AP049 Microsoft

AP049 Microsoft

AP049 Microsoft Dynamics Ross Dembecki / Lead Product Manager CRM 2011 and the Craig Steere / Technical Solution Cloud Professional Is a flexible business application that helps organisations increase business productivity and drive connections across people, processes and ecosystems Sales Productivity

Customer Care Marketing Core CRM Industry Solutions Custom Applications Extended CRM AP029: Selling Dynamics CRM: The sales productivity proof points AP049: Microsoft Dynamics 2011 and the Cloud xRM Framework

AP107: Customer Care Accelerator AP115: xRM Framework: A Faster Way to Build Business Applications Business at a Glance Over 1,400,000 users in more than 80 countries with 40+ languages Multi-tenant architecture for cloud and on-premises deployment Over 23,000 customers from small to enterprise

Regional datacenters in the Americas, EMEA, and APAC Over 1,200 software and services partners with new Dynamics CRM competency Over 100 service providers hosting Dynamics CRM solutions Highest rated CRM suite by Forrester, Leader Quadrant by

Gartner Accreditations: ISO 27001:2005 and SAS 70 Type I and Type II attestations SLA: 99.9% uptime, 24/7 support Developer symmetry between our cloud and on-premises assets for integration and extensibility More value for less helps customers make the most of their investments STRONG MARKET MOMENTUM I dont think anybody is

offering CRM the way that Microsoft is. ~ Warren Wilson, Ovum Salesforce.com and Oracle CRM On Demand customers within 12 months of their contract renewal should evaluate Dynamics CRM Online. Its hard to see significant obstacles to continued CRM ~ Rob DeSisto, Gartner growth over the coming years. ~ Bo Lykkegaard, IDC Buyers also like Microsoft Dynamics CRMs usability, lower price, and its quick time-to-value compared with traditional CRM applications.

~ Bill Band, Forrester Microsoft is going beyond challenging Salesforce.com ~ Nick Kolakowski, eWeek CRM NAMED A LEADER BY TWO INDEPENDENT RESEARCH FIRMS Leaders Quadrant for Customer Service Contact Centers April, 2010 Leaders Quadrant for Sales Force Automation July, 2010 Leader CRM Suites Large Organisations Wave June, 2010

Leader CRM Suites Midsized Organisations Wave June, 2010 Leader Customer Service CRM Suites Wave June, 2010 MICROSOFT DYNAMICS CRM 2011 LAUNCH TIMELINE September 2010 CRM 2011 beta with Dynamics Marketplace Q4 2010 Q1 2011 CRM Online RTW

CRM 2011 RTM Microsoft Dynamics CRM 2011 beta for Online & on-premises; Dynamics Marketplace debuts Microsoft Dynamics CRM Online releases worldwide, with connectors to Dynamics GP & NAV Microsoft Dynamics CRM 2011 release to manufacturing (RTM) for onpremises and hosters

Briefings @ APC Promote Beta sign up Global Readiness Tour in SYD on Oct 18 and MELB on Oct 19 Customer/Through Partner Events Microsoft Cloud activity Winning Customer Scenarios PC Browser Phone Extended CRM Applications

Core CRM Applications Sales Productivity Customer Care Marketing Industry Solutions - Custom Applications xRM Framework Cloud Services On-premises Systems THE POWER OF PRODUCTIVITY FAMILIAR INTELLIGENT CONNECTED

natural & personal insightful & actionable collaborative & integrated SOURCE: GARTNER (June and July 2009) THE POWER OF PRODUCTIVITY FAMILIAR Office Fluent UI experience Next-gen Outlook client RoleTailored forms & views Advanced Personalisation SOURCE: GARTNER (June and July 2009)

INTELLIGENT CONNECTED ROLETAILORED FORMS AND VIEWS Role-based Forms Unlimited customisation Nested security access

Web and Mobile THE POWER OF PRODUCTIVITY FAMILIAR INTELLIGENT Office Fluent UI experience Real-time Dashboards Next-gen Outlook client Guided Process RoleTailored forms & views Visual Analysis & Navigation Advanced Personalization

Declarative Design SOURCE: GARTNER (June and July 2009) CONNECTED GUIDED PROCESSES Process Dialogs .NET 4.0 Workflow Adaptive processes

Web-services integration THE POWER OF PRODUCTIVITY FAMILIAR INTELLIGENT CONNECTED Office Fluent UI experience Real-time Dashboards Business Connections Next-gen Outlook client Guided Process

Contextual SharePoint RoleTailored forms & views Visual Analysis & Navigation Cloud solutions & extensions Advanced Personalization Declarative Design Dynamics Marketplace SOURCE: GARTNER (June and July 2009) CONTEXTUAL SHAREPOINT Documents in-context

Custom Content Types Tag Clouds and Social SharePoint Online & On-premise Craig Steere DEMONSTRATION DYNAMICS MARKETPLACE Application and Professional Services Offerings New Optimised Search Logic

Ratings and Reviews Discover, Download and Deploy Applications Integrated with Dynamics CRM 2011 Replacing Solution Finder end of 2010 CRM AND THE CLOUD SaaS PaaS IaaS ON PREMISE HOSTED PUBLIC

CUSTOMER DEMAND FOR CLOUD CRM WW CRM Market U$8.6B U$8.6B $U9.0B 33% 29% 24% U$2.1B 2009 U$2.5B 2010 U$3.0B

2011 WW SaaS CRM Market CRM inin CRM Australia est. Australia est. atat U$129M forfor U$129M FY11 FY11 33% = U$43M 33%

= U$43M Source: Gartner, IDC, Microsoft estimates SaaS PaaS IaaS ON PREMISE HOSTED PUBLIC SERVICE OVERVIEW Enterprise class CRM service, delivered in the cloud, hosted by Microsoft Subscription Includes Latest release of Dynamics CRM

5 GB data storage 200 custom Workflows 200 custom Entities Offline access Mobile Express Benefits of Online Services Instant anywhere access Low up-front cost Rapid Deployment Managed by Microsoft Financially backed 99.9% uptime SLA FULL EXTENSIBILITY IN THE CLOUD CRM ONLINE IS READY FOR THE ENTERPRISE 1. Scales to Multi-Thousand Seat Deployments 2. Provides Deep Customisation & Integration 3. Delivers Instant-on & Rapid Time to Value 4. Provides Industry-leading SLA (99.9%)

5. Offers native integration to BPOS & SharePoint 6. Available via Enterprise Agreements (EA) 7. Better than Salesforce.com Enterprise at 1/3 the cost DYNAMICSSoftware-Plus-Services CRM ONLINE LICENSING Web Self-Service Volume Licensing Customer Profile Customer Profile New Dynamics CRM Online Customers 12 month term length, monthly billing, pay by credit card. Contract auto renews Existing customers with Enterprise and

Campus / School Agreements Coterminous with underlying enrolment, pay up front or annually Benefits Fast (enter payment info directly) Simple online license management Easily add licenses and storage online User Subscription License (USL) Benefits Programmatic price discounts for volume purchasing Software and services IT strategy CRM CAL with SA +

Step-Up USL OR USL GET BEHIND DYNAMICS CRM 5% Referral revenue opportunity for lead discovery and identification for Dynamics CRM & ERP 40% Promotional rate for Dynamics CRM Online CSA program & reduced requirements to become Dynamics CRM Online CSA partner

250 Up to 250 seats of Microsoft Dynamics CRM Online available to MPN partners for internal use to fuel sales & marketing WHAT PARTNERS THINK TRANSFORMING TO THE CLOUD 18% First Year +22% First Year 40% First Year (FY11 Promo) 6% Annuity 6% Annuity Dynamics CRM Online ~$27,000 (20 seats) BPOS ~$8,600

Revenue Opptys $10.5k $1k Partner of Record Fees $12k $8k $2.3k $3.3k Deployment & Implementati on Services

Business Consulting & Customisatio n Services $7k $2k Managed Services 2009-2010 Monitor interviews with 78 U.S. & European partners on partner economics & Intune; Beta study ongoing WINNING WITH DYNAMICS CRM ONLINE How Partners Can Position Themselves for Success in Cloud Computing IPED Channel Research, Consulting & Education Transform to Win Expand Your Reach

Deals 5 50 users, changing to mid-size & larger orgs Customers are IT resource constrained Decision makers run line of biz & seek simple solutions CRM is recession friendly - biz stay close to customers 70% of sales from new clients New segments web centric industries like retail, distribution, SMBs New scenarios i.e. branch offices Grow Your Revenue CSA Fees develop recurring revenue Services evaluation, migration, consulting Improve Your Business Velocity Increase capacity - new sales and delivery models Scale sell to multiple customers remotely

Margin recurring revenue + services attach http://bit.ly/CRMOLPARTNERMODEL Call To Action Sign-up to be a CSA Fee Partner or a CRM/ERP Referral Partner Use Dynamics CRM via Internal Use Rights Benefit Attend CRM Global Readiness Tour: 1 Day 2 Tracks Sydney: October 18 Melbourne: October 19 Register Now: http://bit.ly/CRM2011GRT th th Visit Pod #26 Leverage the Dynamics CRM 2011/Online Beta Public Beta Customers, partners and prospects September Released & available for both Online and on-premises

Beta Sign-up - http://crm.dynamics.com/crm2011beta Web: http://crm.dynamics.com Twitter: @rossd_crm

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