Sharka Chobot
Chief Transformation Officer, Neural Impact
Vancouver, Canada
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Sharka Chobot is the creator of the CRM product category (1995) and Chief Transformation Officer of Neural Impact. Sharka applies behavioral economics, neuroscience and persuasion psychology to help Microsoft partners develop an effective customer acquisition and go to market strategy. She has over 35 years of technology specific expertise and teaches behavioral marketing at leading universities in Canada. Sharka has worked with hundreds of Microsoft partners on six continents to develop their cloud product, packaging, pricing and vertical market strategy and to accelerate their transition to a SaaS business model.
Area of Expertise
Topics
Best Practices to Generate Leads on AppSource
When you’ve successfully published your app or consulting services offer on AppSource that’s not the end, but just the beginning. Microsoft’s Marketplaces reach over 1 billion qualified Microsoft customers, 15,000 sellers and 90,000 Microsoft partners. In this session you will learn how to leverage AppSource to achieve your sales and marketing goals. Aligning your sales process to how the modern cloud buyer wants to transact is a challenge. New digital native millennial buyers who represent over 60% of your target IT buyer profile don’t want to contact and speak to a sales professional. Microsoft is investing heavily in their Marketplace strategy. What’s your digital market strategy? Can you offer free trials? Transact online? Don’t miss out. In this session we discuss where Marketplace fits in your customer acquisition strategy, potential ROI of publishing a consulting offer or app, how to get more leads and how to more closely integrate & align your listing in your marketing and sales strategy. ISV’s and resellers welcome.
Charge What You Want: How to Leverage Packaging & Pricing Psychology to Increase Revenue & Margins
Many Microsoft partners are still operating with a traditional on-premise, time-and-materials pricing, and custom project mindset. In this session, you will learn how to charge more for your Dynamics cloud software solutions, price your new Power Apps, and package implementation and support services to drive more recurring revenue. Additionally, discover how to leverage pricing psychology and package your offers to attract more qualified leads, shorten your sales cycle, and achieve higher project margins.
Is Your Content Losing Clicks to AI? Make Sure AI Includes You in the Story
In today’s AI-driven digital landscape, your content faces a new challenge: AI tools often summarize, rephrase, or redirect your hard-earned web traffic, reducing visibility and opportunities to connect with prospects.
This session will empower you to reclaim ownership of your content and build stronger connections with your audience. You’ll learn how to:
• Adapt Your Strategy: Optimize your content for an AI-dominated world.
• Expand Your Reach: Use platform integrations to ensure your message gets noticed.
• Stay Visible: Implement SEO techniques tailored to AI-driven search engines.
Walk away with clear, actionable strategies to protect your content’s value, increase engagement, and keep your clicks where they belong—on your site.
Take control. Take back your leads. Join us for a session packed with practical insights to future-proof your content strategy and secure your spot in AI-curated results.
Leverage a Vertical Go to Market Strategy to Increase Leads & Drive a 70% Win Rate
What makes your services differentiated? If your messaging says you are a Microsoft gold partner, you’ve been in business a long time, have smarter people and a better implementation methodology – sorry, but you are not unique. This common positioning isn’t setting you apart from competitors. If you want to generate more qualified leads, drive higher conversion, achieve win rates of 50-70% vs 20% and have higher project profitability, you need an intentional vertical-got-to-market strategy. In this session you will learn the keys to a successful vertical GTM strategy and see best practice examples from successful vertically focused partners from around the world, many of whom have a 70%+ win rate on Dynamics deals.
Best Practices to Double Your Customer Ads
Come learn best practices Dynamics partners around the world are using to add 50+ new customers a year with more than 45% margin and with as little as 2 sales people. A profitable, high growth Dynamics practice requires moving beyond relying on referrals and implementing one-off time and materials based projects. In this session you will learn 8 key capabilities needed to scale your Dynamics practice and increase your deal volume. Wars, global shifts to work from home, a need to preserve capital in high inflation & strained economies and increased buyer hesitancy require a change in how you position, market and sell your solutions. Cloud buyer behavior and expectations have also shifted. Demand for cloud-based solutions in the SMB and mid-market is growing exponentially, but few partners have significantly pivoted the way they differentiate, package, price and implement their solutions. Many are still heavily time and materials and project based in their pricing and delivery approach, which limits scale and profits. Capitalizing on the on prem to cloud migration opportunity requires providing new subscription service offerings and targeted solutions in response to a new set of buyer needs and expectations. Industry domain expertise, rapid deployment, repeatability and shorter time to value accompanied by less project risk for customers is replacing product functionality as the new differentiators. Cloud buyers want choice, to get up and running quickly, to pay as they go, and for solutions to meet their unique industry specific needs-out of the box. Not an easy task! Come learn strategies to help make this happen.
Best Practices to Generate Leads on AppSource
When you’ve successfully published your app or consulting services offer on AppSource that’s not the end, but just the beginning. Microsoft’s Marketplaces reach over 1 billion qualified Microsoft customers, 15,000 sellers and 90,000 Microsoft partners. In this session you will learn how to leverage AppSource to achieve your sales and marketing goals. Aligning your sales process to how the modern cloud buyer wants to transact is a challenge. New digital native millennial buyers who represent over 60% of your target IT buyer profile don’t want to contact and speak to a sales professional. Microsoft is investing heavily in their Marketplace strategy. What’s your digital market strategy? Can you offer free trials? Transact online? Don’t miss out. In this session we discuss where Marketplace fits in your customer acquisition strategy, potential ROI of publishing a consulting offer or app, how to get more leads and how to more closely integrate & align your listing in your marketing and sales strategy. ISV’s and resellers welcome.
You've Published an Offer on AppSource, Now What? Leveraging AppSource to Get More Leads & Revenue
When you publish your app or services offer on AppSource that’s not the end, but just the beginning. Microsoft’s Marketplaces reach over 1 billion qualified Microsoft customers, 15,000 sellers and 90,000 Microsoft partners. In this session you will learn how to leverage AppSource to help you achieve your sales and marketing goals. Learn how to get more leads, drive more conversion and get a return on your investment. IT buyers are self educating and looking for solutions online. Reach this qualified audience. Microsoft is investing heavily in their digital Marketplace strategy and sellers are looking for qualified solutions for their mid market and enterprise deals, don't miss out. In this session we discuss where Marketplace fits into your customer acquisition strategy, how to get more out of AppSource and how to more closely integrate and align your listing with your marketing and sales strategy. ISV’s and resellers both welcome.
Getting Attention and Driving Conversion in a Noisy Digital World
In an era where attention is a scarce commodity, mastering the art of captivating and maintaining customer focus is essential. This session aims to equip Dynamics ecosystem partners with neuroscience-infused marketing strategies that cut through the noise of our hyper-connected world. We'll explore how understanding the human brain's processing of information and decision-making can revolutionize our approach to digital marketing. From leveraging the principles of attention economics to crafting messages that resonate and stick, participants will learn how to accelerate deal closures and increase conversions without leaning on specific product references. Join us to discover a blend of psychological insights and digital marketing tactics that promise to transform your engagement strategies, making your marketing efforts more impactful and efficient in this attention-deficit age.
Copilot is here, now what? Getting started on your Copilot go-to-market strategy
Copilot has landed and is here to stay. Developing the skill set to harness the power of Copilot isn't just a strategic choice; it's the key to establishing a competitive edge and unlocking new avenues for revenue generation. This business session delves into a strategic approach to position, market, financially capitalize on and deliver copilot solutions. We explore key tactics, practical insights, and real-world examples of how your businesses can get started on your copilot go-to-market strategy, and leverage AI to augment your existing offerings, leading to increased differentiation, profitability and customer retention.
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