Unlocking Success: Ten Unique Aspects to Selling Microsoft Viva

The Viva sales process is complex, with many players, intricate issues, custom methods, and naive buyers. The sale itself is typically "land and expand" with very few big purchases to begin with.

The Viva sales process is very different than traditional Microsoft sales, such as for Dynamics365.

The table (below) covers the top ten unique Viva-sales features and offers insights for your sales efforts. (We are sharing our tricks-of-the-trade having sold Viva-type services for 40 years.) This table shares some of our proven methods. We use these in Partnership with you to boost your sales quickly and effortlessly. This cheat-sheet prepares you for what you'll face and how to handle it.

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In summary, Viva needs a highly-consultative sales approach. Here is a high level summary of the core steps (to help you differentiate this process from what you currently execute:

1.     Surface the pain-points as reported by your Sponsor/contact.

2.     Dig deeper – those pain points are just the presenting issues, not the root-cause. Identify as many root-cause issues as possible.

3.     Identify the Owners of each Root-Cause (RC) Problem. Most likely outside of IT.

4.     Craft how Viva solves each RC problem.

5.     Harvest Case Studies around the Viva solutions from #4.

6.     Figure out how to escape the IT silo and get to those RC Problem Owners (see previous article).

7.     Present Use Cases (NOT Viva software demos) to RC Problem Owners.

8.     Create consensus and momentum across all RC Problem Owners.

9.     Close the sale (which could be one or more pilots, or a full implementation)

(If this seems like a long and complicated process, that is because it is! Lean on us at pm2 to help you through this – this is what wehave done for the last four decades!)

Call us about any opportunity and we’ll help you apply these ideas to your opportunity.

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