GEN012 – Bet on Microsoft Dynamics AXMogens ElsbergGeneral Manager, Microsoft Dynamics AX and Microsoft Dynamics NAVMicrosoft Corporation

EMEA IS LAUNCHING

EMEA Convergence

ERP National Tradeshow, September 27th

Copenhagen, September 5th- 6th

Partner Launch September 26th

Thanks to our Partner Launch Champions

Thanks to our Partner Launch Champions

State of the Business

Mogens Elsberg, General Manager, Microsoft Dynamics AX/ NAV

Microsoft Dynamics AX is Strong…

Customer adds:

45005000

6000

7000

0

1000

2000

3000

4000

5000

6000

7000

Nov-04 May-05 Jan-06 4th Qtr

… And Getting Stronger

“The sector that helped create the modern ERP market and made SAP’s software a dominant force is now

prepared to make a similar bet on [Microsoft] Dynamics AX….”

Josh Greenbaum of Enterprise Applications Consultants, in Managing Automation

Benchmark Report

Microsoft Dynamics AX 4.0 scales to 1000 concurrent users

Growth Areas

Increasing horizontal functionality

China

Brazil

Japan

Russia

Gre

ate

r scala

bility

Partner Vertical Solutions

Current and Coming Industry Builders

INFONIZER

• Continued revenue growth worldwide More competitive out of the box, win more close deals

• Bridging the enterprise with a composite applicationExpand role-based functionality

• A platform for development Enabling the next generation applications for verticals, mobility, and collaboration

• Improved customer satisfaction An upgrade for all existing customers

Business Objectives for Microsoft Dynamics AX

We Listened: Business Ready Licensing

Changes made to the October price list• Increase the volume discount on the additional user counts between

51-1000 users: Above 500 users, volume discount is now 45%

• Module Changes for Microsoft Dynamics AX– Logistics will move into the Business Essentials edition– HRM 1 & 2 and X++ will be available as Additional Components

with the Business Essentials edition

Areas of Concern

• Channel capacity and training availability• Transitioning to new technologies• Increasingly competitive environment

Duet, Netweaver and fixed price bids

Acquisitions and Fusion

Confusion

Sell the stack!

A few points on flexibility

• Flexibility

• ServicesOriented Architecture

• Microsoft stack integration

ORACLE AND SAPCLAIM:

Has a layered, object oriented architecture that

• Helps users to customize quickly• Preserves upgradeability • Helps improve ROI as measured by

Nucleus• Is .NET enabled• Uses SharePoint & SQL Reporting Services • Uses Visual Studio development tools• Can be deployed via hosting

Partners in Local Launches: France

Prospect launch at ERP 2006 Conference in Paris

Press conference with 17 industry journalists

Partner launch at ERP Club eventPartner involvement at industry events

Six customers already implementing Microsoft Dynamics AX 4.0!

Bringing It Together for Partners

Jeff McKee, DirectorEllie Wilkinson, Group Product Manager

Microsoft Dynamics AX

Growing Partner Profitability

Increased Efficiency

Increased Focus

By SegmentBy VerticalCompetitiveSkills TrainingToolsMethodology

Starting Profit

Increased Efficiency

Increased Focus

More Capacit

y

Starting Profit

Migration Toolkit

Data

ERP +

WHAT?WHAT?

• Convert legacy ERP customers• Toolkit to migrate data

HOW?HOW?

• With industry/ platform expert partners

• Focus on specific geography, industry, and Industry Builder solutions

• Microsoft supported marketing effort WHEN?WHEN?

• October 2006 – Delivered to beta partners

• January 2007 – On PartnerSource and source adapters available on GotDotNet

University for Microsoft Dynamics• Three-week tested curriculum: six tracks

• Microsoft certified trainers (MCTs) with field experience

• Includes mock implementations to ramp consultants quickly

• Students take Microsoft certification tests at the end

Pre Requisites Week 1 Week 2 Week 3Introduction Fundamentals Advanced Study Mock ImplementationOnline Instructor-Led Instructor-Led Instructor-Led

All Application Tracks: Finance Finance

Financials I and part of II Trade & Logistics Trade & Logistics

Introduction Trade & Logistics I Production Production

Implementation Model Project Project

Administroator (SQL Server) Administrator Administrator

Developer Developer Developer

Week 1 Week 2 Week 3

Track Fundamentals Advanced Study Mock Implementation

Application Tracks All Application Tracks: Finance Finance Cases

Finance, T&L, Introduction Trade & Logistics Trade & Logistics Cases

Production, Project Financials I Production Production Cases

Trade & Logistics I Project Project Cases

Administrator Track Administrator/ SQL Server Administrator Administrator Cases

Developer Track Developer Developer and Reporting Developer Cases

VPCs: What to Expect

• As part of Demo Showcase from Oct 2007, orderable by Microsoft Gold and Certified partners. Next release with 2007 Microsoft Office system, planned for March 2007.

• Integration to stack technologies

• All Microsoft Dynamics AX standard modules with extended modules integrated over time

• IBIs and ISVs may build differencing disks to distribute add-on VPC images including their solution

Convenient

Integrated

Complete

Extensible

Partner productivity toolsFlemming Louw-ReimerGroup ManagerPartner Productivity Team

DEMO

…enable partners to reach their full potential by providing methodologies, tools and documentation to effectively deliver successful Microsoft Dynamics AX implementations.

…ensure customer and partner satisfaction by reducing the implementation time and lowering the total cost of ownership by improving the setup, customization and upgrade process…

Business Model

FeaturesDeveloped

andTested

Sales

Sales

Microsoft Confidential

Offerings

Process

ProjectManagement

SchedulingIssue

ManagementChange

ManagementRisk

ManagementScope

ManagementChangeControl

QualityControl

BudgetManagement

Partner Modifications

New Implementation

Project

Deliverables

Diagnostic

Critical Processes Analysis

Rapid Implementation

Full implementation

Analysis ImplementationOptimize

Upgrade

CriticalProcessesAnalysis

InfrastructureAnalysis

Determine Project Type

Scoping

OpportunityBriefing

Business Processes

Identification3rd party solutions?

BusinessProcessesDescription

Key UserTraining

Gap / FitAnalysis

RequirementsDocumentation

FeatureDesign

Data MigrationDesign

FeatureDesign

Test Criteria

DesignDocumentation

TechnicalDesign

Documentation

FeatureDevelopment

Feature Test

Function Test

Process Test(uat)

Partner Methodology Modifications

DiagnosticDiagnostic AnalysisAnalysis DesignDesign DevelopmentDevelopment DeploymentDeployment OperationOperation

OptimizationOptimization

UpgradeUpgrade

Partner Modifications

Sales

Diagnostic report

DesignDocument

TechnicalDesign

DocumentProposal

Setup Environements

Configuration

Data Migration

System Test

Load Test

End User Training

Go Live

Configuration(1st pass)

Partner Roles Customer Roles

Project Manager Application Consultant Development Consultant Technical Consultant IT Manager Key UserProject Manager End UserBusiness Decision MakerManages the project, possibly together with a customer project manager.

Analyses business processes, describes requirements, facilitates gap/fit analysis, designs modifications, tests modifications, configures the system, performs training etc.

Evaluates requirements and participates in design of modifications, develops and unit tests modifications.

Analyses existing infrastructure, estimates required infrastructure, sets up environments (test, live etc.), installs software, optimizes performance, perform upgrades.

Takes business critical decisions relates to implementation project, controls budget, reviews proposed solutions and estimates. May delegate authority and responsibility to project manager and/or IT Manager

In larger implementations the customer may have a dedication project manager to drive customer activities in the project. Project management is done in coorporation with the partner project manager.

Provides information on existing infrastructre and participates in planning future infrastructure. May function as primary project contact at customer site.

Domain expert, has critical knowledge of specific business functions, can describe business processes, helps configuring the system, trains end users.

Will be using the system once implemented, provides critical feedback to be used as basis for optimization.

Clear pending issues

Finalize Documentation

Post Mortem

On-going Support

System Implemented

Customer Sign-off

Gap / FitAnalysis Requirements

Document

OptimizationAnalysis

PerformanceOptimization

ProcessesOptimization

Engagement ManagerFacilitates hand-over from sales, comunicates with customer throughout the implementation, manages customer engagement and customer relations.

Implementation Model

Rapid Configuration ToolOverview

Communication

Documentation

Project Management

Configuration

Assignments and work reportingTeams and team membersIssues, Risks, Change requests

Document LibraryOnline DocumentationProcess/Task documentation

Direct link to setup forms

Email NotificationsHistory

Partner

Better knowledge sharingEnable inexperienced consultantsCapture experiences, improve for next project

Customer

Better visibility of customer responsibilitiesEnable key users to do configurationEasy support request, issue loggingVisible project progress

Continued Continued InvestmentsInvestments

Q4 2006Q4 2006

* Product release dates and content subject to change Release dates and enhancement and support details will vary by geography

Partner productivity roadmapTimeline in calendar year timeframes - as of November 2006 *

January 2007January 2007

March 2007March 2007

New VPC image based on Microsoft Dynamics AX SP1

Benchmark Toolkit for MicrosoftDynamics AX

New release of Rapid Configuration Tool (RCT)• Fixes and TrustWorthy Computing• Installer updates and support delivery in layer• Load ‘n Go Data• Task Recorder• Improved User Guides• Enterprise Portal access for partners to RCT• User interface / Check- list enhancements• Code upgrade Improvements

Microsoft DynamicsImplementation Methodology

New release of Demo Showcase including• Microsoft Dynamics AX SP1• 2007 Microsoft Office system• Microsoft Vista

MicrosoftDynamics AX 4.1• New 4.1 demo data

Q4 2007Q4 2007

February 2007February 2007

Release of Migration Toolkit

Expanding Your Business

Jeff McKee, DirectorEllie Wilkinson, Group Product Manager

Microsoft Dynamics AX

CycnsisPeter UpmanCEOCycnsis AB

PARTNER

“Because it’s all about transition, from one (or many solutions) into the future of Microsoft platform, products and services. Bundled into a transparent and integrated solid business framework and solution”

“Create confidence, make it easy, take away the fear, add business value”

Dimensions to Expand Your Business

Expand the ERP Solution

Sell CRM

Expand Vertically

INFONIZER

Five Solution Areas to Deliver More Value

TeamTeam

DivisionDivision

EnterpriseEnterprise

ExtranetExtranet

InternetInternet

IndividualIndividual

CollaborationCollaboration

Business IntelligenceBusiness Intelligence

Internet

XMLXML

Web Web Services

Services

Customer

Vendor

VendorSystem

Siebel

RosettaNet, EDI, etc.

RosettaNet, EDI, etc.

Customer

Web Web

Services

Services

XX MM LL

Contoso

SAP

IntegrationIntegration

Mobile SolutionsMobile Solutions

.Net.Net

Over 100% Growth in FY06Over 100% Growth in FY06

Over 50,000 Seat Adds in Q4Over 50,000 Seat Adds in Q4

Partner Revenue Up 150%+Partner Revenue Up 150%+

Explosive Enterprise GrowthExplosive Enterprise Growth

5X Increase in Press Coverage5X Increase in Press Coverage

TremendousStack Pull-Thru &

Value Add $$$

“The Next Billion Dollar Business For Microsoft”

And Have You Considered Microsoft Dynamics CRM?

Consider Microsoft Dynamics CRM with Microsoft Dynamics AX in these scenarios:

1. Large sales force2. Mobile work force3. Call center4. Knowledge-based services5. Leads management

Distributing an Industry Builder Solution

A supported, proven way to expand in a A supported, proven way to expand in a verticalvertical

Competitive: SAP or Oracle in most evaluationsCompetitive: SAP or Oracle in most evaluations

Average Selling Price multiple times greater than for Average Selling Price multiple times greater than for Microsoft Dynamics AX aloneMicrosoft Dynamics AX alone

High win rate for Industry Builder SolutionsHigh win rate for Industry Builder Solutions

Industry Builder Solution AvailabilityField Services for Microsoft Dynamics AX

USA, Canada, Belgium, Sweden and South Africa Nov. 2005

Industrial Equipment Manufacturing for Microsoft Dynamics AX

USA, Canada, Belgium, Denmark, Netherlands, Germany, Italy, CIS, Sweden, United Kingdom, Australia and New Zealand

Nov. 2005

Process Industries for Microsoft Dynamics AX

USA, Canada, Germany, Italy, Norway, United Kingdom, China, South East Asia, Mexico, Columbia, Australia, New Zealand, China, North Africa and MEA

Nov. 2005

Professional Services for Microsoft Dynamics AX

USA , Canada, Belgium, United Kingdom, Iceland, Denmark, MEA, Netherlands, South Africa, Australia, North Africa and New Zealand

Nov. 2005

Retail Chain Manager for Microsoft Dynamics AX

USA, Canada, Denmark, Norway, United Kingdom and Sweden Dec. 2006

Supply Chain Execution for Microsoft Dynamics AX

USA, Canada, Belgium, Denmark, Netherlands, France, Germany, Sweden, Spain, United Kingdom, Australia and New Zealand

Nov 2006

Apparel and Textile for Microsoft Dynamics AX

Announced with release 2007

Automotive Supplier for Microsoft Dynamics AX

Announced with release 2007

Consumer Driven Planning for Microsoft Dynamics AX

Announced with release 2007

Dealer Management System for Microsoft Dynamics AX

Announced with release 2007

Energy Financial Management for Microsoft Dynamics AX

Announced with release2007

Continued Investments

2006

* Product release dates and content subject to change Release dates and enhancement and support details will vary by geography

Microsoft Dynamics AXProduct release timeline in calendar year timeframes - as November August 2006 *

2007

2008/2009

Microsoft Dynamics AX 4.0• SharePoint Server• Role-Based User Experience• SQL Server 2005 Report Builder• Contextual BI• Web Services• .NET Interoperability• MSO Functionality

MicrosoftDynamics AX 4.1• Financial, SCM, CRM, HRM enhancements• Microsoft Dynamics CRM Integration• Multi-Site Enhancements• Workflow foundation• Data archiving capability • Office 2007 Integration• Arabic language & Bi-directional capability• Lean Manufacturing

MicrosoftDynamics AX 5.0• Financial, SCM, CRM, HRM enhancements• New Platform Advances • Additional Industries Supported• Enhanced User Experience• Functional Enhancements

MicrosoftDynamics AX 5.x

2009+

Call to Action

At EMEA Convergence• Visit the Industry Builders in the Microsoft Pavilion• Join the Customer General session, Breakout Sessions and Customer Panel

Focus on productivity and growth• Watch for University for Microsoft Dynamics training near you• Learn the Microsoft stack technologies, especially SQL and SharePoint• Use the partner productivity tools

We’re really on a roll!

© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.