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AP039: Your ERP Opportunity. Trent Innes – Dynamics Sales Manager Matt Sheard – Dynamics Solutions Specialist ERP. Our Agenda for Today. The Dynamics ERP Strategy in Enterprise Staying the course in FY11 and beyond. The ERP Market Today

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ap039 your erp opportunity

AP039: Your ERP Opportunity

Trent Innes – Dynamics Sales Manager

Matt Sheard – Dynamics Solutions Specialist ERP

our agenda for today
Our Agenda for Today

The Dynamics ERP Strategy in Enterprise

Staying the course in FY11 and beyond

  • The ERP Market Today
  • New trends, new behaviours, new opportunities

Your Success

Engagement model, Partner Readiness Sales Tools to invest in your success

  • Product
  • Alignment
  • Winning in Industries, Partner Readinessand Recent Customer Wins
the erp market today new trends new behaviors new opportunities
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    • Outdated functionality & technology stack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
microsoft dynamics erp strategy staying the course in fy11
Microsoft Dynamics ERP StrategyStaying the course in FY11


  • Innovate on all 4 ERP Products
  • Focus on Core Microsoft Segments
  • Simplicity and Ease of Use


  • Five Key Industries
  • Industry Enablement Layer
  • Industry Partner Recruitment


  • Solution Hostability
  • Attached Services
  • Hosting Partner Recruitment

S + S

  • Making the Best Partners Better
  • Opportunity and Growth in FY11


consolidating the erp market
Consolidating the ERP Market

Go To Markets – an ”ERP Growth Strategy”

  • Go To Markets
    • Customer centric
    • Differentiated
    • Competitive
    • Integrated
    • End-to-end
  • Today’s Landscape
    • Complex
    • Fragmented
    • Solution-driven

Business Opportunity

Buying Behavior


The Dynamics ERP Go to Markets

Two-Tier ERP


Global Subsidiaries

Connect local entities to headquarters

Local Vertical


Vertical Business

Target Specialized Business Needs

Business in a Box


Improved Financials and Operations

Beyond basic financials and operations



Global Organizations

Centralized ERP for multisite organization

headquarters and multi site
Headquarters and Multi-Site

Typical Customer Profile









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

global organization
Global Organization

Typical Customer Profile







Coles Liquor

CDC Westbus

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

erp gtms the f ormula t o w in

Field Guidanceand Sales Tools

  • Competitive differentiation
  • Product alignment
  • Execution alignment for growth
  • Customer differentiation
ERP GTMs – The Formula To Win
  • Marketing Mix
  • Pricing and Promotions
  • GTM
  • ProductCapabilities
  • Partner Specialization
  • Sure Step
dynamics industry approach
Dynamics Industry Approach

Vertical and Industry Functionality

Professional Services



Public Sector


Microsoft Dynamics Roadmap


Higher solution value to a customer

Financial Management

Reporting and Business Intelligence

Supply Chain Management


Human Resources Management

Office Connection and Productivity

support your industry acceleration
Industry Focus

Solutions Availability

Support Your Industry Acceleration
  • Industry Readiness
  • Industry Messaging Guides
  • White Papers
  • Fact Sheets
  • Sales Presentations
  • Demos
  • Public Sector
  • Manufacturing
    • Process Industries
    • Lean Manfg
  • Distribution
  • Financial Services
  • Retail
  • Services
  • AX 6 - 2011
  • AX2009 (Now)
    • Now
    • AU version in AX6
  • AX2009 (Now)
  • AX2009 (Now)
  • AX for Retail (Aug – Nov 10)
  • AX2009 (Now)
recent win in retail
Recent Win in Retail
  • The Project
  • Coles Liquor selects Dynamics AX as the solution for it’s Liquor Management System Re-platforming(LMSR) project.
  • The Competitors
  • SAP and Oracle who are both incumbents in the Coles Group.
  • Why did they select Microsoft?
  • Value
  • Integration
  • Benefits delivered by the Microsoft platform
  • Leverage investments and achieve cost savings by implementing homogenous fully integrated solution for their business.
  • The Flexibility of the Dynamics AX product that supports their growth plans by delivering a solution that caters for the challenges of a rapid expansion at low cost.
field engagement
Field Engagement
  • Resources available to work with you from Microsoft
  • Partner Account Manager (PAM)
    • Your first point of reference for engagement
  • Solution Sales Professional (SSP)
    • Focused on driving large strategic opportunities above engagement threshold
  • Technical Solution Professional (TSP)
    • Our presales experts
  • Partner Technology Advisor (PTA)
    • Our partner readiness
  • Microsoft Consulting Services (MCS)
    • Selective Engagements - Architectural Reviews
  • Dynamic Industry Leads
    • Regional roles
  • Inside Sales
  • Microsoft Account Teams
  • And many more……….
sales tools
Sales Tools

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!

our session today
Our Session Today
  • Key Take Aways
    • The ERP market is evolving
    • New trends are driving new opportunities
    • Our core strategy is unchanged and on track
    • GTMs will help us consolidate, compete and win!
our session today1
Our Session Today
  • What Now?
    • Consider how to align your business to the GTMs
    • Let’s drive success and accelerate growth together!
    • Any questions? Speak to me or email at