The Power of Possibilities Chris Ridd Dynamics Business

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The Power of Possibilities Chris Ridd Dynamics Business Group Director

The Power of Possibilities Chris Ridd Dynamics Business Group Director

Agenda • Why is Dynamics an EXCITING business? • Where are the OPPORTUNITIES for

Agenda • Why is Dynamics an EXCITING business? • Where are the OPPORTUNITIES for our partners? • How will Microsoft SUPPORT you?

Agenda • Why is Dynamics an EXCITING business? • Where are the OPPORTUNITIES for

Agenda • Why is Dynamics an EXCITING business? • Where are the OPPORTUNITIES for our partners? • How will Microsoft SUPPORT you?

Dynamics Excitement FY 09 Business Summary Highlights Need to improve ERP Revenue Growth –

Dynamics Excitement FY 09 Business Summary Highlights Need to improve ERP Revenue Growth – yes, we grew!! #1 mature subsidiary in Growth and Budget Attainment Enhancement renewals at 88% The CRM & x. RM phenomenon Exceeded new certified consultants targets Improved Partner and Customer Satisfaction

Dynamics Excitement Industry Recognition ERP The Leader in Mid-Market ERP! “with a more functionally

Dynamics Excitement Industry Recognition ERP The Leader in Mid-Market ERP! “with a more functionally rich product line that is scalable enough to handle the increased workload of a good-size company, Microsoft Dynamics is setting its sights higher” -Albert Pang, IDC “a perfect storm is brewing for Microsoft to capitalize on this opportunity with its technologies and Dynamics ERP product family” -Simon Jacobson, AMR Research

Dynamics Excitement Industry Recognition CRM Magic Quadrant for Sales Force Automation Robert P. Desisto,

Dynamics Excitement Industry Recognition CRM Magic Quadrant for Sales Force Automation Robert P. Desisto, Gartner, Inc. July 15, 2008 Magic Quadrant for CRM Customer Service Contact Centers, 2009 Michael Maoz, Gartner, Inc. April 3, 2009 The Magic Quadrant is copyrighted April 3, 2009 and July 15, 2008, respectively by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. The Magic Quadrant graphic was published by Gartner, Inc. , as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from Microsoft.

Dynamics Excitement Platform & Services pull-through Want to increase your Revenue? 37% of New

Dynamics Excitement Platform & Services pull-through Want to increase your Revenue? 37% of New Dynamics Customers upgrade to Office 2007 81% of New Dynamics Customers purchase SQL Server – 61% of which are premium SKUs An Example of Customer with 100 FTE • 20 Dynamics ERP Users $90, 000 • 100 DCO-MOSS Users $39, 000 • 60 Dynamics CRM Users $80, 100 Windows Server is purchased License Revenue during 72% of Dynamics deployments; - From $90 k to $209 k plus BREP 78% are premium SKUs Services Revenue - From $90 k to $400 k In FY 09 Dynamics Customers Selling the Microsoft Stack for have generated 5 X More Revenue Competitive Advantage: Tim Shaw for Microsoft Selling the Microsoft Stack for APC 48, Thurs 1. 45 -2. 30 pm, Arena 1 A Competitive Advantage

Dynamics Excitement Award winning partners – WW Partner Conference President’s Club Inner Circle Special

Dynamics Excitement Award winning partners – WW Partner Conference President’s Club Inner Circle Special Recognition of the top 5% of Partners worldwide

Dynamics Excitement Award winning partners – WW Partner Conference ISV Innovation (WW) & ISV

Dynamics Excitement Award winning partners – WW Partner Conference ISV Innovation (WW) & ISV Dynamics (APAC) Partner of the Year Dynamics Regional Partner of the Year for Asia Pacific Microsoft Dynamics AX Partner of the Year- Worldwide Finalist

Dynamics Excitement Award winning partners – APC Finalists Microsoft Dynamics, CRM Partner of the

Dynamics Excitement Award winning partners – APC Finalists Microsoft Dynamics, CRM Partner of the Year Microsoft Dynamics, ERP Partner of the Year Microsoft Dynamics, Industry/Vertical Solution Partner of the Year

Dynamics Excitement New Partners in FY 09

Dynamics Excitement New Partners in FY 09

Agenda • Why is Dynamics an EXCITING business? • Where are the OPPORTUNITIES for

Agenda • Why is Dynamics an EXCITING business? • Where are the OPPORTUNITIES for our partners? • How will Microsoft SUPPORT you?

FY 10 projections are conservative, but… Dynamics provides a strategic opportunity in terms of

FY 10 projections are conservative, but… Dynamics provides a strategic opportunity in terms of growth and the ability to protect the stack WW ERP midmarket represents an U$18 B addressable market, Australia is U$218 M Mid-market is still highly fragmented market by geography and industry, with single -digit growth Majority of Mid-Market ERP providers are declining Y/Y Significant opportunity for Microsoft to gain share from competitors FY 10 will see us gain Business Growth with Dynamics in both and CRM Climate: PWC market share as buying in this ERP Economic cycles lengthen and 3 rd APC 21, Wed 2. 45 -3. 30 pm, Room 6 tier vendors struggle CRM Addressable Market The broader economy posed significant challenges in FY 09 ERP Addressable Market Overall Opportunity Dynamics Opportunity Market Position and Outlook for FY 10 WW CRM addressable market is $9. 4 B, Australia is U$149 M Saa. S representing the fastest growing area with +30% CAGR to FY 11 FY 09 Dynamics CRM revenues in Australia were above budget and strong double digit growth. Enterprise segments represent over 75% CRM FY 09 revenue and continued focus in FY 10

Dynamics Opportunity FY 10+ Industry Focus Public Sector Financial Services Professional Services Retail Distribution

Dynamics Opportunity FY 10+ Industry Focus Public Sector Financial Services Professional Services Retail Distribution Manufacturing Microsoft Dynamics® CRM Dynamics CRM for FSI & Prof Services: Tim Shaw/Jon Farmer APC 36, Thurs 11. 00 -11. 45 am, Room 9 Partner Led VERTICAL CAMPAIGNS Local & State Government Aged & Community Care Microsoft Dynamics® ERP Microsoft Dynamics® POS Insurance Real Estate Consumer Goods (Food, Beverage/Liquor) Banking Arch. , Eng. & Related Svs Agriculture, Forestry & Fishing Cap. Markets & Securities Dynamics in Public Sector: Education Our Shared Opportunity: B. Holder APC 60, Thurs 4. 00 -4. 45 pm, Room 9 Specialty Retail Industrial Equipment Trans & Logistics Chemicals Oil & Gas

Dynamics Opportunity Transforming Businesses with x. RM Enables rapid development, deployment and management of

Dynamics Opportunity Transforming Businesses with x. RM Enables rapid development, deployment and management of multiple line of business applications • Delivers new price-to-value equation Vendor Management Asset Management Employee Management Program Management Customer Management Supplier Management Property Management Recruit Management Project Management Grant Management Contractor Management Fleet Management Resource Management Product Management Licensing Management Partnership Management Contract Management Lifecycle Management Task / Activity Management Legislation Management • One license. Many applications. • Drives new partner opportunities – – – Deploys on-premise or on-demand 5 -10 x faster than custom development Deliver custom solutions (VAR/reseller) and repeatable solutions (ISVs) Driving Market Leadership in CRM and x. RM: R. Dembecki/J. Farmer – Platform for legacy application APC 67, Thurs 4. 55 -5. 40 pm, Room 9 consolidation and modernisation x. RM Platform Shared Resources & Shared Environment

Dynamics Opportunity Beating the Competition “Some of our products have fallen behind the “SAP

Dynamics Opportunity Beating the Competition “Some of our products have fallen behind the “SAP is fooling theneed market because technology curve and increased R&D it claims that investment. ” – Motasim Najeeb (CTO), Sage Business By. Design is a Saa. S solution, when really it is N. A. a big scandal. Ask SAP to convince an analyst it can be scalable. ” - Stefan Reid, Forrester Research Driving Market Leadership CRMto close deals, new customers are "It is“Microsoft takinginlonger Dynamics ERP gives us the and x. RM: R. Dembecki/J. Farmer signing smaller contracts customers are flexibility to do things thatand ourexisting (Sage) MAS 90 APC 67, Thurs 4. 55 -5. 40 pm, Room 9 package couldn’t do. It has a lot of as potential not adding new features as quickly a year ago. ”that can tap into as. SFDC we continue to grow. ”Marcwe. Benioff (CEO), “One year after raising many prices by 20 percent or Fred Mc. Kay, (CTO) CTS Cement more, Oracle is once again raising prices--by 40 percent for certain products. ” – Dave Rosenberg, CNET News Competing with Dynamics for FY 10 and beyond: Matt Sheard Epicor’s Q 1 CY 09 license revenue declined APC 74, Friday 11. 00 -11. 45 pm, Room 9 29% YOY

Dynamics Opportunity Existing Customer • Why important? • Key gauge of Product and Customer

Dynamics Opportunity Existing Customer • Why important? • Key gauge of Product and Customer Satisfaction • Revenue Opportunity • Keep competition out!! • Proactive Loyalty initiatives Welcome & activation call-downs Customer. Source awareness & benefits “Unleash your Potential” campaign Re-invigorate “Dynamics in Focus” with user group-in-a-box for partners • Executive Briefing Centre touch • • • Outcomes • Maximise Renewal Rate to 90% • Increase Existing ERP License revenue • Increase Customer satisfaction rates Welcome & Activation Customer Life. Cycle Benefit Usage Renew Unleash & Re-educate

Agenda • Why is Dynamics an EXCITING business? • Where are the OPPORTUNITIES for

Agenda • Why is Dynamics an EXCITING business? • Where are the OPPORTUNITIES for our partners? • How will Microsoft SUPPORT you?

Dynamics Partner Support Your Satisfaction with Microsoft • A year of extremes! – 1

Dynamics Partner Support Your Satisfaction with Microsoft • A year of extremes! – 1 st wave up +17 points – 2 nd wave down -16 points Yo. Y +1% Improvement Key Areas you told us we need to improve. . What we are doing about it. . Demonstrates an understanding of my business • Stronger Executive connections • PAM training on best practices in running Partner Executive Business Reviews (Sept 09) Works to resolve problems • Operations (APOC) live chat launched • Monthly Dynamics Hour Live meetings • Six Sigma field improvement project launching AM connects and communicates with me • Consistent rhythm of the relationship • Quarterly Exec updates • Monthly Live Meetings & satisfaction check in’s. Communicates the value of partners • All Dynamics roles carry Partner Satisfaction metric • New lead process launching (Industry & vertical solution focus). Policies and procedures applied consistently • Marketing allocations – more transparency. • Alias to be provided to capture feedback

Dynamics Partner Support Helping you Prospect • Demand generation focus – Inside Solution Sales

Dynamics Partner Support Helping you Prospect • Demand generation focus – Inside Solution Sales (ISS) team – New “Click to Chat” service launched • Partner & Sales alignment – Partner Satisfaction metric for all Dynamics roles – Increased PAM coverage on Dynamics – Sales excellence focus on PAM function • Increased Sales focus – Pre-sales roles now part of Sales Organisation – Deal-Based Compensation & S+S accelerators – Investments in sales excellence • Marketing investments – 70% of marketing budget through partners – Marketing Services Bureau for partners – Up-skilling on marketing disciplines via Academy

Dynamics Partner Support Helping you Compete Partner. Source • • Competitive Discussion Guides, Case

Dynamics Partner Support Helping you Compete Partner. Source • • Competitive Discussion Guides, Case Studies & Win/Loss Reports Analyst Evidence Toolkit Sales Support • • Technical Sales & Compete Assistance Hotline on 13 16 30 Microsoft. com • • Case studies Analyst Reports, Customer Evidence and Questions to Ask the Competition Training & campaigns • • • Salesforce. compete training in Oct 09 Smart Move, Siebel/Oracle migration & CRM “Power of Choice” campaigns x. ML awareness roadshow to CXO audience in Q 2

Dynamics Partner Support Helping you Go Vertical • Intellectual Property – Clear statement of

Dynamics Partner Support Helping you Go Vertical • Intellectual Property – Clear statement of directions by product – Developing replicable IP as platform (eg Citizen Services Platform) – Market analysis, coverage and capacity planning • Dynamics team alignments – Industry PAM (Katherine Le Count) – Solution Specialists aligned to Industry Accelerate your success: Industry – Local & Global Industry roles Solution Market Approach: B. Holder – Developer Platform Evangelist (DPE) advisor (Catherine Eibner) APC 38, Thurs 12. 00 -12. 45 pm, Room 6 • Partner Programs – Microsoft Partner Network benefits, requirements and branding – Certified for Microsoft Dynamics (Cf. MD) branding • Business development – Marketing support – prioritised for partners with vertical solutions Partner Success with Certified for – Vertical Solution representation on MS Solution site MS Dynamics: C. Bowman & C. Eibner – ISV Embed Agreements APC 86, Friday 12. 55 -1. 40 pm, Room 7 – Lighthouse team and POC support

Dynamics Partner Support Helping you Implement • Microsoft Dynamics Sure Step – now available

Dynamics Partner Support Helping you Implement • Microsoft Dynamics Sure Step – now available to all Dynamics Partners • Microsoft Services • – Premier Foundation & Health Check Services – Architecture & Design Assessments Dynamics Channel Model and Your Partner Technology Advisor –Opportunities: P. Roworth/J. Edwards Tim Shaw across Dynamics suite APC 07, Wed 12. 00 -12. 45 pm, Room 6 – Integration with Classic PTA functions APC 14, Wed 1. 45 -2. 30 pm, Room 7 • Readiness services • – Microsoft Partner Academy – Partner Development Centre (PDC) with Carpe Diem Successful Dynamics implementations Partner Support offerings in the Enterprise: Matt Koopmans –APC 55, Thurs 2. 45 -3. 30 pm, Arena 1 A Revamped under new Microsoft Partner Network program Partner Owner/ Leadership Manager Academy Partner Developer/ Architect Technology Academy Partner Application Solution Consultant Academy Partner Marketing Specialist Academy Dynamics Partner Academy Partner Project Manager Management Academy Partner Sales Specialist Academy Partner Presales Specialist

Call to Action • Expand your Network – Microsoft and Partners • Review your

Call to Action • Expand your Network – Microsoft and Partners • Review your go-to-market strategy around growth, vertical focus & stack integration • Review Sales and Implementation methodologies to achieve excellence • Understand messaging and Competitive Resources to help you compete • Adopt Customer Lifecycle approach to Existing Customer base • Drive increased Customer References • Understand & leverage new Dynamics Partner program resources • Discuss and provide your Feedback with us

THANK YOU

THANK YOU