Cloud First, Mobile FirstHow Microsoft redefines the way we work

Cheryl BalgleyDirector, Dynamics CRMOL Acceleration Program

"Our industry does not respect TRADITION, it only respects

INNOVATION"

Satya NadellaMicrosoft CEO

How People Spend their Time…

Activities

How People really Spend their Time…

Moments

Wake up

Check RSS feeds and tweets from overnightPost relevant ones to team share

Listen to playlist while jogging

Avoid traffic Participate in conf. call

Analyze campaign effectiveness, research family vacation

Lync chat with team to make adjustments

Navigate to airport, while hands free texting, check in via phone

In the air: Play Angry Birds, watch movie, catch up on mail

After landing: Pick restaurant, post photo of meal

In the hotel: Skype with daughter back home. Download latest sales data

Go to bed

Fast and Fluid | INTEGRATED

Consumer Commercial

“Change is inevitable. Growth is optional.”

—John C. Maxwell

Source: IDC

Market Reality: Cloud Momentum

Dramatic acceleration of cloud in the enterprise

Source: ChangeWave Research, a service of 451 Research

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

11%

14%17%

17%19%

22%

22%

29% 32%

34%

40%

Of all new enterprise ISVs coming to market

85%Will deliver through a SaaS model

Source: Corporate Strategy Group

New software nearly exclusively SaaS-delivered

Majority of apps in the cloud by 2016-2017

2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 20200%

50%

100%

150%

200%

Net New cloud

Migrated to SaaS

On-premise

Lift & shift to cloud

Shift of application mix in the cloud

% o

f 2

01

0 A

pp

Port

folio

Create Incredible

Source: IDC, Successful Cloud Partners 2.0, 2014

Allows us to focus on more important projects

Speed of deployment

Lower overall costs

Lack of IT staff to maintain the solution

Change upfront costs to monthly payments

Improved business agility 74%

64%

62%

59%

49%

48%

Primary Customer Drivers | Moving to the Cloud

Economics

Speed and focus

Applications as a service

System infrastructure software as a service

Other SaaS

Application development and deployment (AD&D) as a service

Other PaaS

Basic storage as a service

Server as

a service

Network as a service

Desktop/client as a service

IaaSSaaS PaaS

EMERGING/OTHER COMPETITORS

Cloud Market Landscape | Microsoft Named to Gartner’s Magic Quadrant in multiple cloud categories

Online

$55B MARKET OPPORTUNITY, FY17

$7B MARKET OPPORTUNITY, FY17

$22B MARKET OPPORTUNITY,FY17

The Microsoft Cloud for Business

Sales Productivity

Dynamics Marketing and Social Listening

Customer Service

At our core, Microsoft is the productivity and platform company for the mobile-first and cloud-first world. We will reinvent productivity to empower every person and every organization on the planet to do more and achieve more.

Satya Nadella

Marketing

Sales

The new business landscape for CRM | FULLY INTEGRATED

Sell | Connect | Communicate

Create | Collaborate | Inspire

Listen | Respond | Delight

44% of consumers today complain about

products/services on social networks, and

20% of those consumers expect a response within one hour

78.6% of the timesales people using social media outsold non-users in 2012, and

were

23% more successful at exceeding quotas than their

non-social sales peers

1.5 billion people have social networking accounts

72% of companies by 2011 used social technologies in

their businesses

90% of those companies

reported business benefits

Customer Care

Microsoft Dynamics CRM Momentum

3,500,000Users

40,000Customers

34Quarters of Double-digit growth

40Languages

*Gartner “Magic Quadrant for CRM Customer Service Contact Centers” by Michael Maoz, April 12, 2012. This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from Microsoft. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

Forrester CRM Wave Report

Gartner Magic Quadrant*

What Sets Dynamics CRM Online Apart…

PlatformThe Microsoft Cloud for

Business—Azure, Office365, Dynamics CRM Online

ProductivityThe gold standard in

productivity—Office365, Power BI, Dynamics CRM

Online

PriceEverything SFDC can do at a

fraction of the price

P

CRMOL Sales Productivity | Overview

14

Microsoft Sales Productivity Solution Features

The way people buy has fundamentally changed and the usual methods of doing business are no longer working. Today’s customer is connected via their mobile device, plugged into their social network and doing their own research to solve their problems. Being able to tap into the social conversation and leverage personal networks and data across the entire company gives salespeople a proven advantage.

300 Million Information Workers are in sales positions

Sales Productivity

Cloud Productivit

y

O365+ Power BI

Business Apps

CRMOnline

=$65

O365 E3/E4

CRMOLPro

PowerBIFor

O365

= $105

Sales Productivi

ty

UNBUNDLED PRICING

SALES PRODUCTIVITY

SUITE

• Contact & Opportunity Management integration • Pipeline Management, Workflows• Personalized dashboards & reporting • Document management• Office Pro Plus• In-line Social Collaboration • Advanced Sales & Social Analytics

Microsoft Solution

CRMOL | Sales Productivity Solution

P

Microsoft Salesforce.com

Sales Productivity * Sales Cloud Enterprise

Subscription $65/user/month $125/user/month

Core Sales Productivity Capabilities

Sales Automation - Opportunities, goals, territories

a a

API / SDK / Workflow a a

Enterprise social network Yammer included Chatter included

Sales Process-driven user experience – Source a r

Native Outlook experience online or offline – Source

a r

Conferencing, IM, Productivity, Collaboration – Source

Office 365 included +$20 (Office 365)

Power BI - Intuitive visualization & exploration – Source

Power BI included +$20 (Power BI)

99.9% Financial-backed Service Level Agreement a r

Social listening and analysis – Source MS Social Listening included +$ (Radian6 **)

Customer intelligence – Source InsideView included +$125 (Data.com)

TOTAL $65/user/month $290/user/month

Extras

10 GB of Additional Data Storage – Source $120 per GB per year $3,000 per GB per year

Professional Direct / Premier Support – Source $9 per user per month 15% of list price

Production Full Copy Sandboxes – Source $549 per month 20% of CRM subscription

a Included | r Not Available as of 9-30-14

CRMOL | Sales ProductivityUnmatched value compared to Salesforce.com

* Terms and conditions: Promotional prices are listed per user/per month in US dollars; actual pricing may vary by geography. Other fees may apply for add-on services, such as additional storage, testing, and production instances. Prices are exclusive of any fees you may incur to procure internet connectivity.

** Radian6 a component of Social Studio costs additional subscription fees, pricing starts at $1,500 per month.

CRMOL | Marketing Automationeverything together, to achieve the efficiencies and quality that they, and their customers expect.

Create IncredibleCRMOL Marketing Automation |

Microsoft Dynamics Marketing extends your Dynamics CRM solution to help you create amazing customer experiences, drive revenue with higher quality leads and execute personalized automated relationship marketing at scale. Excel PowerView completes the big picture by combining Dynamics CRM sales & marketing data into a real-time reporting engine that can prove the impact of your marketing efforts and demonstrate real ROI.

Challenges Addressed

• Improve the alignment with Sales & Marketing with increased visibility into the entire marketing & sales funnel, to align teams and improve outcomes

• Scale up to meet increased demand on marketing by connecting your team and resources with integrated approvals, workflow and DAM

• Simplify the fragmented marketing landscape with integrated planning and execution to consolidate tools and scale your team with integrated planning- jobs, approvals, budgets, workflows

• Address disconnected reporting tools by integrating planning into campaign setup to make sure you can track the impact of every marketing interaction- so your team gets credit

• Ease of use with the same streamlined UI and user experience as CRM

Solution Components• Microsoft Dynamics Marketing• Dynamics CRM 2013 Professional

or Enterprise• Excel PowerView and PowerBI

Power BI

CRM 2013

Dynamics MarketingMarketin

g Automati

onROMI

Service expectations have changed …so has CRMOL Customer Care

86% of customers are willing to  pay more for a better customer experience**.

67% of consumers use web self-service to find answers to their questions.*

70% increase in use of social channels for service ***.

Knowledge base*Connect the right person to the right answers at the right time.

Multi-channel service*Engage seamlessly across web, social, chat and mobile.

CRMOL | Customer Care Everywhere

Social service*Engage customers on their terms via social channels.

Unified Service DeskProvide a single intuitive application for service professionals.

Enterprise case managementManage cases faster across desktop and mobile

*(with Parature)

12

Questions?

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