Dynamics Lead : Marc Charlier Partner Lead : Peggy Janssens Joeri Van Vooren PAM ERP David Grooten PAM ERP Pascal Melgers PAM ERP Tom Braekeleirs PAM.
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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.
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