The Microsoft Dynamics Partner Opportunity – Back to Basics: Specialize, Grow, Win

Doug KennedyVice President, Microsoft Dynamics PartnersMicrosoft Corporation

DYNBMVK

Garth LairdCEO

ZapMPN partner since 2001

ISV (Dynamics secondary)

Welcome!

Outstanding Growth for the Microsoft Dynamics Business

Successful Launch of MPN

Launch of Microsoft Dynamics CRM 2011

Launch of Microsoft Dynamics CRM Online Internationally

THANK YOU FOR A GREAT YEAR!

— Warren Buffet

BACK TO THE BASICS

The business schools reward difficult complex behavior more than simple

behavior, but simple behavior is more effective.

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

Whether in the Cloud or On Premise

The Same Four Things Still Matter

BACK TO THE BASICS

Get the Basics Right – Build the Foundation

GO VERTICAL EMBRACE CLOUD ACHIEVE SCALE

BACK TO THE BASICS

Accelerate Your Business

— Warren Buffet

BUILD A STRONG FOUNDATION

Someone's sitting in the shade today because

someone planted a tree a long time ago.

KEY A

CTIO

NS

Complete and Capable Team

Drive Operational Excellence

Focus on Services Profitability

HO

W W

E H

ELP

Microsoft Dynamics Partner Academy

Partner Business Systems

Sure Step

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

BUILD A STRONG FOUNDATION

KEY A

CTIO

NS

Complete and Capable Team

Drive Operational Excellence

Focus on Services Profitability

HO

W W

E H

ELP

Microsoft Dynamics Partner Academy

Partner Business Systems

Sure Step

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

BUILD A STRONG FOUNDATION

• Role-Based Training

• PDCs In All Key Markets

KEY A

CTIO

NS

Complete and Capable Team

Drive Operational Excellence

Focus on Services Profitability

HO

W W

E H

ELP

Microsoft Dynamics Partner Academy

Partner Business Systems

Sure Step

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

BUILD A STRONG FOUNDATION

• Solution built for Microsoft Dynamics partners

• Drives focus on revenue and gross profit

KEY A

CTIO

NS

Complete and Capable Team

Drive Operational Excellence

Focus on Services Profitability

HO

W W

E H

ELP

Microsoft Dynamics Partner Academy

Partner Business Systems

Sure Step

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

BUILD A STRONG FOUNDATION

• Sure Step projects 16% more profitable on average

• Over 50% of our managed partners are using Sure Step

EMBRACE THE CLOUD

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

David Cearley Vice President and Gartner FellowGartner Research

Cloud Computing – A Style of Computing

System Infrastructure Services (Iaas)

Business Services

Information Services

Application Services (SaaS)

Application Infrastructure Services (PaaS)

Cloud Enablers

Business and End Users

Consumers Services Providers

Developers andIT Professionals

Public PrivateHybrid

Enterprise Approaches to Cloud Computing

How can the IT organization secure, manage and govern cloud services across internal, external and hybrid environments?

3

Where and how should the enterprise implement private cloud environments? 2

Where and how can the enterprise safely consume cloud computing services? 1

How does cloud computing factor into the application strategy and architecture? 4

Are there opportunities for the business to become a cloud computing service provider?5

Service Selection and set-upBrokers and Aggregators Partner SaaS modules

Traditional SI and Product Sale

Consulting and SI engagements

Partner Opportunity

Software and/or ServicesConsulting and SI engagements

Consulting and SI engagementsIndustry Expertise

The Path To Failure

CloudwashingCloud computing is not the same as hosting or outsourcingFailing to establish new differentiated value proposition

Selling “products” instead of providing “services”Failure to shift from Reseller or VAR model to a Solution ProviderSelling technology vs. business outcomes

Migrating a traditional single-tenant application unchanged

Lack of elasticity and agility/flexibility in the delivered solution

Expecting a rapid shift of all users to public cloud offeringsDesign as a services, offer as software and/or appliance

The Road To Success

Embrace New Business ModelsShift from project based to recurring revenue contractsService level agreements vs. reactive time and material contractsService brokerage (e.g., integration and aggregation)

Develop New SkillsGlobal class design, multi-tenancy, usability expertise Service provisioning, billing, management and online marketingSelling to business leaders vs. traditional IT leaders

Optimize for a Hybrid Cloud approachPublic, private and traditional IT environments

Configuration vs. custom development

Cloud Computing Planning Assumptions

Through 2012, IT organizations will spend more on private cloud computing than on public cloud services

By 2012, at least 35% of U.S. midmarket businesses (100 to 999 employees) will purchase cloud-computing services

By 2015, at least 30% of Fortune 1000 enterprises will have a portion of at least one business critical system dependent on an external cloud service

By 2015, 50% of all new application ISVs will deliver SaaS

Through 2020 a hybrid model combining on-premises and external cloud services will be the most common approach

KEY A

CTIO

NS

Build an Annuity Stream

Package your IP

Tune your Operating Model

HO

W W

E H

ELP

Microsoft Dynamics CRM Online International Launch

Microsoft Dynamics Marketplace

Partner Profitability Guidance

EMBRACE THE CLOUD

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

KEY A

CTIO

NS

Build an Annuity Stream

Package your IP

Tune your Operating Model

HO

W W

E H

ELP

Microsoft Dynamics CRM Online International Launch

Microsoft Dynamics Marketplace

Partner Profitability Guidance

EMBRACE THE CLOUD

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

• 40 markets, 41 languages

• Global teleweb model

• Extended internal use rights

• Promotional CSA incentive

KEY A

CTIO

NS

Build an Annuity Stream

Package your IP

Tune your Operating Model

HO

W W

E H

ELP

Microsoft Dynamics CRM Online International Launch

Microsoft Dynamics Marketplace

Partner Profitability Guidance

EMBRACE THE CLOUD

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

• CRM product integration

• Subsidized IP testing process

• Over 2,000 apps and 1,000 services

• Across 29 countries

KEY A

CTIO

NS

Build an Annuity Stream

Package your IP

Tune your Operating Model

HO

W W

E H

ELP

Microsoft Dynamics CRM Online International Launch

Microsoft Dynamics Marketplace

Partner Profitability Guidance

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

• Cloud partner profitability P&L guide

• Cloud modeling tools• Cloud Partner

Development Centers• Cost comparison

calculator

EMBRACE THE CLOUD

KEY A

CTIO

NS

Offer Repeatable Vertical Solutions

Hire Industry Experts

Differentiate Your Business

HO

W W

E H

ELP

Certified for Microsoft Dynamics

Vertical Solution Priorities

AMR Industry Certification

GO VERTICAL

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

KEY A

CTIO

NS

Offer Repeatable Vertical Solutions

Hire Industry Experts

Differentiate Your Business

HO

W W

E H

ELP

Certified for Microsoft Dynamics

Vertical Solution Priorities

AMR Industry Certification

GO VERTICAL

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

• Have your solutions certified

• Sell and deliver CfMD solutions

• Over 350 CfMD solutions today

KEY A

CTIO

NS

Offer Repeatable Vertical Solutions

Hire Industry Experts

Differentiate Your Business

HO

W W

E H

ELP

Certified for Microsoft Dynamics

Vertical Solution Priorities

AMR Industry Certification

GO VERTICAL

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

• Build vertical expertise• Know the vertical

priorities in your markets

• Talk to your PAM, get on the list

KEY A

CTIO

NS

Offer Repeatable Vertical Solutions

Hire Industry Experts

Differentiate Your Business

HO

W W

E H

ELP

Certified for Microsoft Dynamics

Vertical Solution Priorities

AMR Industry Certification

GO VERTICAL

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

• Get your industry expertise validated by AMR

KEY A

CTIO

NS

Expand Service Offerings

Maximize Marketing Effectiveness

Leverage MPN Brands

HO

W W

E H

ELP

Business Ready Advantage Plans

Marketing Services Bureaus

Go for Gold or Silver

ACHIEVE SCALE

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

KEY A

CTIO

NS

Expand Service Offerings

Maximize Marketing Effectiveness

Leverage MPN Brands

HO

W W

E H

ELP

Business Ready Advantage Plans

Marketing Services Bureaus

Go for Gold or Silver

ACHIEVE SCALE

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

• Plans can cut costs, increase profit

• Use Microsoft backing to increase win rates

• Offer customers peace of mind

KEY A

CTIO

NS

Expand Service Offerings

Maximize Marketing Effectiveness

Leverage MPN Brands

HO

W W

E H

ELP

Business Ready Advantage Plans

Marketing Services Bureaus

Go for Gold or Silver

ACHIEVE SCALE

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

• Local marketing agencies in 35 countries

• More than 65 agencies worldwide

KEY A

CTIO

NS

Expand Service Offerings

Maximize Marketing Effectiveness

Leverage MPN Brands

HO

W W

E H

ELP

Business Ready Advantage Plans

Marketing Services Bureaus

Go for Gold or Silver

ACHIEVE SCALE

Solution Developme

nt

Solution Sales

Solution Delivery

Solution Support

• Almost to the finish line

• Gold from 70% <20% of partners

— Warren Buffet

PARTNER DISCUSSION

It is not necessary to do extraordinary things

to get extraordinary results.

SECRETS OF SUCCESSPOWEROBJECTS

Jim Sheehan

SCHOUW INFORMATISERING

JohnSchouw

SABLE

MartinWildsmith

PARTNER DISCUSSION

WHAT’S NEXTOCT: New Sales, Presales and Methodology certs

enforced

OCT: Shut-off of Old Gold and benefits

JAN: Pay for Performance

FALL 2011: Microsoft Dynamics AX 2012 Conference

NOW: 40% CSA fee for CRM Online through June 2012

You Have Choices

Microsoft always has, and always will center on partners

Microsoft continues to invest across the partner lifecycle

Microsoft has a long term vision and growth plan

The Microsoft partner ecosystem is the industry's strongest

Microsoft Dynamics is growing rapidly

There Are Many Opportunities In The ERP And CRM Marketplace. We Are Proud You Chose To Partner With Us.

Fred Studer

General ManagerMicrosoft Dynamics ERP

Introduction

Partner Calls to ActionKey actions, resources and WPC related sessions/activities

Do

Attend

Learn

Complete the evaluation form at www.digitalwpc.com/evalsEvaluate this session

Back to basics!  Focus point

Visit Microsoft Dynamics breakout sessions, panels and interactive sessions

Go get Microsoft Dynamics Session Catalog

Solution Innovation Center – Microsoft Dynamics Booth at the Expo

July 13th, 8:30pm-12:00am – Recognition Event and After Party at Highlands and El Capitan

Visit us at WPC

PartnerSource Home, MPN PartnerSource, Partner Academy,Coming soon: Microsoft Dynamics AX 2012 Conference

Get content

Facebook: Microsoft Dynamics Partner Community Twitter: MSDynReady Linked In: Microsoft Dynamics Partner CommunityBlog: http://blogs.msdn.com/b/dynpartnercommunity/

Participate online

— Warren Buffet

I don’t look to jump over 7-foot bars: I look around for 1-foot bars

that I can step over.

Congratulations to our Inner Circle, Presidents Club and Award Winners

Have a Great WPC and a Great FY12

Thanks for a Successful FY11

© 2011 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.