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Using what you already have - the easy way to use Microsoft CRM Online to improve the way you do business, serve custome

Using what you already have - the easy way to use Microsoft CRM Online to improve the way you do business, serve customers, and sell more session: AP056. PRESENTATION AGENDA. IUR for CRM, what it is, how to get, how much it costs

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Using what you already have - the easy way to use Microsoft CRM Online to improve the way you do business, serve custome

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  1. Using what you already have - the easy way to use Microsoft CRM Online to improve the way you do business, serve customers, and sell moresession: AP056

  2. PRESENTATION AGENDA IUR for CRM, what it is, how to get, how much it costs Dynamics CRM experience, possibilities incl. the sign up process PBS and how CRM can be quickly extended to support the needs of a project based professional service company Dynamics CRM marketplace and integration with MS Project and MS Project server technologies.

  3. “The stone age was marked by man’s clever use of crude tools. The Information age, to date had been marked by man’s crude use of clever tools” Anonymous

  4. 82% 52% • SMALL AND MIDSIZE BUSINESSES rated security THEIR #1 IT-related issue5 Midsize companies WITH a remote workforce1 33% 38% • 2012 • 35% of SMALL AND MIDSIZE businesses will purchase cloud computing4 • OF MIDSIZE COMPANIES ARE USING HOSTED MAIL6 OF U.S. SMBs HAVE INDICATED A STRONG PREFERENCE FOR OBTAINING SAAS AS PART OF A PACKAGE/BUNDLE2 99% 72.8M • SMALL AND MIDSIZE BUSINESSES GLOBALLY3 • OF ALL BUSINESSES ARE SMALL AND MIDSIZE7

  5. “Users still need to get their work done when they are traveling” “Our it managers are tired of our servers” • “our mobile workers need access to more than just email, and without using a Vpn” • “we need productivity tools with a tco we can afford” “we need our tools to work together out of the box” • “we can’t risk attacks from spam or viruses- especially if it impacts our customers”

  6. What Sets Microsoft Dynamics CRM Apart? The 3 P’s… • Product • Ease of use • End user productivity • Total cost of ownership • Platform • Multi-tenant architecture • Integration and extensibility • Partner Model • Expand reach, grow revenue, and increase business velocity • Produce These Benefits… • U.S. $1 billion+ business • Fastest growing CRM product worldwide • CRM leadership position from Gartner and Forrester • Vibrant partner ecosystem (100% partner model) • Industry focused investments with partner vertical marketing • Lead referral program with lucrative partner royalties • Enhanced support and services

  7. The Power of Productivity: Familiar Intelligent Connected

  8. System Integration Referral Fees Custom Reporting Customer Support Configuration User Training App Sales Reseller Fees Partner CRM Revenue Opportunity • Enterprise Retail Customer • 600 CRM Users • Year 1 $44k (CSA Fees) + 40 Days of Consulting Services • Year 2 $19k (CSA Fees) • 30 Days to Commit, 12 months Revenue Growth • 6 Weeks Customer Time to Value

  9. Partner Programs • Services Provider License Agreement (SPLA) Program • Flexible cost structure • Worldwide distribution capability • Pay as you go • CRM Software Advisor (CSA) Fee Program • Earn commissions on CRM licenses and Software Assurance • Includes CRM Online and On-Premise transactions • Transaction fees are 10% to 25% (depending on # of seats) • Training and Certification Programs • Develop competencies and accrue additional benefits • 60 percent of customers are willing to pay a higher price for Certified Microsoft resources

  10. PC Browser Phone Sales Productivity Marketing Effectiveness Extended CRM Applications Customer Care Relationships • Interactions • Process • Insights xRM Framework Cloud On-premises

  11. Harness Your IP for Multiple Implementations • Microsoft Office user interfaces • Next-gen Microsoft Outlook experience • Role-tailored forms and views • Advanced personalization • Real-time, personalized, and extensible dashboards • Wizards and guided processes • Drill-down visual analysis and navigation ууущщйццззййз ууущщйццззййз User Experience Services Access & Security Services Process Automation & Orchestration Services Point & Click Customization Services Data & Metadata Services Analytical Services 360O View Microsoft Technologies (Outlook, Office, SQL Server, .NET) Platform Management Services Extensibility Services Architecture Services Integration Services

  12. Extended CRM Application Customer Relationship Management Application Partner Relationship Management Application Distributor Relationship Management Application Asset Management Application Lease Management Application “Anything” Relationship Management Application xRM Framework RapidApplication Development Business Process Management Business Intelligence Office and Web User Experience Reduce application development complexity with declarative development Shrink administration, management, and licensing costs Available on-premises and in the cloud Included as part of Microsoft Dynamics CRM 2011

  13. Amplifying Productivity with the Cloud NEW ECONOMICS REDUCED MANAGEMENT INCREASED PRODUCTIVITY • Pay for what you use • Lower and predictable costs • Shift from capex and opex • Accelerate speed to value • No patching, maintenance • Faster deployment • Robust multi-layered security • Reliability and fault-tolerance • Latest software for users • Internet collaboration • Anywhere access • Instant self-provisioning “SaaS growth will significantly outpace traditional software product delivery.” – IDC, Robert P. Mahowald, Worldwide Software as a  Service 2010-2014 Forecast: Software Will Never Be the Same,” June, 2010.   “SaaS continues to grow in importance. As recently as 2009, in markets like CRM, SaaS accounted for 20% of enterprise application spend.” – Gartner, Inc., Public Cloud Infrastructure Helps SaaS Vendor Economics,” June 4, 2010.

  14. Discover Solutions with new Microsoft Dynamics Marketplace • Application and Professional Services listings • New Optimized Search Logic • Ratings and Reviews • Discover, Download and Deploy Applications • Integrated with Dynamics CRM 2011 www.microsoft.com/dynamics/marketplace

  15. Partner Resources Microsoft Partner Network CRM Development Center (MSDN) Business Value Planning Services Microsoft Sure Step Methodology

  16. The Advantage of Partnering with Microsoft Flexible Platform Familiar Tools Extensive Partner Network Best Economics Microsoft® Office, SharePoint®, SQL Server®, .NET Windows®, Internet Explorer®, Outlook®, Office System Integrators Hardware Online and Offline Development Frameworks and Tools Developers Software On-Premises and the Cloud Systems Management and Administration Independent Software Vendors Skills

  17. DYNAMICS CRM ONLINE SERVICE OVERVIEW Enterprise class CRM service, delivered in the cloud, hosted by Microsoft • Instant anywhere access • Low up-front cost • Rapid Deployment • Managed by Microsoft • 99.9% uptime SLA – Service Credit Regime • Latest release of Dynamics CRM • 5 GB data storage • 200 custom Workflows • 300 custom Entities • Offline access • Mobile Express Benefits of Online Services Subscription Includes Available Now http://crm.dynamics.com

  18. PC Browser Phone Sales Productivity Extended CRM Applications Customer Care Marketing Effectiveness Relationships • Interactions • Process • Insights xRMFramework Cloud On-premises

  19. Product Overview Instant-on provisioning (< 5 mins.) Works withOffice 365 services Unified Office 2010 Experience Dashboards & Contextual BI Sales, Service, MarketingProductivity .NET4 extensionson Azure

  20. Backed by Microsoft ANTIVIRUS ANTI-SPAM FLEXIBILITYOF THE CLOUD 99.9% UPTIME GUARANTEE 24 HRS A DAY 365 DAYS A YEAR

  21. Dynamics CRM Better Together with

  22. MICROSOFT DYNAMICS MARKETPLACEhttp://dynamics.pinpoint.microsoft.com/en-AU/ An online destination for: Prospects and existing customers to find high-quality applications that attract them to Dynamics Microsoft and partners to publicise their products and services to customers. Community interaction between Microsoft, partners and customers. Microsoft field to locate third-party solutions for their prospects and customers

  23. Get Ready Australian Pricing for Dynamics CRM Online • All prices are Australian dollars. • All prices are per month. • Available via Credit Card and some Volume Licensing programs. • Credit card customer contracts are 12 months and auto-renew. • Volume Licensing: available in Enterprise Agreement, Campus Agreement and Schools Agreement – discounts apply. Customer subscription length is co-terminus with underlying agreement.

  24. THE POWER OF CHOICE On-Premise, Partner Cloud, Microsoft Cloud! Microsoft Dynamics CRM 2011 truly delivers for customers and partners: • Compete head on with Salesforce.com by leading with Microsoft Cloud Services. Offer 30-Day Trials of Microsoft Dynamics CRM Online • Grow the Partner Cloud via SPLA program. Ideal when customers need: • Data located in Australia • Dedicated servers • A VPN connection to the data centre • To negotiate terms of the Service Level Agreement • Heavily customised with very complex application requirements • Continue to sell/deploy as an On-Premise solution via Volume Licensing, ISV Royalty program or the Dynamics Price List

  25. Work with Partners or Become a Partner Find Australian CRM Partners on Dynamics Marketplace • http://bit.ly/crm_partners_au Get into CRM yourself and Earn CSA Fees and optionally, an MPN Competency for Dynamics CRM

  26. Partners are now able to access Office 365 IUR under the Cloud Programs at www.microsoftcloudpartner.com The benefit can be accessed on the following path: 1.       Log on to www.microsoftcloudpartner.com 2.       Go to the Get Benefits tab 3.       Click on the ‘Partners in Australia, learn more about additional options that apply only to you’ link under the Microsoft Office 365 header 4.       Follow the instructions that appear to request the Microsoft Office 365 IUR benefit in Australia

  27. Program Update – IUR Waiver IUR Waiver: • CE and CA partners that enrolled between November 1, 2010 and June 30, 2011 do not need to meet the requirement to sell 50 seats per online service to maintain their free Internal Use Rights benefits in their second year or program enrollment. These partners have until 6/30/12 to achieve the ‘50 seats sold per online service requirement’ to continue receiving free Internal Use Rights per online service (i.e. Office 365, Dynamics CRM Online, & Windows Intune) • All partners enrolling after June 30, 2011 (i.e. starting July 1, 2011) will have one year from their enrollment date to meet the 50 seats sold per online service requirement to maintain free Internal Use Rights in their second year of program enrollment. • Partners will not have to meet any additional requirements, beyond maintaining active enrollment in CE or CA, to continue using their Windows Azure IUR in year two or the program and beyond. • Program Reenrollment: • Cloud Essentials Partners will need to continue to meet all other program requirements to maintain enrollment in year two.  Cloud Accelerate partners will also need to meet the 8 deals/500 seat (of any online service combination) sales commitment in their first year of enrollment in Cloud Accelerate in order to enroll in year two.

  28. Program Update – Dashboard Update Online Services Commerce Dashboard Update: • The Microsoft Online Services Partner Commerce Dashboard does not current display Microsoft Office 365 information.  Efforts are underway to make Microsoft Office 365 data available in the Commerce Dashboard by early September and the field will be notified when the data is available.  • Until this issue is resolved, partners will not be able to utilize the Commerce Dashboard to determine if their customers activated a new Office 365 customer trial or paid subscription. This issue does not impact existing BPOS information appearing on the Commerce Dashboard. Support - Please Remember: • Internal (Microsoft Only) Program Questions: Please continue to use the MPN Help Web Form • Please reference appendix for MPN Help Web From use guidance • General Cloud Partner Program Questions: Regional Service Center • Office 365, Intune, and Azure IUR Benefit Questions: Microsoft Online Services Support • CRM Online IUR Benefit Questions: Microsoft Dynamics CRM Online Support Team

  29. Cloud Essentials REQUIREMENTS BENEFITS & RESOURCES Sell & Service 1 2A 3 • IUR & Partner Preferred Pricing • Microsoft Office 365 – 250 licenses, E3 SKU • Dynamics CRM Online – 250 licenses • Windows Intune – 25 device licenses • Windows Azure Platform • Windows Azure • SQL Azure • App Fabric • Data Transfers Partner selects applicable Business Track and begins qualification process to obtain benefits. Can qualify via one or both tracks. “I sell and deploy online services” MPN Profile MSFT Online Services Sales: (None to start; active sales to continue benefit) MPN Profile • Sales Agreement: • MOSPA: incl. 100-level training and assessment • (OR) • CSA: requires (1) deal 18 months prior to enrollment Pre-sales and Technical Support: Partner Forums for Cloud, Practice Accelerator for Microsoft Office 365 (coming soon) Annual FeeNone Annual FeeNone Microsoft Pinpoint & Office 365 Marketplace Participation Online Sales Tools: Demo Showcase Build & Develop 2B “I build intellectual property delivered through the cloud” Financial Modeling Tools: Profitability Modeler Training Platform with Targeted Cloud Training Platform Ready Signup & Profile application Marketing Resources

  30. Cloud Accelerate REQUIREMENTS BENEFITS Sell & Service • IUR & Partner Preferred Pricing • Microsoft Office 365 – 250 licenses, E3 SKU • Dynamics CRM Online – 250 licenses • Windows Intune – 100 device licenses • Windows Azure Platform • Cloud Essentials Pack Benefit • MSDN Premium Subscriptions (Silver Competency) 3 1 2A Partner selects applicable Business Track and begins qualification process to obtain benefits. Can qualify via one or both tracks. “I sell and deploy online services” Training & Assessment (Technical; 200 level) MPN Profile Sales Agreement: MOSPA + Assessment (OR) CSA Agreement + (1) deal 18 months prior to enrollment Earned Silver Competency & Related MPN Competency Benefits Three Cloud Customer references Three Deals sold and 150 seats minimum Microsoft Pinpoint & Office 365 Marketplace Prioritization Sales Commitment (8 deals and 500 seat minimum) Fee$0 for competency partners; otherwise local pricing applies Cloud Accelerate Badge Pre-sales and Technical Support: 20 Additional Advisory Hours, Deployment Support for qualified Office 365 deals, Partner Forums, and Practice Accelerator for Microsoft Office 365 (coming soon) 2B Build & Develop “I build intellectual property delivered through the cloud” Online Sales Tools: Demo Showcase Three Cloud Customer refs MPN Profile Financial Modeling Tools: Profitability Modeler Sales Commitment ($2.5k Azure Revenue) Azure Solution Passed Test (Platform Ready) Or Passed 400 level Azure Exam Cloud Roadmaps Fee$0 for competency partners; otherwise local pricing applies Marketing Resources Training Platform: Targeted Cloud Training

  31. Visit the Telstra Stand And talk to us about your cloud business! Find out how we can support you to achieve success in the cloud OR Refer a partner today… And receive a Free bottle of wine! Bottles are limited & Conditions apply Changing the way customers talk about Telstra

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