Australia partner conference

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

Business at a Glance

Over 1,400,000 users in more than 80 countries with 40+ languages Over 23,000 customers from small to enterprise Over 1,200 software and services partners with new Dynamics CRM competency Over 100 service providers hosting Dynamics CRM solutions Highest rated CRM suite by Forrester, Leader Quadrant by Gartner

Multi-tenant architecture for cloud and on-premises deployment Regional datacenters in 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 symmetry between our cloud and on-premises assets for integration and extensibility More value for less helps customers make the most of their investments

STRONG MARKET MOMENTUM

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

Microsoft Dynamics CRM 2011

LAUNCH TIMELINE

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

Winning Customer Scenarios

Core CRM Applications Sales Productivity – Customer Care – Marketing

Extended CRM Applications Industry Solutions - Custom Applications

xRM Framework

THE POWER OF PRODUCTIVITY

SOURCE: GARTNER (June and July 2009)

THE POWER OF PRODUCTIVITY

Office Fluent UI experience Next-gen Outlook client RoleTailored forms & views Advanced Personalisation

SOURCE: GARTNER (June and July 2009)

ROLETAILORED FORMS AND VIEWS

Role-based Forms Unlimited customisation Nested security access Web and Mobile

THE POWER OF PRODUCTIVITY

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)

GUIDED PROCESSES

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

THE POWER OF PRODUCTIVITY

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 Contextual SharePoint Cloud solutions & extensions Dynamics Marketplace

SOURCE: GARTNER (June and July 2009)

CONTEXTUAL SHAREPOINT

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

DEMONSTRATION

Craig Steere

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

CRM and the Cloud

SaaS

PaaS

IaaS

PUBLIC

ON PREMISE

HOSTED

CUSTOMER DEMAND FOR CLOUD CRM

CRM in Australia est. at U$129M for FY11 33% = U$43M

Source: Gartner, IDC, Microsoft estimates

SaaS

PaaS

IaaS

PUBLIC

ON PREMISE

HOSTED

SERVICE OVERVIEW

Benefits of Online Services

Subscription Includes

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

FULL EXTENSIBILITY IN THE CLOUD

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

+

DYNAMICS CRM ONLINE LICENSING

Web Self-Service

Volume Licensing

or

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

Software-Plus-Services

CRM CAL with SA

USL

User Subscription License (USL)

Step-Up USL

5%

40%

250

GET BEHIND DYNAMICS CRM

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

Up to 250 seats of Microsoft Dynamics CRM Online available to MPN partners for internal use to fuel sales & marketing

WHAT Partners THINK

TRANSFORMING TO THE CLOUD

18% First Year 6% Annuity

40% First Year 6% Annuity

+22% First Year (FY11 Promo)

2009-2010 Monitor interviews with 78 U.S. & European partners on partner economics & Intune; Beta study ongoing

WINNING WITH DYNAMICS CRM ONLINE

How Partners Can Position Themselves for Success in Cloud Computing IPED Channel Research, Consulting & Education

http://bit.ly/CRMOLPARTNERMODEL

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

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 18th Melbourne: 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

Web: http://crm.dynamics.com Twitter: @rossd_crm

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