growing your microsoft dynamics crm business in the enterprise l.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
Growing Your Microsoft Dynamics CRM Business in the Enterprise PowerPoint Presentation
Download Presentation
Growing Your Microsoft Dynamics CRM Business in the Enterprise

Loading in 2 Seconds...

play fullscreen
1 / 36

Growing Your Microsoft Dynamics CRM Business in the Enterprise - PowerPoint PPT Presentation


  • 280 Views
  • Uploaded on

DYN07. Ro Kolakowski Company Partner 6 th Street Consulting MPN partner since 2006 SharePoint. Growing Your Microsoft Dynamics CRM Business in the Enterprise. Barry Givens Channel Development Manager. &. Kim Boeh Director of Marketing. Lisa Slim Microsoft Alliance Business Manager

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Growing Your Microsoft Dynamics CRM Business in the Enterprise' - prentice


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
growing your microsoft dynamics crm business in the enterprise
DYN07

Ro Kolakowski

Company Partner

6th Street Consulting

MPN partner since 2006

SharePoint

Growing Your Microsoft Dynamics CRM Business in the Enterprise

Barry Givens

Channel Development Manager

&

Kim Boeh

Director of Marketing

Lisa Slim

Microsoft Alliance Business Manager

Hewlett-Packard

MPN partner since 1989

HP Enterprise Business

Microsoft Corporation

microsoft dynamics crm in the enterprise
Microsoft Dynamics CRM in the Enterprise

Enterprise Customer Success

Enterprise ISV Success

Agenda

  • Switching from Siebel
  • Selling in the enterprise
  • Update on product direction
siebel switch
Siebel Switch

Replace

  • Eliminate maintenance costs
  • Increase agility
  • Integrate with Microsoft technologies

Simplicity | Value | Agility

Surround

  • Enable distributed models
  • Lead cloud transformation
  • Speed M&A transitions
how microsoft utilizes microsoft dynamics crm 2011 as a critical business tool
ms it

How Microsoft Utilizes Microsoft Dynamics CRM 2011 as a Critical Business Tool

Heather Pfluger

Product Unit Manager

Microsoft

microsoft sales network
Over13,000sellers

Over 30,000 partners

in 100 countries

serving over 120,000 customers

Microsoft Sales Network
legacy crm ecosystem
Legacy CRM Ecosystem

Siebel+ 170 Applications

Time Consuming

Platform Complexity

PoorInformation Quality

High Costof Ownership

KeepingSellers

From Their

Customers

PROBLEM

global sales experience gsx
Global Sales Experience (GSX)

PHASE 2

IMPROVE and EXTEND

PHASE 1

RE-PLATFORM

“Increase Effectiveness”

“Increase Efficiencies”

  • Increase Conversion (Win) Rates
  • Increase Pipeline Velocity
  • Improve Planning
  • Optimized Customer and Partner Experience
  • Increase Sales Productivity… Give 3 Hours per Week Time Back to Sellers
  • Maximize User Adoption and NSAT
  • Realize Cost of Ownership Savings
  • Showcase Microsoft Technology

2009

2011+

2010

SIEBEL

RETIRED

gsx ecosystem
GSX Ecosystem

DMO

Inside Sellers

Partners

PAMs

Services

(AD, ORE, MS Quote, EPG Forecast, CompHot, MS Engage)

Secondary Users

Field Sellers

Transactional Data

PSX

GSX Application Services

GSX Platform

Opportunity Services

Account Services

Contact Services

Activity Services

Lead Services

EDM

Feedstore

MDM

Inside Sales

GSX Online

Field Sales

DMT

GSX ODS

Operational Data

MSO

EDW

slide10

GSX Online – Vision to DeliveryGSX Online is a read-only, CRM 2011 solution that enables searching and querying for CRM data for a target audience of record hunters, report creators, report consumers, and BI professionals

  • By replacing Siebel Answers with Dynamics CRM, users can conduct CRM data searches with GSX online, rather than relying on Siebel
  • For relevant information, users can export data into various formats such as Excel and Word
  • To fulfill operational reporting capabilities, users leverage Dynamic CRM features to create custom reports and share with team members seamlessly
  • To improve data security, GSX Online limits exposure and interaction against Contact and PII data

GSX Vital Statistics

Accounts – 6.5M

Activities – 11.3M

Opportunities– 5M

Contacts – 18.5M

Database size – 555Gb.

Total number of users – 23K

2 month vision to delivery with 4 developer and 3 QA

msit opex comparison siebel vs gsx and psx
MSIT OpEx Comparison: Siebel vs. GSX and PSX

“What used to cost a dollar with Siebel, now costs a quarter with GSX and PSX.” Current savings rate for GSX and PSX Services: $10M/year.

  • Drivers
  • Quality of Solution
  • Simplification
  • Technology
  • Op Excellence

4x

savings

  • Post CRM Online goal
  • <$0.50

Notes: Components of Op Ex include hosting, support, and ticket reduction. Based on data generated during 2. 5 years of Siebel and GSX operations.

msit road to crm online

Online Services On-Boarding

    • Enable Identity federation
    • Tools for CRM Online Migration
    • Feed store Integration
MSIT Road to CRM Online

Stage 1

Stage 2

Stage 3

  • MSIT LOB Bi-Directional Integration
    • MDM Integration
    • EDW / BI Integration
    • MSIT Azure Services
  • In The Cloud
    • Utility CRM
    • GSX
    • Incident Management
selling in the enterprise
partner

Selling in the Enterprise

Jon Petrucelli

CRM Practice Leader

Hitachi Consulting

hitachi consulting at a glance
Hitachi Consulting at a Glance
  • Parent: Hitachi Ltd - Global 50 – 100 Years old - $100+Billion Rev
  • Headquarters in Dallas, TX
  • 5,000+ Team Members Global Consultancy
  • Management, Industry, Strategy and Technology Consulting
  • Ranked on 4 Gartner Magic Quadrants (CRM, ERP, BI, SCM)
  • Ranked as a “Challenger” on the 2010 Gartner Magic Quadrant
  • Industries Teams
  • Industrial Products
  • Professional Services
  • Distribution
  • Public Sector
  • Aerospace & Defense
  • High-Tech Products
  • Consumer Products
  • Telecommunications & Media
  • Financial Services
  • Global Presence
  • United States
  • United Kingdom
  • Japan
  • Spain
  • Portugal
  • Germany
  • India
  • China
  • Technologies
  • MS CRM
  • AX & SL
  • SharePoint & BI
  • Solutions
  • Field Services
  • Project Management
  • SFA Productivity
  • US Offices
  • Atlanta
  • Boston
  • Chicago
  • Dallas (HQ)
  • Denver
  • Houston
  • Irvine, CA
  • Los Angeles
  • New York
  • Orange County, CA
  • Philadelphia
  • Portland, OR
  • Redmond, WA
  • San Francisco
  • Seattle
  • Washington, DC
recent microsoft dynamics crm recognition
Recent Microsoft Dynamics CRM Recognition
  • 2011 Microsoft Dynamics CRM Partner of the Year
  • Winner – 2011, 2010 Overall Customer Excellence in CRM
  • Winner – 2010 Customer Excellence in Innovation
  • Winner – 2009 Overall Customer Excellence in Dynamics
  • Computerworld Magazine 2011 Honors Winner
  • 100% Project Go Live Success Rate
why microsoft dynamics crm
Why Microsoft Dynamics CRM
  • Jobless Recovery with More Investment in Software
  • The CRM Market is growing rapidly
  • All of your Customers Have or Need a CRM System
  • MS CRM version 2011 is the Real Deal
  • CRM Rides Macro Market Trends
    • Cloud Computing
    • Social
    • Mobile
  • It is a great “Wedge” to drive “Drag”
what we see in enterprise deals
What We See In Enterprise Deals
  • Many have tried some kind of CRM Before
  • Some Very Educated Buyers
  • Many have large IT Teams to engage with.
  • Grappling with Macro Trends – Cloud, Social, Mobility, Costs
  • Volume Licensing
  • Very Competitive (SFDC, Oracle Primarily)
  • Longer Sales Cycles with RFI/RFP Process
  • Integration and Globalization
  • Cloud and Off Shore is Desired
  • Types of Deals
    • Large Seat Count – Sometimes Smaller Partner Services
    • Complex Integration Requires Lots of Services
  • The effort in Larger deals generally the same as smaller deals
dynamics crm online partner revenue opportunity
Dynamics CRM Online Partner Revenue Opportunity

High Tech Industry

10 Yrs on SFDC

6 month sales cycle

650 CRM Online users

18 Countries

Integration to SAP

Large Data Migration

Lots of XRM

Partner Revenue

License $496k

Services $100k

TOTAL: $596k

dynamics crm online partner revenue opportunity19
Dynamics CRM Online Partner Revenue Opportunity

Professional Services Industry

No System or Various Simple Apps

3 month sales cycle

900 CRM Online users

Modified Agile Approach

OTS & Change Management

Partner Revenue

License $1,296,000

Services $450,000

TOTAL: $1,746,000

how to get started selling ms crm
How To Get Started Selling MS CRM
  • Identify an Owner/Leader
  • Bring some deals to the MS CRM SSPs
  • Attend CONVERGENCE and WPC
  • ID Opportunities in your current client base
  • Leverage the MS CRM ECO-System
microsoft dynamics crm online in the enterprise

Microsoft Dynamics CRM Online in the Enterprise

Kim Boeh

Director of Product Marketing

Microsoft Dynamics CRM Online

building credibility in the enterprise
Building Credibility in the Enterprise

Global Network

Datacenters

Global Capacity

Tools & Automation

Operations Centers

Security & Compliance

microsoft dynamics crm online q4 cy 2011 update
Microsoft Dynamics CRM OnlineQ4 CY 2011 Update

Unified O365 Experience*

Enterprise Cloud

Feature Enhancements

Social(Wave 1)

Unified Provisioning

Identity Federation

New BI Capabilities

ActivityFeeds

Unified Billing**

In-Region Disaster Recovery

Enhanced Dialogs

New WP7 Activity Feeds App

Unified Administration

Enhanced Data Cleansing

Coming in H1 CY2012

Support for Safari, Firefox, and Chrome browsers

* Note: For end-users, the O365/CRMOL experience is unified today.

** Note: For EA customers, billing is already unified today..

microsoft dynamics crm online sales tools communicating the value
Microsoft Dynamics CRM Online Sales ToolsCommunicating the Value

Consideration

Retention

Support

Resource Center

Communities and Blogs

Customer Presentations

Datasheet

Events

PR

Campaigns

CRM Online Trial

ACE

Buyer’s Guide

Service Infrastructure Deck

Statement of Direction

Proposal Template

ROI Sales Tool

Contractual Requirements

Service Level Agreement

Purchase, Deployment

Awareness

key sessions to attend
Key Sessions to Attend

(DYN20) Microsoft Dynamics CRM Online – Ready, Set, GO!Tuesday | 12 July | 4:30 P.M. – 5:30 P.M. | LACC – 408A (400)

(DYN28i) Competing with Microsoft Dynamics: Better, Stronger, Faster

Tuesday | 12 July | 4:30 P.M. – 5:30 P.M. | LACC ID ROOM 410i

(CLD14) Microsoft Dynamics Cloud – What’s in it for you?

Wednesday | 13 July | 3:00 P.M. – 4:00 P.M. | JW Gold Ballroom Salon 2

(SMB02) Increasing Productivity for SMB with Microsoft Dynamics

Wednesday | 13 July | 3:00 P.M. – 4:00 P.M. | LACC 404AB (250)

(CLD16) Microsoft Dynamics Online Partner Panel

Wednesday | 13 July | 4:30 P.M. – 5:30 P.M. | JW Gold Ballroom Salon 2

(CLD13) Capitalize on the Cross-Sell Opportunity w/ CRM Online & Office 365

Wednesday | 13 July | 4:30 P.M. – 5:30 P.M. | JW Gold Ballroom Salon 3

LEARN

MORE!

your feedback is very important to us
Your Feedback is Very Important to Us

Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/contest

Complete a WPC evaluation and you’re automatically entered to win the daily drawing for a luxury vacation AND a chance to win instant prizes!

Learn more in the Microsoft Partner Network Booth

Luxury Vacation for 2

Windows 7Phone

Online Giftcards

slide28

© 2011 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.

demo title
demo

Demo Title

Name

Title

Group

partner title
partner

Partner Title

Name

Title

Company

customer title
customer

Customer Title

Name

Title

Company

slide34

© 2011 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.