1 Microsoft Dynamics ERP in SMB / ERP moving to the cloud Will
McIntee and Emily Stone
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2 Agenda An Introduction to Dynamics NAV Our SMB Strategy The
Market Customer Expectations Partner Transformation Future
Technology Resources
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3 Largest Microsoft ERP Partner Network 80.000 Customers World
Wide #1 in the Microsoft Dynamics product family Microsoft Dynamics
NAVMicrosoft Dynamics NAV
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4 Grow Share in SMB Positioning some confusion Deployment - on
premise MBS focus - license revenues License revenues - charged
upfront Software Services ratios maximized by customization
Positioning clear Deployment Microsoft hosted and on premise MBS
focus recurring revenues License revenues subscription based
Software/Services ratios minimized by rapid deployment OUR SMB
STRATEGYOUR SMB STRATEGY
6 Costing Annual ERP costs equal to about 1% of annual revenue
Cost Categories Project Staff 40% Consulting % Services25% Internal
Costs10% Training15% Software 5% Hardware 5% Source: Info-Tech
Research Group, Select a Mid-Market ERP Solution, 2011
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7 The Market
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8 The competition is awakingThe competition is awaking The
number ERP Cloud offerings is growing; 1.Netsuite
2.Financialforce.com 3.SAP Business-by-design 4.Epicor Express
5.Sage One & Sage 50 6.Exact Online 7.Infor Sytline 8.Plex
Systems 9.Everest Software 10.Activant 11.QAD On-demand 12..
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9 ERP SaaS companies have the futureERP SaaS companies have the
future The stock-exchange never lies! (Firm Value/FY+1Revenues)
Unit4 1,6 Epicor 1,7 Lawson 1,8 Exact 2,0 Sage2,6 SAP3,5
Netsuite10,4 Salesforce12,6
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10 By the wayBy the way FV/Revenue from leading consulting
firms: Atos Origin 0,45 CSC0,46 Cap Gemini0,67
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11 SMB Marketing #1SMB Relevancy New Online Experience #3Field
and Partner Enablement #2Articulate the SMB Value Proposition
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Customer ExpectationsCustomer Expectations
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13 Customer ExpectationsCustomer Expectations Get Out of the
Infrastructure Business Pay As You Go Pay As You Grow / Peak (Or
Shrink) Improve Time to Value More Rapid Innovation; Less Upgrade
Pain IT Best Practices for Everyone Cloud Innovation Drives Better
Products
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14 Influencers of Customer BehaviorInfluencers of Customer
Behavior Desired Benefits Why Im subscribing to the cloud? Customer
Segment How much CapEx am I willing to pay? Individual Markets How
fast will adoption take place? Faster time to value CapEx to OpEx
Reduce IT Expense Data Sovereignty Regulatory Compliance New
Markets Infrastructure App workload Billable Services
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DNA of a Successful Partner The TransformationThe
Transformation
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16 EXPERIENCES FROM THE FIELDEXPERIENCES FROM THE FIELD The
Cloud is NOT a financing model; Dont include your consulting hours
in the monthly fee; Cloud is not about cannibalizing your existing
business but winning new business; The lead time to get your first
Cloud business in is 6 9 months; Be aggressive; Pro-actively offer
Cloud solutions; Defining your Cloud proposition; In the sales
process make it easy for a customer to say yes!;
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17 Traits of a Successful PartnerTraits of a Successful Partner
Marketing Process Selling Strategy Offer Composition Solution
Delivery High efficiency, selling factory Completely structured and
repeatable Small & Midsize Seed and expand Basic packaging w/
custom components Fixed scope in phases Fully packaged, vertical
alignment Prospect education via online activities Enterprise
Strong branding and nurture engine Business Model Phase 1Phase
2Phase 3 Trusted Advisor Factory Approach
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18 Journey of TransformationJourney of Transformation Assess
your readiness Invest in an optimized cloud business model Lead
through innovation Differentiate with packaged IP
www.microsoft.com/dynamicscloudpartner
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19 Leading the TransitionLeading the Transition Time to Benefit
How long will it take me to get to profitability? The Payoff Whats
in it for me? Execution What do I need to do to succeed? Seven key
levers Crossover point Perpetual Revenue More Stable Higher Margin
For More information see Cloud Partner Profitability Guide
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20 Rapid Implementation
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21 The Value of Rapid ImplementationsThe Value of Rapid
Implementations Calculate the costs of implementations more
accurately Sell your solution again and again Save time, resources
and money Repeatability, Repeatability, Repeatability Doing
Microsoft Dynamics rapid implementations, you can:
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22 RapidImplementations How To Achieve Rapid ImplementationsHow
To Achieve Rapid Implementations Benefit from proven rapid
implementation methodology and resources from Microsoft:
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23 Resources For Accelerating ImplementationResources For
Accelerating Implementation Microsoft Dynamics Sure Step
Methodology Jump Start Microsoft Dynamics Sure Step for Microsoft
Dynamics NAV Rapid Implementation Methodology Toolkit for Microsoft
Dynamics NAV, (RIM) IMPLEMENTATION METHODOLOGY AND TOOLS Best
Practices Analyzer for Microsoft Dynamics NAV
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In the Short TermIn the Short Term
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25 Start now!Start now! Define your Volume Proposition Focus on
repeatability A succesful volume focussed business today has the
essential building blocks for transitionig to the Cloud Managing
the cost of sale is key review your capability and ensure it fits
with the model Pre-sales: record demos and publish to the web.
Pre-sales: a finite resource, manage effectively through
technology.
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26 Call to Action!Call to Action! Get your (localised)
vertical(s) in the Cloud If you need assistance in choosing a
vertical speak to your PAM, TPAM or PTA
([email protected])[email protected] Get your proposition
togehter Get your first reference customers on-board
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27 Idea: Get started with Office 365Idea: Get started with
Office 365 Office 365 is now integrated with NAV 2009 Make it part
of your standard offering Speak to existing customers about the
opportunity to integrate their NAV solution with Office 365
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31 Link to the Cloud Partner Profitability Guide:
https://partner.microsoft.com/global/productssolutions/dynamics/40162698
https://partner.microsoft.com/global/productssolutions/dynamics/40162698
Video on P&L Levers Slide:
http://www.youtube.com/watch?v=UWmHCNKgapg New update of Statement
of Direction after the Summer Road to Repeatability:
https://mbs.microsoft.com/Cms/Templates/site/UtilityPlus.aspx?NRMODE=Published&NRNODEGUID={2DB8F204-
6349-4352-B6EF-
1C4025027AAB}&NRORIGINALURL=/partnersource/worldwide/northamerica/partneressentials/R2R&NRCACHEHI
NT=Guest&wa=wsignin1.0 ERP Volume Toolkit:
https://mbs.microsoft.com/partnersource/marketing/marketingcollateral/messagingframeworks/SMBToolkit.htm
https://mbs.microsoft.com/partnersource/marketing/marketingcollateral/messagingframeworks/SMBToolkit.htm
The ResourcesThe Resources
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32 2010 Microsoft Corporation. All rights reserved. Microsoft,
Microsoft Dynamics, the Microsoft Dynamics logo, and [list other
trademarks] are trademarks of the Microsoft group of companies. 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.