The Microsoft Dynamics Partner Opportunity – Back to Basics: Specialize , Grow, Win

1. DYNBMVK The Microsoft Dynamics Partner Opportunity – Back to Basics: Specialize, Grow, Win Doug Kennedy Vice President, Microsoft Dynamics Partners Microsoft Corporation Garth Laird CEO Zap MPN partner since 2001 ISV (Dynamics secondary)

2. Welcome!

3. THANK YOU FOR A GREAT YEAR! Outstanding Growth for the Microsoft Dynamics Business Successful Launch of MPN • Launch of Microsoft Dynamics CRM 2011 Launch of Microsoft Dynamics CRM Online Internationally

4. BACK TO THE BASICS The business schools reward difficult complex behavior more than simple behavior, but simple behavior is more effective. — Warren Buffet

5. BACK TO THE BASICS Solution Development Solution Sales Solution Delivery • Solution Support Whether in the Cloud or On Premise The Same Four Things Still Matter

6. BACK TO THE BASICS Accelerate Your Business • Get the Basics Right – Build the Foundation GO VERTICAL EMBRACE CLOUD ACHIEVE SCALE

7. BUILD A STRONG FOUNDATION Someone's sitting in the shade today because someone planted a tree a long time ago. — Warren Buffet

8. Complete and Capable Team Drive Operational Excellence Focus on Services Profitability BUILD A STRONG FOUNDATION • Microsoft Dynamics Partner Academy • Partner Business Systems • Sure Step HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

9. Complete and Capable Team Drive Operational Excellence Focus on Services Profitability BUILD A STRONG FOUNDATION • Microsoft Dynamics Partner Academy • Partner Business Systems • Sure Step • Role-Based Training • PDCs In All Key Markets HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

10. Complete and Capable Team Drive Operational Excellence Focus on Services Profitability BUILD A STRONG FOUNDATION • Microsoft Dynamics Partner Academy • Partner Business Systems • Sure Step • Solution built for Microsoft Dynamics partners • Drives focus on revenue and gross profit HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

11. Complete and Capable Team Drive Operational Excellence Focus on Services Profitability BUILD A STRONG FOUNDATION • Microsoft Dynamics Partner Academy • Partner Business Systems • Sure Step • Sure Step projects 16% more profitable on average • Over 50% of our managed partners are using Sure Step HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

12. EMBRACE THE CLOUD David Cearley Vice President and Gartner Fellow Gartner Research Solution Development Solution Sales Solution Delivery • Solution Support

13. Cloud Computing – A Style of Computing Consumers Services Providers Business Services Business and End Users Information Services Application Services (SaaS) Application Infrastructure Services (PaaS) Developers and IT Professionals Cloud Enablers System Infrastructure Services (Iaas) Public Hybrid Private

14. Enterprise Approaches to Cloud Computing Partner Opportunity Where and how can the enterprise safely consume cloud computing services? Service Selection and set-up Brokers and Aggregators Partner SaaS modules 1 Where and how should the enterprise implement private cloud environments? 2 Traditional SI and Product Sale How can the IT organization secure, manage and govern cloud services across internal, external and hybrid environments? Software and/or Services Consulting and SI engagements 3 How does cloud computing factor into the application strategy and architecture? 4 Consulting and SI engagements Are there opportunities for the business to become a cloud computing service provider? Consulting and SI engagements Industry Expertise 5

15. The Path To Failure • Cloudwashing • Cloud computing is not the same as hosting or outsourcing • Failing to establish new differentiated value proposition • Selling “products” instead of providing “services” • Failure to shift from Reseller or VAR model to a Solution Provider • Selling technology vs. business outcomes • Migrating a traditional single-tenant application unchanged • Lack of elasticity and agility/flexibility in the delivered solution • Expecting a rapid shift of all users to public cloud offerings • Design as a services, offer as software and/or appliance

16. The Road To Success • Embrace New Business Models • Shift from project based to recurring revenue contracts • Service level agreements vs. reactive time and material contracts • Service brokerage (e.g., integration and aggregation) • Develop New Skills • Global class design, multi-tenancy, usability expertise • Service provisioning,billing, management and online marketing • Selling to business leaders vs. traditional IT leaders • Optimize for a Hybrid Cloud approach • Public, private and traditional IT environments • Configuration vs. custom development

17. Cloud Computing Planning Assumptions • Through 2012, IT organizations will spend more on private cloud computing than on public cloud services • By 2012, at least 35% of U.S. midmarket businesses (100 to 999 employees) will purchase cloud-computing services • By 2015, at least 30% of Fortune 1000 enterprises will have a portion of at least one business critical system dependent on an external cloud service • By 2015, 50% of all new application ISVs will deliver SaaS • Through 2020 a hybrid model combining on-premises and external cloud services will be the most common approach

18. Build an Annuity Stream Package your IP Tune your Operating Model EMBRACE THE CLOUD • Microsoft Dynamics CRM Online International Launch • Microsoft Dynamics Marketplace • Partner Profitability Guidance HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

19. Build an Annuity Stream Package your IP Tune your Operating Model EMBRACE THE CLOUD • Microsoft Dynamics CRM Online International Launch • Microsoft Dynamics Marketplace • Partner Profitability Guidance • 40 markets, 41 languages • Global teleweb model • Extended internal use rights • Promotional CSA incentive HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

20. Build an Annuity Stream Package your IP Tune your Operating Model EMBRACE THE CLOUD • Microsoft Dynamics CRM Online International Launch • Microsoft Dynamics Marketplace • Partner Profitability Guidance • CRM product integration • Subsidized IP testing process • Over 2,000 apps and 1,000 services • Across 29 countries HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

21. Build an Annuity Stream Package your IP Tune your Operating Model EMBRACE THE CLOUD • Microsoft Dynamics CRM Online International Launch • Microsoft Dynamics Marketplace • Partner Profitability Guidance • Cloud partner profitability P&L guide • Cloud modeling tools • Cloud Partner Development Centers • Cost comparison calculator HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

22. Offer Repeatable Vertical Solutions Hire Industry Experts Differentiate Your Business GO VERTICAL • Certified for Microsoft Dynamics • Vertical Solution Priorities • AMR Industry Certification HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

23. Offer Repeatable Vertical Solutions Hire Industry Experts Differentiate Your Business GO VERTICAL • Certified for Microsoft Dynamics • Vertical Solution Priorities • AMR Industry Certification • Have your solutions certified • Sell and deliver CfMD solutions • Over 350 CfMDsolutions today HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

24. Offer Repeatable Vertical Solutions Hire Industry Experts Differentiate Your Business GO VERTICAL • Certified for Microsoft Dynamics • Vertical Solution Priorities • AMR Industry Certification • Build vertical expertise • Know the vertical priorities in your markets • Talk to your PAM, get on the list HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

25. Offer Repeatable Vertical Solutions Hire Industry Experts Differentiate Your Business GO VERTICAL • Certified for Microsoft Dynamics • Vertical Solution Priorities • AMR Industry Certification • Get your industry expertise validated by AMR HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery • Solution Support

26. Expand Service Offerings Maximize Marketing Effectiveness Leverage MPN Brands ACHIEVE SCALE • Business Ready Advantage Plans • Marketing Services Bureaus • Go for Gold or Silver HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery Solution Support

27. Expand Service Offerings Maximize Marketing Effectiveness Leverage MPN Brands ACHIEVE SCALE • Business Ready Advantage Plans • Marketing Services Bureaus • Go for Gold or Silver • Plans can cut costs, increase profit • Use Microsoft backing to increase win rates • Offer customers peace of mind HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery Solution Support

28. Expand Service Offerings Maximize Marketing Effectiveness Leverage MPN Brands ACHIEVE SCALE • Business Ready Advantage Plans • Marketing Services Bureaus • Go for Gold or Silver • Local marketing agencies in 35 countries • More than 65 agencies worldwide HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery Solution Support

29. Expand Service Offerings Maximize Marketing Effectiveness Leverage MPN Brands ACHIEVE SCALE • Business Ready Advantage Plans • Marketing Services Bureaus • Go for Gold or Silver • Almost to the finish line • Gold from 70%  <20% of partners HOW WE HELP KEY ACTIONS Solution Development Solution Sales Solution Delivery Solution Support

30. PARTNER DISCUSSION It is not necessary to do extraordinary things to get extraordinary results. — Warren Buffet

31. SECRETS OF SUCCESS PARTNER DISCUSSION POWEROBJECTS SABLE SCHOUW INFORMATISERING Martin Wildsmith • Jim • Sheehan John Schouw

32. WHAT’S NEXT • OCT: New Sales, Presales and Methodology certs enforced • OCT: Shut-off of Old Gold and benefits FALL 2011: Microsoft Dynamics AX 2012 Conference • JAN: Pay for Performance • NOW: 40% CSA fee for CRM Online through June 2012

33. You Have Choices There Are Many Opportunities In The ERP And CRM Marketplace. We Are Proud You Chose To Partner With Us. Microsoft Dynamics is growing rapidly Microsoft always has, and always will center on partners The Microsoft partner ecosystem is the industry's strongest Microsoft continues to invest across the partner lifecycle Microsoft has a long term vision and growth plan

34. Introduction Fred Studer General Manager Microsoft Dynamics ERP

35. Partner Calls to ActionKey actions, resources and WPC related sessions/activities Do Evaluate this session Complete the evaluation form at www.digitalwpc.com/evals Back to basics! Focus point Attend Visit us at WPC Visit Microsoft Dynamics breakout sessions, panels and interactive sessions Go get Microsoft Dynamics Session Catalog Solution Innovation Center – Microsoft Dynamics Booth at the Expo July 13th, 8:30pm-12:00am – Recognition Event and After Party at Highlands and El Capitan Learn PartnerSource Home, MPN PartnerSource, Partner Academy, Coming soon: Microsoft Dynamics AX 2012 Conference Get content Participate online Facebook: Microsoft Dynamics Partner Community Twitter: MSDynReady Linked In: Microsoft Dynamics Partner Community Blog: http://blogs.msdn.com/b/dynpartnercommunity/

36. I don’t look to jump over 7-foot bars: I look around for 1-foot bars that I can step over. — Warren Buffet

37. Thanks for a Successful FY11 Congratulations to our Inner Circle, Presidents Club and Award Winners Have a Great WPC and a Great FY12

38. © 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.