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Stop burning your best resources on unqualified leads

Tuesday, April 14, 2026
Reading time: 3 minutes

It was back in 2020 when a team of businesspeople who had run successful Microsoft Dynamics practices for 20 years realised that the world of a Microsoft Dynamics partner had changed forever. These were some of the brightest and most experienced minds in the industry and they could see that sales cycles were taking longer, the cost of sale was greater, and the resources needed to deliver these projects (technical and functional consultants, PMs, Architects etc.) were becoming scarce and consequently increasingly expensive.

The entire process from finding good opportunities, through the sales process and then project delivery was more complex, was taking longer and was increasingly expensive!

GYDE365 was conceived to change the traditional implementation model. It’s a tool set designed to help improve partners performance; to help partners to sell and deliver projects more effectively, more quickly, at lower cost, with fewer resources and at lower risk.

There are 3 principal components to the platform: GYDE365 Qualify, GYDE365 Discover and GYDE365 Design & Build. This short article looks at GYDE365 Qualify.

Quite often, when a company starts to think that they need a new ERP system, be it to replace an old, out of date system, or to implement an ERP for the first time, they often don’t know where to begin looking. The operations people are shouting that they need the new system so they can improve customer service, or streamline the manufacturing process, or establish a robust procurement policy, but while the company recognises, they need a new system, the FD is crying out … yes, but how much will it cost?

At this stage in the process, they don’t want salespeople calling, and the information they need is not easy to find in the Microsoft website. No, at this stage they probably just want an idea of how much the system will cost, which will start the conversation in the boardroom.

So how does GYDE365 Qualify help?

Gyde365 Qualify is a simple, high-level survey, that a prospective customer can complete in less than 5 minutes, and which will generate a branded, high level proposal document which includes:

  • Estimated project costs
  • Licensing estimates
  • Company profile

This is just what the prospect wants at this stage and will start the ball rolling.

At the same time, the partner receives the information that the prospect has entered in the survey and can qualify the opportunity.

  • Do we have experience in this market sector?
  • Does the prospect have a realistic budget expectation?
  • Is the preferred timescale sensible?

Everyone’s a winner … the prospect has some useful information and can begin the evaluation process, the partner has created a professional impression and will quickly become the preferred supplier, and the partner can qualify the opportunity so that they only work on well qualified leads!

Paul Fryer
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