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Existing Customers – Dynamics 365 Field Transition Toolkit

Existing Customers – Dynamics 365 Field Transition Toolkit. How to use this deck. Use overview slides to determine key actions/outcomes Collapse all sections of the deck Navigate to the product and licensing section based on where your customer is coming from

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Existing Customers – Dynamics 365 Field Transition Toolkit

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  1. Existing Customers – Dynamics 365 Field Transition Toolkit

  2. How to use this deck Use overview slides to determine key actions/outcomes Collapse all sections of the deck Navigate to the product and licensing section based on where your customer is coming from Use the detail to explain to understand the messaging, impact, path and steps required to transition your customers to Dynamics 365 Ask key questions to help drive the upsell opportunity during renewal

  3. Microsoft Dynamics 365 value prop Use the Dynamics 365 pitch deck to communicate- The overall value proposition and benefits of Dynamics 365 To make the case for why customers should consider Dynamics 365 in the cloud Why customers should consider moving from on-premises to the cloud. Use the Dynamics 365 for Operations Migration pitch deck and complete BOM to highlight the benefits for Dynamics AX2009 and 2012 customers to move to the new cloud offering. Additional resources to highlight value of Dynamics 365 can be found at the Dynamics 365 hub – this hub includes a complete set of value prop pitch decks, narratives, FAQ’s, pricing/ licensing information and readiness materials.

  4. Transition Summary

  5. Customer Renewals - Existing Customers (EA/MPSA) MicrosoftSelling Process (MSP) moving toward upsell motion • New T+12 annual sell forward / upsell motion vs T-36 renewal work-back plan • Great opportunity to drive Dynamics 365 upsell now as part of all renewal motions

  6. What Are The Existing Customer Options? Online Customers On Premises Customers STAY ON SUBSCRIPTION STAY WITH PERPETUAL PERPETUAL + CLOUD ADD-ON MOVE TO SUBSCRIPTION ONLY Microsoft Confidential

  7. CRM Online Customer in EA/MPSAThis section describes the path for existing CRM Online customers to Dynamics 365

  8. Transitioning an Existing CRM Online EA/MPSA Customer Online Customers • Existing SKUs will be replaced by Dynamics 365 SKUs on November 1st • Customers with an existing subscription or agreement will be able to add additional seats under current contract terms if on EA • Customers on MPSA agreement can purchase additional seats using Dynamics 365 SKUs with transition pricing • Dynamics 365 SKUs will be used at renewal • Existing customers as of 10/31/2016 will qualify for special transition pricing (review detail term sheets here) • Basic licenses active prior to 11/1/2016 will qualify for special transition pricing • Transition pricing will be available for 3 years • Use the renewal conversation to discuss upsell opportunities with your customer STAY ON SUBSCRIPTION Microsoft Confidential

  9. CRMOL Functionality Mapping To Dynamics 365 APPLICATIONS CURRENT CRMOL ENTERPRISE PLAN Enterprise $200 Plan 1 $115-$60 Sales $95 Professional $65 Plan 1 $115-$60 Customer Service $95 Sales $95 Plan 1 $115-$60 Basic $30 Customer Service $95 Lead Mgmt Case Mgmt Team Members $10-$4 Essential $15 Emp. Self Service $3 Plan 1 $115-$60 Field Service $95 Field Service Add-on $65 Plan 1 $115-$60 Project Service Au. $95 Proj Service Add-on $65 Included in above Apps & Plan 1 $115-$60 Social Engagement+ $125 +See Marketing, Parature, & Social Engagement section for more information Microsoft Confidential

  10. Discuss what licenses your users require? • Discuss what user type your customer needs, based on the mapping. Use the questions below to help assess the needs • Use the transition calculator to assist in the assessment (https://mbs.microsoft.com/Files/partner/All_Products/PriceOrder/Licensing_Policies/LicenseTransitionCalculator.xlsx)

  11. Existing CRMOL Customer Transition Pricing Existing Customers defined as those with a subscription as of 10/31/2016 EA No-Level Price • Transition Offers Available in EA, MPSA and CSP Microsoft Confidential

  12. Existing $65 CRMOL Pro Transition Pricing • Under 500 Pro Users that need just one app should utilize $76 app transition pricing • Under 250 Pro Users that need more than one app should utilize $86 Plan transition pricing • Over 500 Pro Users - Plan 1 tiered price is the best offer  CRMOL ENTERPRISE PLAN APPLICATIONS STANDARD PRICING STANDARD PRICING TRANSITION OFFER TRANSITION OFFER Sales or Customer Svc $95 Sales or Customer Service $76 Plan 1 $86 Pro $65 Plan 1 $115 0-99Users Sales or Customer Svc $95 Sales or Customer Svc $76 Plan 1 $86 Plan 1 $90 Pro $65 100-249Users Sales or Customer Svc $95 Sales or Customer Svc $76 Pro $65 Plan 1 $86 Plan 1 $80 250-499Users Sales or Customer Svc $95 Sales or Customer Svc $76 Plan 1 $86 Pro $65 Plan 1 $70 500-999Users Sales or Customer Svc $95 Sales or Customer Svc $76 Plan 1 $86 Pro $65 Plan 1 $60 1000+Users

  13. Existing $50 CRMOL Productivity Transition Pricing • All Productivity Users that need just one App should utilize $59 app transition pricing • Under 1000 Users that need more than one App should utilize $66 Plan transition pricing • Over 1000 Users that need more than one App standard tiered pricing is the best offer ENTERPRISE PLAN APPLICATIONS CRMOL STANDARD PRICING STANDARD PRICING TRANSITION OFFER TRANSITION OFFER Sales or Customer Svc $95 Sales or Customer Svc $59 Plan 1 $66 Productivity $50 Plan 1 $115 0-99Users Sales or Customer Svc $95 Sales or Customer Svc $59 Plan 1 $66 Plan 1 $90 • Productivity • $50 100-249Users Sales or Customer Svc $95 Sales or Customer Svc $59 • Productivity • $50 Plan 1 $66 Plan 1 $80 250-499Users Sales or Customer Svc $95 Sales or Customer Svc $59 Plan 1 $66 • Productivity • $50 Plan 1 $70 500-999Users Sales or Customer Svc $95 Sales or Customer Svc $59 Plan 1 $66 • Productivity • $50 Plan 1 $60 1000+Users

  14. Existing $30 CRMOL Basic Transition Pricing • Many Basic Users move down to Team Members at $10-$4/User • No Transition pricing needed due to favorable lower tiered pricing CRMOL TEAM MEMBERS STANDARD PRICING Team Members $10.00 Basic $30 0-99Users • Team Members • $8.50 • Basic • $30 100-249Users • Team Members • $7.00 • Basic • $30 250-499Users • Team Members • $5.50 • Basic • $30 500-999Users • Team Members • $4.00 • Basic • $30 1000+Users

  15. Existing $30 CRMOL Basic Transition Pricing • All Basic Users that need just one App should utilize $50 app transition pricing • All Basic Users that need more than one App should utilize $57 Plan transition pricing ENTERPRISE PLAN APPLICATIONS CRMOL STANDARD PRICING STANDARD PRICING TRANSITION OFFER TRANSITION OFFER Sales or Customer Svc $95 Sales or Customer Svc $50 Plan 1 $57 Basic $30 Plan 1 $115 0-99Users Sales or Customer Svc $95 Sales or Customer Svc $50 Plan 1 $57 Plan 1 $90 • Basic • $30 100-249Users Sales or Customer Svc $95 Sales or Customer Svc $50 • Basic • $30 Plan 1 $57 Plan 1 $80 250-499Users Sales or Customer Svc $95 Sales or Customer Svc $50 Plan 1 $57 • Basic • $30 Plan 1 $70 500-999Users Sales or Customer Svc $95 Sales or Customer Svc $50 Plan 1 $57 • Basic • $30 Plan 1 $60 1000+Users

  16. Upsell Opportunity • Talk to your customer about transitioning to Dynamics 365 for Enterprise Plan • The transition price allows for favorable transition to unlock features across Sales, Customer Service, Field Service and Project Service, including PowerApps • Ask your customer questions to unlock the additional capabilities they can harness Dynamics 365 for: • What are you using for Sales Management? • What are you using for Project Service Automation • Can you upsell the plans? • Purchasing any App + PowerApps • Do CRM users need AX access and can move to Plan 2? • Do any other departments need a LOB solution? • Can you add more Team Members Users to qualify for tiered pricing?

  17. Link to exact SKUs names to use on transition for CRM Online EA Customers • Link to CRM Online Commercial • Link to CRM Online Education • Link to CRM Online GCC • Link to CRM Online GOVCON • Note: If not in presentation mode right click Link and select “Open Hyperlink”

  18. Link to exact SKUs names to use on transition for CRM Online MPSA Customers • Link to CRM Online Commercial/Corporate • Link to CRM Online Academic • Link to CRM Online Government • Note: If not in presentation mode right click Link and select “Open Hyperlink”

  19. CRM Online Customer in OpenThis section describes the path for existing CRM Online transitioning Dynamics 365

  20. Transitioning an Existing CRM Online Open Customer • Existing SKUs will be removed on November 1st • Dynamics 365 SKUs will be used at renewal • Customer should renew in alternate channel (Direct, CSP, MPSA or EA) • Customers will not be able to purchase additional licenses in Open after November 1st. If customers are in Open Value or Open Value Subscription, additional licenses can be added during the term of the subscription. The orders need to be placed manually via the ROC • If the customer chooses to renew in CSP, partner must be already in the CSP program or engaged with a CSP partner • The new CSP seats will have a subscription start date +12 months (yearly commitment, monthly billing). All seat licenses moved to CSP will be tied to the CSP renewal date • To learn more about becoming a CSP, visithttps://partner.microsoft.com/en-US/cloud-solution-provider • Existing customers as of 10/31/2016 will qualify for special transition pricing (review detail term sheets here) • Basic subscriptions effective 10/31/2016 will qualify for special transition pricing • Transition pricing will be available for 3 years • Details on transitioning channels can be found at: • Open to CSP transition: http://aka.ms/prepaidtocspguidance • Use the renewal conversation to discuss upsell opportunities with your customer Online Customers STAY ON SUBSCRIPTION Microsoft Confidential

  21. High-level Transition Steps to take a Customer from Open to CSP • Note - Partner must be a direct CSP Partner or reseller engaged with an indirect CSP Customer Customer • Sends Request CSP Relationship request to the customer • Adds a new plan to the customer’s tenant through CSP • Performs a manual reassignment of licenses from old plan to new plan • Option 1: Calls Support to cancel old planPartner cannot do this for the customer • Option 2: Let the plan expire (120+ days) • Reviews Terms and Conditions • Accepts request Partner Partner

  22. CRMOL Functionality Mapping To Dynamics 365 APPLICATIONS CURRENT CRMOL ENTERPRISE PLAN Enterprise $200 Plan 1 $115-$60 Sales $95 Professional $65 Plan 1 $115-$60 Customer Service $95 Sales $95 Plan 1 $115-$60 Basic $30 Customer Service $95 Lead Mgmt Case Mgmt Team Members $10-$4 Essential $15 Emp. Self Service $3 Plan 1 $115-$60 Field Service $95 Field Service Add-on $65 Plan 1 $115-$60 Project Service Au. $95 Proj Service Add-on $65 Included in above Apps & Plan 1 $115-$60 Social Engagement+ $125 +See Marketing, Parature, & Social Engagement section for more information Microsoft Confidential

  23. Discuss what licenses your users require? • Discuss what user type your customer needs, based on the mapping. Use the questions below to help assess the needs • Use the transition calculator to assist in the assessment (https://mbs.microsoft.com/Files/partner/All_Products/PriceOrder/Licensing_Policies/LicenseTransitionCalculator.xlsx

  24. Existing CRMOL Customer Transition Pricing Existing Customers defined as those with a subscription as of 10/31/2016 EA No-Level Price • Transition Offers Available in EA, MPSA and CSP Microsoft Confidential

  25. Existing $65 CRMOL Pro Transition Pricing • Under 500 Pro Users that need just one app should utilize $76 app transition pricing • Under 250 Pro Users that need more than one app should utilize $86 Plan transition pricing • Over 500 Pro Users - Plan 1 tiered price is the best offer  CRMOL ENTERPRISE PLAN APPLICATIONS STANDARD PRICING STANDARD PRICING TRANSITION OFFER TRANSITION OFFER Sales or Customer Svc $95 Sales or Customer Svc $76 Plan 1 $86 Pro $65 Plan 1 $115 0-99Users Sales or Customer Svc $95 Sales or Customer Svc $76 Plan 1 $86 Plan 1 $90 Pro $65 100-249Users Sales or Customer Svc $95 Sales or Customer Svc $76 Pro $65 Plan 1 $86 Plan 1 $80 250-499Users Sales or Customer Svc $95 Sales or Customer Svc $76 Plan 1 $86 Pro $65 Plan 1 $70 500-999Users Sales or Customer Svc $95 Sales or Customer Svc $76 Plan 1 $86 Pro $65 Plan 1 $60 1000+Users

  26. Existing $50 CRMOL Productivity Transition Pricing • All Productivity Users that need just one App should utilize $59 app transition pricing • Under 1000 Users that need more than one App should utilize $66 Plan transition pricing • Over 1000 Users that need more than one App standard tiered pricing is the best offer ENTERPRISE PLAN APPLICATIONS CRMOL STANDARD PRICING STANDARD PRICING TRANSITION OFFER TRANSITION OFFER Sales or Customer Svc $95 Sales or Customer Svc $59 Plan 1 $66 Productivity $50 Plan 1 $115 0-99Users Sales or Customer Svc $95 Sales or Customer Svc $59 Plan 1 $66 Plan 1 $90 • Productivity • $50 100-249Users Sales or Customer Svc $95 Sales or Customer Svc $59 • Productivity • $50 Plan 1 $66 Plan 1 $80 250-499Users Sales or Customer Svc $95 Sales or Customer Svc $59 Plan 1 $66 • Productivity • $50 Plan 1 $70 500-999Users Sales or Customer Svc $95 Sales or Customer Svc $59 Plan 1 $66 • Productivity • $50 Plan 1 $60 1000+Users

  27. Existing $30 CRMOL Basic Transition Pricing • Many Basic Users move down to Team Members at $10-$4/User • No Transition pricing needed due to favorable lower tiered pricing CRMOL TEAM MEMBERS STANDARD PRICING Team Members $10.00 Basic $30 0-99Users • Team Members • $8.50 • Basic • $30 100-249Users • Team Members • $7.00 • Basic • $30 250-499Users • Team Members • $5.50 • Basic • $30 500-999Users • Team Members • $4.00 • Basic • $30 1000+Users

  28. Existing $30 CRMOL Basic Transition Pricing • All Basic Users that need just one App should utilize $50 app transition pricing • All Basic Users that need more than one App should utilize $57 Plan transition pricing ENTERPRISE PLAN APPLICATIONS CRMOL STANDARD PRICING STANDARD PRICING TRANSITION OFFER TRANSITION OFFER Sales or Customer Svc $95 Sales or Customer Svc $50 Plan 1 $57 Basic $30 Plan 1 $115 0-99Users Sales or Customer Svc $95 Sales or Customer Svc $50 Plan 1 $57 Plan 1 $90 • Basic • $30 100-249Users Sales or Customer Svc $95 Sales or Customer Svc $50 • Basic • $30 Plan 1 $57 Plan 1 $80 250-499Users Sales or Customer Svc $95 Sales or Customer Svc $50 Plan 1 $57 • Basic • $30 Plan 1 $70 500-999Users Sales or Customer Svc $95 Sales or Customer Svc $50 Plan 1 $57 • Basic • $30 Plan 1 $60 1000+Users

  29. Existing Customer Example CRMOL to Dynamics 365 With Transition Pricing $300/mth increasewith Transition Pricing $2.7K/month price increase Essential users move down to Team Members at Tier 2 pricing Pro and Basic users get the best deal with Plan 1 due to hitting Tier 2 Microsoft Confidential

  30. Upsell Opportunity • Talk to your customer about transitioning to Dynamics 365 for Enterprise Plan • The transition price allows for favorable transition to unlock features across Sales, Customer Service, Field Service and Project Service, including PowerApps • Ask your customer questions to unlock the additional capabilities they can harness Dynamics 365 for: • What are you using for Sales Management? • What are you using for Project Service Automation • Can you upsell the plans? • Purchasing any App + PowerApps • Do CRM users need AX access and can move to Plan 2? • Do any other departments need a LOB solution? • Can you add more Team Members Users to qualify for tiered pricing?

  31. Link to exact SKUs names to use on transition for CRM Online Customers in CSP • Link to CRM Online Corporate • Link to CRM Online Faculty • Link to CRM Online Student • Link to CRM Online Government • Note: If not in presentation mode right click Link and select “Open Hyperlink”

  32. Link to exact SKUs names to use on transition for CRM Online EA Customers • Link to CRM Online Commercial • Link to CRM Online Education • Link to CRM Online GCC • Link to CRM Online GOVCON • Note: If not in presentation mode right click Link and select “Open Hyperlink”

  33. Link to exact SKUs names to use on transition for CRM Online MPSA Customers • Link to CRM Online Commercial/Corporate • Link to CRM Online Academic • Link to CRM Online Government • Note: If not in presentation mode right click Link and select “Open Hyperlink”

  34. CRM Online Customer - DirectThis section describes the path for existing CRM Online transitioning to Dynamics 365

  35. Transitioning an Existing CRM Online Direct Customer Online Customers • Existing SKUs will be removed on November 1st • Customers with an existing subscription or agreement will be able to add additional seats under current contract terms only if the license is on the customer’s account as of 10/31/2016 • Dynamics 365 SKUs will be used at renewal (not forced until Feb 1, 2017) • Existing customers as of 10/31/2016 will qualify for special transition pricing (review detail term sheets here) • Basic subscriptions effective 10/31/2016 will qualify for special transition pricing • Detailed guidance on processing renewal orders can be found here - https://go.microsoft.com/fwlink/?linkid=831667 • Transition pricing will be available for 3 years • Use the renewal conversation to discuss upsell opportunities with your customer STAY ON SUBSCRIPTION Microsoft Confidential

  36. CRMOL Functionality Mapping To Dynamics 365 APPLICATIONS CURRENT CRMOL ENTERPRISE PLAN Enterprise $200 Plan 1 $115-$60 Sales $95 Professional $65 Plan 1 $115-$60 Customer Service $95 Sales $95 Plan 1 $115-$60 Basic $30 Customer Service $95 Lead Mgmt Case Mgmt Team Members $10-$4 Essential $15 Emp. Self Service $3 Plan 1 $115-$60 Field Service $95 Field Service Add-on $65 Plan 1 $115-$60 Project Service Au. $95 Proj Service Add-on $65 Included in above Apps & Plan 1 $115-$60 Social Engagement+ $125 +See Marketing, Parature, & Social Engagement section for more information Microsoft Confidential

  37. Discuss what licenses your users require? • Discuss what user type your customer needs, based on the mapping. Use the questions below to help assess the needs • Use the transition calculator to assist in the assessment (https://mbs.microsoft.com/Files/partner/All_Products/PriceOrder/Licensing_Policies/LicenseTransitionCalculator.xlsx)

  38. Existing CRMOL Customer Transition Pricing Existing Customers defined as those with a subscription as of 10/31/2016 Commercial Price Transition Offers Available in MOSP Microsoft Confidential

  39. Existing CRMOL Customer Transition Pricing Existing Customers defined as those with a subscription as of 10/31/2016 Government Price Transition Offers Available in MOSP Microsoft Confidential

  40. Existing CRMOL Customer Transition Pricing Existing Customers defined as those with a subscription as of 10/31/2016 Faculty Price Transition Offers Available in MOSP Microsoft Confidential

  41. Existing CRMOL Customer Transition Pricing Existing Customers defined as those with a subscription as of 10/31/2016 Student Price Transition Offers Available in MOSP Microsoft Confidential

  42. Existing CRMOL Customer Transition Pricing Existing Customers defined as those with a subscription as of 10/31/2016 Not for Profit Price Transition Offers Available in MOSP Microsoft Confidential

  43. Upsell Opportunity • Talk to your customer about transitioning to Dynamics 365 for Enterprise Plan • The transition price allows for favorable transition to unlock features across Sales, Customer Service, Field Service and Project Service, including PowerApps • Ask your customer questions to unlock the additional capabilities they can harness Dynamics 365 for: • What are you using for Sales Management? • What are you using for Project Service Automation • Can you upsell the plans? • Purchasing any App + PowerApps • Do CRM users need AX access and can move to Plan 2? • Do any other departments need a LOB solution? • Can you add more Team Members Users to qualify for tiered pricing?

  44. Transition Pricing and Promotion Codes - Commercial • Communications to CRM Online customers here on how to transact with promo codes.

  45. Transition Pricing and Promotion Codes - Government • Communications to CRM Online customers here on how to transact with promo codes.

  46. Transition Pricing and Promotion Codes - Faculty • Communications to CRM Online customers here on how to transact with promo codes.

  47. Transition Pricing and Promotion Codes - Student • Communications to CRM Online customers here on how to transact with promo codes.

  48. Transition Pricing and Promotion Codes – Not for Profit • Communications to CRM Online customers here on how to transact with promo codes.

  49. CRM Online Customer - CSPThis section describes the path for existing CRM Online transitioning to Dynamics 365

  50. Transitioning an Existing CRM Online CSP Customer Online Customers • Existing SKUs will be removed on November 1st • Customers with an existing subscription or agreement will be able to add additional seats under current contract terms only if the license is on the customer’s account as of 10/31/2016 • No amendment required to transition from DPL • Dynamics 365 SKUs will be used at renewal • Existing customers as of 10/31/2016 will qualify for special transition pricing (review detail term sheets here) • Basic subscriptions effective 10/31/2016 will qualify for special transition pricing • Detailed guidance on processing renewal orders here – Coming soon • Transition pricing will be available for 3 years • Use the renewal conversation to discuss upsell opportunities with your customer STAY ON SUBSCRIPTION Microsoft Confidential

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