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I³ Connect

I³ Connect. WELCOME. 29th of September 2010 Cathy Van Mullem. FY11 Dynamics organization. Indicators. Growth. Confidence Index. Agenda. 10.30-10.40 Welcome & introduction 10.40-11.10 Dynamics CRM marketing update 11.00-11.30 Dynamics ERP marketing update

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I³ Connect

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  1. I³ Connect WELCOME 29th of September 2010 Cathy Van Mullem

  2. FY11 Dynamics organization

  3. Indicators

  4. Growth

  5. Confidence Index

  6. Agenda 10.30-10.40 Welcome & introduction 10.40-11.10 Dynamics CRM marketing update 11.00-11.30 Dynamics ERP marketing update 11.30-12.10 Dynamics Partner Academy update 12.10-12.15 Closing

  7. I³ Connect 29th of September 2010 Frederik Everaert -- Tom Braekeleirs

  8. Agenda • Cloud Transformation • Vertical Approach • CRM 2011 Sales & Technical Readiness • CRM Online Compete • FY11 CRM Marketing

  9. Who is Who ? Your dedicated Dynamics CRM team SiskaBossuyt Solution Sales Bart Vierbergen Technical Sales Partner Techn. Advisor Frederik Everaert Product Marketing Tom Braekeleirs Partner Account Manager

  10. Microsoft Dynamics CRM 1. Cloud Transformation with Microsoft Dynamics CRM Online

  11. Cloud Transformation CLOUD SERVICES • PRODUCTIVITY • COMMUNICATIONS • COLLABORATION • BUSINESS APPLICATIONS • IDENTITY • STORAGE • PLATFORM ON-PREMISES

  12. CONNECTED EXPERIENCES Your Customers Strengthen Relationships Simplify Processes Optimize Interactions Establish Insights

  13. CRM 2011 Delivers Choices On-Premises Partner-Hosted (value-added services) • Buy • Use • Develop • Change as Needed Power of Choice Private Cloud (IT-Delivered Microsoft Cloud Devices Browser Phone Outlook

  14. Agenda • Cloud Transformation • Vertical Approach • CRM 2011 Sales & Technical Readiness • CRM Online Compete • FY11 CRM Marketing

  15. Microsoft Dynamics CRM 2. Vertical Approach

  16. A winning strategy .... BDM • Address business needs and avoid technology complexity. • Do not show stack slide to business audience. • Debunk cost/TCO myths and use as Microsoft advantage. • Align and arm IT – Choice, Control, Security, create win-win for everyone • Position existing Microsoft investments, Microsoft long-term commitment to CRM Needs Industry Knowledge !

  17. Vertical White Spot Mapping (1) 1) Count of existing companies by vertical: This inventory is based on the Sic codes and the Belgian Market (22.000 entities). The exercise is a combination of a number game based on Trends 30.000 and Sic codification. 2) Inside by vertical: - Market share - Market spend - Growth - Dynamics sales - Refresh dates • Size of the total market ( Total and by vertical) 4) Partner information: installed base by sic code: - Number of partners by sic code - Deals by Sic code - Coverage in the coming 3 years Steps in the process

  18. Vertical White Spot Mapping (2) 5) Prioritization and white spot analyse: Prioritization: Based on potential Based on number of partners White Spots: Where are the biggest opportunities versus market potential For which sic codes do we have a partner capacity shortage For which verticals are we saturated / Alternatives All the info will be relevant for ERP and CRM partners

  19. To remember .... • Learn about your prospect’s industry • Choose a vertical market to focus on • Talk THEIR language • Avoid IT complexity, seed with online • Address the BDM, not only TDM (IT)

  20. Findings from IDC IDC's research has shown that Dynamics partners who focus on specific industries are winning more new customers than those who have less of a focus or no focus. If they have not already, Dynamics partners should consider beginning a strategy to drive a higher percentage of their revenue within one or a small number of focused industries.

  21. Let the numbers speak...

  22. Agenda • Cloud Transformation • Vertical Approach • CRM 2011 Sales & Technical Readiness • CRM Online Compete • FY11 CRM Marketing

  23. Microsoft Dynamics CRM 3. CRM 2011 Sales & Technical Readiness

  24. CRM 2011 Sales & Technical Readiness • CRM 2011 SalesReadiness: Nov 16th ‘10 from 17h tot 20h30 at Microsoft offices Zaventem* • CRM 2011 Technical Readiness: Dec 1st ‘10 from 17h tot 20h30 at Microsoft offices Zaventem* We count on you !

  25. CRM 2011 Sales Readiness: Nov 16th ‘10 • Learn about Microsoft Dynamics CRM 2011 and CRM Online • Learn how to market and sell the BDM value proposition • Learn how to compete and win with this new release • Learn about the Dynamics Marketplace, BPOS and Azure • Pricing and Licensing – To be confirmed

  26. CRM 2011 Technical Readiness: Dec 1st ‘10 • Learn the features and architecture of Microsoft Dynamics CRM 2011 • Learn how to demo and sell the TDM value proposition • Learn about the new CRM Online developer capabilities • Learn about the cloud architecture of CRM Online, BPOS, and  Azure and the new Dynamics Marketplace • Learn how to optimize you upgrades

  27. Agenda • Cloud Transformation • Vertical Approach • CRM 2011 Sales & Technical Readiness • CRM Online Compete • FY11 CRM Marketing

  28. Microsoft Dynamics CRM 4. CRM Online Compete

  29. Salesforce.com “…first cloud computing suite for business productivity…” “…accelerates the demise of Microsoft SharePoint …” “…delivers applications 4.9 times faster than .NET…” “…grow your business, not your costs …” “…form strategic alliance to launch the world’s first enterprise Java cloud …”

  30. CRM Online vs. Salesforce.com

  31. CRM Online vs. Salesforce.com

  32. Agenda • Cloud Transformation • Vertical Approach • CRM 2011 Sales & Technical Readiness • CRM Online Compete • FY11 CRM Marketing

  33. Microsoft Dynamics CRM 5. FY11 CRM Marketing

  34. FY11 Dynamics CRM Marketing Dynamics CRM Telesales / Telemarketing (script, briefing, follow-up prospects & leads) • Q1 • Q2 • Q3 • Q4 CRM 2011 Launch Convergence Oct-Dec Jul-Sept Jan-Mar Apr-Jun P P P P P = Partner Seminars * P P P P P P xRM Framework Sales Productivity Customer Care Ultimate KMO/PME Makeover Solution Scenarios Vertical Approach * Partner Seminars combined with public cases, press & website

  35. Ultimate KMO/PME Makeover campaign & Boost my Business Through-Partner marketing formula: • Timing: end of Nov ’10 – June ’11 • Microsoft worked out a 2nd Wave ‘Find & Manage Customers’ which fully focuses on the BPOS and CRM Online offering, i.e. the Cloud solutions. • Audience: Midmarket / Small Bizz • Partner opportunities: customer cases / linked seminars / visibility & leads We have reached more than 400.000 visitors on the website over the entire year. In addition, these visitors stayed approximately 7 minutes. But did you know that we are running the same campaign in Luxembourg called Boost my Business? Free video case! Dynamics CRM 2011 customer

  36. Through-Partner marketing formula: • Timing: end of Jan ‘10 – begin Febr ‘11 • Microsoft works out the email template for the general invite and foresees the catering, the intro speaker, general sessions, the location and coordinates the complete organization of the CRM 2011 Launch Event • Agenda: Intro speaker CRM 2011 Update (On-premise & Online) CRM 2011 Demo (Microsoft) CRM 2011 Customer Testimonial(s) Audience: prospects / customers (target: +200 people) • Partner sponsoring packages: Silver/Gold (special conditions apply) CRM 2011 Launch Event

  37. Thank you ! Don’t forget your evaluation form 

  38. I³ Connect 29th of September 2010 Harald Wentein – PM Dynamics ERP

  39. “Customer Scenario’s” • Multi X • 2-Tier ERP • Local Vertical • Hosted Dynamics ERP

  40. ERP Product Teams • “ERP Volume” – led by Paul White • Local Vertical and Business in a Box • Christian Baek, Eva Sachse, Frank Fugl, Jannik Bausager and Jesper Lachance Ræbild • “ERP Industry” – Kees Hertogh and the global industry directors formally in Doug Kennedy’s group – • 2-tier ERP and MultiX • Industry Solutions Marketing • Product Marketing • ERP Strategy and Pricing – led by Peter Ruchatz • Cloud Strategy • Pricing (Carl Radecke) • ERP Product Marketing – led by Guy Weismantel • Jen Dorsey, LotteCordtIhlemann, Gerice Anderson, Ross Thorpe, Luke Shave, Louise Toubro, Pepijn Richter and Lyle Curry report to Guy

  41. Hosted Dynamics ERP Hosted Dynamics ERP • Freedom of Choice • Rapid time to value • Rapid implementation • No customization • Flexibility Hostability Online Services

  42. Strategy – Local Vertical • Goal: • Position Dynamics ERP as an Industry Solution • Create # of Touchpoints with potential prospects • Create New Leads

  43. Local Vertical Marketing 5 Vertical Markets: - Manufacturing Process - Manufacturing Discrete - Distribution - Retail - Professional Services For Partners • 2 Customer references • 1 New + 1 max 6 months old • >1 vertical event • Microsoft Participation • 1 Solution on Solution Finder • CfMD or Add-on • Dedicated Vertical Website • Split / vertical • 5 new Customers in FY09 & 10

  44. Western European Event • Existing Customers & Prospects • Executive Meetings • Kirill Tatarinov (Corporate VP MBS) • Michael Park (Corporate VP MBS) • Hal Howard (Corporate VP MBS R&D) • Dan Brown (General Manager NAV) • Brad Wilson (General Manager CRM) • Crispin Read (General Manager, Microsoft Dynamics ERP) • Benoit de la Tour (Vice President Dynamics EMEA Time Zone) • … • 1400 attendees • 34 Break Out sessions Use the official Twitter hash tag: #CONV10

  45. Break Out Grid • CRM Online & CRM 2011 • NAV 2009 R2 • AX for Retail • Cloud - BPOS • Value of Upgrade • Integration scenarios – BI – SharePoint - ...

  46. FY11 Dynamics ERP Marketing Dynamics ERP Telesales / Lead Generation / Lead Brokers / Through Partner Marketing • Q1 • Q2 • Q3 • Q4 NAV 2009 R2 Launch Convergence Oct-Dec Jul-Sept Jan-Mar Apr-Jun Manufacturing Discrete Local Verticals Distribution Professional Services Manufacturing Process Retail Ultimate KMO/PME Makeover

  47. ERP – Product Launches • NAV 2009 R2 • Microsoft Dynamics CRM Integration. • Online Payment Service for Microsoft Dynamics NAV. RoleTailored Client Access for Remote and Roaming Users. • Microsoft Application Virtualization support.   • Windows 7 User Experience Improvements. • Treemap visualization. • Readiness • NAV 2009 R2 Developer Day • November 10th • What’s New in C/Side • Application Testability • Web Service • Integration (including CRM) • ... • Keep an eye out and register • Local Dynamics NAV Powershot

  48. ERP – Product Launches • Microsoft Dynamics AX “6” • H2 is technical readiness AX • Corp Events • Local events through Belux Sub and Partner Academy • Local Dynamics AX Powershot

  49. © 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.

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