Joe DeHaai
Master Sales Strategist at Neural Impact
Vienna, Austria
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Joe brings over two decades of experience in Microsoft Business Applications, having served in various roles including consulting, startup practice leadership, presales engineering, sales, and sales leadership. His extensive background in this domain equips him with valuable insights and a distinctive perspective that he passionately shares with Microsoft and Microsoft Partners. His expertise is not just theoretical; Joe has a proven track record of transforming sales strategies and leading teams to success. During his tenure at RSM, he spearheaded a major shift in the sales approach. Moving away from traditional ERP selling focused on features and functions, he led the team towards a strategy centered on industry-specific solutions. This pivotal change catalyzed remarkable growth: the sales team expanded from 4 to 32 members, and revenue soared from $15M to an impressive $185M. Joe's leadership is characterized by his commitment to developing sales personnel and managers, empowering them to achieve their maximum potential through innovative and effective sales strategies.
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From AI Hype to Revenue: Build a Copilot GTM Strategy that Drives Value
Most Microsoft partners know they should be doing something with AI—but many are stuck in a cycle of indecision, vague messaging, and low adoption. This session is for those who want to break that cycle and turn the hype around Copilot into a real growth opportunity.
Drawing from hands-on coaching and workshops delivered to dozens of partners across EMEA, we’ll share what’s actually working when it comes to building and positioning an AI practice. You’ll learn how to navigate emotional buyer resistance, frame AI in a way that resonates with business decision-makers, and shift your team’s mindset from tech-led to value-led selling.
We’ll walk through Neural Impact’s neuroscience-based approach to differentiation, buyer psychology, and emotional engagement—plus show how to build packaged Copilot services that are clear, scalable, and aligned with what customers are ready to buy.
If your AI strategy still lives in a slide deck, this session will give you the clarity and confidence to move forward.
Move Your Installed Base: Copilot’s Role in Driving BC Migrations
Many on-premise NAV, GP, and SL customers aren’t held back by technology—they’re held back by fear of change, loss of control, and uncertainty about value. Meanwhile, AI and Microsoft Copilot are dominating the headlines, creating a rare opportunity to reframe the migration conversation.
In this session, you’ll learn how to use Copilot as a strategic lever to overcome emotional and practical objections to cloud adoption. We’ll explore how to reposition Business Central not just as a modern ERP, but as a gateway to new levels of visibility, efficiency, and control—powered by AI. You’ll walk away with messaging strategies and talk tracks that resonate with hesitant customers and re-engage those who’ve been sitting on the fence for years.
If you’re tired of waiting for your base to make a move, this session will help you drive proactive migration conversations using what customers are already curious about: AI. Don’t just react to the GP end-of-life—use it to lead your customers into the future.
Move Your Installed Base: Copilot’s Role in Driving BC Migrations
Still sitting on a base of on-premise customers hesitant to make the move to the cloud? Microsoft’s Copilot and the rapid adoption of AI are changing that conversation. This session will show you how to use Copilot as a catalyst for Business Central migrations—helping customers see the business impact of modernizing their ERP. You’ll learn how to evolve your migration messaging, frame Copilot as a driver of productivity and innovation, and build scalable deployment strategies that make migrations faster and more profitable. With Microsoft’s GP end-of-life announcement accelerating demand, now’s the time to move your installed base—and position your practice for the next wave of cloud growth.
Overcoming emotional barriers in implementations
Implementations are hard. Technical skills are critical. But resistance, fear and emotions are often the lead cause of failed or low margin projects. Come learn new strategies that help.
Are you or your team effectively upselling during the project implementation phase? Are your Business Central implementations achieving the high customer satisfaction you envisioned? Are you effectively aligning product functionality and features with your customer’s business needs and priorities? Struggling to navigating interpersonal dynamics, or manage conflicts? The key might lie in understanding the human dynamics at the heart of every project.
In this session, you’ll discover how neuroscience-based techniques empower consultants to build
trust, foster emotional connections, and manage customer expectations more effectively. Learn
strategies to unlock trust, overcome objections, and align on business outcomes that accelerate
timelines and boost both customer loyalty and revenue.
Walk away with practical approaches to transform every customer interaction into a relationship building opportunity and every project into a growth driver. Don’t just implement—empower your team to deliver value beyond the software and create lasting partnership
Struggling to Differentiate with AI? Turn Microsoft Copilot into Your Business Central Competitive
Are you excited by AI’s potential but struggling to make it a true differentiator for your Business Central practice? With AI grabbing headlines, many partners feel pressure to weave Copilot into their offerings, yet remain unsure how to move beyond the buzzwords and deliver real business value. Amid all the hype, how do you stand out and convince business leaders your solution drives meaningful outcomes?
In this session, you’ll learn how to frame Copilot around what decision-makers actually care about—reducing risk, increasing control, and achieving tangible results—rather than pitching it as just another tech tool. We’ll also explore what it takes to craft a pre-defined, industry-specific AI offer that differentiates your practice and resonates with target customers.
You’ll leave with clear, actionable insights on how to integrate Copilot into your Business Central solutions in a way that delivers business impact and sets you apart from the competition. Don’t just follow the AI trend—lead it with a value-driven approach that positions Copilot as your strategic edge.
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