CRM and related products

1. CRM and related products

2. Agenda Microsoft Dynamics® CRM Overview Market Opportunity Success Stories Whitespace Microsoft Dynamics® ERP Overview Market Opportunity Success Stories Whitespace Partner Process for becoming a Dynamics Partner How to Engage with Public Sector Team

3. Introducing Microsoft Dynamics® CRM

4. Microsoft Dynamics CRM Momentum Regional datacenters in the Americas, EMEA, and APAC 2,250,000 users 80 countries 40 languages Multi-tenant architecture for cloud and on-premises Over 30,000customers from small to enterprise Over 60%of new CRM customer adds are Online Over 1,200partners with CRM competency Developer symmetry between our cloud and on-premises Over 700 partner listings on the new Dynamics Marketplace Over 100serviceproviders hosting Dynamics CRM

5. Customer Success Around the Globe Financial Services State & Local Government Education Federal Government Retail & Hospitality Health &Life Sciences Travel &Entertainment

6. The Public Sector Landscape Resources & Best Practices Integrated Platform & Application Modernization Align with and Deliver on the Mission… Increased Transparency & Information Sharing Impact of Budget Reductions: Getting Best Value

7. Leverage COTS Platform That Can: CRM/xRM Platform Overview Track Related “Information” Enhance Situational Awareness Analytics Relational Searching & Reporting Centralized Data Mgmt Ensure Accountability Standardize & Automate Robust Security Model MS Stack Business Integration Quickly Adapt Workflow *COTS - Commercial Off The Shelf

8. CRM Pulls The Stack Bing Windows Server Visual Studio SQL Server Project & Visio Microsoft Office Windows Phone SharePoint Microsoft Stack Dynamics AX Lync

9. SolutionsInvest Once, Deploy Multiple Applications Leverage Integration with Other applications Executive Dashboards and Consolidated Reporting Leveraging CRM’s API and SDK Configurable, Customizable, and Extensible

10. Partner Success Stories with Microsoft Dynamics CRM

11. Permuta Technologies US Federal Ryan Millett - CEO David Milton - CTO Solution Defense Ready Force mobilization preparation and management Growth Works in partnership to address the specific needs of our DoD agencies.  Building their P2P model by working with other MS partners (ex: HP), to build the right total solution to win business Text/Pic Text/Icon/Pic Text/Icon/Pic

12. Mid-America Consulting Group Health & Human Services Andrew Banks, CEO John Malcolm, Practice Lead Proactive Sales Efforts Dedicated Practice Responding to RFP’s Growing Existing Customers Erie County, NY NY OPWDD Text/Icon/Pic Text/Icon/Pic Text/Pic

13. Higher Educations Dana Hamerschlag, Director of Product Management Imbedded ISV CRM 100 New Recruiter Customers in Less than 12 Months 150 Plus Active Opportunities Value add to Existing Customers Customer for life 2,300 Live Institutions (ERP & SIS) Large Users Group Conference Customers are Dedicated to Datatel Text/Icon/Pic Text/Icon/Pic

14. Healthcare Industry Suzanne Williams, Practice Leader Dedicated Sales Team CRM and AX Healthcare Solutions Driving Pipeline & Wins www.healthcarecrm.com Chronic Condition Management Physician Relationship Management Recent Example of Momentum University of California San Francisco Medical Center Cancer Treatment Centers of America Text/Icon/Pic Avanade CRM for Healthcare Providers Better care. Better outcomes. Realized. Text/Icon/Pic Text/Pic

15. Market Opportunity, Existing Solutions and Whitespace

16. Public Sector Market Opportunity for CRM in the US $1.14B Market 3yr CAGR = 6.8% • Transformation Drivers • Shrinking budgets and revenue • Manual, disconnected, redundant and paper based environments • Rigid and expensive legacy, custom developed systems • Citizen, student and patient expectations for more responsive service • Increasing pressure to be more accessible and user-friendly • Lack of transparent and high quality information Enterprise = $590M Breadth/Volume = $548M *Source: IDC May 2012

17. Vertical Solution Priorities for US Dynamics Public Sector • Public Safety • Criminal Justice • Social Services • Transportation • Public Works • Citizen Service • Economic Development • Personnel • Logistics • Plans/Policy • Intelligence • Citizen Service • Veteran Services • Inspections • Case Management • Revenue Cycle • Lab Systems • Patient Relations • Physician Relations • Electronic Health Records • Customer Care Admissions / Retention Alumni Engagement Student Life Operations Faculty and Staff Research Athletics

18. Introducing Microsoft Dynamics® ERP

19. Microsoft Dynamics ERP in Public Sector 5,200 Government Organizations 4,200 Education Organizations 4,500 Health Organizations 4,100 Not-for-Profit Organizations Totaling More than 18,000 Public Sector/Not-for-Profit Organizations

20. Differentiating Functionality for Public Sector Travel Expense Management Tailored Role Centers Budgetary Control Fund Accounting Departmental Customer Billing Expanded / Flexible Chart of Accounts Encumbrance & Pre-encumbrance Accounting Grants Management Public Sector Procurement-to-Pay Cycle Multiple Basis of Accounting (Cash & Accrual) Multi-Year Budgeting, Acctg & Reporting Treasury, Inter-fund & Debt Management Core Financials | Supplier Relations | Project & Cost Accounting | HCM

21. Microsoft Dynamics AX 2012 Helps Public Sector Organizations Embrace the Dynamic Business Vision • Powerful - Enabling organizations to achieve operational efficiency faster • Purposely Built for the Business of Government • Improves Delivery of Citizen Services • Empowers People to be More Productive • Agile – Responsive to citizen needs and legislative mandates • Adapts Easily to Evolving Constituent Needs • Addresses Legislative Mandates • Supports Transparency and Open Government • Simple - RoleTailored user experience provides instant insight and increased productivity • Familiar Microsoft User Experience is Easy to Learn and Intuitive to Use • Simplifies Information Sharing & Enables Team Member Collaboration • Increases Accuracy & Accountability

22. Microsoft Dynamics AX Public Sector Customers

23. Market Opportunity with Microsoft DynamicsERP

24. Mature and Competitive Market Oracle, Lawson, SAP and industry specialists provide the greatest competition Government Higher Education Healthcare Ellucian Kuali, Workday CGI, Tyler (local) McKesson, Siemens Datatel, Jenzabar, CampusVue, Empower, Three Rivers Systems Cerner, Eclipsys, Epic Systems, MEDITECH SunGard, New World, Intuit, Harris Corp green = leader; yellow = player; red = not relevant

25. Source: Microsoft research across 400 public sector organizations across government and education Highly Unsatisfied Market 62% SAID IMPLEMENTATION COST FELL SHORT OF EXPECTATIONS 52% ORGANIZATONS THAT HAVE RECENTLY MODERNIZED 60% SAID FUNCTIONALITY FELL SHORT OF EXPECTATIONS 69% EXPECTING OR EXPERIENCING PROJECT DELAYS 75% SAID IMPLEMENTATION EXPERIENCE WILL (OR DID) FALL SHORT OF EXPECTATIONS 62% SAID CUSTOMIZATIONS DIDN’T MEET DESIRED EXPECTATIONS 63% SAID SOFTWARE EASE OF USE / ADOPTION FELL SHORT OF EXPECTATIONS 32% HAVE SHELFWARE

26. US Market Opportunity for ERP FY13 US Market Forecast Modern MFG Retail ERP Maturity Financial Services 3yr CAGR = 6.8% Health Federal SLG K-12 Enterprise = $2,111M Higher Ed Legacy Industry Volume / Breadth = $2,572M *Includes maintenance *Source: IDC May 2012

27. US Vertical Priorities for ERP • States/Agencies • Municipalities • Transit Districts • Airports • Ports • Utilities • Lotteries • Housing Agencies • Convention Centers • Pensions • Long Term Care Centers • Community Hospitals • Government Owned Hospitals • Physician Practices Athletic Departments Book Stores Retail and Hospitality for Universities Targeted State School Districts Community Colleges 4yr Institutions (Public & Private) • Tribes • Commissaries • Logistics (Civilian & Defense) • Federal Agencies

28. Partner Success Stories with Microsoft Dynamics ERP

29. Local Government Success Story Challenge Solution Results Boost transparency, responsiveness, and accountability Streamline processes Enhance data analysis and self-service capabilities Increase city-wide access (including citizens) to information Using Microsoft Dynamics AX 2012, they unified operations, improved manageability, and reduced IT workload Government-specific capabilities for accounting, budgeting, multi-year project reporting & grants management Upgrades to Microsoft Office 2010, SharePoint 2010 and Windows 7 Reports in Tailored-Role Centers provide users the specific data they need Shared spreadsheets and databases improve data consistency, reduce redundancy Easy-to-use self-service capabilities frees Finance for more strategic work Automated workflows increase efficiency, improve on-time performance “The government of the future is always looking to better connect with the community and provide improved and more efficient services. Microsoft Dynamics AX 2012 is one great tool that will help us get there.” —John Marchione Mayor, City of Redmond

30. State AgencySuccess Story Challenge Solution Results Won the hearts and minds of the functional community and delivered value to the business owners. Provided a very quick time to market solution with robust functionality that had high appeal over in-house custom development. Established a configurable solution within the Illinois State Police that can be easily expanded to process other fee transactions. The Bureau of Identification needed an automated system to track, monitor and collect fee transactions while providing the Bureau of Identification and all customers with current and accurate account information via a web portal. Shrinking staff size and increases in requests is forcing the BOI to improve automation and reduce their internal processing time by reducing the number of days to send customer statements and improving the audit capabilities. This opportunity was released as an RFP by the Illinois State Police seeking a custom developed workflow based transaction processing solution. After analyzing the RFP, Crowe Horwath LLP, determined that Dynamics AX 2012 provided approximately 80% of the functionality out of the box along with an ideal framework for building the remaining functionality. This opportunity also provides another important Microsoft Dynamics AX 2012 public sector reference with a solution that can be replicated for many other governments. In a time with constricted government budgets, this solution enabled Illinois State Police to increase and automate fee collection while better servicing the justice and public safety community who relies on their prompt and accurate service capabilities.

31. Education Industry Pat Langowski NA Sales Director Dedicated Sales Team Dynamics ERP in Education Driving Pipeline & Wins University of Washington – first AX2012 client in Education Several POS/Retail implementations across the country in education Recent Example of Momentum UW CIO Evangelizing AX Regular Rhythms with the ATU team UW speaking her at Convergence

32. Becoming a Microsoft Dynamics Partner and Engaging with the team

33. Becoming a Microsoft Dynamics Partner • Join the Microsoft Partner Network • Become a Certified Software Advisor • Earn up to 25% per customer Microsoft Volume Licensing order and on new subscription sales of Microsoft Dynamics CRM Online (must be involved in both pre-sales and post-sales engagement with the customer to qualify). Not eligible for partners servicing Federal customers. • Sign a Microsoft Solution Provider Agreement, which allows you to place orders with Microsoft Regional Operating Centers • Pass the required assessments and exams • Create a Profile in PartnerSource • Work toward Silver/Gold Competency in Microsoft Dynamics CRM or ERP • Pass the required assessments and exams • Revenue Commitment Requirements • Customer References

34. Becoming a Microsoft Partner Dynamics Partner Path To Success Study and Take Exams Study and Take Exams Sign up for MPN Sign Paperwork • Primary Entry Point • Sign-up Network Member Solutions Provider Agreement Partner Registration Agreement Certified Software Advisor Microsoft Pinpoint • Profile Company • Customer Start to find you

35. Closing Thoughts