1 / 36

Growing Your Microsoft Dynamics CRM Business in the Enterprise

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

prentice
Download Presentation

Growing Your Microsoft Dynamics CRM Business in the Enterprise

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. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. 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

  2. Microsoft Dynamics CRM in the Enterprise Enterprise Customer Success Enterprise ISV Success Agenda • Switching from Siebel • Selling in the enterprise • Update on product direction

  3. 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

  4. ms it How Microsoft Utilizes Microsoft Dynamics CRM 2011 as a Critical Business Tool Heather Pfluger Product Unit Manager Microsoft

  5. Over13,000sellers Over 30,000 partners in 100 countries serving over 120,000 customers Microsoft Sales Network

  6. Legacy CRM Ecosystem Siebel+ 170 Applications Time Consuming Platform Complexity PoorInformation Quality High Costof Ownership KeepingSellers From Their Customers PROBLEM

  7. 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

  8. 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

  9. 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

  10. 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.

  11. 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

  12. partner Selling in the Enterprise Jon Petrucelli CRM Practice Leader Hitachi Consulting

  13. 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

  14. 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

  15. 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”

  16. 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

  17. 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

  18. 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

  19. 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

  20. Microsoft Dynamics CRM Online in the Enterprise Kim Boeh Director of Product Marketing Microsoft Dynamics CRM Online

  21. Building Credibility in the Enterprise Global Network Datacenters Global Capacity Tools & Automation Operations Centers Security & Compliance

  22. 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..

  23. 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

  24. Q&A

  25. 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!

  26. 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

  27. © 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.

  28. Chart Example

  29. demo Demo Title Name Title Group

  30. video Video Title

  31. partner Partner Title Name Title Company

  32. customer Customer Title Name Title Company

  33. © 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.

  34. announcing Announcement Title

More Related