Consolidating the Mid-Market : Microsoft Dynamics ERP Strategy and Overview

1. DYN01 Consolidating the Mid-Market: Microsoft Dynamics ERP Strategy and Overview Crispin Read General Manager, Dynamics ERP Microsoft Corporation Nigel Gibbons |Executive Chairman MaishaHoye|DirectorofMarketing Company: Microlink, LLC Region: U.S.A. Years as a Microsoft Partner: 7 Company: Universal Information Technology Region: United Kingdom Years as a Microsoft Partner: 12

2. Our agenda for today The ERP Market Today New trends, new behaviors, new opportunities The Dynamics ERP Strategy Staying the course in FY11 Leveraging GTMs Tools, initiatives and materials to help you succeed Consolidating the Mid-MarketGTMs explained, customer focus, and partner success

3. Microsoft Dynamics ERP StrategyStaying the course in FY11 INNOVATION • Innovate on all 4 ERP Products • Focus on Mid-sized Businesses • Simplicity and Ease of Use SEGMENT • Five Key Industries • Industry Enablement Layer • Industry Partner Recruitment INDUSTRY • Solution Hostability • Attached Services • Hosting Partner Recruitment S + S • Making the Best Partners Better • Opportunity and Growth in FY11 ECOSYSTEM

4. The ERP Market TodayNew trends, new behaviors, new opportunities • ERP Consolidation • Consolidation from Single Instance to Two-Tier model • Improved standardization, control, compliance, training • Easier maintenance, upgrade, extension, growth • Post Y2K ERP Overhaul • Y2K solutions due for replacement • Outdated functionality & technology stack • Expensive and inefficient • Rapid Growth in S+S and Cloud Computing • The power of choice for our customers • New opportunities for our partners

5. Consolidating the ERP Market Go To Markets – an ”ERP Growth Strategy” Today’s Landscape • Complex • Fragmented • Solution-driven • Go To Markets • Customer centric • Differentiated • Competitive • Integrated • End-to-end Business Opportunity Buying Behavior

6. welcome Peter Ruchatz Director, ERP Product Management Microsoft

7. GTMs – An ERP Growth Strategy ERP Go To Markets define our ERP Growth Strategy for FY11 and beyond

8. Winning Can Mean Different Things Formula 1 Dragster Bull Monster Truck Paris-Dakar

9. Winning Can Mean Different Things The Dynamics ERP Go To Markets Two-Tier ERP For Global Subsidiaries Connect local entities to headquarters Local Vertical For Vertical Business Target Specialized Business Needs Multi-X For Global Organizations Centralized ERP for multisite organization Business in a Box For Improved Financials and Operations Beyond basic financials and operations

10. Microsoft Dynamics ERP GTMsCustomers and competitors Typical Customers Typical Competitors Two-Tier ERP Multi-X Local Vertical Business in a Box SAP Oracle Epicor Carbo Gen WürthGroup Dell SAP Oracle Epicor TMF Group ISSI NET Sage Smartx ADS NGC Hurup Inter Ferry Alpha Sage Intuit NetSuite AGR Oughtred EUCOM

11. Microsoft Dynamics ERP GTMsCustomer needs, partner skills Typical Customer Needs Partner Skills Two-Tier ERP Multi-X Local Vertical Business in a Box Multiple industry requirements, operational ERP Standardize on single ERP for distinct operations Driving large, complex, international projects Integration across overall IT landscape Company-wide ERP, industry-specific req. Centralize ERP across multi-site organization Deep industry expertise Multi-site, international implementations Strong vertical functionality out of the box Drive operational gains through ERP Strong vertical focus and deep experience Fast, standardized, repeatable implementation Need improved financials and operations Low cost, risk, and fast implementation Low-touch, low cost, high volume selling Fast, standardized, repeatable implementation

12. ERP GTMs – The Formula To Win • Field Guidanceand Sales Tools • Competitive differentiation • Product alignment • Execution alignment for growth • Customer differentiation • Marketing Mix • Pricing and Promotions • GTM • ProductCapabilities • Partner Specialization • Sure Step

13. Best Practice PartnersAlready driving growth partner Linda Rose Rose Business Solutions, Inc. Dan Oughton IndustryBuilt Software Corp. Thomas F. Hauge Columbus IT

14. Best Practice PartnersAlready driving growth partner Improved Financials and Operations Global Organization Vertical Business

15. welcome Anders Spatzek Director, Partner Readiness and Capacity Microsoft Guy Weismantel Director, Dynamics ERP Product Marketing Microsoft

16. Aligning Our Marketing Investments It’s all on PartnerSource! • Field enablement tools • Tools to promote and build GTM awareness • Materials to help promote your business and drive a GTM sales approach • GTM and Industry BOM • Materials through the Marketing Services Bureaus Check out www.microsoft.com/erp!

17. GTMs – AKey Element of Business Planning Subsidiary Growth Plans Partner Business Plans Joint plan between partner and Microsoft Outlines short/mid/long term business goals and priorities Documents initiatives and investments across marketing, sales, readiness, etc. Planning dimensions: Practice Industry/Vertical Segment Product GTM scenario • Estimates market opportunity and channel capacity • Determines channel development initiatives and investments • Planning dimensions: • Country/region • Industry/Vertical • Segment • Product • GTM scenario

18. GTM Scenarios - Readiness and Resources Different Scenario, Different Partner • Different Scenario, Different Resources • Microsoft Dynamics Partner Academy curriculum to reflect scenario differences across all roles • Marketing Services Bureaus, PDCs and business consultants will be trained on the scenarios • Microsoft Dynamics Sure Step project types aligned to and optimized for scenarios

19. Our Session Today • Key Take Aways • The ERP market is more complex than ever • New trends are driving new opportunities • Our core strategy is unchanged and on track • GTMs will help us consolidate, compete and win!

20. Our Session Today • What Now? • Consider how to align your business to the GTMs • Ask your PAM about including GTMs in FY11 plans • Attend the GTM Interactive Session later today • Come to EXPO and attend our other ERP sessions • Let’s drive success and accelerate growth together!

21. YOUR FEEDBACK IS VERY IMPORTANT TO US Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/evals ASUS Notebook PC WPC 2011 Conference Pass Microsoft Lifecam HD-5000 Win a chance to spin the prize wheel! Located in the Microsoft Partner Network Expo Booth #484

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23. © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

24. EXTRA SLIDES

25. The Dynamics ERP Go To Markets Winning Can Mean Different Things Global Subsidiaries Connect local entities to headquarters (Two-Tier ERP) Vertical Business Target specialized business needs (Local Vertical) Global Organization Centralized ERP for multisite organization (Multi-X) Improved Financials and Operations Beyond basic financials and operations (Business in a Box)

26. The Dynamics ERP Go To Markets Winning Can Mean Different Things Global Subsidiaries Connect local entities to headquarters Vertical Business Target Specialized Business Needs Global Organization Centralized ERP for multisite organization Improved Financials and Operations Beyond basic financials and operations

27. Headquarters and Multi-Site Typical Customer Profile Customers Competitors WürthGroup Carbo Gen Dell SAP Oracle Epicor Large accounts with mid-market subsidiaries Need to connect to core ERP at headquarters Want to standardize ona mid-market, flexible, lower cost ERP solutionin subsidiaries/divisions and smaller entities Global Subsidiaries Connect local entities to headquarters

28. Global Organization Typical Customer Profile Customers Competitors TMF Group NET ISSI SAP Oracle Epicor Mid-market or corporate accounts and small enterprises Multiple operations, countries, verticals, subsidiaries Looking for an integrated ERP solution with maximum user coverage Global Organization Centralized ERP for multisite organization

29. Vertical Business Typical Customer Profile Customers Competitors Hurup Inter Ferry Alpha Sage Smartx ADS NGC Mid-market companies Need vertical solution covering most business functions out of the box Typically focusing onone vertical and inone geography Vertical Business Target specialized business needs

30. Financials and Operations Typical Customer Profile Customers Competitors AGR Oughtred EUCOM Sage Intuit NetSuite SMB customers looking for ERP to cover core financial and operational functions only IT and ERP seen as basic infrastructure Lowest price is the major decision criteria Improved Financials and Operations Beyond basic financials and operations

31. Microsoft Dynamics ERP GTMsCustomers and competitors Typical Customers Typical Competitors Global Subsidiaries Global Organization Vertical Business Improved Financials and Operations SAP Oracle Epicor Carbo Gen WürthGroup Dell SAP Oracle Epicor TMF Group ISSI NET Sage Smartx ADS NGC Hurup Inter Ferry Alpha Sage Intuit NetSuite AGR Oughtred EUCOM

32. Microsoft Dynamics ERP GTMsCustomer needs, partner skills Typical Customer Needs Partner Skills Global Subsidiaries Global Organization Vertical Business Improved Financials and Operations Multiple industry requirements, operational ERP Standardize on single ERP for distinct operations Driving large, complex, international projects Integration across overall IT landscape Company-wide ERP, industry-specific req. Centralize ERP across multi-site organization Deep industry expertise Multi-site, international implementations Strong vertical functionality out of the box Drive operational gains through ERP Strong vertical focus and deep experience Fast, standardized, repeatable implementation Need improved financials and operations Low cost, risk, and fast implementation Low-touch, low cost, high volume selling Fast, standardized, repeatable implementation

33. Microsoft Dynamics ERP GTMsCustomer needs, partner skills Typical Customer Needs Partner Skills Global Subsidiaries (Two-Tier ERP) Global Organization (Multi-X) Vertical Business (Local Vertical) Improved Financials and Operations (Business in a Box) Multiple industry requirements, operational ERP Standardize on single ERP for distinct operations Driving large, complex, international projects Integration across overall IT landscape Company-wide ERP, industry-specific req. Centralize ERP across multi-site organization Deep industry expertise Multi-site, international implementations Strong vertical functionality out of the box Drive operational gains through ERP Strong vertical focus and deep experience Fast, standardized, repeatable implementation Need improved financials and operations Low cost, risk, and fast implementation Low-touch, low cost, high volume selling Fast, standardized, repeatable implementation

34. Microsoft Dynamics ERP GTMsCustomers and competitors Typical Customers Typical Competitors • Global Subsidiaries • (Two-Tier ERP) • Global Organization • (Multi-X) • Vertical Business • (Local Vertical) • Improved Financials and Operations • (Business in a Box) SAP Oracle Epicor Carbo Gen WürthGroup Dell SAP Oracle Epicor TMF Group ISSI NET Sage Smartx ADS NGC Hurup Inter Ferry Alpha Sage Intuit NetSuite AGR Oughtred EUCOM