USING WHAT YOU ALREADY HAVE - THE EASY WAY TO USE MICROSOFT CRM ONLINE TO IMPROVE THE WAY YOU DO BUSINESS, SERVE CUSTOMERS, AND SELL MORE
SESSION: AP056
PRESENTATION AGENDA
1. IUR for CRM, what it is, how to get, how much it costs
2. Dynamics CRM experience, possibilities incl. the sign up process
3. PBS and how CRM can be quickly extended to support the needs of a project based professional service company
4. Dynamics CRM marketplace and integration with MS Project and MS Project server technologies.
• “The stone age was marked by man’s
clever use of crude tools. The Information age, to date had
been marked by man’s crude use of clever tools”
Anonymous
38%OF U.S. SMBs HAVE
INDICATED A STRONG
PREFERENCE FOR OBTAINING SAAS
AS PART OF A PACKAGE/BUNDLE2
MIDSIZE COMPANIES
WITH A REMOTE
WORKFORCE1
82%
72.8M
SMALL AND MIDSIZE
BUSINESSES GLOBALLY3
2012
35% OF SMALL AND MIDSIZE BUSINESSES
WILL PURCHASE CLOUD
COMPUTING4
99%
OF ALL BUSINESSES ARE
SMALL AND MIDSIZE7
52%SMALL AND
MIDSIZE BUSINESSES
RATED SECURITY THEIR #1 IT-
RELATED ISSUE5
33%
OF MIDSIZE COMPANIES ARE USING HOSTED
MAIL6
“OUR IT MANAGERS ARE
TIRED OF OUR SERVERS”
“WE NEED OUR TOOLS TO WORK TOGETHER OUT
OF THE BOX”
“OUR MOBILE WORKERS NEED
ACCESS TO MORE THAN
JUST EMAIL, AND WITHOUT USING
A VPN”
“WE CAN’T RISK ATTACKS FROM
SPAM OR VIRUSES-
ESPECIALLY IF IT IMPACTS OUR CUSTOMERS”
“USERS STILL NEED TO GET THEIR WORK DONE WHEN
THEY ARE TRAVELING”
“WE NEED PRODUCTIVITY TOOLS WITH A TCO WE CAN
AFFORD”
The 3 P’s…
Product Ease of use End user productivity Total cost of ownershipPlatform Multi-tenant
architecture Integration and
extensibilityPartner Model Expand reach, grow
revenue, and increase business velocity
Produce These Benefits…
U.S. $1 billion+ business Fastest growing CRM product
worldwide CRM leadership position from
Gartner and Forrester Vibrant partner ecosystem
(100% partner model) Industry focused investments
with partner vertical marketing
Lead referral program with lucrative partner royalties
Enhanced support and services
What Sets Microsoft Dynamics CRM Apart?
The Power of Productivity:
Familiar Intelligent
Connected
Referral Fees
Custom Reporting
User Training
App Sales
Configuration
Reseller Fees
System Integration
Customer Support
Partner CRM Revenue Opportunity
Enterprise Retail Customer 600 CRM Users Year 1 $44k (CSA Fees) + 40
Days of Consulting Services Year 2 $19k (CSA Fees) 30 Days to Commit, 12 months
Revenue Growth 6 Weeks Customer Time to
Value
CRM Software Advisor (CSA) Fee Program Earn commissions on CRM licenses and Software
Assurance Includes CRM Online and On-Premise transactions Transaction fees are 10% to 25% (depending on # of
seats)
Services Provider License Agreement (SPLA) Program Flexible cost structure Worldwide distribution capability Pay as you go
Training and Certification Programs Develop competencies and accrue additional
benefits 60 percent of customers are willing to pay a higher
price for Certified Microsoft resources
Partner Programs
Sales Productivity
Customer Care
Marketing Effectivenes
s
Extended CRM
Applications
Relationships • Interactions • Process • InsightsxRM Framework
On-premises
PC Browser Phone
Cloud
Harness Your IP for Multiple Implementations
ууущщйццззййз
360O View
ууущщйццззййз
Microsoft Technologi
es(Outlook,
Office, SQL Server, .NET
)
Microsoft Office user interfaces Next-gen Microsoft Outlook
experience Role-tailored forms and views Advanced personalization Real-time, personalized, and
extensible dashboards Wizards and guided processes Drill-down visual analysis and
navigation
Extended CRM Application
xRM FrameworkRapid Application
DevelopmentBusiness Process
ManagementBusiness
IntelligenceOffice and WebUser Experience
CustomerRelationshipManagemen
tApplication
PartnerRelationshipManagemen
tApplication
DistributorRelationshipManagemen
tApplication
AssetManagemen
tApplication
LeaseManagemen
tApplication
“Anything”RelationshipManagemen
tApplication
• Reduce application development complexity with declarative development
• Shrink administration, management, and licensing costs• Available on-premises and in the cloud• Included as part of Microsoft Dynamics CRM 2011
“SaaS continues to grow in importance. As recently as 2009, in markets like CRM, SaaS accounted for 20% of enterprise application spend.” – Gartner, Inc., Public Cloud Infrastructure Helps SaaS Vendor Economics,” June 4, 2010.
NEWECONOMICS
Pay for what you use Lower and predictable costs Shift from capex and opex Accelerate speed to value
REDUCEDMANAGEMENT
No patching, maintenance Faster deployment Robust multi-layered security Reliability and fault-tolerance
INCREASEDPRODUCTIVITY
Latest software for users Internet collaboration Anywhere access Instant self-provisioning
Amplifying Productivity with the Cloud
“SaaS growth will significantly outpace traditional software product delivery.” – IDC, Robert P. Mahowald, Worldwide Software as a Service 2010-2014 Forecast: Software Will Never Be the Same,” June, 2010.
www.microsoft.com/dynamics/marketplace
Application and Professional Services listings
New Optimized Search Logic
Ratings and Reviews
Discover, Download and Deploy Applications
Integrated with Dynamics CRM 2011
Discover Solutions with new Microsoft Dynamics Marketplace
Partner ResourcesCRM Development Center
(MSDN) Microsoft Partner Network
Microsoft Sure Step Methodology
Business Value Planning Services
Flexible Platform
Familiar Tools
Extensive Partner Network
Best Economics
Microsoft® Office,
SharePoint®, SQL
Server®, .NETOnline
and Offline
On-Premises and the Cloud
Windows®, Internet
Explorer®, Outlook®, Office
Development Frameworks
and ToolsSystems
Management and
Administration
System Integrators
Developers
Independent Software Vendors
Hardware
Software
Skills
The Advantage of Partnering with Microsoft
Instant anywhere access
Low up-front cost
Rapid Deployment
Managed by Microsoft
99.9% uptime SLA – Service Credit Regime
DYNAMICS CRM ONLINE SERVICE OVERVIEWEnterprise class CRM service, delivered in the cloud, hosted by Microsoft
Latest release of Dynamics CRM
5 GB data storage
200 custom Workflows
300 custom Entities
Offline access
Mobile Express
Subscription Includes Benefits of Online Services
Available Nowhttp://crm.dynamics.com
Sales Productivity
Customer Care
Marketing Effectiveness
Extended CRM Applications
Relationships • Interactions • Process • InsightsxRM Framework
On-premisesCloud
PC Browser Phone
Product Overview
Works withOffice 365services
Dashboards & Contextual BI
.NET4 extensionson Azure
Instant-on provisioning(< 5 mins.)
UnifiedOffice 2010Experience
Sales, Service, MarketingProductivity
99.9% UPTIME GUARANTEE
ANTIVIRUS ANTI-SPAM
FLEXIBILITY OF THE CLOUD
Backed by Microsoft
24 HRS A DAY365 DAYSA YEAR
Dynamics CRM Better Together with
MICROSOFT DYNAMICS MARKETPLACEhttp://dynamics.pinpoint.microsoft.com/en-AU/
An online destination for:
1. Prospects and existing customers to find high-quality applications that attract them to Dynamics
2. Microsoft and partners to publicise their products and services to customers.
3. Community interaction between Microsoft, partners and customers.
4. Microsoft field to locate third-party solutions for their prospects and customers
• All prices are Australian dollars.• All prices are per month.• Available via Credit Card and some Volume Licensing programs.• Credit card customer contracts are 12 months and auto-renew.• Volume Licensing: available in Enterprise Agreement, Campus Agreement
and Schools Agreement – discounts apply. Customer subscription length is co-terminus with underlying agreement.
Get Ready
USL Additional Storage Notes
Standard Price $54.75 $12.50 Available from January 2011
Promotional Price $42.25 $12.50 Available until June 30, 2011
Charity Price $12.50 $12.50 Available from February 2011
Partner Price $23.75 $12.50 Users beyond MPN Internal Use Benefit
Early termination $217.75 n/a Cancellation fee per user
Australian Pricing for Dynamics CRM Online
THE POWER OF CHOICE
Microsoft Dynamics CRM 2011 truly delivers for customers and partners:
1. Compete head on with Salesforce.com by leading with Microsoft Cloud Services. Offer 30-Day Trials of Microsoft Dynamics CRM Online
2. Grow the Partner Cloud via SPLA program. Ideal when customers need: Data located in Australia
Dedicated servers
A VPN connection to the data centre
To negotiate terms of the Service Level Agreement
Heavily customised with very complex application requirements
3. Continue to sell/deploy as an On-Premise solution via Volume Licensing, ISV Royalty program or the Dynamics Price List
On-Premise, Partner Cloud, Microsoft Cloud!
Work with Partners or Become a PartnerFind Australian CRM Partners on Dynamics Marketplace
– http://bit.ly/crm_partners_au Get into CRM yourself and Earn CSA Fees and optionally, an MPN Competency for Dynamics CRM
MPN Requirements(May 2011)
CRM Online (CSA)
CRM on-premise(CSA or SPA)
MPN Silver Competency
MPN Gold Competency
Personal Certifications 1 personAt least 2
different people required
At least 3 different people
required
At least 6 different people
requiredSales Specialist 1 person 1 person 1 person 2 people
Pre-Sales Specialist 1 person 1 personApplication Consultant/Developer 1 person 2 people 3 people 6 people
Implementation Methodology 1 person 1 person 2 people 3 people
Partners are now able to access Office 365 IUR under the Cloud Programs at www.microsoftcloudpartner.com The benefit can be accessed on the following path:1. Log on to www.microsoftcloudpartner.com2. Go to the Get Benefits tab3. Click on the ‘Partners in Australia, learn more about additional options that apply only to you’ link under the Microsoft Office 365 header4. Follow the instructions that appear to request the Microsoft Office 365 IUR benefit in Australia
Program Update – IUR Waiver
IUR Waiver:– CE and CA partners that enrolled between November 1, 2010 and June 30, 2011 do not
need to meet the requirement to sell 50 seats per online service to maintain their free Internal Use Rights benefits in their second year or program enrollment. These partners have until 6/30/12 to achieve the ‘50 seats sold per online service requirement’ to continue receiving free Internal Use Rights per online service (i.e. Office 365, Dynamics CRM Online, & Windows Intune)
• All partners enrolling after June 30, 2011 (i.e. starting July 1, 2011) will have one year from their enrollment date to meet the 50 seats sold per online service requirement to maintain free Internal Use Rights in their second year of program enrollment.
• Partners will not have to meet any additional requirements, beyond maintaining active enrollment in CE or CA, to continue using their Windows Azure IUR in year two or the program and beyond.
– Program Reenrollment: – Cloud Essentials Partners will need to continue to meet all other program requirements to
maintain enrollment in year two. Cloud Accelerate partners will also need to meet the 8 deals/500 seat (of any online service combination) sales commitment in their first year of enrollment in Cloud Accelerate in order to enroll in year two.
Program Update – Dashboard Update
Online Services Commerce Dashboard Update:– The Microsoft Online Services Partner Commerce Dashboard does not current display
Microsoft Office 365 information. Efforts are underway to make Microsoft Office 365 data available in the Commerce Dashboard by early September and the field will be notified when the data is available.
• Until this issue is resolved, partners will not be able to utilize the Commerce Dashboard to determine if their customers activated a new Office 365 customer trial or paid subscription. This issue does not impact existing BPOS information appearing on the Commerce Dashboard.
Support - Please Remember:– Internal (Microsoft Only) Program Questions: Please continue to
use the MPN Help Web Form • Please reference appendix for MPN Help Web From use guidance
– General Cloud Partner Program Questions: Regional Service Center– Office 365, Intune, and Azure IUR Benefit Questions:
Microsoft Online Services Support– CRM Online IUR Benefit Questions:
Microsoft Dynamics CRM Online Support Team
Cloud EssentialsREQUIREMENTS
Sell & Service
Build & Develop
MPN Profile
Sales Agreement:- MOSPA: incl.
100-level training and assessment
(OR)- CSA: requires
(1) deal 18 months prior to enrollment
MSFT Online Services Sales: (None to start; active sales to continue benefit)
MPN Profile
Platform Ready Signup & Profile application
Annual Fee None
Annual Fee None
“I build intellectual property delivered through the cloud”
IUR & Partner Preferred Pricing• Microsoft Office 365 – 250 licenses, E3 SKU• Dynamics CRM Online – 250 licenses • Windows Intune – 25 device licenses• Windows Azure Platform
• Windows Azure• SQL Azure• App Fabric• Data Transfers
Microsoft Pinpoint & Office 365 Marketplace Participation
Training Platform with Targeted Cloud Training
Marketing Resources
Online Sales Tools: Demo Showcase
Pre-sales and Technical Support: Partner Forums for Cloud, Practice Accelerator for Microsoft Office 365 (coming soon)
BENEFITS & RESOURCES
Financial Modeling Tools: Profitability Modeler
2A
2B
3
Partner selects
applicable
Business Track
and begins
qualification
process to
obtain benefits.
Can qualify via
one or both
tracks.
1“I sell and deploy online
services”
Cloud Accelerate
Sell & Service
Build & Develop“I build intellectual property delivered through the cloud”
“I sell and deploy online services”
Sales Agreement: MOSPA + Assessment (OR) CSA Agreement + (1) deal 18 months prior to enrollment
Training & Assessment(Technical; 200 level)
Fee$0 for competency partners; otherwise local pricing applies
Three Deals sold and 150 seats minimumSales Commitment(8 deals and 500 seat minimum)
Three Cloud Customer references
Three Cloud Customer refs
Azure Solution Passed Test (Platform Ready)OrPassed 400 level Azure Exam
Sales Commitment($2.5k Azure Revenue)
Fee$0 for competency partners; otherwise local pricing applies
IUR & Partner Preferred Pricing• Microsoft Office 365 – 250 licenses, E3 SKU• Dynamics CRM Online – 250 licenses • Windows Intune – 100 device licenses • Windows Azure Platform
• Cloud Essentials Pack Benefit• MSDN Premium Subscriptions (Silver Competency)
Cloud Roadmaps
Earned Silver Competency & Related MPN Competency Benefits
Pre-sales and Technical Support: 20 Additional Advisory Hours, Deployment Support for qualified Office 365 deals, Partner Forums, and Practice Accelerator for Microsoft Office 365 (coming soon)
Cloud Accelerate Badge
REQUIREMENTS
Online Sales Tools: Demo Showcase
Microsoft Pinpoint & Office 365 Marketplace Prioritization
Training Platform: Targeted Cloud Training
BENEFITS
Financial Modeling Tools: Profitability Modeler
MPN Profile
MPN Profile
Partner selects
applicable
Business Track
and begins
qualification
process to
obtain benefits.
Can qualify via
one or both
tracks.
1 2A
2B
3
Marketing Resources
TELS
TRA
TEM
PLAT
E 4X
3 BL
UE B
ETA
| TE
LPPT
V4
FIND OUT HOW WE CAN SUPPORT YOU TO ACHIEVE SUCCESS IN THE CLOUD OR REFER A PARTNER TODAY…
AND RECEIVE A FREE BOTTLE OF WINE!
BOTTLES ARE LIMITED & CONDITIONS APPLY
CHANGING THE WAY CUSTOMERS TALK ABOUT TELSTRA
Visit the Telstra Stand And talk to us about your cloud business!