microsoft business solutions and microsoft office epm solution david dennis group program manager,...
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Microsoft Business Microsoft Business Solutions and Microsoft Solutions and Microsoft Office EPM SolutionOffice EPM SolutionDavid DennisDavid DennisGroup Program Manager, PMAGroup Program Manager, PMAMicrosoft Business SolutionsMicrosoft Business SolutionsMicrosoft CorporationMicrosoft Corporation
Mike KremerMike KremerBusiness Productivity SpecialistBusiness Productivity SpecialistPacWest RegionPacWest RegionMicrosoft CorporationMicrosoft Corporation
SummarySummaryMicrosoft Business Solutions Microsoft Business Solutions represents a significant opportunity for represents a significant opportunity for partnerspartners
Project Management & Accounting is Project Management & Accounting is an end-to-end solution for Project an end-to-end solution for Project Driven organizationsDriven organizations
Microsoft Solomon and Microsoft Microsoft Solomon and Microsoft Office Project 2003 meet the needs of a Office Project 2003 meet the needs of a broad range of mid-market project broad range of mid-market project driven firmsdriven firms
7 Core Businesses Strategic to Microsoft7 Core Businesses Strategic to Microsoft
Customer Customer Relationship Relationship ManagementManagement
Supply Chain Supply Chain ManagementManagement
Financial & Financial & ProjectProject
ManagementManagementAnalyticsAnalytics
Integrated InnovationIntegrated Innovation
Microsoft Business Solutions Scale to Microsoft Business Solutions Scale to Serve Business Needs of Small Serve Business Needs of Small Businesses to Corporate AccountsBusinesses to Corporate Accounts
Small BusinessSmall Business1-25 PCs1-50 employees$1M to $5M revenue
CorporateCorporate>500 PCs>1000 employees>500M to >$1B revenue
MidmarketMidmarket25-500 PCs50-1000 employees$5M to $500M revenue
Overview - Solution for Project Driven Overview - Solution for Project Driven OrganizationsOrganizations
Project ManagersFinancial Managers
Executives, Resource & Project Managers, Financial Managers, Team Members
Everyone
Microsoft® Business Solutions
Business PortalMicrosoft® Business Solutions
Business Portal
Microsoft Solomon OverviewMicrosoft Solomon Overview
Key MarketsKey MarketsProfessional ServicesProfessional Services
Research & DevelopmentResearch & DevelopmentIT ServicesIT ServicesConsulting/Other Biz ServicesConsulting/Other Biz ServicesEngineeringEngineeringArchitectureArchitectureDesign & Creative ServicesDesign & Creative Services
ConstructionConstructionGeneral ContractorsGeneral ContractorsSpecial Trade ContractorsSpecial Trade Contractors
DistributionDistributionWholesalersWholesalers
An end-to-end business solution that integrates An end-to-end business solution that integrates project, financial and resource management for project, financial and resource management for the purpose of improving profitability, the purpose of improving profitability, efficiency and customer service, while adapting efficiency and customer service, while adapting more quickly to changing business conditions.more quickly to changing business conditions.
What is Project Management What is Project Management and Accounting?and Accounting?
Account & OpportunityManagement
Resource & Project
Management
ProjectExecution
Project Financials
ServiceManagement
Support Collect Deliver PlanSell
Our Solution for Project-Driven Our Solution for Project-Driven OrganizationsOrganizationsProject Management and Accounting–Solomon Project Management and Accounting–Solomon
An integrated suite of financial accounting, project management An integrated suite of financial accounting, project management and resource management capabilitiesand resource management capabilities
Key features include Key features include Time and expense managementTime and expense management
BillingBilling
Revenue recognitionRevenue recognition
Cost allocationsCost allocations
Contract managementContract management
Payroll reportingPayroll reporting
Employee and resource utilizationEmployee and resource utilization
Real-time project profitability analysisReal-time project profitability analysis
Optional integration with Microsoft Project combine real-time Optional integration with Microsoft Project combine real-time financial data with best-of-breed project planning, task financial data with best-of-breed project planning, task scheduling, knowledge management, and skills management scheduling, knowledge management, and skills management capabilitiescapabilities
Accounting StaffAccounting Staff• Can we link project data with our accounting system?Can we link project data with our accounting system?• Can we get accurate daily time entry from projects?Can we get accurate daily time entry from projects?• Can we create invoice formats our customer demand?Can we create invoice formats our customer demand?
Accounting StaffAccounting Staff• Can we link project data with our accounting system?Can we link project data with our accounting system?• Can we get accurate daily time entry from projects?Can we get accurate daily time entry from projects?• Can we create invoice formats our customer demand?Can we create invoice formats our customer demand?
Clients, Partners, and SuppliersClients, Partners, and Suppliers• How do we provide accurate invoicing?How do we provide accurate invoicing?• How do we collaborate on their projects?How do we collaborate on their projects?• How do we provide the best customer service? How do we provide the best customer service?
Clients, Partners, and SuppliersClients, Partners, and Suppliers• How do we provide accurate invoicing?How do we provide accurate invoicing?• How do we collaborate on their projects?How do we collaborate on their projects?• How do we provide the best customer service? How do we provide the best customer service?
Team MembersTeam Members• What am I supposed to be delivering this week?What am I supposed to be delivering this week?• How can I collaborate with people on my team?How can I collaborate with people on my team?• Can I create status reports and identify project risks?Can I create status reports and identify project risks?
Team MembersTeam Members• What am I supposed to be delivering this week?What am I supposed to be delivering this week?• How can I collaborate with people on my team?How can I collaborate with people on my team?• Can I create status reports and identify project risks?Can I create status reports and identify project risks?
Executive StakeholdersExecutive Stakeholders• What’s the status of our top projects/initiatives?What’s the status of our top projects/initiatives?• How can I see & prioritize projects across my org?How can I see & prioritize projects across my org?• How can I analyze profitability and staff utilization?How can I analyze profitability and staff utilization?
Executive StakeholdersExecutive Stakeholders• What’s the status of our top projects/initiatives?What’s the status of our top projects/initiatives?• How can I see & prioritize projects across my org?How can I see & prioritize projects across my org?• How can I analyze profitability and staff utilization?How can I analyze profitability and staff utilization?
Project Managers/Resource ManagersProject Managers/Resource Managers• When will we really finish and what will it cost?When will we really finish and what will it cost?• Who’s available to staff our new projects?Who’s available to staff our new projects?• Who's working on what and do they have the skills?Who's working on what and do they have the skills?
Project Managers/Resource ManagersProject Managers/Resource Managers• When will we really finish and what will it cost?When will we really finish and what will it cost?• Who’s available to staff our new projects?Who’s available to staff our new projects?• Who's working on what and do they have the skills?Who's working on what and do they have the skills?
Meeting the needs of the Meeting the needs of the Project-Driven organization…Project-Driven organization…
Executive StakeholdersExecutive StakeholdersProject portfolio management, Project portfolio management,
Profitability and status reportingProfitability and status reporting
Accounting StaffAccounting StaffCost capture, budget
controls, resource productivity, shorter
billing cycleClients, PartnersClients, PartnersCustomer Service
Team MembersTeam MembersUse familiar tools to collaborate Use familiar tools to collaborate and report time, expense and and report time, expense and
progressprogress
Project/Resource ManagersProject/Resource ManagersIntuitive project managementIntuitive project management
Skills-based resource mgtSkills-based resource mgt
Why the Microsoft Why the Microsoft Solution?Solution?
Leverage your current technology Leverage your current technology investmentsinvestmentsEnsure adoption through ease of use and Ensure adoption through ease of use and integration with Microsoft Office System integration with Microsoft Office System applicationsapplicationsSupport your organization’s environment Support your organization’s environment through a dependable, scalable platformthrough a dependable, scalable platformTake advantage of Microsoft support options Take advantage of Microsoft support options Tap into large Partner Ecosystem Tap into large Partner Ecosystem Access to a Large User Base and ResourcesAccess to a Large User Base and Resources
MicrosoftMicrosoft®® Business Solutions Business Solutions Project Management & AccountingProject Management & Accounting
Mike KremerMike KremerBusiness Productivity SpecialistBusiness Productivity SpecialistPacWestPacWest
Project Management and Accounting FeaturesProject Management and Accounting FeaturesFeatureFeature Solomon Solomon MSP MSP
PMA +PMA + PMA 2003 PMA 2003
MSP2003MSP2003Create projects, schedule tasksCreate projects, schedule tasks Project budgetingProject budgeting Assign resources to tasksAssign resources to tasks Skill tracking and search capabilitySkill tracking and search capability Link tasks and visual task hierarchyLink tasks and visual task hierarchy View task information via the webView task information via the web Collect time and status via the webCollect time and status via the web Collect expense data via the webCollect expense data via the web Web based approvalsWeb based approvals Process project financial dataProcess project financial data Create invoicesCreate invoices Allocate costs and revenueAllocate costs and revenue Email and web notificationsEmail and web notifications OLAP reportingOLAP reporting Integrated resource poolIntegrated resource pool Templates w/ project and accounting dataTemplates w/ project and accounting data Project profitability within Microsoft ProjectProject profitability within Microsoft Project Earned Value AnalysisEarned Value Analysis View project information on the webView project information on the web
Microsoft Business Solutions Microsoft Business Solutions Project Management and AccountingProject Management and Accounting
Harvard Clinical Research Institute Harvard Clinical Research Institute 160 employees 160 employees Conducts clinical trialsConducts clinical trials
Solution HCRI has used Microsoft Solomon for years, but identified a need to
support deeper project management processes Deployed Solomon 5.5 with Microsoft Project 2003 Solution is flexible; it conforms to HCRI business needs but allows for
creativity
Value to the Business Improved customer communication and satisfaction Solution helped uncover process issues Captures ALL costs including cost of sale Better resource management enhances aggressive growth plan Executives get consistent reporting across all projects with custom
views
Partner OpportunityPartner Opportunityhttp://www.microsoft.com/BusinessSolutions/partnershttp://www.microsoft.com/BusinessSolutions/partners
Providing solutions for additional stakeholders in a Providing solutions for additional stakeholders in a Project Driven OrganizationProject Driven Organization
Software license and service revenueSoftware license and service revenueBetween 20-55% margin on licensesBetween 20-55% margin on licenses
Create custom solutions for the MBS channelCreate custom solutions for the MBS channel
Joint opportunities with Microsoft Business Joint opportunities with Microsoft Business Solutions partnersSolutions partners
Tremendous opportunity to connect with MBS Tremendous opportunity to connect with MBS Partners WorldwidePartners Worldwide
Over 5000 PartnersOver 5000 PartnersOver 350 focused on Project AccountingOver 350 focused on Project Accounting
Over 1000 Solution DevelopersOver 1000 Solution Developers
Partnering Successes, Challenges Partnering Successes, Challenges
and Recommendationsand Recommendations Jason W. PeggJason W. PeggChief Technology OfficerChief Technology OfficerAurora Consulting Group, Inc.Aurora Consulting Group, Inc.
Beth D. BrittBeth D. BrittChief Executive OfficerChief Executive OfficerAurora Consulting Group, Inc.Aurora Consulting Group, Inc.
Ben BicknellBen BicknellChief Operating OfficerChief Operating OfficerTECTURA, Inc.TECTURA, Inc.
Introduction to AuroraIntroduction to AuroraMarket segment focusMarket segment focus
Mid-market/Medium Enterprise/Lower-CASMid-market/Medium Enterprise/Lower-CASIndustry focusIndustry focus
Power and Utility, Health Care, ManufacturingPower and Utility, Health Care, ManufacturingSolutions / Services OfferedSolutions / Services Offered
Enterprise Project Management Consultation and Enterprise Project Management Consultation and ImplementationImplementationInformation Worker Systems (Project Server, SharePoint Information Worker Systems (Project Server, SharePoint Portal Server, Exchange Server)Portal Server, Exchange Server)
GeographiesGeographiesNorthwest United States, CaliforniaNorthwest United States, California
Key ClientsKey ClientsSeattle Children’s Hospital, Idaho Power Corporation, Seattle Children’s Hospital, Idaho Power Corporation, Washington State Patrol, AREVA, Boeing, Itronix, Itron, Washington State Patrol, AREVA, Boeing, Itronix, Itron, Gonzaga University, West Coast Hospitality Corp, Gonzaga University, West Coast Hospitality Corp, Coldwater Creek, Rockwood Medical Clinics, Schweitzer Coldwater Creek, Rockwood Medical Clinics, Schweitzer Engineering Labs, Waggener Edstrom, Avista, PACCAR, Engineering Labs, Waggener Edstrom, Avista, PACCAR, othersothers
Introduction to TECTURAIntroduction to TECTURAMarket segment focusMarket segment focus
Mid-market/Medium Enterprise/CASMid-market/Medium Enterprise/CAS
Industry focusIndustry focusManufacturing, Distribution, Field Service, Professional Manufacturing, Distribution, Field Service, Professional ServicesServices
Solutions / Services OfferedSolutions / Services OfferedMBS – Great Plains, Solomon, AxaptaMBS – Great Plains, Solomon, AxaptaInfrastructure, Integration (Biz-Talk), Business Intelligence, Infrastructure, Integration (Biz-Talk), Business Intelligence, .Net Development.Net Development
GeographiesGeographies14 locations Nationwide – 240 Employees14 locations Nationwide – 240 Employees
Key Clients (approx. 900 customers)Key Clients (approx. 900 customers)Asahi Seiko, Babcock, Inc., The Boeing Company, Asahi Seiko, Babcock, Inc., The Boeing Company, Climatec, Costco, Driscoll’s, eHealth Insurance, Epicurean Climatec, Costco, Driscoll’s, eHealth Insurance, Epicurean Wine Service, Farm Fresh Company, Lennar Homebuilders, Wine Service, Farm Fresh Company, Lennar Homebuilders, Lubrizol, Kawasaki, Meretek Diagnostics, MoneyTree, Lubrizol, Kawasaki, Meretek Diagnostics, MoneyTree, Oakland Athletics, Perkin-Elmer, Round Table Pizza, Oakland Athletics, Perkin-Elmer, Round Table Pizza, University of Washington, Trimble NavigationUniversity of Washington, Trimble Navigation
Partner RelationshipPartner RelationshipAurora Relationship with an MBS PartnerAurora Relationship with an MBS Partner
Met at a Microsoft partnering eventMet at a Microsoft partnering eventHave been working together for ~2 yearsHave been working together for ~2 yearsHave formed a successful complimentary relationshipHave formed a successful complimentary relationship
Key SuccessesKey SuccessesCross Company referralsCross Company referrals
Approximately 25% of Aurora businessApproximately 25% of Aurora businessJoint clients in the pipelineJoint clients in the pipelineWeekly cross-company sales meeting Weekly cross-company sales meeting Joint workshops / seminarsJoint workshops / seminars
Washington Society of Association ExecutivesWashington Society of Association Executives
Key ChallengesKey ChallengesThe need to connect and have introductions at each of the The need to connect and have introductions at each of the partner’s local sales offices.partner’s local sales offices.Ensure alignment of offerings – periodically review and Ensure alignment of offerings – periodically review and update; update; The need to stay connected – it takes effort!The need to stay connected – it takes effort!
Microsoft Integrated Business Solutions
TECTURA’s Approach – ‘The Integrated TECTURA’s Approach – ‘The Integrated Business Solution’Business Solution’
Information Worker
Workflow
Implemented by Aurora
Key to Deepening Partnerships Key to Deepening Partnerships
Build relationships between many people in Build relationships between many people in both organizationsboth organizationsLearn each others capabilities and sales Learn each others capabilities and sales methodologies methodologies Share your pipeline Share your pipeline Draw upon each others Solution/Pre-Sales Draw upon each others Solution/Pre-Sales capabilitycapabilityIncent your Sales force to close a deal even Incent your Sales force to close a deal even if the only near term benefit is your partnerif the only near term benefit is your partnerCommunicate often and openly around your Communicate often and openly around your business objectives even if they seem to business objectives even if they seem to overlapoverlap
Keep the Long View Keep the Long View
Partner NetworkingPartner Networking
Best networking is done through Best networking is done through MicrosoftMicrosoft
Leverage Partner Engagement ManagerLeverage Partner Engagement Manager
Important to understand the Microsoft Important to understand the Microsoft sales team structure to get them to sales team structure to get them to work for youwork for you
Attend partner events and conferencesAttend partner events and conferences““Worldwide Partner Conference” is a great Worldwide Partner Conference” is a great opportunity this year as both MS and MBS opportunity this year as both MS and MBS partners will attend. partners will attend.
Partnering Successes, Challenges Partnering Successes, Challenges
and Recommendationsand Recommendations
Adrian BalfourAdrian BalfourChief Executive OfficerChief Executive OfficerPcubedPcubed
Introduction to PcubedIntroduction to PcubedMarket segment focusMarket segment focus
Mid-market, Medium Enterprise, EnterpriseMid-market, Medium Enterprise, Enterprise
Industry focusIndustry focusProject Management, cross industry – IT, Automotive, Project Management, cross industry – IT, Automotive, Finance, Utility, PharmaceuticalFinance, Utility, Pharmaceutical
Solutions / Services OfferedSolutions / Services OfferedProject Management, Project Staffing, PMO – design, Project Management, Project Staffing, PMO – design, implement, operateimplement, operate
MS Project Implementation, PSA ImplementationMS Project Implementation, PSA Implementation
GeographiesGeographiesAmericas, EuropeAmericas, Europe
Key ClientsKey ClientsClorox, Bonneville Power, Levis, Ford, CBI, MicrosoftClorox, Bonneville Power, Levis, Ford, CBI, Microsoft
Pcubed’s Partner RelationshipsPcubed’s Partner RelationshipsMBS Partner RelationshipsMBS Partner Relationships
ePartnersePartnersEI Resources (UK)EI Resources (UK)Working with Accunet on dealsWorking with Accunet on deals
Implemented the solution internally with AccunetImplemented the solution internally with AccunetSupport Accunet implementing at Edison WeldingSupport Accunet implementing at Edison Welding
SurebridgeSurebridgeCansysCansysEtc.Etc.
Key SuccessesKey SuccessesBuilding core expertise for the futureBuilding core expertise for the futureJoint Projects Joint Projects Knowledge shared Knowledge shared Joint Seminars Joint Seminars Shared pipeline Shared pipeline Leads for each other Leads for each other
Key ChallengesKey ChallengesUnderstanding each other’s expertiseUnderstanding each other’s expertiseFocus on selling core competenceFocus on selling core competence
Recommendations for Working with Recommendations for Working with MBS PartnersMBS Partners
Understand the partner’s core Understand the partner’s core competenciescompetencies
Recognize that your opportunity may Recognize that your opportunity may be their risk! Look for the win-win be their risk! Look for the win-win
Act quickly to support each other – Act quickly to support each other – clients are impressed! clients are impressed!
Networking with MBS PartnersNetworking with MBS Partners
Use Microsoft and MBS for contacts and Use Microsoft and MBS for contacts and connectionsconnections
PEM’s are a great resource!PEM’s are a great resource!
Understand the Microsoft sales team Understand the Microsoft sales team structurestructure
Attend partner events and conferencesAttend partner events and conferences
Becoming an MBS PartnerBecoming an MBS Partner
Web: Web: MBS Partner OpportunitiesMBS Partner Opportunities
Personal Contact: Personal Contact: Jeanne BosworthJeanne Bosworth
Channel Development ManagerChannel Development Manager
[email protected]@microsoft.com
Phone: 419-434-3047Phone: 419-434-3047
Cell: 419-348-1842Cell: 419-348-1842
MS Fax: 425-936-7329 MS Fax: 425-936-7329
Q&AQ&A
Additional Questions or Comments?Additional Questions or Comments?
[email protected]@microsoft.com
[email protected]@microsoft.com
[email protected]@microsoft.com
© 2004 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.