grow share in smb positioning – some confusion deployment - on premise microsoft dynamics focus -...
TRANSCRIPT
Winning Tomorrow: Driving Growth for Microsoft Dynamics ERP in SMB—FY12 and Beyond
Paul WhiteErrol SchoenfishJannik BausagerJesper Lachance RæbildMicrosoft Corporation
DYN21
Lisa SlimMicrosoft Alliance Business Manager
Hewlett-PackardMPN partner since 1989HP Enterprise Business
Ro Kolakowski
Company Partner
6th Street Consulting
MPN partner since 2006
SharePoint
Winning Tomorrow
The Journey Continues
Our Strategy
Tomorrow Starts Today
140,000
120,000
110,000
100,000
130,000
2006 2007 2008 2009 2010 2011
The Journey ContinuesInstall base growth since FY 2006
2012
Spent Money With New Vendor
Spent Money With Existing Vendor
Grow Share in SMB
• Positioning – some confusion• Deployment - on premise• Microsoft Dynamics focus - license revenues• License revenues - charged upfront• Software Services ratios – maximized by
customization
The Past• Positioning – clear• Deployment – Microsoft hosted and on premise• Microsoft Dynamics focus – recurring revenues• License revenues – subscription based• Software Services ratios – minimized by rapid
deployment
Our Future
Our Strategy
Proposition relevant to all designed to drive
switching behavior amongst users of legacy
applications
Proposition only relevant to those customers who
have decided to replace their system and budgeted to do so.
Deployment
Sales Effectiveness
Vertical
Our Strategy
Cost of Sales
Pricing
Sales Effectiveness
Jet Reports Express Zetadocs Express
Vertical
Partners that specialize by Vertical
Win rate: +32%Deal size: +26%
Sales cycle: -22%Utilization: +13%
Cloud Profitability: +?%
Deployment
Microsoft Hosted Partner Hosted Any Client Deployment Days
Microsoft Hosted
ERP is “All in”
Getting out of the IT infrastructure business
“Pay as you go” and “Pay as you grow”
Accelerated time-to-value
Service levels customers can bet their business on
Partner Hosted
SPLA
Dramatic Growth
Available now
Vertical Play
Demo – Any Client
Jesper Lachance RæbildErrol Schoenfish
1. NAV ”7”2. GP ”12”3. Microsoft Phone
Deployment Days
Annual ERP costs equal to about 1% of annual revenue
Cost CategoriesProject Staff 40%Consulting % Services 25%Internal Costs 10%Training 15%Software 5%Hardware 5%
Source: Info-Tech Research Group, Select a Mid-Market ERP Solution, 2011
Reducing Deployment Days
Application
Method
Configuration
Same # of days – more projectsSolution repeatability
Boost customer satisfactionManage expectations with increased visibility of implementation processes
Reduce riskUse proven tools for rapid implementation – without compromising quality
Deployment Days
RapidStart
Future
Today
Cost of Sale
Identify
Contr
act
DeployEvaluate Value Add
Cu
stom
er
Ris
kC
ust
om
er
Ris
k
Time
Identify Evaluate Contract Deploy Value Add
Time
Pricing
Market TrendsOn Premise to Hosted/CloudUpfront to Recurring
Pricing OptionsSPLASubscription
Tomorrow Starts Today
Sales EffectivenessDemo our best stuff
VerticalPackage your IPISV Embed
CloudPartner Hosted
Reduce DaysTemplateUse Existing Tools
Cost of SalesRight person – right opportunity
Access role-based learning for NAV, SL, GP
Partner Calls to ActionKey Actions, Resources and WPC Related Sessions/Activities
Do
Attend
Enjoy
complete the evaluation form at www.digitalwpc.com/evalsEvaluate this session
Optimize your business for volumeVolume
Increasing Productivity for SMB with Microsoft Dynamics – The Cloud and BeyondWednesday, July 13 3:00 PM - 4:00 PM, LACC 404AB
SMB02
Visit the Microsoft Dynamics GP, NAV, and SL booths in the Expo area
Expo
The rest of conference
Competency Exam Pack Offer
Go to the MPN Booth or Purchase Online by July 29, 2011
Note: After July 29th, the Competency Exam Packs will not include a Second Shot (free exam retake). Order today!
Exam Packs can be purchased in the following denominations3 Pack – 30% discount + Second
Shot5 Pack – 35% discount + Second Shot
8 Pack – 40% discount + Second Shot20 Pack – 40% discount + Second ShotTo purchase, simply stop by the WPC MPN Booth or log on to
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© 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.
