USING WHAT YOU ALREADY HAVE - THE EASY WAY TO USE MICROSOFT CRM ONLINE TO IMPROVE THE WAY YOU DO BUSINESS, SERVE CUSTOMERS, AND SELL MORE

SESSION: AP056

PRESENTATION AGENDA

1. IUR for CRM, what it is, how to get, how much it costs

2. Dynamics CRM experience, possibilities incl. the sign up process

3. PBS and how CRM can be quickly extended to support the needs of a project based professional service company

4. Dynamics CRM marketplace and integration with MS Project and MS Project server technologies.

• “The stone age was marked by man’s

clever use of crude tools. The Information age, to date had

been marked by man’s crude use of clever tools”

Anonymous

38%OF U.S. SMBs HAVE

INDICATED A STRONG

PREFERENCE FOR OBTAINING SAAS

AS PART OF A PACKAGE/BUNDLE2

MIDSIZE COMPANIES

WITH A REMOTE

WORKFORCE1

82%

72.8M

SMALL AND MIDSIZE

BUSINESSES GLOBALLY3

2012

35% OF SMALL AND MIDSIZE BUSINESSES

WILL PURCHASE CLOUD

COMPUTING4

99%

OF ALL BUSINESSES ARE

SMALL AND MIDSIZE7

52%SMALL AND

MIDSIZE BUSINESSES

RATED SECURITY THEIR #1 IT-

RELATED ISSUE5

33%

OF MIDSIZE COMPANIES ARE USING HOSTED

MAIL6

“OUR IT MANAGERS ARE

TIRED OF OUR SERVERS”

“WE NEED OUR TOOLS TO WORK TOGETHER OUT

OF THE BOX”

“OUR MOBILE WORKERS NEED

ACCESS TO MORE THAN

JUST EMAIL, AND WITHOUT USING

A VPN”

“WE CAN’T RISK ATTACKS FROM

SPAM OR VIRUSES-

ESPECIALLY IF IT IMPACTS OUR CUSTOMERS”

“USERS STILL NEED TO GET THEIR WORK DONE WHEN

THEY ARE TRAVELING”

“WE NEED PRODUCTIVITY TOOLS WITH A TCO WE CAN

AFFORD”

The 3 P’s…

Product Ease of use End user productivity Total cost of ownershipPlatform Multi-tenant

architecture Integration and

extensibilityPartner Model Expand reach, grow

revenue, and increase business velocity

Produce These Benefits…

U.S. $1 billion+ business Fastest growing CRM product

worldwide CRM leadership position from

Gartner and Forrester Vibrant partner ecosystem

(100% partner model) Industry focused investments

with partner vertical marketing

Lead referral program with lucrative partner royalties

Enhanced support and services

What Sets Microsoft Dynamics CRM Apart?

The Power of Productivity:

Familiar Intelligent

Connected

Referral Fees

Custom Reporting

User Training

App Sales

Configuration

Reseller Fees

System Integration

Customer Support

Partner CRM Revenue Opportunity

Enterprise Retail Customer 600 CRM Users Year 1 $44k (CSA Fees) + 40

Days of Consulting Services Year 2 $19k (CSA Fees) 30 Days to Commit, 12 months

Revenue Growth 6 Weeks Customer Time to

Value

CRM Software Advisor (CSA) Fee Program Earn commissions on CRM licenses and Software

Assurance Includes CRM Online and On-Premise transactions Transaction fees are 10% to 25% (depending on # of

seats)

Services Provider License Agreement (SPLA) Program Flexible cost structure Worldwide distribution capability Pay as you go

Training and Certification Programs Develop competencies and accrue additional

benefits 60 percent of customers are willing to pay a higher

price for Certified Microsoft resources

Partner Programs

Sales Productivity

Customer Care

Marketing Effectivenes

s

Extended CRM

Applications

Relationships • Interactions • Process • InsightsxRM Framework

On-premises

PC Browser Phone

Cloud

Harness Your IP for Multiple Implementations

ууущщйццззййз

360O View

ууущщйццззййз

Microsoft Technologi

es(Outlook,

Office, SQL Server, .NET

)

Microsoft Office user interfaces Next-gen Microsoft Outlook

experience Role-tailored forms and views Advanced personalization Real-time, personalized, and

extensible dashboards Wizards and guided processes Drill-down visual analysis and

navigation

Extended CRM Application

xRM FrameworkRapid Application

DevelopmentBusiness Process

ManagementBusiness

IntelligenceOffice and WebUser Experience

CustomerRelationshipManagemen

tApplication

PartnerRelationshipManagemen

tApplication

DistributorRelationshipManagemen

tApplication

AssetManagemen

tApplication

LeaseManagemen

tApplication

“Anything”RelationshipManagemen

tApplication

• Reduce application development complexity with declarative development

• Shrink administration, management, and licensing costs• Available on-premises and in the cloud• Included as part of Microsoft Dynamics CRM 2011

“SaaS continues to grow in importance. As recently as 2009, in markets like CRM, SaaS accounted for 20% of enterprise application spend.” – Gartner, Inc., Public Cloud Infrastructure Helps SaaS Vendor Economics,” June 4, 2010.

NEWECONOMICS

Pay for what you use Lower and predictable costs Shift from capex and opex Accelerate speed to value

REDUCEDMANAGEMENT

No patching, maintenance Faster deployment Robust multi-layered security Reliability and fault-tolerance

INCREASEDPRODUCTIVITY

Latest software for users Internet collaboration Anywhere access Instant self-provisioning

Amplifying Productivity with the Cloud

“SaaS growth will significantly outpace traditional software product delivery.” – IDC, Robert P. Mahowald, Worldwide Software as a  Service 2010-2014 Forecast: Software Will Never Be the Same,” June, 2010.  

www.microsoft.com/dynamics/marketplace

Application and Professional Services listings

New Optimized Search Logic

Ratings and Reviews

Discover, Download and Deploy Applications

Integrated with Dynamics CRM 2011

Discover Solutions with new Microsoft Dynamics Marketplace

Partner ResourcesCRM Development Center

(MSDN) Microsoft Partner Network

Microsoft Sure Step Methodology

Business Value Planning Services

Flexible Platform

Familiar Tools

Extensive Partner Network

Best Economics

Microsoft® Office,

SharePoint®, SQL

Server®, .NETOnline

and Offline

On-Premises and the Cloud

Windows®, Internet

Explorer®, Outlook®, Office

Development Frameworks

and ToolsSystems

Management and

Administration

System Integrators

Developers

Independent Software Vendors

Hardware

Software

Skills

The Advantage of Partnering with Microsoft

Instant anywhere access

Low up-front cost

Rapid Deployment

Managed by Microsoft

99.9% uptime SLA – Service Credit Regime

DYNAMICS CRM ONLINE SERVICE OVERVIEWEnterprise class CRM service, delivered in the cloud, hosted by Microsoft

Latest release of Dynamics CRM

5 GB data storage

200 custom Workflows

300 custom Entities

Offline access

Mobile Express

Subscription Includes Benefits of Online Services

Available Nowhttp://crm.dynamics.com

Sales Productivity

Customer Care

Marketing Effectiveness

Extended CRM Applications

Relationships • Interactions • Process • InsightsxRM Framework

On-premisesCloud

PC Browser Phone

Product Overview

Works withOffice 365services

Dashboards & Contextual BI

.NET4 extensionson Azure

Instant-on provisioning(< 5 mins.)

UnifiedOffice 2010Experience

Sales, Service, MarketingProductivity

99.9% UPTIME GUARANTEE

ANTIVIRUS ANTI-SPAM

FLEXIBILITY OF THE CLOUD

Backed by Microsoft

24 HRS A DAY365 DAYSA YEAR

Dynamics CRM Better Together with

MICROSOFT DYNAMICS MARKETPLACEhttp://dynamics.pinpoint.microsoft.com/en-AU/

An online destination for:

1. Prospects and existing customers to find high-quality applications that attract them to Dynamics

2. Microsoft and partners to publicise their products and services to customers.

3. Community interaction between Microsoft, partners and customers.

4. Microsoft field to locate third-party solutions for their prospects and customers

• All prices are Australian dollars.• All prices are per month.• Available via Credit Card and some Volume Licensing programs.• Credit card customer contracts are 12 months and auto-renew.• Volume Licensing: available in Enterprise Agreement, Campus Agreement

and Schools Agreement – discounts apply. Customer subscription length is co-terminus with underlying agreement.

Get Ready

USL Additional Storage Notes

Standard Price $54.75 $12.50 Available from January 2011

Promotional Price $42.25 $12.50 Available until June 30, 2011

Charity Price $12.50 $12.50 Available from February 2011

Partner Price $23.75 $12.50 Users beyond MPN Internal Use Benefit

Early termination $217.75 n/a Cancellation fee per user

Australian Pricing for Dynamics CRM Online

THE POWER OF CHOICE

Microsoft Dynamics CRM 2011 truly delivers for customers and partners:

1. Compete head on with Salesforce.com by leading with Microsoft Cloud Services. Offer 30-Day Trials of Microsoft Dynamics CRM Online

2. Grow the Partner Cloud via SPLA program. Ideal when customers need: Data located in Australia

Dedicated servers

A VPN connection to the data centre

To negotiate terms of the Service Level Agreement

Heavily customised with very complex application requirements

3. Continue to sell/deploy as an On-Premise solution via Volume Licensing, ISV Royalty program or the Dynamics Price List

On-Premise, Partner Cloud, Microsoft Cloud!

Work with Partners or Become a PartnerFind Australian CRM Partners on Dynamics Marketplace

– http://bit.ly/crm_partners_au Get into CRM yourself and Earn CSA Fees and optionally, an MPN Competency for Dynamics CRM

MPN Requirements(May 2011)

CRM Online (CSA)

CRM on-premise(CSA or SPA)

MPN Silver Competency

MPN Gold Competency

Personal Certifications 1 personAt least 2

different people required

At least 3 different people

required

At least 6 different people

requiredSales Specialist  1 person 1 person 1 person 2 people

Pre-Sales Specialist     1 person 1 personApplication Consultant/Developer 1 person 2 people 3 people 6 people

Implementation Methodology 1 person 1 person 2 people 3 people

Partners are now able to access Office 365 IUR under the Cloud Programs at www.microsoftcloudpartner.com The benefit can be accessed on the following path:1.       Log on to www.microsoftcloudpartner.com2.       Go to the Get Benefits tab3.       Click on the ‘Partners in Australia, learn more about additional options that apply only to you’ link under the Microsoft Office 365 header4.       Follow the instructions that appear to request the Microsoft Office 365 IUR benefit in Australia 

Program Update – IUR Waiver

IUR Waiver:– CE and CA partners that enrolled between November 1, 2010 and June 30, 2011 do not

need to meet the requirement to sell 50 seats per online service to maintain their free Internal Use Rights benefits in their second year or program enrollment. These partners have until 6/30/12 to achieve the ‘50 seats sold per online service requirement’ to continue receiving free Internal Use Rights per online service (i.e. Office 365, Dynamics CRM Online, & Windows Intune)

• All partners enrolling after June 30, 2011 (i.e. starting July 1, 2011) will have one year from their enrollment date to meet the 50 seats sold per online service requirement to maintain free Internal Use Rights in their second year of program enrollment.

• Partners will not have to meet any additional requirements, beyond maintaining active enrollment in CE or CA, to continue using their Windows Azure IUR in year two or the program and beyond.

– Program Reenrollment: – Cloud Essentials Partners will need to continue to meet all other program requirements to

maintain enrollment in year two.  Cloud Accelerate partners will also need to meet the 8 deals/500 seat (of any online service combination) sales commitment in their first year of enrollment in Cloud Accelerate in order to enroll in year two.

Program Update – Dashboard Update

Online Services Commerce Dashboard Update:– The Microsoft Online Services Partner Commerce Dashboard does not current display

Microsoft Office 365 information.  Efforts are underway to make Microsoft Office 365 data available in the Commerce Dashboard by early September and the field will be notified when the data is available. 

• Until this issue is resolved, partners will not be able to utilize the Commerce Dashboard to determine if their customers activated a new Office 365 customer trial or paid subscription. This issue does not impact existing BPOS information appearing on the Commerce Dashboard.

Support - Please Remember:– Internal (Microsoft Only) Program Questions: Please continue to

use the MPN Help Web Form • Please reference appendix for MPN Help Web From use guidance

– General Cloud Partner Program Questions: Regional Service Center– Office 365, Intune, and Azure IUR Benefit Questions:

Microsoft Online Services Support– CRM Online IUR Benefit Questions:

Microsoft Dynamics CRM Online Support Team

Cloud EssentialsREQUIREMENTS

Sell & Service

Build & Develop

MPN Profile

Sales Agreement:- MOSPA: incl.

100-level training and assessment

(OR)- CSA: requires

(1) deal 18 months prior to enrollment

MSFT Online Services Sales: (None to start; active sales to continue benefit)

MPN Profile

Platform Ready Signup & Profile application

Annual Fee None

Annual Fee None

“I build intellectual property delivered through the cloud”

IUR & Partner Preferred Pricing• Microsoft Office 365 – 250 licenses, E3 SKU• Dynamics CRM Online – 250 licenses • Windows Intune – 25 device licenses• Windows Azure Platform

• Windows Azure• SQL Azure• App Fabric• Data Transfers

Microsoft Pinpoint & Office 365 Marketplace Participation

Training Platform with Targeted Cloud Training

Marketing Resources

Online Sales Tools: Demo Showcase

Pre-sales and Technical Support: Partner Forums for Cloud, Practice Accelerator for Microsoft Office 365 (coming soon)

BENEFITS & RESOURCES

Financial Modeling Tools: Profitability Modeler

2A

2B

3

Partner selects

applicable

Business Track

and begins

qualification

process to

obtain benefits.

Can qualify via

one or both

tracks.

1“I sell and deploy online

services”

Cloud Accelerate

Sell & Service

Build & Develop“I build intellectual property delivered through the cloud”

“I sell and deploy online services”

Sales Agreement: MOSPA + Assessment (OR) CSA Agreement + (1) deal 18 months prior to enrollment

Training & Assessment(Technical; 200 level)

Fee$0 for competency partners; otherwise local pricing applies

Three Deals sold and 150 seats minimumSales Commitment(8 deals and 500 seat minimum)

Three Cloud Customer references

Three Cloud Customer refs

Azure Solution Passed Test (Platform Ready)OrPassed 400 level Azure Exam

Sales Commitment($2.5k Azure Revenue)

Fee$0 for competency partners; otherwise local pricing applies

IUR & Partner Preferred Pricing• Microsoft Office 365 – 250 licenses, E3 SKU• Dynamics CRM Online – 250 licenses • Windows Intune – 100 device licenses • Windows Azure Platform

• Cloud Essentials Pack Benefit• MSDN Premium Subscriptions (Silver Competency)

Cloud Roadmaps

Earned Silver Competency & Related MPN Competency Benefits

Pre-sales and Technical Support: 20 Additional Advisory Hours, Deployment Support for qualified Office 365 deals, Partner Forums, and Practice Accelerator for Microsoft Office 365 (coming soon)

Cloud Accelerate Badge

REQUIREMENTS

Online Sales Tools: Demo Showcase

Microsoft Pinpoint & Office 365 Marketplace Prioritization

Training Platform: Targeted Cloud Training

BENEFITS

Financial Modeling Tools: Profitability Modeler

MPN Profile

MPN Profile

Partner selects

applicable

Business Track

and begins

qualification

process to

obtain benefits.

Can qualify via

one or both

tracks.

1 2A

2B

3

Marketing Resources

TELS

TRA

TEM

PLAT

E 4X

3 BL

UE B

ETA

| TE

LPPT

V4

FIND OUT HOW WE CAN SUPPORT YOU TO ACHIEVE SUCCESS IN THE CLOUD OR REFER A PARTNER TODAY…

AND RECEIVE A FREE BOTTLE OF WINE!

BOTTLES ARE LIMITED & CONDITIONS APPLY

CHANGING THE WAY CUSTOMERS TALK ABOUT TELSTRA

Visit the Telstra Stand And talk to us about your cloud business!