AP039: Your ERP Opportunity

2. AP039: Your ERP Opportunity Trent Innes – Dynamics Sales Manager Matt Sheard – Dynamics Solutions Specialist ERP

3. Our Agenda for Today The Dynamics ERP Strategy in Enterprise Staying the course in FY11 and beyond • The ERP Market Today • New trends, new behaviours, new opportunities Your Success Engagement model, Partner Readiness Sales Tools to invest in your success • Product • Alignment • Winning in Industries, Partner Readinessand Recent Customer Wins

4. The ERP Market TodayNew trends, new behaviors, new opportunities • ERP Consolidation • Consolidation from Single Instance to Two-Tier model • Improved standardization, control, compliance, training • Easier maintenance, upgrade, extension, growth • Post Y2K ERP Overhaul • Y2K solutions due for replacement • Outdated functionality & technology stack • Expensive and inefficient • Rapid Growth in S+S and Cloud Computing • The power of choice for our customers • New opportunities for our partners

5. Microsoft Dynamics ERP StrategyStaying the course in FY11 INNOVATION • Innovate on all 4 ERP Products • Focus on Core Microsoft Segments • Simplicity and Ease of Use SEGMENT • Five Key Industries • Industry Enablement Layer • Industry Partner Recruitment INDUSTRY • Solution Hostability • Attached Services • Hosting Partner Recruitment S + S • Making the Best Partners Better • Opportunity and Growth in FY11 ECOSYSTEM

6. Consolidating the ERP Market Go To Markets – an ”ERP Growth Strategy” • Go To Markets • Customer centric • Differentiated • Competitive • Integrated • End-to-end • Today’s Landscape • Complex • Fragmented • Solution-driven Business Opportunity Buying Behavior

7. The Dynamics ERP Go to Markets Two-Tier ERP For Global Subsidiaries Connect local entities to headquarters Local Vertical For Vertical Business Target Specialized Business Needs Business in a Box For Improved Financials and Operations Beyond basic financials and operations Multi-X For Global Organizations Centralized ERP for multisite organization

8. Headquarters and Multi-Site Typical Customer Profile Customers Competitors SAP Oracle Epicor Nuplex Ridley Dell Large accounts with mid-market subsidiaries Need to connect to core ERP at headquarters Want to standardize ona mid-market, flexible, lower cost ERP solutionin subsidiaries/divisions and smaller entities Global Subsidiaries Connect local entities to headquarters

9. Global Organization Typical Customer Profile Customers Competitors SAP Oracle Epicor Pronto Coles Liquor CDC Westbus Mid-market or corporate accounts and small enterprises Multiple operations, countries, verticals, subsidiaries Looking for an integrated ERP solution with maximum user coverage Global Organization Centralized ERP for multisite organization

10. Field Guidanceand Sales Tools • Competitive differentiation • Product alignment • Execution alignment for growth • Customer differentiation ERP GTMs – The Formula To Win • Marketing Mix • Pricing and Promotions • GTM • ProductCapabilities • Partner Specialization • Sure Step

11. Microsoft Dynamics AX & Office 2010 demonstration

12. Winning in Industries Product alignment

13. Dynamics Industry Approach Vertical and Industry Functionality Professional Services Wholesale/Distribution Retail Public Sector Manufacturing Microsoft Dynamics Roadmap Focus Higher solution value to a customer Financial Management Reporting and Business Intelligence Supply Chain Management CRM Human Resources Management Office Connection and Productivity

14. Industry Focus Solutions Availability Support Your Industry Acceleration • Industry Readiness • Industry Messaging Guides • White Papers • Fact Sheets • Sales Presentations • Demos • Public Sector • Manufacturing • Process Industries • Lean Manfg • Distribution • Financial Services • Retail • Services • AX 6 - 2011 • AX2009 (Now) • Now • AU version in AX6 • AX2009 (Now) • AX2009 (Now) • AX for Retail (Aug – Nov 10) • AX2009 (Now)

15. Recent Win in Retail • The Project • Coles Liquor selects Dynamics AX as the solution for it’s Liquor Management System Re-platforming(LMSR) project. • The Competitors • SAP and Oracle who are both incumbents in the Coles Group. • Why did they select Microsoft? • Value • Integration • Benefits delivered by the Microsoft platform • Leverage investments and achieve cost savings by implementing homogenous fully integrated solution for their business. • The Flexibility of the Dynamics AX product that supports their growth plans by delivering a solution that caters for the challenges of a rapid expansion at low cost.

16. Microsoft Dynamics for Retail Demonstration

17. Engagement Model and Sales Tools Investing in your success

18. Field Engagement • Resources available to work with you from Microsoft • Partner Account Manager (PAM) • Your first point of reference for engagement • Solution Sales Professional (SSP) • Focused on driving large strategic opportunities above engagement threshold • Technical Solution Professional (TSP) • Our presales experts • Partner Technology Advisor (PTA) • Our partner readiness • Microsoft Consulting Services (MCS) • Selective Engagements - Architectural Reviews • Dynamic Industry Leads • Regional roles • Inside Sales • Microsoft Account Teams • And many more……….

19. Sales Tools It’s all on PartnerSource! • Field enablement tools • Tools to promote and build GTM awareness • Materials to help promote your business and drive a GTM sales approach • GTM and Industry BOM • Materials through the Marketing Services Bureaus Check out www.microsoft.com/erp!

20. Our Session Today • Key Take Aways • The ERP market is evolving • New trends are driving new opportunities • Our core strategy is unchanged and on track • GTMs will help us consolidate, compete and win!

21. Our Session Today • What Now? • Consider how to align your business to the GTMs • Let’s drive success and accelerate growth together! • Any questions? Speak to me or email at trenti@microsoft.com