a woodard events production part 3€¦ · a woodard events production. about the series ... david...
TRANSCRIPT
Part 3Stretching Your Practice to Include Technology Advisory Services and Partnerships
www.Woodard.com/Webinars
A Woodard Events Production
About the Series
Part 1:Stretching QuickBooks
Part 2:Stretching Your
Role
Part 3:Stretching Your
Practice
Part 4:Stretching Your
Horizons
To Meet the Needs of Your Larger Clients
Through Custom Reporting and Business Analytics
To Include Technology Advisory Services and
Partnerships
Through a Discovery of How Microsoft’s AI Powers the Future of Accounting Solutions
… QuickBooks … Client Relationships … Your Practice…Your Horizons
About Today’s Presenters
… QuickBooks … Client Relationships … Your Practice…Your Horizons
Scott MayDirector of Channel Programs
Joe WoodardCEO
The Technology Advisory Opportunity
David WarnerStrategy and Channels
The Microsoft Advisory Opportunity
The Microsoft Advisory Practice Roadmap
The Technology Advisory Opportunity
Woodard.com/webinars
Stretching Your PracticeTo Include Technology Advisory Services and
Partnerships
For the QuickBooks Consultant
… QuickBooks … Client Relationships … Your Practice…Your Horizons
Beginning with Why
TechnologyAdvisory
Automation
Solutions
Time Back
Scalability
Visibility
Increase in Client Wealth
… QuickBooks … Client Relationships … Your Practice…Your Horizons
Continuing to What
Operational Solutions• “SMBRP” (QBD Enterprise)• ERP Solutions (Dynamics 365)• Point of Sale/Billing• Field Services…etc.
TechnologyAdvisory
Back Office Automation• OCR/Data Parsing• AP Automation• Importing (Feeds, Excel, etc.)• Payroll/1099• Sales Tax…etc.
Team Collaboration• Shared One Note• Document Management• Expense Management• Time Management• Office 365 (with Teams)
… QuickBooks … Client Relationships … Your Practice…Your Horizons
Microsoft Advisory for Any QB Consultant
• Individual Chat• Team
Conversations• VOIP Calling• Employee
Meetings• …and more
Microsoft Teams
The Microsoft Advisory Opportunity
TheTransformativeAdvisor.comWoodard.com/webinars
Stretching Your PracticeTo Include Technology Advisory Services and
Partnerships
For the QuickBooks Consultant
David Warner, MicrosoftU.S. SMB Team
July, 2019
Digital TransformationThe Microsoft Opportunity for the QuickBooks Consultant
AGENDA Why should I care?Digital Transformation—just how will my customers and I be affected?The SMB market, customers and expectationsThe MSFT Solution & Opportunity
© Copyright Microsoft Corporation. All rights reserved.
“I’m a QuickBooks Consultant….Why should I care?”
SMB Total Addressable
market –16 BN
Of the $16+BN market:ERP - $8.8 BNCRM - $8.0 BN
Overall migration improvement to Online from On-prem: ERP by 15% YoY CRM by 13% YoY
Why should you care? Reason 1: Aggressive Competition
Why should you care? Reason 2: Confused customers
“What’s the difference in accounting systems anyway?”
“What’s next for my business as I expand?”
“I’m told that I’ve ‘outgrown’ Quickbooks…?”
“Should I consider the cloud…and which is best?”
“How do I get better reporting!”
Optimizeoperations
Transformproducts
Engagecustomers
Empoweremployees
Data + intelligence
Why should you care? Reason 3: Digital Transformation
© Copyright Microsoft Corporation. All rights reserved.
“What exactly does Digital Transformation mean anyway…?”
Disruption is the 4th industrial revolution
1780s 1870s 1970s 2015+
STEAM ELECTRICITY ELECTRONICS & IT DIGITAL
Engage your customers
Transform your products
Optimize your operations
Empower your employees
9
Astonishing Pace of Change
10
2
2
3
3
4
4
5
6
6
8
20
0 2 4 6 8 10 12 14 16 18 20 22
Xiaomi
Snapchat
Airbnb
CloudFlare
Uber
Average Unicorns
Tesla
Cloudera
Typical Fortune 500
YearsSource: World Economic ForumTime to reach $1B valuation or more
2007 $100,0002019 $39
2007 $40,0002018 $159
2007 $550,0002018 $20,000
2000 $2.7bn2007 $10m2018 $500
1984 $302014 $0.16
2009 $30,0002016 $80
DNA
Solar
Drones
3D Printing
Industrial Robots
The cost of key technologies has fallen rapidly
Sensor (3D)
Source: World Economic Forum
CEOs believe technology will transform their business more than any other global trend
2 Billion active social media accounts
3 Billion active Internet users
2.4 Billion smart devices in 2018
80 Billion connected IoT devices by 2025 from 11 billion today
Within 10 years, we will see the number of devices connected to Internet jump to 152K/Minute vs 4,800 today.
Source: PWC CEO Survey
1 Digital services are transforming customer engagement
2 Every employee can and should be more empowered
3 The Internet of Things cannot be ignored
4 Customer experience will eclipse product and price
5 Customer engagement is an ongoing commitment
11
“Our industry does not respect tradition,it only respects innovation”Satya NadellaCEO, Microsoft
CAGR over 4 years between 21% and 24%
$4.76
$5.70
$0
$1
$2
$3
$4
$5
$6
$7
$8
$9
$10
$11
$12
1 to 250 EmployeesERP / Accounting CRM
$10.5B
13
$0.0 $1.0 $2.0 $3.0 $4.0 $5.0 $6.0 $7.0
1-9
10-99
100-249
CRM ERP Accounting
SMB Market Opportunity FY19 SMB SaaS Opportunity
ITMarketingSalesFinance
We need simple and intelligent tools to focus more on the customer and the
business
I need a cost-effective, easy-to-deploy and
easy-to-scale solution
I need the insights to react quickly to
changes and new opportunities
Focus on customers, not technology
Technology forbusiness growth
Personalized and relevant offers
My team has to use many different tools to
accomplish daily administrative tasks
Real-time business insights
14
© Copyright Microsoft Corporation. All rights reserved.
The Microsoft Solution & Opportunity
*Brought to you by Adobe Marketing Cloud
Finance & OperationsERP, re-tooled AX for larger, more complex operations
Business CentralERP, re-tooled NAV for cloud or on-prem SMB
Customer EngagementSales, Customer Service, Marketing, Talent, Field Service, Project Service
Intelligent business applications in the cloud
Azure IoT
Power BI
Cortana Intelligence
Microsoft AppSource
Common application platform: PowerApps, Microsoft Flow, Common Data Service
Multiple deployment options: On-premise, Hybrid, Cloud
19
MICROSOFT DYNAMICS 365
Business Central
Why Business Central
Flexible, scalable, all-in-one business management solution
Unified and intelligent data and processes
Rapid deployment, onboarding, and quicker time to value
Trust – 99.9% service SLA
Complete cloud vision
Only vendor to offer hybrid deployment options
Rich, global ecosystem of partners
Recognized as an industry leader
Trusted Microsoft cloud and security
Run end-to-end business processes all from within Outlook
One destination for customer BDM’s to discover, trial, and acquire line-of-business SaaS apps
Simplifies the discovery, trial, and acquisition of line-of-business apps
An ecosystem to help business users get started using apps faster
Helps business users do more with their existing Microsoft Apps
Allows Dynamics Partners to easily market their Apps/IP @scale
Partnering Customer successExpertise EconomicsInnovation
21
23
Partnering Customer successExpertise EconomicsInnovation
Market your IP
Deliver rich solutions via AppSource
MICROSOFT DYNAMICS 365
Business CentralConnect
with community
Access valuable resources, including
training
Take advantage of your program
benefits
PartnerPrograms
Expand competencies
Subscribe to developer tools, support, training,
and software
24
Partnering Customer successExpertise EconomicsInnovation
25
© Copyright Microsoft Corporation. All rights reserved.
(Transition to Stratos Cloud Slides)Remove this slide
The Microsoft Advisory Practice Roadmap
TheTransformativeAdvisor.comWoodard.com/webinars
Stretching Your PracticeTo Include Technology Advisory Services and
Partnerships
For the QuickBooks Consultant
Building a Microsoft Business Applications Practice
Your Presenter Today
Scott [email protected]
www.dynamics365partner.com
215.352.3543 Direct419‐957‐5176 Mobile
Businesses are Demanding Cloud-based Technology
The numbers speak for themselves; there is no better time to build your Microsoft Business Applications (Dynamics 365, Power BI, Power Platform) business. Offering transformational solutions provides an opportunity to increase revenue and provide high value services, while creating a customer for life.
Meet Customer Demand:Create YOUR Microsoft Cloud Superstore
Have customers go down each aisle and fill their shopping cart to drive:
Increased Customer Spend Improved Stickiness Higher Value Service Opportunities Greater Margins for Your Business!
Your Goal
Protect Your Base and Look to the Future
Don’t lose your seat at the table If you are not offering a mid‐market cloud solution option.. Your competitors are. You want to secure your accounting/bookkeeping business
Why Should You Add a Microsoft Business Applications Aisle to Your Superstore?
Business Applications connects you to your customer’s C‐suite, helping you build relationships and trust at the highest level of your customer’s organization.
It isn’t uncommon for relationships to last into multiple decades. These customers consume professional services on an ongoing annual basis well beyond the initial implementation.
Business Applications improves and automates a company’s business operations – and since businesses are always changing –their operations change – and that results in revenue opportunities for you
Business Applications customers are likely to consume other Microsoft services and solutions such as Office 365, Azure, IOT, etc.
Adding the Business Applications annuity to your existing portfolio improves your margins, drags along consulting revenue, and provides a platform for more solutions.
From Self-Checkout to Full Customer ServiceIt’s Your Choice!Real‐life SCA Partner Cloud Stories
No interest in BizApps
No plans to build their own Dynamics 365 practice, but had customers interested Increased cloud revenue without having to add additional headcount and resources
No BizApps expertise; evaluating interest
Has existing base of clients, historically focused QuickBooks solutions Increased customer interest in BizApps Interested in leveraging partner programs to assist in closing sales now while skilling up
All‐in with BizApps Ready to build a Microsoft BizApps practice Leveraged partner enablement programs to ramp up Quickly increased annual CSP profitability by consolidating licensing
Our GoalTo enable the QuickBooks Pro Advisor community to maximize their business potential as a Microsoft Cloud Solution Provider through a unique partnership that delivers margin growth surrounded by valued services capable of accelerating their digital transformation.
By 2020, nearly 60% of enterprises with systems up for replacementwill switch from traditional on‐premises licenses to cloud deployments. [Gartner]
We Help You Address The Top Five ChallengesImpacting Partners Adding Business Applications
Keeping up with Demanding Client
Expectations
Establishing Competitive Product Differentiation with Repeatable Solutions
Covering Large Capital Investments
Closing the Skills Gap and Maintaining
Microsoft Certification Requirements
Migrating QuickBooks Clients
Profitably
1 2 3 4 5
1 2 3 4 5
We Help Address The Top 5 Challenges Impacting Today’s Business Applications Partners
Keeping up with Demanding Client Expectations
Covering Large Capital Investments
Closing the Skills Gap and Maintaining Microsoft Certification Requirements
Establishing Competitive Product Differentiation with Repeatable Solutions
Migrating Legacy Clients Profitably
By 2020, nearly 60% of enterprises with systems up for replacementwill switch from traditional on‐premises licenses to cloud deployments. [Gartner]
What SCA Offers to QuickBooks ProAdvisors
Order Management & Billing Platform
Incentives and Rewards Programs
Full Suite of ISV Products
Managed ERP Hosting Solutions
White Label Services and Support
Product Training Cloud Practice Planning
Cloud Sales Strategy
Building a Hosting Platform
Building a Cloud Service Offering
Stratos Cloud Alliance– The Business Applications Partner Program
Stratos Cloud Alliance is Velosio’s Microsoft CSP Partner Program designed to support Indirect CSP resellers’ Microsoft Cloud initiatives, uniquely offering deep specialization in Dynamics 365, Power BI, and the Power Platform. Learn more
FOCUS ON BUSINESS SOLUTIONS
SCA is the only Microsoft Cloud Distributor
specializingin business applications like
Dynamics 365.
EASY TO DO BUSINESS WITH
SCA is designed to make it easy for you to get started and work with us, and with Microsoft.
BEST‐IN‐CLASSE‐COMMERCE
Partnership includes access to a state‐of‐the art Stratos
Cloud Marketplace.
STRATOS SUCCESS KNOWLEDGE BASE
One of a kind self‐service training portal to ensure your organization is
maximizing its investment.
Stratos VALUE
Comprehensive Microsoft Cloud Solution offerings including Dynamics 365, Office 365, Power BI, Power Platform, and Azure
Microsoft 365 implementation, trainingand support services for Microsoft Cloud applications
Power BI and Power Platform implementation, training and support services
Managed IT and Infrastructure services A wide array of ISV products and services
including the largest selection of Dynamics 365 solutions
For Your Customers A streamlined Microsoft CSP and Marketplace onboarding process A dedicated account manager and onboarding team Management of Microsoft discounting and incentive programs Higher margins | lower operational costs Best‐in‐class e‐commerce capabilities including co‐branding Access to the Stratos Success knowledge base Access to the Stratos Partner Portal providing complete visibility
into all transactions plus training, marketing collateral, and more Sales and marketing enablement including opportunity
and deal support Dynamics 365 enablement and practice development resources Power BI and Power Platform enablement and practice development
resources
For QuickBooks Partners
Microsoft Dynamics 365 Training
Thi Ph t b U k A th i li d d CC BY NC ND
Quarterly Virtual Live Dynamics 365 Business Central Training PowerApps Airlift Training for Partners‐‐40 Cities at Microsoft Offices Power Apps in a Day Training for your Customers
Partner Program Levels
*You must qualify for Microsoft Incentives
VolumePartner
GrowthPartner
EmergingPartner
ReferralPartner
Margins Up to 28% Up to 22% Up to 15% 8%
Partner Portal Co‐branded with partner logo Stratos branded
Customer Ownership Partner owns, bills and supports customer Stratos owns and bills customer
E‐commerce Site Co‐brand with partner logo**Must meet a minimum monthly sales requirement Stratos branded
Profits Retail price with volume discounts & Microsoft Incentives****You must qualify for Microsoft incentives
One‐time and recurring commission
Customer Pricing Retail pricing – partner can discount Stratos sets pricing
Customer Support Partner provides Tier‐One Support (optional Stratos support available) Stratos provides all support
Partner Support Dedicated Senior Strategic Account Manager
Account Manager: On‐Demand to our Stratos Success Knowledge Base, plus marketing, sales and technical support teams
The JourneyThe Stratos Cloud Action Plan assists partners on how to develop their journey, integrating Dynamics 365 offerings into their existing offer portfolio reducing common growth challenges.
Each partner organization embarks on its journey from a different starting point – Stratos can support your path.
Looking Forward
Ready to Help You Get Started
Scott [email protected]
www.dynamics365partner.com
215.352.3543 Direct419‐957‐5176 Mobile
Up Next…
A Woodard Events Production
Thank You for Attending!
Part 4Stretching Your Horizons through a Discovery of How Microsoft's AI Powers the Future of Accounting Solutions