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AP049 Microsoft Dynamics CRM 2011 and the Cloud

AP049 Microsoft Dynamics CRM 2011 and the Cloud. Ross Dembecki / Lead Product Manager Craig Steere / Technical Solution Professional. Is a flexible business application that helps organisations increase business productivity and drive connections across people, processes and ecosystems.

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AP049 Microsoft Dynamics CRM 2011 and the Cloud

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  1. AP049 Microsoft Dynamics CRM 2011 and the Cloud Ross Dembecki / Lead Product Manager Craig Steere / Technical Solution Professional

  2. Is a flexible business application that helps organisations increase business productivity and drive connections across people, processes and ecosystems AP029: Selling Dynamics CRM: The sales productivity proof points AP049: Microsoft Dynamics 2011 and the Cloud AP107: Customer Care Accelerator AP115: xRM Framework: A Faster Way to Build Business Applications

  3. Over 1,400,000 users in more than 80 countries with 40+ languages Over 23,000 customers fromsmall to enterprise Over 1,200 software and services partners with new Dynamics CRM competency Over 100 service providershosting Dynamics CRM solutions Highest rated CRM suite by Forrester, Leader Quadrant by Gartner Multi-tenant architecturefor cloud and on-premises deployment Regional datacentersin the Americas, EMEA, and APAC Accreditations:ISO 27001:2005 and SAS 70 Type I and Type II attestations SLA:99.9% uptime, 24/7 support Developer symmetrybetween our cloud and on-premises assets for integration and extensibility More value for less helps customers make the most of their investments Business at a Glance

  4. STRONG MARKET MOMENTUM “Salesforce.com and Oracle CRM On Demand customers within 12 months of their contract renewal shouldevaluateDynamics CRM Online.” ~ Rob DeSisto, Gartner “I don’t think anybody isoffering CRM the waythat Microsoft is.”~ Warren Wilson, Ovum “It’s hard to see significant obstacles to continued CRM growth over the coming years.” ~ Bo Lykkegaard, IDC “Microsoft is going beyondchallenging Salesforce.com” ~ Nick Kolakowski, eWeek “Buyers also like Microsoft Dynamics CRM’s usability, lower price, and its quick time-to-value compared with traditional CRM applications.” ~ Bill Band, Forrester

  5. CRM NAMED A LEADER BY TWO INDEPENDENT RESEARCH FIRMS • Leaders Quadrant for Customer Service Contact Centers– April, 2010 • Leaders Quadrant for Sales Force Automation – July, 2010 • Leader CRM Suites Large Organisations Wave – June, 2010 • Leader CRM Suites Midsized Organisations Wave – June, 2010 • Leader Customer Service CRM Suites Wave – June, 2010

  6. Microsoft Dynamics CRM 2011

  7. LAUNCH TIMELINE September 2010 CRM 2011 beta with Dynamics Marketplace Q4 2010 CRM Online RTW Q1 2011 CRM 2011 RTM “Microsoft Dynamics CRM 2011 release to manufacturing (RTM) for on-premises and hosters” “Microsoft Dynamics CRM 2011 beta for Online & on-premises; Dynamics Marketplace debuts” “Microsoft Dynamics CRM Online releases worldwide, with connectors to Dynamics GP & NAV” • Briefings @ APC • Promote Beta sign up • Global Readiness Tour in SYD on Oct 18 and MELB on Oct 19 • Customer/Through Partner Events • Microsoft Cloud activity

  8. Winning Customer Scenarios PC Browser Phone Core CRM ApplicationsSales Productivity – Customer Care – Marketing Extended CRM Applications Industry Solutions - Custom Applications xRM Framework Cloud Services On-premises Systems

  9. THE POWER OF PRODUCTIVITY FAMILIAR CONNECTED INTELLIGENT natural & personal collaborative & integrated insightful & actionable SOURCE: GARTNER (June and July 2009)

  10. THE POWER OF PRODUCTIVITY FAMILIAR CONNECTED INTELLIGENT Office Fluent UI experience Next-gen Outlook client RoleTailored forms & views Advanced Personalisation SOURCE: GARTNER (June and July 2009)

  11. ROLETAILORED FORMS AND VIEWS Role-based Forms Unlimited customisation Nested security access Web and Mobile

  12. THE POWER OF PRODUCTIVITY FAMILIAR CONNECTED INTELLIGENT Office Fluent UI experience Next-gen Outlook client RoleTailored forms & views Advanced Personalization Real-time Dashboards Guided Process Visual Analysis & Navigation Declarative Design SOURCE: GARTNER (June and July 2009)

  13. GUIDED PROCESSES Process Dialogs .NET 4.0 Workflow Adaptive processes Web-services integration

  14. THE POWER OF PRODUCTIVITY FAMILIAR CONNECTED INTELLIGENT Office Fluent UI experience Next-gen Outlook client RoleTailored forms & views Advanced Personalization Real-time Dashboards Guided Process Visual Analysis & Navigation Declarative Design Business Connections ContextualSharePoint Cloud solutions & extensions Dynamics Marketplace SOURCE: GARTNER (June and July 2009)

  15. CONTEXTUAL SHAREPOINT Documents in-context Custom Content Types Tag Clouds and Social SharePoint Online & On-premise

  16. Craig Steere DEMONSTRATION

  17. DYNAMICS MARKETPLACE Application and Professional Services Offerings New Optimised Search Logic Ratings and Reviews Discover, Download and Deploy Applications Integrated with Dynamics CRM 2011 Replacing Solution Finder end of 2010

  18. CRM and the Cloud

  19. SaaS PaaS IaaS PUBLIC ON PREMISE HOSTED

  20. CUSTOMER DEMAND FOR CLOUD CRM $U9.0B U$8.6B U$8.6B 33% 29% WW CRM Market 24% CRM in Australia est. at U$129M for FY11 33% = U$43M WW SaaS CRM Market U$2.1B U$2.5B U$3.0B Source: Gartner, IDC, Microsoft estimates

  21. SaaS PaaS IaaS PUBLIC ON PREMISE HOSTED

  22. SERVICE OVERVIEW Enterprise class CRM service, delivered in the cloud, hosted by Microsoft • Instant anywhere access • Low up-front cost • Rapid Deployment • Managed by Microsoft • Financially backed 99.9% uptime SLA • Latest release of Dynamics CRM • 5 GB data storage • 200 custom Workflows • 200 custom Entities • Offline access • Mobile Express Benefits of Online Services Subscription Includes

  23. FULL EXTENSIBILITY IN THE CLOUD

  24. CRM ONLINE IS READY FOR THE ENTERPRISE Scales to Multi-Thousand Seat Deployments Provides Deep Customisation & Integration Delivers Instant-on & Rapid Time to Value Provides Industry-leading SLA (99.9%) Offers native integration to BPOS & SharePoint Available via Enterprise Agreements (EA) Better than Salesforce.com Enterprise at 1/3 the cost

  25. DYNAMICS CRM ONLINE LICENSING Software-Plus-Services Web Self-Service Volume Licensing • Customer Profile • Existing customers with Enterprise and Campus/ School Agreements • Coterminous with underlying enrolment, pay up front or annually • Benefits • Programmatic price discounts for volume purchasing • Software and services IT strategy • Customer Profile • New Dynamics CRM Online Customers • 12 month term length, monthly billing, pay by credit card. Contract auto renews • Benefits • Fast (enter payment info directly) • Simple online license management • Easily add licenses and storage online CRM CAL with SA USL User Subscription License (USL) or + Step-Up USL

  26. GET BEHIND DYNAMICS CRM 5% Referral revenue opportunity for lead discovery and identification for Dynamics CRM & ERP Promotional rate for Dynamics CRM Online CSA program & reduced requirements to become Dynamics CRM Online CSA partner 40% 250 Up to 250 seats of Microsoft Dynamics CRM Online available to MPN partners for internal use to fuel sales & marketing

  27. WHAT Partners THINK

  28. TRANSFORMING TO THE CLOUD 18% First Year 6% Annuity 40% First Year 6% Annuity +22% First Year (FY11 Promo) Dynamics CRM Online $12k ~$27,000 (20 seats) $8k • $10.5k • $7k BPOS • $3.3k $2.3k • $1k • $2k ~$8,600 Revenue Oppty’s Business Consulting & Customisation Services Managed Services Partner of Record Fees Deployment & Implementation Services 2009-2010 Monitor interviews with 78 U.S. & European partners on partner economics & Intune; Beta study ongoing

  29. WINNING WITH DYNAMICS CRM ONLINE How Partners Can Position Themselves for Success in Cloud ComputingIPED Channel Research, Consulting & Education • Transform to Win • Deals 5 – 50 users, changing to mid-size & larger orgs • Customers are IT resource constrained • Decision makers run line of biz & seek simple solutions • CRM is recession friendly - biz stay close to customers • Expand Your Reach • 70% of sales from new clients • New segments – web centric industries like retail, distribution, SMBs • New scenarios – i.e. branch offices • Improve Your Business Velocity • Increase capacity - new sales and delivery models • Scale – sell to multiple customers remotely • Margin – recurring revenue + services attach • Grow Your Revenue • CSA Fees – develop recurring revenue • Services – evaluation, migration, consulting http://bit.ly/CRMOLPARTNERMODEL

  30. Call To Action Sign-up to be a CSA Fee Partner or a CRM/ERP Referral Partner Use Dynamics CRM via Internal Use Rights Benefit Attend CRM Global Readiness Tour: 1 Day – 2 Tracks Sydney: October 18thMelbourne: October 19th Register Now: http://bit.ly/CRM2011GRT Leverage the Dynamics CRM 2011/Online Beta • Public Beta – Customers, partners and prospects • September – Released & available for both Online and on-premises • Beta Sign-up - http://crm.dynamics.com/crm2011beta Visit Pod #26 Web:http://crm.dynamics.comTwitter:@rossd_crm

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