Microsoft Dynamics AX 2009 Partner Sales Readiness SeminarHubert & Anouk | 23-04-2008
Seminar Objectives• Wat is de waarde propositie van Dynamics AX 2009• Wat zijn de USP’s (unique selling points)?
Hoe kunt u die het beste demonstreren?• Hoe zal Dynamics AX 2009 u kunnen helpen in
competitieve situaties• Het identificeren van “Business Issues” &
klantpijnpunten die door Microsoft Dynamics AX 2009 geadresseerd worden
• Overzicht van alle hulpmiddelen & resources die er voor u zijn
• Positionering Dynamics AX 2009 (Branches / Segment / Competitie)
• Overzicht van de Launch Planning in Nederland – hoe kunt u aanhaken. Wat verwachten wij van u?
Agenda Deel 1 (Anouk)• New Features and Technologies in
Microsoft Dynamics AX 2009 & uitgebreide demo’s
• System Architecture and Pricing• (Pre) Sales Tips
– Demo to Win– Demo Show Case– Objection handling
• Conclusies & samenvatting• Call To Actions
Seminar Agenda Deel 2 (Hubert)• Dynamics AX 2009
– Branches• Voor welke branches is Dyn AX 2009 geschikt?• Waar doen wij momenteel onze business• In welke branches willen wij nog meer business gaan doen? (MABA)
– “Target Customers”• Per Industrie / Per grootte / Per Segment / Per Type
– Discussie• Welke branche gaat u voor?• Heeft u al voor een segment gekozen?• Welke oplossing gaat u hiervoor inzetten? • Hoe zit het met de fit van Dynamics AX 2009 met deze branche?
• Competitie
• Dynamics Awareness Onderzoek
• Call To Actions
Seminar Agenda Deel 3 (Hubert)• Launch Doelstellingen• Launch Planning
– To Partner– To Customer– To Prospect
• Event in a box• Call-To-Actions• Eind conclusie & samenvatting
Introductie• Wie ben je• Wat is je ervaring met AX tot nu toe• Noem a.j.b. 1 vraag waar je vandaag
absoluut antwoord op wilt hebben• Hoe gaat jouw organisatie zich proberen
te onderscheiden in de Markt?• Hoe zal Dynamics AX (2009) daarin
kunnen helpen?
Deel 1: Dynamics AX 2009
Om in de stemming te komenDynamics AX 2009
Microsoft Dynamics AX 2009Take your business into the future
Improve productivity
Compete globally
Manage change
Simplifycompliance
Improve Productivity• Customer Challenges (“Pains”)
– Software is difficult to learn and use– Difficult to figure out how to perform tasks, what to do
next– Unable to access reports, forms, data critical to
completing my work– Unable to convert data into meaningful information
required for decision making– Need to go to the IT department to get reports – Excess time spent creating reports in Excel– Collaboration with team members is time consuming
• Who will be experiencing these challenges?– All users (financial, purchasing, sales)– All management
Improve ProductivityHelp people work smarter and fasterBenefits Microsoft Dynamics AX
2009 Capabilities
• Manage work more effectively
• Make informed decisions• Customize own reports and
intelligence • Enhance collaboration• Easy access to information
• 32 new Role Centers, familiar userexperience , easy navigation, task lists
• Enhanced Business Intelligence including pre-defined analysis cubes, role tailored reports, self-service reporting, performance dashboards
• Unified communication and presence information, Global Address Book
• Enterprise Portal, Microsoft Dynamics Client for Microsoft Office enables affordable access for all employees
Improve Productivity
demo
Enhanced Business Intelligence
SharePoint Server
DELIVER
ReportsDash
boardsExcel
WorkbooksAnalyticViews
Scorecards Plans
END USER TOOLS AND PERFORMANCE MANAGEMENT APPS
ExcelPerformancePoint
Server
BI PLATFORMSQL Server
Reporting ServicesSQL Server
Analysis Services
SQL Server RDBMS
SQL Server Integration Services
Enhanced Business Intelligence
Microsoft Dynamics AX Database
Reporting Services
Microsoft Dynamics AX Role
CentersExcel
Conclusie • Self Service BI• Rolgebaseerde UI: WSS of MOSS 2007
• Unified Communications: office communication server (OCS)– office communicator, unified worklist en global adress book in AX
Voordelen- Meer gebruikers toegevoegde waarde in toegang tot ERP- Makkelijker intuitief navigeren (webbrowser, listpage,
areapages) – leercurve kleiner - Continue accurate info gefundeerde beslissingen- Efficient communiceren – snel actie nemen – juiste
contactgegevens- BI voor iedereen via bekende tools maar voordelen van
Dynamics AX business logica en security control- …
Call To Action• Sales – Marketing:
• Verticalisatie van rolcenters, BI mogelijkheden, list- en areapages
• BI propositie• “ Unified Communication”
– Ga zelf met OCS ad slag– Start gesprek met klanten…– Zoek partnership UC (NecPhilips, Dimension Data, E-
Office, Actis, HP,.…link– Information Worker – UC competentie
• Consultants – Developers:– AX What’s New features (technisch – functioneel)– Windows Sharepoint Services (WSS) …MOSS 2007 – SQL BI – SQL BI Development Studio (Visual Studio)
Microsoft Dynamics AX 2009Take your business into the future
Improve productivity
Manage change
Manage Change & Growth• Customer Challenges (“Pains”)
– Software is not easy to adapt or customize to new or changing business processes
– Software is not upgradeable once it has been customized– Software doesn’t support best practices or business processes in place– Need to add hardware to support growing transaction volumes– Software supports business processes in one division but not in another– Need to add programmers to support changing needs of organization– Existing software unable to handle the business complexities that larger
enterprises in multiple jurisdictions typically encounter • Consolidation of divisional accounts• Shared AR and AP services• Manual rollups, spreadsheets, imports/exports, improper financial
controls
• Who will be experiencing these pains?– CIO; IT Manager– CEO– Management – Financial, Supply Chain, Sales & Marketing– Users
Manage Change & GrowthHelp businesses to be flexible and adapt to the user and market demands
Benefits Microsoft Dynamics AX 2009 Capabilities
• Increase organizational agility
• Adapt internal processes to changing demands
• Easily operate your business across multiple companies with centralized deployment and shared service center
• Grow with a long-term solution
• Workflow capabilities• Strong improvements in
performance and scalability• Intercompany eliminations and
allocations• Shared AP and AR service
support; centralized payments
Workflow Overview
Workflow Template Workflow
Workflow Instance
Jim Enters Expense Report
ConfigurationDesign
Workflow Begins
Expense Approval
Expense Report Posted
Workflow Completed
Frank Approves All
Sue Approves if >
$5K
Ann Approves if >
$10K
Manage Change & Growth
demo
Workflow• A business process that is “embedded” into the system• Out-of-the-box templates• Easy to configure and adapt• Delegate• Safe limits
– Single approver– Multiple approvers– Majority of approvers / percentage of approvers– 1st line manager
• Approval based on role, hierarchy or user• Escalation • Supports multiple languages• Version controls
Out-of-the-Box Workflow Templates • General Ledger
– General journal, ledger allocations, fixed assets, fixed assets budget
• Accounts Receivables– Payment journal, draw bill of exchange journal, protest bill of exchange journal,
redraw bill of exchange journal, remittance journal, settle bill of exchange journal
• Accounts Payables– Invoice register, invoice approval journal, invoice journal, payment journal, draw
promissory note journal, redraw promissory note journal, remittance journal, settle promissory note journal
• Trade and Source– Purchase requisition approval
• Project Accounting– Project purchase requisition approval
• Expense Management– Cash advance request template, expense template, non-project line item workflow
template, project expense line workflow template
Conclusie • Role Center: Enterprise Portal (WSS of MOSS2007) –
ASP.net
• Workflow: Templates configureren in AX, MorphX Development, Windows Workflow Foundation – hosted in IIS
Voordelen- Meer gebruikers toegevoegde waarde in toegang tot ERP via
nieuwe functionaliteit: expense management, aankoopaanvraag,…via het web – single sign on
- Meer functionaliteiten (workflow, shared service center, …)out of the box om in te spelen op behoefte prospecten
- Business analyst kan workflow aanpassen via configuratie van templates – approval hierarchie - policies
- Gebruiker: notifications, delegation, escalation- Developer: Integratie standaard Microsoft .NET technolgie- …
Call To Action• Sales en Marketing:
• Verticalisatie van rolcenters en workflow templates
• Portal propositie• Upsell: nieuwe modules en functionaliteit voor
bestaande klanten• Compelling events bij nieuwe klanten obv nieuwe
functionaliteiten• Virtualisatie
• Consultants – Developers: • AX What’s new functioneel• SQL 2008 – Windows Server 2008• ASP.net development (visual studio)– Enterprise
portal• Windows Workflow Foundation – Internet
Information Services
Microsoft Dynamics AX 2009Take your business into the future
Improve productivity
Compete globally
Manage change
Compete Globally• Customer Challenges (“Pains”)
– Software can’t adapt as new warehouses and production centers are added – manual or cumbersome supply chain management
– Need for third party programs to fill in gaps in functionality– Difficult or time consuming to share information or collaborate with
partners, suppliers and customers– Missed opportunities– Existing software unable to accommodate expansion into new countries
and jurisdictions• Language requirements• Taxes• Regulations
• Who will be experiencing these challenges?– CEO, CFO, Accounting Department at HQ and Subsidiary Locations– Everyone at Subsidiary Locations, Supply chain, Sales– IT Manager; CIO
Compete GloballyManage the complexities of a global organization by consolidating and standardizing processes and providing visibility across your organization
Benefits Microsoft Dynamics AX 2009 Capabilities
• Expand into new countries• Consolidate, standardize
and manage business processes across multiple sites
• Capitalize on new opportunities
• Collaborate more effectively with supply chain partners
• Grow with a long-term solution
• Multi-Site capabilities• Support for 40 languages• Localized for 36 countries• Support for bi-directional
(Arabic) languages• Service-oriented architecture
that can adapt to changes in process or business model
• Enhanced support for Web Services
Contoso Entertainment
Site 1Prod Unit 1
Work Center 1
Work Center 2
Prod Unit 2
Purchase Warehouse
Sales Warehouse
Production Warehouse
Quarantine Warehouse
Site 2
Main Warehouse
Site 3
Production Warehouse Prod Unit
Work Center
Site Warehouse Production Unit
Multi-Site Structure
• Production ”dimension”
• Unique per site
• Geographic location• Confined within
company• Linked to financial
dimension
• Must be within site• Unique within
company• Cannot be shared• Hold inventory
Compete Globally
demo
Multi-Site CapabilitiesEnables• Visibility into raw materials, inventories, transactions over
multiple sites• Multi-site sales and purchasing
– Track Sales and PO’s at different sites and movement of materials, inventory between sites
– Site specific vendors– Site specific item settings
• Site specific production– BOM and route per site– Site specific production parameters– Master planning across sites
• Decentralized pick/pack/ship by site• Cost control by site
Conclusie • Multisite voor SCM en finance• AIF: Services Oriented Architecture (SOA)• Consolidatie landenfunctionaliteit: Turkije, Oost
Europa, CO (Brazilie, China, Japan, Thailand, Arabische landen) en India
Voordelen- AIF – SOA: flexibiliteit met webservices (WCF, standaard
MSFT technologie)…niet alles in ERP oplossing coderen IT afdeling
- Multisite concept – beter inzicht SCM- Finance…in lijn met Tier 1 competition (midmarket players geen goeie fit)
- AX kan meegroeien met klant zijn internationisatieslag op 1 enkele instance (lage TCO)
Call To Action• Sales en Marketing
– AIF = USP tov concurrentie– Multisite: reden om te upgraden –
verruiming prospecten– Consolidatie landenfunctionaliteit: snelheid
implementatie
• Consultants – Developers– What’s New AX functioneel/Technisch– Windows Communication Foundation – Web
services voor Developers
Microsoft Dynamics AX 2009Take your business into the future
Improve productivity
Compete globally
Manage change
Simplifycompliance
Simplify Compliance• Customer Challenges (“Pains”)
– Experiencing high costs and burden of compliance
– Penalties for failed regulatory compliance– Loss of stakeholder’s trust and confidence
• Who is experiencing these challenges?– CEO– CFO
Simplify ComplianceReduce risk and liability associated with corporate governance and regulatory compliance
Benefits Microsoft Dynamics AX 2009 Capabilities
• Improved internal controls to mitigate risks
• Improved visibility of internal controls
• Help reduce total cost of compliance
• Respond quickly to compliance related demands
• Windows Workflow Foundation, built-in security, consistent processes
• Compliance Center; sharing compliance documents & evaluation of controls
• Digital Signatures• Global Address Book• Self service reporting tools
enable creation of ad-hoc compliance related reports
Simplify Compliance
demo
Conclusie • Compliance Center:
– Enterprise Portal obv SOX requirements– Task recorder– Rapportage
Voordelen- Compliance niet langere een hoge kost:
documentatie/oderhoud nu out of the box: task recorder, document templates, out of the box rapporten (midmarket players behind on this point)
- Security system: single sign on – AD integratie – user group set up met permissions, tools als database logging, laten makkelijk audit trails toe (geen enkele competitor kan dit bieden…)
Call To Action• Sales – Marketing:
– Uitbreiden van Compliance Center met industry requirements, standards, best practices
– Compelling event bij prospecten
• Consultants – developers– AX What’s new readiness
Major New Functionality• Expense Management (Enterprise Portal only) –
credit card processing• Customer Returns Management• Quality Control and Management• Improved Procurement Capabilities
– Purchase Requisitions– Request for Quotes– 3 Way Matching
• Major Enhancements to Supply Chain Management– Planning and Scheduling– Collaboration and Integration between Engineering,
Operations, Sales and Finance– Improved Execution Processes
Major New Functionality• Enhanced CRM
– Lead & Opportunity Management through Enterprise Portal
– Deeper Integration with Microsoft Exchange– AX and Dynamics CRM integration: no new timeline
defined
• HR and Payroll• Major Enhancements to Project Planning
– Integration to Production– Integration to Microsoft Project– Hierarchical Work breakdown structure– Integration to Purchase Order & Expenses– Cash Flow by Project
Major New Functionality• Finance
– Shared service centre concept: intercompany features, centralized statements and payments,…
– Print management– Save invoice– Budgetting– Fixed Assets– Voucher templates
Microsoft Dynamics AX 2009Take your business into the future
Improve productivity
Compete globally
Manage change
Simplifycompliance
Conclusie: • Horizontaal
– Finance– Outlook integratie – global address book - UC– Expense management – purchase requisition– Mobiele oplossing– Dynamics Client for Office– Role centers - BI
• Profesional Services– Project (productie/project server) – CRM
• Manufacturing – Distribution - Retail» Multisite - Quality control» Shipment Carrier - WMS improvements
Call to action - Readiness• Sales en Marketing:
• Seminars• Partner voorjaarsupdate• Sales - Marketing Webcasts• Nieuwsbrieven
• Presales• What’s new Technical – Functional manuals – ½
dag• Presales Seminar (zomer-najaar)
Call to Action - Readiness• Consultants:
– User Experience guidelines– What’s new functional training ( 2-3 dagen CPLS)– Webcasts Specifiek:
» Project Server» BI consultants: Performance Point Server» Information Worker - Collaboration : WSS – MOSS
2007
• Developers• User Experience guidelines• What’s New technical training ( 2- 3 dagen CPLS)• .NET stack: BI, WF, WPF, WCF, .ASP.net• MOSS 2007 – Windows Sharepoint Services
System Architecture, Licensing and Pricing
System Architecture
System Requirements• Network idem : < 5 msec en 100 MB/sec• .NET framework 3.5 en windows installer• Server computers
– Windows server 2003 or 2008, IIS 6.0 and ASP.NET 2.0– SQL 2005 (sp2), SQL 2008, Oracle 10g R2 (access SQL)– MOSS 2007 sp1 or WSS 3.0 sp1– AIF – Windows Software development Kit (SDK)– BTS 2006 – BTS 2006 R2
• Client– Vista, XP, IE 6.0 sp2 or 7.0 or Mozilla Firefox– Office XP …preferred Office 2007
• Development: Visual Studio 2008
64 bit?Component Runs on a 64-bit operating system
Runs in 32-bit mode on a 64-bit operating system
Notes
Application files Yes N/A
Application Object Server (AOS)
Yes No
Client No Yes
Role Centers and Enterprise Portal framework
Yes No
Workflow Yes No
Analysis extensions Yes No
Reporting extensions Yes No
The 32-bit version of SQL Server Reporting Services can be installed on a 64-bit operating system. However, the Microsoft Dynamics AX reporting extensions are not supported in this scenario.
Reporting tools No Yes
Synchronization service Yes No
Synchronization proxy Yes No
Application I ntegration Framework (AI F) Web services
Yes No
BizTalk adapter Yes No
.NET Business Connector Yes Yes
Both the 32-bit and 64-bit versions of the .NET Business Connector are installed when you are using a 64-bit operating system.
Hardware RequirementsThe minimum hardware required to install and run Microsoft
Dynamics AX includes: – Intel Pentium/Celeron family or compatible Pentium III Xeon or higher
processor minimum; 1.1 GHz or higher recommended – 512 MB RAM or more recommended – 1 GB or more hard disk space – Super VGA (1024x768) or higher resolution monitor – DVD drive (required for installation from DVD)
Actual requirements will vary based on your system configuration and the applications and features that you install:
– Number of transactions per hour – Number of concurrent users – Number of concurrent Enterprise Portal users – Number of remote connections – Number of locations
Dynamics Client for Office
Microsoft Dynamics AX 2009 Licensing Options
Mobility Solutions
for Microsoft Dynamics
AX
Full Client
Business Essential
s
Advanced Managemen
t
SharePoint-based
Portal (EP)
Snap FRx
SharePointServer
Other Office Business Applications
Concurrent Named Named
Business EssentialsFunctionality AditionalFinancials IFinancials II (Advanced Ledger)Fixed AssetsUnlimited Virtual CompaniesThree DimensionsCompany Accounts (Unlimited)Domains (Group of companies)Dimensions (Additional, each.) ABusiness AnalysisTradeTrade AgreementsLogisticsHuman Resource Management I (HRM I) (incl. 100 HR Records)Human Resource Management II (HRM II) AEnterprise Portal FrameworkApplication Integration Framework (AIF)First LanguageAdditional languages (each) ABUS Layer Runtime (Horizontal and Vertical add-ons)Windows MorphX Development SuiteSecurity & User Management & User GroupsVAR Layer Runtime Menu Designer/IntelliMorphX++ - Source Code (Including CUS layer and VAR+BUS runtime) ADatabase logElectronic BankingRecord Level Security
Advanced ManagementFunctionality AdditionalFinancials IIICompliance ManagementCost Accounting I-IV APurchase RequisitionWarehouse Management I (II = A)Intercompany ADemand Planner 2.0 Users (includes both Power Base and Collaborative) AResourcesProduction I (II en III = A)Master PlanningProduct Builder AQuality Management SolutionShop Floor Control I (Time & Attendance) AProject I (II= A)Marketing Automation, Telemarketing, Sales Force en Sales ManagementMicrosoft Dynamics CRM Server - delivered with the purchase of your first Microsoft Dynamics CRM CALService Management - Subscription AHuman Resource Management I (HRM I) (incl. 100 HR Records) ASales Representative Role, Consultant (internal role) AQuestionnaire, HRM, PBA,.. for Enterprise Portal AExpense ManagementMicrosoft Dynamics Client for Microsoft Office and Windows Sharepoint Services AMicrosoft Dynamics Client for Microsoft Office and Microsoft Office Sharepoint Server AMobile Solutions for Microsoft Dynamics AX AMicrosoft Dynamics External Connector ABalanced Scorecard ABusiness Process Mgmt AQuestionnaire I - II AMDIS Functionality A
Microsoft Dynamics Client for Office (DCO)• Why Is It So Important?
– Good value for customers; expand usage and adoption– Simplify and align licensing of light usage– Revenue generation based on increased customer
penetration– Competitive answer to SAP (Duet)
• Licensing– Named user – 130 EUR for Windows SharePoint Services (WSS)– 265 EUR for Microsoft Office SharePoint Server version– Only available to new customers licensing Advanced
Management – Only available to internal employees (not customers or
vendors)
Mobile solutions for Microsoft Dynamics
Mobile Business Applications
Mobile Sales ISV & PartnersApplications
Mobile Development Tools
Dynamics Mobile• Client access license includes
– All mobile solution modules (Mobile Sales and future solutions) AND
– Access to ISV applications via the Mobile Development Tools
• Microsoft Dynamics AX Mobile CAL: 330 EUR per named user
• Presrequisite: SQL Server CAL ($190 per named user on the AX pricelist, or $5000 per processor for unlimited users)
• Orderable from the Microsoft Dynamics AX pricelist (AM)
Pricing• No Changes Except as Noted Below• New License Keys
– Expense Management MBL: $5,000 USD (in AM package)– Purchase Requisitions MBL: $2,000 USD (in AM package)– Language (Arabic) MBL: $2,860 USD (or ala carte for
BRL)– Finance III MBL: $1,500 USD (in AM package)– Compliance MBL: $1,000 USD (in AM package)
• Merged License Keys– Product Builder I,II, III, IV
• Replaced/Removed License Keys– Process Industries TQM (Replaced by QMS)– Microsoft Dynamics AX for Life Sciences (Discontinued)– Business Connector – no longer available for BE customers;
replaced in AM by Microsoft Dynamics Client for Office– Enterprise Portal Web Users moved to DCO in Microsoft Dynamics
AX 2009 (3:1 ratio)
Licensing case• 50 concurrent users – operations team• 20 webusers(consultant role)• Men wil gebruik kunnen maken van SQL
Reporting Services & SQL Report Builder• 30 interne gebruikers – offertes maken en
Excel rapportage• Men wil integreren met een externe
applicatie ve leverancier om orders uit te wisselen
• Klanten toegang geven om orders op te volgen
• Men heeft 10 mobiele werknemers
Licentiefile
Microsoft Office Excel 97-2003 Worksheet
AX 4 orders after RTM?
• Previous practise of 90 days to purchase new licenses for both current & previous version stopped
• Once AX 2009 launched, must purchase new licenses from AX 2009 price list
• If customer wants new AX4 license, can buy AX 2009 & then downgrade (code letter) to AX4
• No time limit (as long as product supported)
Upgrade - Migration• Licensing perspective: module based or
transition to BRL• AX 2009 code available in June…
technical/functional material available• Readiness: 1- day upgrade classes
coming up in summertime• AX 3.0 to AX 2009 supported• Code productivity upgrade tools available• Large performance improvements data
upgrade (parallel and batch framework)
Pricing " MSFT Stack" • Performance Point Server
– 20.000 USD server and 195 USD CAL
• Dynamics CRM (enterprise)– 5.000 USD Server – 999 USD CAL (full)
• Office Communication Server – Project Server
http: //www.microsoft.com/licensing/mla
Sharepoint
http://office.microsoft.com/en-us/sharepointserver/FX102176831033.aspx
SQL
http://www.microsoft.com/sql/howtobuy/default.mspx
Presales Resources
Presales Seminar• How to demo new features AX 2009
– Compliance, Reporting, Budgetting– SCM – Quality management– Warehouse management– PBA– Trade and Source– Production and Planning
• ….Case studies and customer scenariosAugust/Septembre
Demo2win
- Democrimes- Demoscenes: TST- Value >< Benefits
8 mei BarneveldAfspraak PTS
GOOD IS THE ENEMY OF GREAT!!!
DemoShowCase
Showcase
demo
Partner Launch Community• Groove workspace AX 2009 Partner
Community– Wat is Groove?– Toegang – installatie (office 2007 ultimate of trial versie 2
maanden)– System Requirements (windows XP sp2 of vista – 1 GB deel
wordt weer vrijgemaakt na install)Note: open ruimte info bekend!!!
• Content– Files: ppts, recording, tips en tricks (bv. VPC), Readiness
Documenten (hands on labs)– Discussions:
• Nieuwtjes drop (geen vraag en antwoord)
Call To action• Readiness: web casts, live meeting, CPLS
training• Groove Workspace toegang• Download Materiaal: VPC,
Demoshowcase, Pricelist,…• Partnerships UC, AX Mobile• Propositie: BI, Portals (information
worker)• Plan 1-1 PTS
Open deuren…• Wat vind je van AX2009?• Wat zou impact kunnen zijn voor jou
business/klanten/prospecten?• Wat miste je in deze sessie?• Welke “ objections” zie je en hoe zouden
we deze kunnen tackelen…
A Milestone Release…Balanced sheet posting of Fixed price
Integration with MS Project Server
Hierarchical Activities
User-defined Project Stages
Centralized Payments
Centralized Cash Receipts
Centralized Customer StatementsEliminations
Intercompany Allocations
Enterprise Model
Reverse Financial Entries
Compliance Center
Additional Financials Dimensions3-way matching
Workflow Budget Revision History30+ Role Pages
Ledger Account Categories
Miscellaneous Charges
1 400+ new features and improvements
2 Record scale and performance
3 Setting the bar in innovation
Microsoft Dynamics AX 2009 benchmark transactions faster with compression on SQL Server 2008
Throughput Scalability
+ +
RoleTailored UX Unified Communication
DigitalSignature
RealWorldSOA
+ +‘etc…’
Returns Management
Purchase Requisition
Purchase Requisition Packing Slip Based Invoices
Service Order Gant Chart Service Consumption Reporting
Streamlining Picking ProcessMulti Site Costing Multi Version Item Costing
Activation of Refill Pallet Transport
Project Price Groups
Project Control
Global Address Book
Cash Advance Requests
Shipment Carrier Integration Time Zone Support
Additional Resources• Launch Portal for Microsoft Dynamics AX 2009
https://mbs.microsoft.com/partnersource/sales/salestools/productfactsheets/MD_AX50_LaunchPortal
• What’s New in Microsoft Dynamics AX 2009 Fact Sheethttps://mbs.microsoft.com/partnersource/sales/salestools/productfactsheets/MD_AX_WhatsNew_FS
• Microsoft Dynamics AX 2009 Price List and Supplementhttps://mbs.microsoft.com/partnersource/resources/pricing/pricing/
• Microsoft Dynamics AX Compete Landing Pagehttps://mbs.microsoft.com/partnersource/products/axapta/Compete.htm
• Web Services Available in Microsoft Dynamics AX 2009
Microsoft Office Word Document
Deel 2: Dynamics AX 2009 Positionering & Compete
Dynamics ERP Positioning Office
Accounting
Dynamics Entrepreneu
r Solution
Dynamics NAV
Dynamics SL Dynamics GPDynamics
AXTargeted for Workgroup Size
0-25Empl.
10-50Empl.
50-1000+Empl.
50-1000+Empl.
50-1000+Empl.
200-3,000+Empl.
Deployment: Local/Multinational
Local Local Local Local Local Multinational, Centralized
Shared Investment Priorities next 1-2 releases
• Simplicity in use, role tailored• Connections with Office, MOSS, and Performance Point• Connections and alignment with Dynamics CRM• Integration with POS (not SL)• Web Services
Product focused Investment Priorities (Next 1-2 releases)
• Simplicity in installation
• Web Services
• Integration with 3rd parties (FI’s, Accountants software)
• Local functionality expanding into new countries
• Simplicity and efficiency in Development environment
• Simplicity in deployment.
• Simplicity in upgrade• Strengthening collaboration in and between companies
• Local functionality expanding into new countries
• New functionality forProject-Driven Organizations
• Business analytics to more roles
• SharePoint• Application enhancements in target markets
• Simplicity in deployment
• Accounting and Business Operations
• Appl.enhancements for the countries currently supported
• Global Industry Platform for global customers
• Strengthen industry focus through MDIS
• Expand application functionality
• Local functionality expanding into more countries
Highlight = Current Industry Solution
Target Customer by Industry
Vert
ical Solu
tions
wit
hin
Indust
ry
Manufacturing
MetalsIndustrial
EquipFood & Bev.
PaperPharmaceutica
lTextiles
High TechAerospaceChemicalOil & Gas
Ind
ust
ryEnablin
gC
ore
A
X Financial Management
Supply Chain Management
Customer Relationship Management
Human Resources
Management
Distribution
Consumer Products
Food & BevIndustrial
RetailFood & BevSpecialty
StoreHospitality
ApparelAuto Dealer
Public Sector
HealthcareWorksFin and AdminUtilities
TransportNFP
Prof ServicesIT ServicesAdvertising
Arch & EngineerMedia &
EntertainmentConstruction
Legal Services
Supply Chain Execution
Demand Planning
Enterprise Asset
Management
Fund Accounting
Quality Management
50 500 1,0003,000
Concurrent users per instance
Tier 1 Space
Significant # of Light Users (1 Windows User = 3 EP Users)
Heavy Duty Users
Target Customer by Size
EvaluateMicrosoft Dynamics AX
Sweet spot
50 500 1,0003,000
Tier 1 SpaceEvaluateMicrosoft Dynamics AX
Sweet spot
Evaluate
Evaluate
CentralizedCentralizedDecentralizedFederatedCentralizedCentralized
Target Customer by Project Type
Project atSubsidiary,
Department,Plant
Number of Users OK
IT Governance Model
Corporate HQ Legacy Project
Number of Users OK
IT Governance Model
Large Enterprise
DecentralizedFederated
DecentralizedFederated
Target Customer by Segment• Mid to Upper Mid Market
Enterprises• Divisional and
Headquarter Solution• Industry Solutions within
Manufacturing, Distribution, Retail and Professional Services Industries
• Competitive Advantage in Global Scenarios
• Now Supports Multi Site Scenarios
Address the Needs of Larger and More Complex Companies
Target Customer by SegmentSegmenten & aantallen bedrijven
ERP Software uitgaven NL in de Mid Market
Samenvattend
Mid to Upper Mid Market EnterprisesMultiple countries and languages
• MDIS• Certified for
Microsoft Dynamics ISV
• Deep Vertical
By Industry
• Number of Users
• Types of Users• Distribution of
Users
By User
• Headquarter• Subsidiary• Operations vs.
Finance• Rip & Replace• Surround
By Project Type
Discussie• Welke branche gaat u voor?• Waar is die keus op gebaseerd?• Heeft u al voor een segment gekozen?• Welke oplossing gaat u hiervoor inzetten?
– MDIS– Een eigen add-on– Een oplossing uit het buitenland (solution
finder)?• Hoe zit het met de fit van Dynamics AX
2009 met de branche waar u in wilt?
Competitive PositioningSoftware Category
Microsoft Dynamics AX 2009 Advantages
What Competitors Might Say?
Mid Market Players – Infor,Exact, Movex, ISV oplossingen, SAP (All-in-One), JD Edwards, People Soft
• Global – supports 40 languages and localized for 36 countries
• Leverages State of the Art Microsoft technologies
• Familiar, roles based user interface• Flexible and Adaptable• Low Cost of Ownership over time
NOW – Multi Site, Compliance, Enhanced Financial Capabilities (Shared Payments, Multi Company Allocations & Eliminations), Enhanced Procurement (Purchase Req, Request for Quote)
• Expensive• Limited functionality • Too much customization
required
Enterprise Players – Oracle, SAP
• 70% Improvement in throughput and scalability with SQL 2008
• Low cost of ownership• Supports change - flexible and
adaptable solution• Familiar interface that is easy to
navigate
NOW – Multi Site, Compliance, Enhanced Financial Capabilities (Shared Payments, Multi Company Allocations & Eliminations)
• Doesn’t scale• Limited functionality • Too flexible (no best
practices)• Limited functionality in
web client• Can’t handle multi site• Weak compliance
reporting• Doesn’t support HQ
scenario
Sales Tactics Competitie• SAP – zeer agressief, anti Microsoft benadering, uitstekende
functionele dekking, professioneel Direct Sales Model, erg goed bij productie bedrijven, missen de feeling met Mid Market
• Infor – ook agressief om weer in de markt een rol te spelen, direct sales apparaat, gelikte demo’s, veel functionaliteit, met name sterk bij bestaande relaties en complexe industrie
• Oracle – kom ze vaak tegen, maar verlies niet van ze, mistige strategie, spreekt niet de taal van de MidMarket, behalve de mannen van JD Edwards
• Movex - duidelijke verticale focus, verlies ik deals aan in de verticals Groot Handel en Fashion (O’neill), doen het in NL erg goed, direct sales model
Nog meer Sales Tactics SAP• Sales Tactics die ons SS team vanuit SAP tegenkomt:
– SAP begint met de AX beatsheet bij klanten, dus wij worden zeer serieus genomen
– SAP komt met een heel team (min 3 pers) en op sales gebied erg professioneel
– Er is veel aandacht vanuit het SAP management voor MidMarket klanten
– Op functioneel gebied kan SAP meer bieden en bij met name de grotere deals komt AX functioneel tekort
– SAP positioneert de oplossing als een eigen SAP oplossing en kraakt de locale Brancheoplossingen van onze partners en de continuïteit van onze partners
– SAP biedt in zware competitie erg laag aan met Licentie prijzen
MICROSOFT DYNAMICS AX BATTLECARD
What Impacts our Win-Rate?
Negative:1. Industry Experience2. Knowledge of Customer3. Functionality4. Knowledge of Business Needs5. Customer Service
Positive: 1. Technology (Microsoft)2. Technology (Product)3. Relationship4. Microsoft Size5. Ability to Customize
Dynamics Awareness Onderzoek
Dynamics Awareness Onderzoek
Wat analysten schrijvenForrester Report Recap: Microsoft Dynamics Gets Renewed Focus
Call To Action• Kies voor een branche• Kies voor een segment• Straal dit uit op uw website, in uw demo’e etc…• Zorg dat u te vinden bent via de Partner
Selector• Wie zijn uw concurrenten in uw markt /
branche? • Hoe zal Dynamics AX 2009 u hierin kunnen
helpen?
Deel 3: De Launch
Launch Doestellingen FY09Partner & Customer adoptie van de nieuwe versie binnen 6 maanden van
GA.
To Partner1 TAP Partner (Dynamics Software)100% trained (GA +3 voor nieuwe partners)2 customer testimonials (live) on Dynamics AX 2009 in time for Dynamics ERP 2009 New Business Event
Through Partner10-15 events (event in a box!?)
100-150 prospects
To CustomerOnline2 referenties 120 existing customers at EMEA Convergence 250 prospects at Dynamics ERP 2009 event 20 press clippings1 Top Story
Launch Doestellingen – Nieuwe PartnersPartner & Customer adoptie van Dynamics AX 2009 door alle nieuwe partners GA + 3-6 maanden. M.a.w. “ready” zijn om het te verkopen en het te implementeren
• Sales– Het scoren van 1 a 2 klanten op Dynamics AX 2009 in Q3 / Q4 2008
• PreSales Readiness– Het volgen van de Sales & PreSales seminar – Demo Ready
• 1:1 sessie met Anouk• Een “branche” gerichte VPC omgeving• Demo2win
• Lead Gen– Het hebben van een marketing plan– Online moet in orde zijn– 1 Thru-Partner event (launch) in Q3 of Q4 2008– Microsoft Partner Selector (vraag uw PAM)
• Implementatie Readiness– Het volgen van de 4 daagse “What’s New” cursus door alle consultants– Ready zijn op de “rand producten” – SQL 2008, SharePoint, Reporting
Services, .NET etc…– Project leiders: Sure Step Training
Planning – To Partner Readiness
Planning – To Customer (bestaande klanten)
Planning – To Prospect
Dynamics ERP 2009 (New Business) Event
• Wanneer: 12-02-2009• Doel: awareness in de markt & lead
generatie• Doelgroep: prospects
– thru-partner & via Microsoft• Producten
– Dyn AX & NAV 2009• Belangrijke rol weggelegd voor Partners• Nadere info volgt
– Bijv. de criteria voor deelname
Event in a box concept
Event in a box – Stap 1 “Planning“ http://www.microsoft.com/netherlands/partner/verkoopenmarketing/campagnes/Dynamics_CRM_40.aspx
Event in a box – Stap 2 “Marketing“
Event in a box – Stap 3 “Het evenement zelf“
Event in a box – Stap 4 “Opvolging“
Event in a box – Stap 5 “Het resultaat“http://www.microsoft.com/netherlands/dynamics/producten/crm/default.aspx
Marketing Content & MaterialenWat kunt u verwachten en wanneer
• Video’s zoals deze -> AX 2009 Video
• Overzicht van alle materialen die beschikbaar komen vanuit CORPSales and Marketing BOM planning Dynamics AX 2009 (1).xlsx
Het meerendeel hiervan zal vertaald worden in het Nederlands. Verwachting is dat deze content rond juni / juli beschikbaar zal zijn in het Nederlands
• Online -> Dynamics AX 2009 “landing” pagina’s
• Partner Resource Kits (DVD’s)
• 1:M Marketing Sessie ergens in mei / juni (via live meeting)
Call To Actions – m.b.t. launch• Readiness! En nog eens Readiness! (kijk ook naar de readiness
checklist)
– Zorg dat uw organisatie klaar is voor Dynamics AX 2009 en de randproducten daaromheen
– Gebruik de hulpmiddelen & resources die wij aanbieden (zorg dat u goed contact onderhoudt met Anouk)
– Zorg dat mensen zich inschrijven voor de CPLS trainingen
• Marketing & Sales– Zet een business & marketingplan samen met uw PAM.– Denk alvast na over een event die uzelf gaat organiseren.– Gebruik de “Event in a box“ framework– Ga aan de slag met de AX 2009 VPC. Maak deze branche
specifiek
• Dynamics ERP 2009 Event– Zet alvast de datum (12-02-2009) van het Dynamics ERP 2009
event in uw agenda (meer communicatie volgt)
Eind conclusie & samenvatting
Selling Microsoft Dynamics AX 2009What HASN’T Changed? • How you position your company• What you need to know about a prospect• What you need to ask a prospect• The customer “pains” you will uncover• The key selling points that addressed
those pains before
Selling Microsoft Dynamics AX 2009What HAS Changed? • Can pursue larger and more complex
prospects• Pursue broader range of business scenarios• Substantially deeper functionality in EVERY
area• More customization and integration options• Cost of ownership improved
– Stronger “out-of-the-box” value – Better performance with same hardware– Microsoft Dynamics Client for Office
Conclusie / Samenvatting• Business Impact & Opportunities
– Het verkorten van de sales cycle & het verhogen van de win/loss ratio
– Het up & cross sellen van meer users per deal (i.v.m. de vernieuwde & verbeterde User Interface & Role Centers & SharePoint & Mobile & DCO)
– Het up & cross sellen van meer Microsoft producten & diensten
– Het hogere segment in kunnen gaan– Verhoogde klanttevredenheid– Verbeterde concurrentie kracht!
Conclusie / Samenvatting
Dynamics AX 2009 is niet zomaar een release. Het is een mega release waar wij samen met u een echte impact kunnen gaan maken in de markt!
T.o.v. concurrenten nemen wij een enorme voorsprong!
Dit zal ons absoluut helpen onze positie en markt aandeel in de Mid Market verder te vergroten en te verstevigen
© 2007 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.
“The level of integration with the rest of the Microsoft suite really drives home Microsoft’s commitment to technology, productivity and end-user empowerment.”
Greg Brock, Director Information Systems, Techmer PMMicrosoft Dynamics AX 2009 TAP Customer
Reviews…
“Microsoft did a great job in designing a business application with the ease of use of Outlook.”
Greg Brock, Director Information Systems, Techmer PM – Microsoft Dynamics AX 2009 TAP Customer
Reviews…
“The new Workflow possibilities will enable our customers to secure business processes and flows. Today it is often customizations in this area that are considered “nice to have” and only the most important ones are implemented in the first phases (if at all). Now it will become a part of the initial implementation and a lot of customers benefit because of this.” Claus Andersen, Team Manager, Columbus IT Microsoft Dynamics AX 2009 TAP Partner
Reviews…