Vertikalizace a CRM - Příležitosti pro ISV partnery

Aneta LukešováPartner Account Manager MBSi-anluke@microsoft.com

Microsoft Business Microsoft Business SolutionsSolutions

$2.5Mrd. Investment

1700 R&D staff

20 years ERP history

More than 350 000 customers ww

More than 6 000 partner ecosystem ww

More than 800 customers in ČR & SK

Designed from small to large segmentFirst MBS product developed comletely on .NETEasy of use

ERP Solution OfferingsERP Solution Offerings

Mid-market ERP Typically customized for unique business processes

Global ERPMultinationalsAdvanced manufacturers

Microsoft Business Solutions

CRM

Partner-Led Strategy To Serve Verticals

Trade & Distribution Logistics Manufacturing Building Inndustry Public Sector

ERP CRMHori

zon

tal

Industry Enabling Layer (Examples)

Core Horizontal

Education Governments Healthcare Retail Wholesale & DistributionManufacturing Public Food and

BeverageVert

ical

Verticals (Examples)

Categories (Examples)

Publishing & Printing

Specialty Retail

Private Schools

Transportation & Logistics

Metals & Mining

High Tech & ElectronicsPharmaciesAutomotive

Provide Core Horizontal Business PlatformToolsERP and CRM

Provide Partner-led Vertical OpportunitiesStrongest ecosystem of partners (VARs and ISVs)

Enable our Partners with “Industry-enabling” ProductsProvide enabling foundation needed to serve key segments

Food industry & Pharmacy

EmbedEmbed

Business SolutionsBusiness Solutions

ISV Products

Business SolutionsBusiness Solutions

ISV/VAR Products

ExtendExtend

BusinessBusinessSolutionsSolutions

ISVProducts

ConnectConnect

Loosely-linked Loosely-linked productsproducts

ISV product shares ISV product shares data with Business data with Business Solutions’ productsSolutions’ products

Allows for bi-directional Allows for bi-directional data integrationdata integration

Tightly-linked Tightly-linked productsproducts

Business process can Business process can be extended across be extended across appsapps

ISV extends core ISV extends core functionality functionality provided by MBS appprovided by MBS app

Full integrationFull integration

ISV embeds & sells a ISV embeds & sells a complete solution that complete solution that includes MBS & ISV includes MBS & ISV productproduct

Multiple ISV Partner Engagement Multiple ISV Partner Engagement OptionsOptions

MS CRM - Where We Are TodayWhere We Are Today

53 Countries, 16 Languages53 Countries, 16 Languages

1,700 Certified Partners1,700 Certified Partners

250 ISVs250 ISVs GloballyGlobally

Solid capabilities for sales and service todaySolid capabilities for sales and service today

4000+ Customers4000+ Customers

70,000+ Users70,000+ Users

…62% of our customers are

willing to serve as reference sites!

Large and Growing MarketLarge and Growing Market

0

3

6

9

12

The CRM Market Today

0

500

1 000

1 500

2 000

North America EMEA

Asia/Pacific Japan

Latin America

Source: Gartner Inc.Source: Gartner Inc.

North America and EMEA are growingNorth America and EMEA are growingat at 6.2% per year6.2% per year in 2005-2009; in 2005-2009;

LATAM, Japan, and Asia/Pacific areLATAM, Japan, and Asia/Pacific aregrowing at growing at 9.3% per year9.3% per year..

40%

13%47%

Small Midsize Enterprise

Small business is ~$500M today andSmall business is ~$500M today andgrowing at growing at 28% per year28% per year through 2008 through 2008

$4B in 2006$4B in 2006

How can I sell MS CRM...How can I sell MS CRM...Authorized to sell all Microsoft PartnersFor implementation certifications needed

Open Volume LicencingCertified Partner authorized to obtain CSA Claim Fee (3 required certifications, signed CSA agreement)

ISV Royalty LicencingMS CRM Prices for nearly 40% less

Classic distribution channel

Customers have same conditions as for other MS products

Shorter sales cycle

30% OR GREATER PARTNER OPPORTUNITY

Represent Microsoft CRMRepresent Microsoft CRMCertified Software Advisor (CSA)Certified Software Advisor (CSA)

Tier 1 = 20% for all programs, except for Enterprise Agreements which equals 15%Tier 2 = 30% for all programs, except for Enterprise Agreements which equals 22.5%SA renewals are 5% across all programs.

Prodejní maržeProdejní marže

nn%%Tier 1 -Tier 1 - 2020

%%

3030%%

Tier 2 -Tier 2 -oror

CRM CSA feeCRM CSA fee

Up ToUp To

+30%+30% + + n n

OpportunityOpportunity

==++

Total revenue opportunitiesavailable

      

                 

Microsoft CRMMicrosoft CRM - - ReferencesReferencesCUSTOMER BASE > +4000

http://www.microsoft.com/resources/casestudies/ http://www.microsoft.com/resources/casestudies/

And A Great Deal for Your Customers

Any customer that purchasesany module of CRM 1.2 Professional todaywill get full-suite rights tothe next release of Microsoft CRM

That means “buy one and get three”

This policy also applies to any prior customer of CRM 1.0 or 1.2 that has purchased any module of CRM Professional & has an active SA

Key Dates for Microsoft CRM 3.0Q2 05Q2 05 Q3 05Q3 05 Q4 05Q4 05 Q1 06Q1 06

All dates are per current plans All dates are per current plans

Code completeCode complete

GAGA (English, …) (English, …)

RTMRTM (English, (English, then 20+ more) then 20+ more)

Broad Broad BetaBeta (English) (English)

Testing and QATesting and QA

What Partners Are Saying

““It’s going to It’s going to revolutionizerevolutionize the the way that customers look at CRM”way that customers look at CRM”

Ryan Toenies, InetiumRyan Toenies, Inetium

““Microsoft has Microsoft has hit the bulls’ eyehit the bulls’ eyeon all levels with this release”on all levels with this release”

Frank Bruffey III, ProtechFrank Bruffey III, Protech

““The ability to customizeThe ability to customize

Microsoft CRM 3.0 is Microsoft CRM 3.0 is incredibleincredible.”.”Long Duong, InterlinkLong Duong, Interlink

© 2005 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

i-anluke@microsoft.comi-anluke@microsoft.com