29th of September 2010Cathy Van Mullem

I³ Connect

WELCOME

FY11 Dynamics organizationDynamics Lead :

Marc Charlier

Partner Lead :Peggy Janssens

Joeri Van Vooren PAM ERP

David Grooten PAM ERP

Pascal Melgers PAM ERP

Tom Braekeleirs PAM CRM

Dirk Kooreman Recruiter

STU Lead :Cathy Van Mullem

Kurt Juvyns PTA ERP

Bart Vierbergen PTA CRM

Geert CamelbekeSSP ERP

Siska Bossuyt SSP CRM

Marketing Lead :Marc Charlier -

acting

Harald Wentein PSMM ERP

Frederik Everaert PSMM CRM

Yves De Petter IAM (04/10)

Tine Dekocker Business Operations

:

Indicators

Growth

Confidence Index

Agenda

10.30-10.40 Welcome & introduction10.40-11.10 Dynamics CRM marketing update 11.00-11.30 Dynamics ERP marketing update11.30-12.10 Dynamics Partner Academy update12.10-12.15 Closing

29th of September 2010

Frederik Everaert -- Tom Braekeleirs

I³ Connect

Agenda

1. Cloud Transformation

2. Vertical Approach

3. CRM 2011 Sales & Technical Readiness

4. CRM Online Compete

5. FY11 CRM Marketing

Who is Who ?

Your dedicated Dynamics CRM team

Bart Vierbergen

Technical Sales Partner Techn. Advisor

Siska Bossuyt

Solution Sales

Frederik Everaert

Product Marketing

Tom Braekeleirs

Partner Account Manager

1. Cloud Transformationwith Microsoft Dynamics CRM Online

Microsoft Dynamics CRM

BUSINESS APPLICATIONSCOLLABORATION STORAGE PLATFORMIDENTITYCOMMUNICATIONSPRODUCTIVITY

ON-PREMISES

CLOUD SERVICES

Cloud Transformation

CONNECTED EXPERIENCES

Optimize Interactions

Simplify Processes

Establish Insights

Strengthen Relationships

Your Customers

Phone

DevicesOutlook

Browser

On-Premises

Microsoft Cloud

Partner-Hosted(value-added services)

Private Cloud(IT-Delivered

CRM 2011 Delivers Choices

Power of ChoiceBuyUseDevelopChange as Needed

Agenda

1. Cloud Transformation

2. Vertical Approach

3. CRM 2011 Sales & Technical Readiness

4. CRM Online Compete

5. FY11 CRM Marketing

2. Vertical Approach

Microsoft Dynamics CRM

A winning strategy ....

1. Address business needs and avoid technology complexity.

2. Do not show stack slide to business audience.

3. Debunk cost/TCO myths and use as Microsoft advantage.

4. Align and arm IT – Choice, Control, Security, create win-win for everyone

5. Position existing Microsoft investments, Microsoft long-term commitment to CRM

BDM

Needs Industry Knowledge !

Steps in the process

1) Count of existing companies by vertical:

This inventory is based on the Sic codes and the Belgian Market (22.000 entities). The exercise is a combination of a number game based on Trends 30.000 and Sic codification.

2) Inside by vertical:- Market share- Market spend- Growth- Dynamics sales- Refresh dates

3) Size of the total market ( Total and by vertical)

4) Partner information: installed base by sic code:- Number of partners by sic code- Deals by Sic code- Coverage in the coming 3 years

Vertical White Spot Mapping (1)

5) Prioritization and white spot analyse:

Prioritization:Based on potentialBased on number of partners

White Spots:Where are the biggest opportunities versus market potentialFor which sic codes do we have a partner capacity shortageFor which verticals are we saturated / Alternatives

All the info will be relevant for ERP and CRM partners

Vertical White Spot Mapping (2)

To remember ....

Learn about your prospect’s industry

Choose a vertical market to focus on

Talk THEIR language

Avoid IT complexity, seed with online

Address the BDM, not only TDM (IT)

Findings from IDC

IDC's research has shown that Dynamics partners who focus on specific industries are winning more

new customers than those who have less of a focus or no focus.

If they have not already, Dynamics partners should consider beginning a strategy to drive a higher

percentage of their revenue within one or a small number of focused industries.

Let the numbers speak...

Agenda

1. Cloud Transformation

2. Vertical Approach

3. CRM 2011 Sales & Technical Readiness

4. CRM Online Compete

5. FY11 CRM Marketing

3. CRM 2011 Sales & Technical Readiness

Microsoft Dynamics CRM

CRM 2011 Sales & Technical Readiness

CRM 2011 Sales Readiness: Nov 16th ‘10

from 17h tot 20h30 at Microsoft offices Zaventem*

CRM 2011 Technical Readiness: Dec 1st ‘10

from 17h tot 20h30 at Microsoft offices Zaventem*

We count on you !

CRM 2011 Sales Readiness: Nov 16th ‘10

Learn about Microsoft Dynamics CRM 2011 and CRM Online

Learn how to market and sell the BDM value proposition

Learn how to compete and win with this new release

Learn about the Dynamics Marketplace, BPOS and Azure

Pricing and Licensing – To be confirmed

CRM 2011 Technical Readiness: Dec 1st ‘10

 Learn the features and architecture of Microsoft Dynamics CRM 2011

Learn how to demo and sell the TDM value proposition

Learn about the new CRM Online developer capabilities

Learn about the cloud architecture of CRM Online, BPOS, and  Azure and the new Dynamics Marketplace

Learn how to optimize you upgrades

Agenda

1. Cloud Transformation

2. Vertical Approach

3. CRM 2011 Sales & Technical Readiness

4. CRM Online Compete

5. FY11 CRM Marketing

4. CRM Online Compete

Microsoft Dynamics CRM

Salesforce.com“…first cloud computing suite for business

productivity…”

“…accelerates the demise of Microsoft SharePoint …”

“…delivers applications 4.9 times faster than .NET…”

“…form strategic alliance to launch the world’s first enterprise Java cloud …”

“…grow your business, not your costs …”

CRM Online vs. Salesforce.com

Salesforce.com Dynamics CRM Online

List Price 125 USD 44 USD

Mobile Additional costs Free of charge

SLA None 99,9%

Storage 1 Gb incl 5 Gb incl

Deployment Options Public Cloud only Public Cloud (CRM Online)Private Cloud (Partner Hosting)On-premise (CRM 2011)

3rd Party Software Available, but no certification Dynamics MarketplaceFull Certification Program

CRM Online vs. Salesforce.com

Agenda

1. Cloud Transformation

2. Vertical Approach

3. CRM 2011 Sales & Technical Readiness

4. CRM Online Compete

5. FY11 CRM Marketing

5. FY11 CRM Marketing

Microsoft Dynamics CRM

Q1 Q2 Q3 Q4Jul-Sept Oct-Dec Jan-Mar Apr-Jun

Convergence

Vertical Approach

Dynamics CRM Telesales / Telemarketing (script, briefing, follow-up prospects & leads)

P

PP

P

PP

P

PP

P

* Partner Seminars combined with public cases, press & website

xRM Framework Sales Productivity Customer Care

Ultimate KMO/PME Makeover

Solution Scenarios

P = Partner Seminars *

CRM 2011 Launch

FY11 Dynamics CRM Marketing

Ultimate KMO/PME Makeover campaign & Boost my BusinessThrough-Partner marketing formula:

- Timing: end of Nov ’10 – June ’11- Microsoft worked out a 2nd Wave ‘Find & Manage Customers’ which fully focuses on the BPOS and CRM

Online offering, i.e. the Cloud solutions.- Audience: Midmarket / Small Bizz- Partner opportunities: customer cases / linked seminars / visibility & leads

We have reached more than 400.000 visitors on the website over the entire year. In addition, these visitors stayed approximately 7 minutes.   

But did you know that we are running the same campaign in Luxembourg called Boost my Business?

FREE VIDEO CASE!DYNAMICS CRM 2011

CUSTOMER

Through-Partner marketing formula:

- Timing: end of Jan ‘10 – begin Febr ‘11- Microsoft works out the email template for the general invite and foresees

the catering, the intro speaker, general sessions, the location and

coordinates the complete organization of the CRM 2011 Launch Event- Agenda:

Intro speaker

CRM 2011 Update (On-premise & Online)

CRM 2011 Demo (Microsoft)

CRM 2011 Customer Testimonial(s)

Audience: prospects / customers (target: +200 people)- Partner sponsoring packages: Silver/Gold (special conditions apply)

CRM 2011 Launch Event

Thank you !

Don’t forget your evaluation form

29th of September 2010

Harald Wentein – PM Dynamics ERP

I³ Connect

“Customer Scenario’s”

Multi X2-Tier ERPLocal VerticalHosted Dynamics ERP

ERP Product Teams“ERP Volume” – led by Paul White

Local Vertical and Business in a BoxChristian Baek, Eva Sachse, Frank Fugl, Jannik Bausager and Jesper Lachance Ræbild

“ERP Industry” – Kees Hertogh and the global industry directors formally in Doug Kennedy’s group –

2-tier ERP and MultiXIndustry Solutions MarketingProduct Marketing

ERP Strategy and Pricing – led by Peter RuchatzCloud Strategy Pricing (Carl Radecke)

ERP Product Marketing – led by Guy Weismantel Jen Dorsey, Lotte Cordt Ihlemann, Gerice Anderson, Ross Thorpe, Luke Shave, Louise Toubro, Pepijn Richter and Lyle Curry report to Guy

Hosted Dynamics ERPHosted Dynamics ERP

- Freedom of Choice

- Rapid time to value

- Rapid implementation

- No customization

- Flexibility

Hostability

Online Services

Strategy – Local Vertical

Microsoft

•Direct Email•Website•Direct Email•Call Out

Partner

• Event• Call-Out

Customer

Goal:- Position Dynamics ERP as an Industry Solution- Create # of Touchpoints with potential prospects- Create New Leads

Local Vertical Marketing5 Vertical Markets:

- Manufacturing Process- Manufacturing Discrete- Distribution- Retail- Professional Services

For Partners

2 Customer references1 New + 1 max 6 months old

>1 vertical eventMicrosoft Participation

1 Solution on Solution Finder

CfMD or Add-on

Dedicated Vertical Website

Split / vertical

5 new Customers in FY09 & 10

- Western European Event- Existing Customers & Prospects- Executive Meetings

• Kirill Tatarinov (Corporate VP MBS) • Michael Park (Corporate VP MBS) • Hal Howard (Corporate VP MBS R&D)• Dan Brown (General Manager NAV)• Brad Wilson (General Manager CRM)• Crispin Read (General Manager, Microsoft Dynamics ERP) • Benoit de la Tour (Vice President Dynamics EMEA Time Zone) • …

- 1400 attendees- 34 Break Out sessions

Use the official Twitter hash tag: #CONV10

Break Out Grid

- CRM Online & CRM 2011- NAV 2009 R2- AX for Retail

- Cloud - BPOS- Value of Upgrade- Integration scenarios – BI – SharePoint - ...

Q1 Q2 Q3 Q4Jul-Sept Oct-Dec Jan-Mar Apr-Jun

Convergence

Dynamics ERP Telesales / Lead Generation / Lead Brokers / Through Partner Marketing

Manufacturing Discrete

Distribution

Manufacturing Process

Ultimate KMO/PME Makeover

NAV 2009 R2 Launch

FY11 Dynamics ERP Marketing

Professional Services

Retail Loca

l Vert

icals

ERP – Product LaunchesNAV 2009 R2

Microsoft Dynamics CRM Integration. Online Payment Service for Microsoft Dynamics NAV. RoleTailored Client Access for Remote and Roaming Users. Microsoft Application Virtualization support.  Windows 7 User Experience Improvements. Treemap visualization.

ReadinessNAV 2009 R2 Developer DayNovember 10th

What’s New in C/SideApplication TestabilityWeb ServiceIntegration (including CRM)...

Keep an eye out and register

Local Dynamics NAV Powershot

ERP – Product LaunchesMicrosoft Dynamics AX “6”

H2 is technical readiness AXCorp EventsLocal events through Belux Sub and Partner Academy

Local Dynamics AX Powershot

© 2010 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.