Winning Tomorrow: Driving Growth for Microsoft Dynamics ERP in SMB—FY12 and Beyond Paul White Errol Schoenfish Jannik Bausager Jesper Lachance Ræbild Microsoft Corporation DYN21 Lisa Slim Microsoft Alliance Business Manager Hewlett-Packard MPN partner since 1989 HP Enterprise Business Ro Kolakowski Company Partner 6 th Street Consulting MPN partner since 2006 SharePoint
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Grow Share in SMB Positioning – some confusion Deployment - on premise Microsoft Dynamics focus - license revenues License revenues - charged upfront.
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Winning Tomorrow: Driving Growth for Microsoft Dynamics ERP in SMB—FY12 and Beyond
Paul WhiteErrol SchoenfishJannik BausagerJesper Lachance RæbildMicrosoft Corporation
DYN21
Lisa SlimMicrosoft Alliance Business Manager
Hewlett-PackardMPN partner since 1989HP Enterprise Business
Ro Kolakowski
Company Partner
6th Street Consulting
MPN partner since 2006
SharePoint
Winning Tomorrow
The Journey Continues
Our Strategy
Tomorrow Starts Today
140,000
120,000
110,000
100,000
130,000
2006 2007 2008 2009 2010 2011
The Journey ContinuesInstall base growth since FY 2006
2012
Spent Money With New Vendor
Spent Money With Existing Vendor
Grow Share in SMB
• Positioning – some confusion• Deployment - on premise• Microsoft Dynamics focus - license revenues• License revenues - charged upfront• Software Services ratios – maximized by
customization
The Past• Positioning – clear• Deployment – Microsoft hosted and on premise• Microsoft Dynamics focus – recurring revenues• License revenues – subscription based• Software Services ratios – minimized by rapid
deployment
Our Future
Our Strategy
Proposition relevant to all designed to drive
switching behavior amongst users of legacy
applications
Proposition only relevant to those customers who
have decided to replace their system and budgeted to do so.
Deployment
Sales Effectiveness
Vertical
Our Strategy
Cost of Sales
Pricing
Sales Effectiveness
Jet Reports Express Zetadocs Express
Vertical
Partners that specialize by Vertical
Win rate: +32%Deal size: +26%
Sales cycle: -22%Utilization: +13%
Cloud Profitability: +?%
Deployment
Microsoft Hosted Partner Hosted Any Client Deployment Days
Microsoft Hosted
ERP is “All in”
Getting out of the IT infrastructure business
“Pay as you go” and “Pay as you grow”
Accelerated time-to-value
Service levels customers can bet their business on
Partner Hosted
SPLA
Dramatic Growth
Available now
Vertical Play
Demo – Any Client
Jesper Lachance RæbildErrol Schoenfish
1. NAV ”7”2. GP ”12”3. Microsoft Phone
Deployment Days
Annual ERP costs equal to about 1% of annual revenue
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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.