Selling the microsoft stack for competitive advantage
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Selling the Microsoft Stack for Competitive Advantage. Tim Shaw Partner Technology Advisor [email protected] Increase Your Revenue. What, Why and How ?. Example Business with 100 FTE 20 Dynamics ERP Users$90000 100 DCO-MOSS Users$39000 60 Dynamics CRM Users$80100

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Selling the Microsoft Stack for Competitive Advantage

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Selling the microsoft stack for competitive advantage

Selling the Microsoft Stack for Competitive Advantage

Tim Shaw

Partner Technology Advisor

[email protected]


Increase your revenue

Increase Your Revenue

What, Why and How ?

Example Business with 100 FTE

20 Dynamics ERP Users$90000

100 DCO-MOSS Users$39000

60 Dynamics CRM Users$80100

License Revenue $90k to $209k plus BREP

Services Revenue$90k to $400k

Selling the Microsoft Stack for Competitive Advantage


Agenda

Agenda

Integrated Innovation

Opportunity

Demo

Partner

Call to Action


Integrated innovation

Integrated Innovation


A new environment

A New Environment

  • Business Issues

  • Attract + Retain Customers

  • Innovation – Product and Services

  • Improve Critical Business Process

  • Compliance, Governance

  • Increase impact of people

  • Source: Gartner Group Business Priorities

Industry Megatrends

  • Hardware Performance

  • Software Breakthroughs (SaaS)

  • Composite Applications

  • Web 2.0

  • IT Concerns

  • Align IT and Business Goals

  • IT-Enabled Process Improvement

  • Business Continuity / Risk Mgmt

  • Staff Development

  • Controlling IT Costs

  • Source: CIO Magazine survey, n=568 heads of Enterprise IT


Integrated platform

Integrated Platform


Selling the microsoft stack for competitive advantage

“I spend all day in Outlook.”

“It works just like Office.“

Microsoft Dynamics RoleTailored

“All the informationis at my fingertips.”

“Getting data in without logging in is a snap.”


Opportunity

Opportunity


Who uses dynamics within a business

Who uses Dynamics within a business?

  • 2007 Research carried out by Microsoft Market Research & Insights team into Dynamics ERP Customer Base

  • 1,974 respondents across US & Europe

  • Very high levels of satisfaction with Dynamics ERP status quo

  • Customers buy core licenses and then don’t extend the solution

  • 72% would purchase new granules if they were unrestricted & open for use by a majority of employees

BUT


Opportunity1

Opportunity


Extended erp the opportunity

Extended ERP: The Opportunity

  • Tick more boxes on the tender response

  • License more users

  • Make Dynamics more “sticky”

  • Increase involvement with each customer

    • Get called in again

  • Sell to existing customers

  • Stop the competition

  • Demonstrate ROI and create customer proof points

  • Increase Customer (user) Satisfaction


Selling the microsoft stack for competitive advantage

DELIVERY

END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS

Powerful Integration - BI

BI PLATFORM

SQL Server

Reporting Services

SQL Server

Analysis Services

SQL Server Database

SQL Server Integration Services


Exploring the possibilities of moss with dynamics

Exploring the possibilities of MOSS with Dynamics


The foundation

The Foundation

  • Getting the cube right is fundamental to the success of a BI project

  • There are many OLAP vendors:

    • Dynamics Business Analytics

    • PrecisionPoint

    • ZAP Technologies

    • Targit

    • BI4Dynamics

  • We are seeing greater competition from non-Microsoft based technologies (e.g. Qlikview)


  • Sharepoint 2007 technologies

    SharePoint 2007 Technologies

    Search

    Data Integration

    E-Forms

    Data Management & Reporting

    • Performance Point Services

    • Business Scorecard Manager

    • Pro-Clarity

    • Business data search

    • Business Data Catalog

    • Business Data Web Parts

    • Management, publishing, process creation and completion

    • Excel Services

    • Report Center

    • Dashboarding

    Workflow

    Document & Web Content Management

    Site Model, Security, and

    Management

    • ‘Out of the Box’ workflows and reporting for Enterprise Content Management

    • Policy management

    • Auditing

    • Records management

    • Personalisation

    • Deployment

    • Site Manager

    • Enterprise content search

    • People search

    Project Management

    Team Collaboration

    • Issue tracking applications

    • Project workspaces

    • Workspaces and tools

    • Blogs

    • Windows Workflow Foundation

    • Admin and deployment

    • Status and history

    • Framework: repository, versioning, metadata

    • Basic document management

    • Site and role management infrastructure

    • Text search of team sites


    Exploring the possibilities of dynamics crm and erp

    Exploring the possibilities of Dynamics CRM and ERP


    Ipm by enabling

    IPM by Enabling


    Customer case study plante moran

    Customer Case Study: Plante Moran

    Plante Moran re-focused their infrastructure around Microsoft and Dynamics CRM

    • Plante Moran

    • HQ = US

    • 30,000+ FTEs

    • Tax, audit, business services

    • Partner: Ascentium

    • www.plantemoran.com

    “Many of our customers are implementing CRM, SharePoint, and Exchangeas part ofphase one. Enterprise accounts have Exchange and often a small scale deployment of SharePoint, which we expand. Increasingly, we are advising customers to purchase and deploy Performance Point for BI in phases two or three. In this case, Plante Moran did not have Performance Point on their radar until we presented the idea.”

    Source: Keystone Strategy, Dynamics partner interviews, conducted between November 17- December 8, 2008


    Customer case study issi

    Customer Case Study: ISSI

    ISSI deployed BizTalk and SharePoint alongside Microsoft Dynamics AX for EDI and document management respectively

    • Integrated Silicon Solution, Inc.

    • HQ = US

    • 600 FTEs

    • Semi-conductor company

    • Partner: Fullscope

    • www.issi.com

    “The majority of our customers have already drank the Kool-aid and embracing the MS technology is the norm. About 65% are already loyal MS customers and decide to buy Dynamics AX as a result. The remaining 35% are getting into AX and then buy the MS stack.”

    Source: Keystone Strategy, Dynamics partner interviews, conducted between November 17- December 8, 2008


    Partner

    Partner


    Increase your revenue1

    Increase Your Revenue

    Example Business with 100 FTE

    20 Dynamics ERP Users$90000

    100 DCO-MOSS Users$39000

    60 Dynamics CRM Users$80100

    License Revenue $90k to $209k plus BREP

    Services Revenue$90k to $400k

    Selling the Microsoft Stack for Competitive Advantage


    Call to action

    Call to Action

    • Talk to your PAM

      • Look at MOSS including BI

      • Look at CRM/XRM

    • Involve PTA in planning

      • Plan your readiness

      • Build your Demo Environment

        Tim Shaw - [email protected]


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