AP049 Microsoft Dynamics CRM 2011 and the Cloud Ross Dembecki / Lead Product Manager Craig Steere / Technical Solution Professional Is a flexible business application that helps organisations increase business productivity and drive connections across people, processes and ecosystems AP029: Selling Dynamics CRM: The sales productivity proof points AP049: Microsoft Dynamics 2011 and the Cloud AP107: Customer Care Accelerator AP115: xRM Framework: A Faster Way to Build Business Applications Over 1,400,000 users in more than 80 countries with 40+ languages Over 23,000 customers from small to enterprise Over 1,200 software and services partners with new Dynamics CRM competency Over 100 service providers hosting Dynamics CRM solutions Highest rated CRM suite by Forrester, Leader Quadrant by Gartner Over 1,400,000 users in more than 80 countries with 40+ languages Over 23,000 customers from small to enterprise Over 1,200 software and services partners with new Dynamics CRM competency Over 100 service providers hosting Dynamics CRM solutions Highest rated CRM suite by Forrester, Leader Quadrant by Gartner Multi-tenant architecture for cloud and on-premises deployment Regional datacenters in the Americas, EMEA, and APAC Accreditations: ISO 27001:2005 and SAS 70 Type I and Type II attestations SLA: 99.9% uptime, 24/7 support Developer symmetry between our cloud and on-premises assets for integration and extensibility More value for less helps customers make the most of their investments Multi-tenant architecture for cloud and on-premises deployment Regional datacenters in the Americas, EMEA, and APAC Accreditations: ISO 27001:2005 and SAS 70 Type I and Type II attestations SLA: 99.9% uptime, 24/7 support Developer symmetry between our cloud and on-premises assets for integration and extensibility More value for less helps customers make the most of their investments Business at a Glance I dont think anybody is offering CRM the way that Microsoft is. ~ Warren Wilson, Ovum Its hard to see significant obstacles to continued CRM growth over the coming years. ~ Bo Lykkegaard, IDC Microsoft is going beyond challenging Salesforce.com ~ Nick Kolakowski, eWeek STRONG MARKET MOMENTUM Buyers also like Microsoft Dynamics CRMs usability, lower price, and its quick time-to-value compared with traditional CRM applications. ~ Bill Band, Forrester Salesforce.com and Oracle CRM On Demand customers within 12 months of their contract renewal should evaluate Dynamics CRM Online. ~ Rob DeSisto, Gartner CRM NAMED A LEADER BY TWO INDEPENDENT RESEARCH FIRMS Leaders Quadrant for Customer Service Contact Centers April, 2010 Leaders Quadrant for Sales Force Automation July, 2010 Leader CRM Suites Large Organisations Wave June, 2010 Leader CRM Suites Midsized Organisations Wave June, 2010 Leader Customer Service CRM Suites Wave June, 2010 MICROSOFT DYNAMICS CRM 2011 LAUNCH TIMELINE Microsoft Dynamics CRM 2011 beta for Online & on-premises; Dynamics Marketplace debuts Microsoft Dynamics CRM Online releases worldwide, with connectors to Dynamics GP & NAV Microsoft Dynamics CRM 2011 release to manufacturing (RTM) for on- premises and hosters APC APC Promote Beta sign up Promote Beta sign up APC APC Promote Beta sign up Promote Beta sign up Global Readiness Tour in SYD on Oct 18 and MELB on Oct 19 Global Readiness Tour in SYD on Oct 18 and MELB on Oct 19 Customer/Through Partner Events Customer/Through Partner Events Microsoft Cloud activity Microsoft Cloud activity Customer/Through Partner Events Customer/Through Partner Events Microsoft Cloud activity Microsoft Cloud activity On-premises Systems Cloud Services BrowserPCPhone Winning Customer Scenarios SOURCE: GARTNER (June and July 2009) natural & personal collaborative & integrated insightful & actionable THE POWER OF PRODUCTIVITY SOURCE: GARTNER (June and July 2009) Office Fluent UI experience Next-gen Outlook client RoleTailored forms & views Advanced Personalisation THE POWER OF PRODUCTIVITY Role-based Forms Unlimited customisation Nested security access Web and Mobile ROLETAILORED FORMS AND VIEWS SOURCE: GARTNER (June and July 2009) Office Fluent UI experience Next-gen Outlook client RoleTailored forms & views Advanced Personalization Real-time Dashboards Guided Process Visual Analysis & Navigation Declarative Design THE POWER OF PRODUCTIVITY Process Dialogs.NET 4.0 Workflow Adaptive processes Web-services integration GUIDED PROCESSES SOURCE: GARTNER (June and July 2009) Office Fluent UI experience Next-gen Outlook client RoleTailored forms & views Advanced Personalization Real-time Dashboards Guided Process Visual Analysis & Navigation Declarative Design Business Connections Contextual SharePoint Cloud solutions & extensions Dynamics Marketplace THE POWER OF PRODUCTIVITY Documents in-context Custom Content Types Tag Clouds and Social SharePoint Online & On-premise CONTEXTUAL SHAREPOINT DEMONSTRATION Craig Steere Application and Professional Services Offerings New Optimised Search Logic Ratings and Reviews Discover, Download and Deploy Applications Integrated with Dynamics CRM 2011 Replacing Solution Finder end of 2010 DYNAMICS MARKETPLACE CRM AND THE CLOUD ON PREMISEHOSTED PUBLIC SaaS PaaS IaaS U$2.1BU$2.5BU$3.0B CUSTOMER DEMAND FOR CLOUD CRM ON PREMISEHOSTED PUBLIC SaaS PaaS IaaS Instant anywhere access Low up-front cost Rapid Deployment Managed by Microsoft Financially backed 99.9% uptime SLA SERVICE OVERVIEW Enterprise class CRM service, delivered in the cloud, hosted by Microsoft Latest release of Dynamics CRM 5 GB data storage 200 custom Workflows 200 custom Entities Offline access Mobile Express Subscription Includes Benefits of Online Services FULL EXTENSIBILITY IN THE CLOUD CRM ONLINE IS READY FOR THE ENTERPRISE Web Self-ServiceVolume Licensing Customer Profile New Dynamics CRM Online Customers 12 month term length, monthly billing, pay by credit card. Contract auto renews Benefits Fast (enter payment info directly) Simple online license management Easily add licenses and storage online Customer Profile New Dynamics CRM Online Customers 12 month term length, monthly billing, pay by credit card. Contract auto renews Benefits Fast (enter payment info directly) Simple online license management Easily add licenses and storage online Customer Profile Existing customers with Enterprise and Campus / School Agreements Coterminous with underlying enrolment, pay up front or annually Benefits Programmatic price discounts for volume purchasing Software and services IT strategy Customer Profile Existing customers with Enterprise and Campus / School Agreements Coterminous with underlying enrolment, pay up front or annually Benefits Programmatic price discounts for volume purchasing Software and services IT strategy DYNAMICS CRM ONLINE LICENSING User Subscription License (USL) User Subscription License (USL) USLUSL Step-Up USL CRM CAL with SA GET BEHIND DYNAMICS CRM Promotional rate for Dynamics CRM Online CSA program & reduced requirements to become Dynamics CRM Online CSA partner Referral revenue opportunity for lead discovery and identification for Dynamics CRM & ERP Up to 250 seats of Microsoft Dynamics CRM Online available to MPN partners for internal use to fuel sales & marketing WHAT PARTNERS THINK Monitor interviews with 78 U.S. & European partners on partner economics & Intune; Beta study ongoing Revenue Opptys $3.3k Business Consulting & Customisation Services $2.3k Deployment & Implementation Services $2k Managed Services $1k Partner of Record Fees BPOSBPOS ~$8,600 $7k $10.5k Dynamics CRM Online ~$27,000 (20 seats) $8k $12k 18% First Year 6% Annuity 6% Annuity +22% First Year (FY11 Promo) 40% First Year 6% Annuity 6% Annuity TRANSFORMING TO THE CLOUD How Partners Can Position Themselves for Success in Cloud Computing IPED Channel Research, Consulting & Education WINNING WITH DYNAMICS CRM ONLINETransform to Win Deals 5 50 users, changing to mid-size & larger orgsDeals 5 50 users, changing to mid-size & larger orgs Customers are IT resource constrainedCustomers are IT resource constrained Decision makers run line of biz & seek simple solutionsDecision makers run line of biz & seek simple solutions CRM is recession friendly - biz stay close to customersCRM is recession friendly - biz stay close to customers Transform to Win Deals 5 50 users, changing to mid-size & larger orgsDeals 5 50 users, changing to mid-size & larger orgs Customers are IT resource constrainedCustomers are IT resource constrained Decision makers run line of biz & seek simple solutionsDecision makers run line of biz & seek simple solutions CRM is recession friendly - biz stay close to customersCRM is recession friendly - biz stay close to customers Expand Your Reach 70% of sales from new clients70% of sales from new clients New segments web centric industries like retail, distribution, SMBsNew segments web centric industries like retail, distribution, SMBs New scenarios i.e. branch officesNew scenarios i.e. branch offices Expand Your Reach 70% of sales from new clients70% of sales from new clients New segments web centric industries like retail, distribution, SMBsNew segments web centric industries like retail, distribution, SMBs New scenarios i.e. branch officesNew scenarios i.e. branch offices Grow Your Revenue CSA Fees develop recurring revenueCSA Fees develop recurring revenue Services evaluation, migration, consultingServices evaluation, migration, consulting Grow Your Revenue CSA Fees develop recurring revenueCSA Fees develop recurring revenue Services evaluation, migration, consultingServices evaluation, migration, consulting Improve Your Business Velocity Increase capacity - new sales and delivery modelsIncrease capacity - new sales and delivery models Scale sell to multiple customers remotelyScale sell to multiple customers remotely Margin recurring revenue + services attachMargin recurring revenue + services attach Improve Your Business Velocity Increase capacity - new sales and delivery modelsIncrease capacity - new sales and delivery models Scale sell to multiple customers remotelyScale sell to multiple customers remotely Margin recurring revenue + services attachMargin recurring revenue + services attach Call To Action Sign-up to be a CSA Fee Partner or a CRM/ERP Referral Partner Use Dynamics CRM via Internal Use Rights Benefit Attend CRM Global Readiness Tour: 1 Day 2 Tracks Sydney: October 18 th Melbourne: October 19 th Register Now:Leverage the Dynamics CRM 2011/Online Beta Public Beta Customers, partners and prospects September Released & available for both Online and on-premises Beta Sign-up -Web:Web:Visit Pod #26