What Smart Buyers Ask — And What Dynamics Partners Must Be Ready to Answer

So this week I wanted to turn the tables a little bit on the blog, and think about what I would ask if I was considering investing in a product like Microsoft Dynamics 365. I've been on that side of the table, and it's how I first came across the product, and working with a range of clients gives me a great view of how they promote themselves and engage with the market. So, what do I see as the key questions to ask - or in the case of a partner - be ready to answer.

🔍 Top Questions Customers Are Asking Dynamics Partners

1. “Can you show me return on investment from similar clients?”
   Buyers want proof — not promises. They expect quantified outcomes, not just features. Microsoft has several white papers, and other people will have them too, and they can give an overall, macro-view, but if you have a client you have worked with who will stand by your side and demonstrate how much more they have saved, or how it has made their employees way happier, then it's gold dust.
2. “How will you tailor Dynamics to our sector?”
   Generic demos won’t cut it. They want vertical insight — furniture, doors, utilities — with mapped processes and terminology. You want problems solved, note generic theory about what a product might be able to do.
3. “What’s your plan for change management and training?”
   Systems change fatigue is real. Clients want partners who understand adoption, not just configuration. Methodologies like ADKAR, with its goal-oriented change management approach provide a common-sense and workable approach.
4. “How do you handle compliance and certifications?”
   Especially in regulated sectors, partners must speak CE markings, DORA, ISO standards — fluently. Or The Salmon Act 1986 if fisheries is your thing. 
5. “Will you challenge our assumptions?”
   The best partners don’t just nod — they advise. Clients want strategic friction, not passive delivery. IT partners will claim they do this all day every day, so add value and advise clients where their processes are overly cumbersome and clunky. It'll smooth the implementation and most likely reduce the cost to deliver as well.

🧰 What Dynamics & Tech SME Leaders Must Be Ready to Deliver

• Sector-Specific Case Studies
  Not just logos — stories with metrics, timelines, and lessons learned.
• Persona-Based Demos
  Tailored to roles like Ops Director, Finance Lead, or Compliance Manager — not just “the business.”
• Implementation Methodology
  Clear, jargon-free explanations of how projects run, who’s involved, and what success looks like.
• Post-Go-Live Strategy
  Support, optimisation, and continuous improvement — not just a handover.
• Cultural Fit & Communication Style
  Clients want partners who “get” them — tone, pace, and values matter.

Closing Thoughts

In a world of templated pitches and recycled decks, the real differentiator is readiness. Not just technical — but strategic, sectoral, and human. If you’re a Technology partner, ask yourself: Would you appoint you to do the work? If you're not sure if you're ready then drop us a line at learnleadgrow - readying people for technology business excellence since 2025 ☺️