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Driving Success with Microsoft Dynamics CRM R oss Dembecki Lead Product Manager CRM Microsoft Australia

Driving Success with Microsoft Dynamics CRM R oss Dembecki Lead Product Manager CRM Microsoft Australia. SESSION : AP028. Welcome to the CRM General Session!. State of the Business. Partner Perspectives – An ISV and an SI. Dynamics CRM Roadmap. Demo : Connected Cloud.

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Driving Success with Microsoft Dynamics CRM R oss Dembecki Lead Product Manager CRM Microsoft Australia

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  1. Driving Success with Microsoft Dynamics CRMRoss DembeckiLead Product Manager CRMMicrosoft Australia SESSION: AP028

  2. Welcome to the CRM General Session! State of the Business Partner Perspectives – An ISV and an SI Dynamics CRM Roadmap Demo: Connected Cloud Opportunities for Partners Next Steps at APC

  3. Microsoft Dynamics CRM Powers Productivity Comprehensive CRM that’s easy to use and improves the productivity of sales, marketing and customer service professionals • Full-Suite CRM:Sales, Marketing and Service modules • Works with Office 365for complete Cloud productivity experience • Familiar Microsoft Outlook interface • Sign up and get a trial in 5 minutes • Instant on, anywhere access • Flexible configuration and customisation • Real-time dashboards and visual insights • Secure and Reliable with 99.9% SLA

  4. Business At a Glance Over 2Musers in more than80 countries and 40 languages Over 30,000customers from small to enterprise Over 1,200 partners with CRM competency Over 100service providers hosting Dynamics CRM Regional data centres in the USA, Europe and Asia Multi-tenant architecture for cloud and on-premises Developer symmetry between our cloud and on-premises Delivering more value for less for our customers worldwide Highest rated CRM suite by Forrester, Leader Quadrants by Gartner

  5. Compelling Value: Recent Forrester TEI Study Total Economic Impact (TEI) “Based on the study’s findings, companies looking to implement Microsoft DynamicsCRM 2011 can anticipate significant productivity gains and cost savings.” Microsoft Dynamics CRM 2011delivers an average 243% ROIand a Payback period of4.1 months. 50%▲ increase in salesproductivity HIGHER return onmarketing spend • 15%▼ • reduction inlabour costs • LOWER • costs to deployand maintain SALES SERVICE MARKETING IT Forrester’s Total Economic Impact™ Study, May 2011

  6. Compelling Value: Compared to Salesforce.com Unlimited Edition $360/user/month Enterprise Edition $180/user/month AP089Thur 1:45 $94.85* user/month Professional Edition $95/user/month + Salesforce.com Microsoft *based on Office 365 E3 plan

  7. Delivering More Value to Our Customers Full CRM Suite Capabilities Better User Experience Lower Cost Flexible Configuration and Customisation

  8. Customer Care Accelerator The Customer Care Accelerator (CCA) for Microsoft Dynamics CRM 2011 showcases how organisations can take advantage of the building blocks in the User Interface Integration (UII) Software Development Kit (SDK) to build unified agent desktops. CRM 2011 Online and On-Premises Enhanced UI Automation Richer Reference Implementation Supported Solution • Support for new CRM features like managed solutions and claims-based authentication • Enhanced UI automation tool with new activities and data driven adapter • A pre-built scenario with sample data, workflow, and UI automation • Support by CTS for CCA as a Microsoft Dynamics CRM Certified Solution CCA Capabilities Reference Implementation Admin Management Framework for CTI Desktop Shell API Auditing and Reporting Application Integration Workflow Automation Single Sign-On Learn more about CCA at http://www.microsoft.com/dynamics/marketplace

  9. www.microsoft.com/dynamics/marketplace Microsoft Dynamics Marketplace Global platform for partnerlistings and solution packages Help customers discover you Powerful lead generation toolwith traffic driven by Microsoft Dashboardprovides analysisof traffic and leads Available today inmore than 29 countries AP045Wed 2:45

  10. Marketing & Sales Enhancements in 2011 Dynamic Marketing Lists Conditional Formatting Goal Management Dialogs Excel re-import Product & pricing enhancements Connections Outlook Social Connector Dashboards and visualisations Contextual document management

  11. John Gravely ClickDimensions – Pod 19 Twitter: @ClickDimensions partner Driving Marketing Productivity

  12. Marketing Automation Email Marketing Lead Scoring Web Tracking Social Discovery Form Capture Surveys Campaign Tracking API (with Event and eCommerce Tracking) Landing Pages Search/Advertising Drip Marketing Subscription Management

  13. Traditional Marketer’s Tools ? Surveys Web Site Analytics Social Discovery and/or Monitoring Email Marketing

  14. CRM + Email + Analytics + Surveys + Social ClickDimensions on Windows Azure - ClickDimensions API All Data in One Place - Dynamics CRM data- Email Marketing Data- Web Analytics Data- Surveys, Social Customer Web Site(s) Recipient Inboxes

  15. Data Inside CRM

  16. Partner Opportunity No fees – no drama Dedicated Partner Account Manager Year over year margin Internal use rights Demo account provisioning Demo system access Referral fee for non-CRM partners Lead with marketing and close more deals www.clickdimensions.com/newsletter

  17. partner CSGSaul Sabath

  18. CSG Overview Established in 1988 in Darwin, listed on the ASX in 2007 Full service ICT company with end to end capability to deliver integrated Technology Solutions and services Strong track record of success in delivering large complex projects on budget and on time Customers ranging from large blue chip organisations and government to SMEs Employ over 1200 staff across Australia and New Zealand 60 staff in CRM practice, incl. 3 MVPs

  19. CSG – Go To Market Strategy Strong Focus on XRM Solutions (platform approach) and traditional SFA • Enterprise Accounts - Public Sector/Financial Services Corporate Accounts – utilities, engineering Focus on Microsoft Platform – led by CRM 2011 • SharePoint/Lync/BI/Azure – (Office 365) Up/Cross Sell CRM ‘Portal’ approach – surface of many LOB apps inside the application Work closely with ISV solutions such as Scribe, Exact Target etc. to deliver complete solutions

  20. CSG – The Cloud … Accelerated deals closing – sell to “the business” and remove IT involvement Enterprise/Tier 1 embracing the cloud … for the rightapplication Perfect for POC/Conference room pilot – instant creation of environment CRM 2011 Online + Office 365 = $$$ Need to re-assess sales/commissions structures, use accelerators.

  21. Microsoft Dynamics CRM The Road Ahead

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

  23. Dynamics CRM – The Road Ahead Marketplace Extensibility Connected Services, Devices, Experiences Rapid Release Cadence Server and Cloud Deployment Options

  24. A Look at the Q4 2011 CRM Online Service Update Unified O365 Experience* EnterpriseCloud Feature Enhancements Social(Wave 1) New BI Capabilities Unified Provisioning Identity Federation ActivityFeeds Enhanced Dialogs WP7 Activity Feeds App UnifiedBilling** In-Region Disaster Recovery Unified Administration Enhanced Data Cleansing Online and on-premise * Note: For end-users, the O365/CRMOL experience is unified today. ** Note: For EA customers, billing is already unified today..

  25. Craig Steere Technical Solution Professional Microsoft Dynamics CRM Microsoft Australia Pty Ltd demo The Connected Cloud Experience

  26. Coming Soon… In H1 2012, Dynamics CRM and Dynamics CRM Online will add support for multiple web browsers on PCs and Macs: • Google Chrome • Mozilla Firefox • Apple Safari

  27. Opportunities for Partners

  28. Key Offers for Partners and Customers Extended CSA Promo Dynamics CRM Online 40% Margin onInitial 12-Month Contract Valid through 29 June 2012 Extended Launch Promo Dynamics CRM Online of $42.25 AUD user/month Valid through 31 December 2012 Note: Standard $54.75 AUD

  29. Key Programs for Dynamics CRM Partners

  30. Next Steps at APC

  31. Key CRM Sessions to Attend at APC (AP036) Better Together: Increase your sales with Dynamics CRM Online, Office 365 and Windows IntuneWednesday | 1:45 P.M. – 2:30 P.M. (AP045) Dynamics Marketplace - What does it mean to you? Wednesday | 2:45 P.M. – 3:30 P.M. (AP056) Using what you already have - the easy way to use Microsoft CRM Online to improve the way you do business, serve customers, and sell more Thursday | 8:45 A.M. – 9:30 A.M. (AP058) Be Dynamic: Opportunities for Growth with Microsoft Dynamics Thursday | 8:45 A.M. – 9:30 A.M. (AP062) Evolve your ISV business with Microsoft Dynamics CRM in the Cloud and On-Premise Thursday | 9:45 A.M. – 10:30 A.M. (AP074) Microsoft Dynamics CRM Online – Ready, Set, GO!Thursday | 11:00 A.M. – 11:45 A.M. (AP089) Competing with CRM against Salesforce.com Thursday | 1:45 P.M. – 2:30 P.M. LEARN MORE!

  32. Dynamics CRM 2011 – Don’t Fall Behind! Harness the power of Microsoft Dynamics CRM 2011 with the following training packages from Advanced Training! • Pick up a flyer at the Microsoft Dynamics Booth @ the Exhibit area. • Please note that all prices are exclusive of GST. This offer is only valid for specific dates in Melbourne, Sydney and Brisbane. Contact Edgar Kautzner from Advanced Training for details on (03) 9300 3600 or edgar@advancedtraining.com.au

  33. PARTNER RESOURCES Ensure potential customers can find you on Pinpoint http://pinpoint.microsoft.com/en-AU Leverage the Partner Marketing Centre to help you reach more potential customers https://partner.microsoft.com/Australia/salesmarketingsection Skill up your teams for success with the Partner Learning Centre and local Readiness https://partner.microsoft.com/Australia/trainingevents Get paid – ensure that you qualify for the CRM Certified Software Advisorincentive. Speak to your PAM for more info Differentiate your business by signing up to the Customer Relationship Management competency https://partner.microsoft.com/Australia/program/competencies Blog: LinkedIn: Twitter:

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