vertikalizace a crm - příležitosti pro isv partnery aneta lukešová partner account manager mbs...
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Vertikalizace a CRM - Příležitosti pro ISV partnery
Aneta LukešováPartner Account Manager [email protected]
Microsoft Business Microsoft Business SolutionsSolutions
$2.5Mrd. Investment
1700 R&D staff
20 years ERP history
More than 350 000 customers ww
More than 6 000 partner ecosystem ww
More than 800 customers in ČR & SK
Designed from small to large segmentFirst MBS product developed comletely on .NETEasy of use
ERP Solution OfferingsERP Solution Offerings
Mid-market ERP Typically customized for unique business processes
Global ERPMultinationalsAdvanced manufacturers
Microsoft Business Solutions
CRM
Partner-Led Strategy To Serve Verticals
Trade & Distribution Logistics Manufacturing Building Inndustry Public Sector
ERP CRMHori
zon
tal
Industry Enabling Layer (Examples)
Core Horizontal
Education Governments Healthcare Retail Wholesale & DistributionManufacturing Public Food and
BeverageVert
ical
Verticals (Examples)
Categories (Examples)
Publishing & Printing
Specialty Retail
Private Schools
Transportation & Logistics
Metals & Mining
High Tech & ElectronicsPharmaciesAutomotive
Provide Core Horizontal Business PlatformToolsERP and CRM
Provide Partner-led Vertical OpportunitiesStrongest ecosystem of partners (VARs and ISVs)
Enable our Partners with “Industry-enabling” ProductsProvide enabling foundation needed to serve key segments
Food industry & Pharmacy
EmbedEmbed
Business SolutionsBusiness Solutions
ISV Products
Business SolutionsBusiness Solutions
ISV/VAR Products
ExtendExtend
BusinessBusinessSolutionsSolutions
ISVProducts
ConnectConnect
Loosely-linked Loosely-linked productsproducts
ISV product shares ISV product shares data with Business data with Business Solutions’ productsSolutions’ products
Allows for bi-directional Allows for bi-directional data integrationdata integration
Tightly-linked Tightly-linked productsproducts
Business process can Business process can be extended across be extended across appsapps
ISV extends core ISV extends core functionality functionality provided by MBS appprovided by MBS app
Full integrationFull integration
ISV embeds & sells a ISV embeds & sells a complete solution that complete solution that includes MBS & ISV includes MBS & ISV productproduct
Multiple ISV Partner Engagement Multiple ISV Partner Engagement OptionsOptions
MS CRM - Where We Are TodayWhere We Are Today
53 Countries, 16 Languages53 Countries, 16 Languages
1,700 Certified Partners1,700 Certified Partners
250 ISVs250 ISVs GloballyGlobally
Solid capabilities for sales and service todaySolid capabilities for sales and service today
4000+ Customers4000+ Customers
70,000+ Users70,000+ Users
…62% of our customers are
willing to serve as reference sites!
Large and Growing MarketLarge and Growing Market
0
3
6
9
12
The CRM Market Today
0
500
1 000
1 500
2 000
North America EMEA
Asia/Pacific Japan
Latin America
Source: Gartner Inc.Source: Gartner Inc.
North America and EMEA are growingNorth America and EMEA are growingat at 6.2% per year6.2% per year in 2005-2009; in 2005-2009;
LATAM, Japan, and Asia/Pacific areLATAM, Japan, and Asia/Pacific aregrowing at growing at 9.3% per year9.3% per year..
40%
13%47%
Small Midsize Enterprise
Small business is ~$500M today andSmall business is ~$500M today andgrowing at growing at 28% per year28% per year through 2008 through 2008
$4B in 2006$4B in 2006
How can I sell MS CRM...How can I sell MS CRM...Authorized to sell all Microsoft PartnersFor implementation certifications needed
Open Volume LicencingCertified Partner authorized to obtain CSA Claim Fee (3 required certifications, signed CSA agreement)
ISV Royalty LicencingMS CRM Prices for nearly 40% less
Classic distribution channel
Customers have same conditions as for other MS products
Shorter sales cycle
30% OR GREATER PARTNER OPPORTUNITY
Represent Microsoft CRMRepresent Microsoft CRMCertified Software Advisor (CSA)Certified Software Advisor (CSA)
Tier 1 = 20% for all programs, except for Enterprise Agreements which equals 15%Tier 2 = 30% for all programs, except for Enterprise Agreements which equals 22.5%SA renewals are 5% across all programs.
Prodejní maržeProdejní marže
nn%%Tier 1 -Tier 1 - 2020
%%
3030%%
Tier 2 -Tier 2 -oror
CRM CSA feeCRM CSA fee
Up ToUp To
+30%+30% + + n n
OpportunityOpportunity
==++
Total revenue opportunitiesavailable
Microsoft CRMMicrosoft CRM - - ReferencesReferencesCUSTOMER BASE > +4000
http://www.microsoft.com/resources/casestudies/ http://www.microsoft.com/resources/casestudies/
And A Great Deal for Your Customers
Any customer that purchasesany module of CRM 1.2 Professional todaywill get full-suite rights tothe next release of Microsoft CRM
That means “buy one and get three”
This policy also applies to any prior customer of CRM 1.0 or 1.2 that has purchased any module of CRM Professional & has an active SA
Key Dates for Microsoft CRM 3.0Q2 05Q2 05 Q3 05Q3 05 Q4 05Q4 05 Q1 06Q1 06
All dates are per current plans All dates are per current plans
Code completeCode complete
GAGA (English, …) (English, …)
RTMRTM (English, (English, then 20+ more) then 20+ more)
Broad Broad BetaBeta (English) (English)
Testing and QATesting and QA
What Partners Are Saying
““It’s going to It’s going to revolutionizerevolutionize the the way that customers look at CRM”way that customers look at CRM”
Ryan Toenies, InetiumRyan Toenies, Inetium
““Microsoft has Microsoft has hit the bulls’ eyehit the bulls’ eyeon all levels with this release”on all levels with this release”
Frank Bruffey III, ProtechFrank Bruffey III, Protech
““The ability to customizeThe ability to customize
Microsoft CRM 3.0 is Microsoft CRM 3.0 is incredibleincredible.”.”Long Duong, InterlinkLong Duong, Interlink
© 2005 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
[email protected]@microsoft.com