovery in Dynamics 365 Pre-Sales

Unlock the potential of your Dynamics 365 implementation by mastering the Initiate Phase with effective discovery workshops and leveraging the Business Process Catalog.

The Critical Role of Discovery Workshops in Pre-Sales

In the world of Dynamics 365, the pre-sales phase is often seen as a simple exchange of information. But what if it could be more? What if it could be the secret weapon that transforms a potential client into a long-term partner? The key lies not in a flashy sales deck, but in a powerful and well-executed discovery workshop.

A strong discovery phase is where the magic happens. It's where you move beyond a surface-level understanding to truly grasp a client’s unique challenges and aspirations. This is where you gather critical fit-gap data, align on project goals, and engage the right stakeholders from the very start. By identifying a client's pain points and requirements early, you can tailor a solution that not only wins the deal, but also lays the groundwork for a smooth and successful Dynamics 365 implementation.

Leveraging the Scenario Board for Effective Stakeholder Engagement

A pivotal tool in the discovery phase is the scenario board. These templates, available within the Microsoft Business Process Catalog, visualize a customer's processes and requirements. They enable structured discussions by helping teams identify gaps and opportunities for improvement. The scenario board ensures better alignment among stakeholders and leads to a more tailored solution that meets specific business needs.

Imagine a team discussing the "Design to Retire" process. With a scenario board, they can visually categorize key scenarios using a simple color-coding system. This provides a quick, shared understanding of what’s most important to the client and what needs to be added or changed. It’s a powerful way to ensure better alignment among all stakeholders and create a solution that truly meets their specific business needs.

How Mavim Enhances the Discovery Workshop Process

The Mavim platform elevates this process by bringing the Business Process Catalog to life. It’s more than just a viewer; it's a dynamic workspace.

In our recent webinar on the Initiate Phase, Lennard demonstrated how to use pre-built workshop templates to edit scenario boards, document gaps, and visualize findings. This flexibility makes it simple to highlight applicable scenarios and even add new ones on the fly. For instance, in a "Retire Products" process, a team can easily add a new scenario like "donating a product" to perfectly capture a client's unique business practice. This ensures no critical detail is left behind.

Transforming Workshop Findings into Actionable Plans

A successful discovery workshop isn't just a meeting—it's a process. It begins with stakeholder identification and careful preparation, and it concludes with critical, actionable outcomes. The key outputs of a workshop include a high-level scope, a concrete demo plan, a list of top priorities, and a clear Minimum Viable Product (MVP) definition.

By defining these elements early, you can keep the project focused on the most important goals, ensuring a successful and efficient implementation. This structured approach provides the perfect foundation for your statement of work and a seamless handover to the implementation team.

Defining Your Minimum Viable Product (MVP) Early for Success

A successful discovery workshop isn't just a meeting—it's a process with tangible, actionable outcomes. It begins with careful stakeholder identification and preparation, and it concludes with a clear blueprint for the project. The key outputs of a workshop include:

• A high-level scope: A clear, concise definition of what the project will and will not cover.

• A concrete demo plan: A focused roadmap for your demonstration that showcases the most important features and functionalities.

• A list of top priorities: A ranked list of the most critical business needs to be addressed.

• A clear Minimum Viable Product (MVP) definition: The essential, must-have scenarios that will deliver immediate value and ensure project success.

By defining your MVP early, you keep the project focused on the most important goals, leading to a more efficient and successful implementation. This structured approach provides the perfect foundation for your statement of work and a seamless handover to the implementation team. In essence, it transforms your pre-sales effort from a simple transaction into a foundational, strategic partnership.