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Dynamics 365

Microsoft Dynamics for

Non-Dynamics Partners

22nd Feb 2017

Microsoft NZ

James Dennis

Dynamics 365 Partner Development | SMB

Agenda

• Welcome to the world of CRM & ERP

• What is Dynamics 365

• Market Opportunity

• Customer Value Add and Proposition

• Microsoft’s Connected Cloud

• CSP and Cloud Profitability

• Become a Dynamics Partner

• Partnering with Dynamics Partners

• Q&A

Dynamics 365

Overview

Speaker: • James Dennis

• Dynamics 365 Partner Development Specialist for SMB

• Microsoft NZ

Todays Session:• A lot of content today - Relatively high level overview

• Deep dive sessions can be shared and reviewed afterwards

• Highlight the technology, partners and learnings available to you

• Call to Actions and Follow ups

Dynamics 365

Welcome to world of

CRM & ERP

• Customer Relationship Management

• Enterprise Resource Planning

Welcome to world of CRM

Dynamics 365

Customer Relationship Management

• Centralize customer information• Automate marketing interactions• Provide business intelligence• Facilitate communications• Track sales opportunities• Analyse data & reporting• Enable responsive customer service

CRM solutions streamline processes and

increase profitability in your sales, marketing,

and service divisions. Learn more

Welcome to world of ERP

Dynamics 365

Enterprise Resource Planning

• Manufacturing, Retail, Finance and IT.

• Process efficiencies, asset management,

financial insight, business transformation.

• Warehousing, Transportation, Budget

Planning, POS (Point of Sale) System,

Demand Forecasting and E-commerce.

• Ordering, selling, invoicing, and reporting.

ERP systems increase your speed of

doing business. Learn more about

ERP and Finance

Digital Transformation

CRM & ERP for the SMB Client

Dynamics 365

Educated customers and

changing buyer behavior.

Data is king. When collected and

analysed properly.

More and more SMB customers

seeing the value and need.

What is Dynamics?

With intelligent business applications across CRM and ERP. Dynamics 365 gives you what you need to run your business and delight your customers.

What is Microsoft Dynamics?

Dynamics 365

‘Dynamics’ is a line of enterprise resource planning (ERP) and customer

relationship management (CRM) software applications from Microsoft.

Dynamics CRM Dynamics ERP

• Dynamics 365 for Sales

(previously Dynamics CRM)

• Dynamics 365 for Customer Service

• Dynamics 365 for Field Service

• Dynamics 365 for Project Service Automation

• Dynamics 365 for Marketing (coming soon)

• Dynamics 365 for Operations

(previously Dynamics AX)

• Microsoft Dynamics NAV

• Microsoft Dynamics GP

• Dynamics 365 for Financials (coming soon)

• Microsoft Dynamics SL

Microsoft Dynamics 365Business applications

Microsoft

Sales

CustomerService

Field Service

Project ServiceAutomation

Operations

Financials

Marketing+ Adobe

Start with the right fit for your business & grow at your own pace in the cloud

Empower employees with productivity tools surfaced in

context of processes

End-to-end intelligent business applications in the cloud

Start with what you need

Productivity where you need it

Guide employees to optimal outcomes with intelligence embedded

in processes

Intelligence built-in

Stay nimble & adapt in real-time with flexible, extensible applications

& platform

Ready forgrowth

Field Service

Sales Customer Service

Project Service Automation

Marketing Operations

Purpose-built business applications

SalesOpportunity management

Social sellingContent

collaborationMobile sales

Planning & management

Intelligence

Customer

ServiceOmni-channel Portal

Agent enablement

Onsite service

Knowledge Intelligence

Marketing *

Field

ServiceScheduling

and dispatch

Asset and warranty

management

Service agreements

Inventorymanagement

Mobile Intelligence

Project

Service

Automation

Opportunity management

Resource management

Time and expenses

Project planning

Team collaboration

Customer billing

Intelligence

Operations RetailProcurement and sourcing

Supply chain management

Project accounting

Human capital management

ManufacturingFinancial

managementIntelligence

Adobe and Microsoft announced plans for a strategic partnership. Microsoft will make Adobe Marketing Cloud its preferred marketing service for Dynamics 365 Enterprise edition.

• Optimized for 250+

Employees

• Comprises of AX & CRM

• Dual Use Rights

• Min 20 seats on Plan 2 and

Operations App

• Optimized for 10-250

Employees

• Comprises Financials (aka

Project ‘Madeira’) & Future

Sales & Marketing Solutions

• Cloud Only

• Max 300 seats

Available June 2017 (est.) Available Now

CURRENT CRM COMPONENTS/PLAN 1 BIZ APPSNEW APPS

$

$

CURRENT ‘AX7’

DYNAMICS 365, BUSINESS EDITION (FUTURE PLAN)

SALES MARKETING

Apps Plans

Operations Sales

Field

Service

Customer

Service

Sales

Field

Service

Customer

Service

Operations

“full users”

Team Members

Light use, knowledge sharing & embedded business intelligence

“light users”

Dynamics 365 Features

• CRM, Marketing, Financials and ERP seamlessly integrated

• Power Flow & Power Apps

• New licensing for a more accurate and cost effective licensing

• Single user interface and experience across all services

• Solution restructure, new apps and services deliver more value

• Tight integration with Office 365 and 3rd party software

• Grow services and licenses as needed

Dynamics 365

Dynamics 365 Features

Dynamics 365

• App Source: Marketplace for 3rd party apps and extensions

• Powered by Azure (more storage, analytics and security)

• Power BI embedded across Dynamics for data insights

• Advanced Analytics, Cortana Intelligence and Azure IoT included

• Available on IOS, Android, Windows and Web

• Common Data Model – Syncronise contacts, information and

data across your business

• Build apps and work flows in minutes without a line of code

Common Data Model: Dynamics 365

Dynamics 365

Cross-Sell/ up-sell (2016)

Lead scoring

(2014)

Intent Analysis

(2016)

Knowledge-Based Insights

(2015)

Preemptive Service (2016)

Demand Forecasting

(2014)

Cash-Flow Forecasting

(2016)

Relationship Insights

(2016)

Sentiment Analysis

(2016)

CustomerInsights

(2016)

Resource Optimization

(2016)

Product Recommendations

(2015)

Predictive Sales & Inventory Forecast

(2016)

SALES MARKETINGCUSTOMER SERVICE

PROJECT SERVICEAUTOMATION

FIELD SERVICE

OPERATIONS

Market Opportunity

15%+

Annual growth

between 2014 - 2019

KEY GROWTH DRIVERS:

• Improved business agility

• Speed of implementation

• Focus on what matters

• Lower overall cost

Source: IDC, Worldwide Enterprise Application Forecast, 2014-2019, IDC #258710, Sept 2015

40% of a worker’s productive time

is lost when switching tasks. This

costs the global economy $450B

per year.

By 2017, 50% of all IT spending will be outside of IT and the CIO’s control. (Gartner)

Tipping point around cloud adoption

Budget decision-

making is shifting from

IT to LoB

With finite resources, productivity is critical for businesses to scale

52 percent of organizations are confident that cloud apps are as secure as premises-based apps, up from 40 percent a year ago.

40 percent of today's F500

companies on the S&P 500 will no

longer exist in 10 years.

Technology innovation is increasing the speed of business

Market Opportunity: NZ Dollars

Dynamics 365

Workloads FY16 FY17

SaaS CRM $20m+ $26m+

SaaS ERP $78m+ $112m+

CRM (on-prem) $17m+ $16m+

ERP (on-prem) $118m+ $120m+

Total $233m+ $274m+

*Please Note: estimated figures in NZD for New Zealand market.

Market Opportunity: NZ Employees

Dynamics 365

*NZ Statistics 2013

Employee count size group

0 1–5 6–9 10–19 20–49 50–99 100+ Total Total SMB 1 - 99

Companies 322,887 97,320 19,713 15,987 8,519 2,547 2,145 469,118 144,086

Employee count 0 225,570 142,480 213,490 252,170 173,880 918,990 1,926,580 1,007,590

Customer Value Add

And Value Proposition

Differentiate, Modernise, Optimise and Deliver

Microsoft’s

Connected Cloud

Going forward, our strategy will focus on creating a family of devices and services for individuals and businesses that empower people around the globe at home, at work and on the go, for the activities they value most.

Common application platform: PowerApps, Microsoft Flow, Common Data Model

Microsoft AppSource

MicrosoftDynamics 365

Partner Apps

Cloud Business Applications

Document

Management

& Workflows

Office 365

BI, IoT, Dashboards

Telephony & Mobile Access

Business Consulting

Vertical/Customer

specific IP

• Leads with the Cloud

• Offers a comprehensive

solution delivered as a

managed service

• Deeply understands

customers’ business

processes

• Owns customers’

technology strategy

• Owns solution integration

and validation

CSP and the

Cloud Opportunity

Not all revenue streams are created equal!

Learn more about CSP here

● ● ● ●

● ● ● ●

● ● ● ● ●

● ●

---------------------------------------- Enterprise edition--------------------------------------- Business edition

Dicker Data, Exeed & Ingram Micro

Becoming a Dynamics

Partner

To become or not to become?

Becoming a Dynamics Partner

Start today to build an internal Dynamics 365 arm of your business, to

leverage the market opportunity ahead of you…

Dynamics 365

Sales Resource

Trained to have a

business level and

process driven sales

conversation

Business

Analysts

No longer a purely

technical

engagement

Expertise

Consultants or

Systems integrators

across either CRM,

ERP and/or Finance

systems

Support

CSP requires a

degree on ongoing

support against

these systems

Accredited

Review the new

Dynamics Partner

requirements to

achieve Microsoft’s

Silver/Gold status

And More…

Developers, testers,

application skill sets,

business

intelligence, data

analytics and 3rd

party integration

• Microsoft Partner Network: here

• Review the CRM Partner Requirements

• Review the ERP Partner Requirements

• NZ Partner Learning Site: here

• Dynamics Learning Portal (DLP): here

• Microsoft Partner Source: here

• Partner University: here

• Internal Use Rights (IUR’s): blog

• Demo Sites for Dynamics 365: here

• Getting Started Documents:

(Will be made available after the call).

Dynamics 365

Partner Resources (Homework)

Partnering with Existing

Dynamics Partner

To Partner or not to Partner?

That is the question!

Microsoft Azure

Microsoft AppSource

MicrosoftDynamics 365

Partner Apps

Why work with a Dynamics Partner?

Dynamics 365

Ease of

Access

Don’t have to build own

Dynamics skill sets and

practice, which can take

long time to achieve

Experts

Tomorrow

Leverage lifetime of

skills, reputation and

knowledge from

Dynamics community

tomorrow

Referral for

Revenue

Gain revenue and

customer loyalty

through simply passing

an opportunity to your

trusted partner

Ongoing

Relationship

Share leads, learnings

and knowledge to

mutually benefit both

partners and customers

How to Partner in this space?

Dynamics 365

CSP is Key

Choose to sell direct,

through Distribution or a

Dynamics Partner for the

future Dynamics license

program

Reach Out

Simply talk to Microsoft

representatives,

Dynamics Partners,

Distribution Partners and

begin discussions

Review Partners

Find a partner that will

match your technical,

business and cultural

needs and sign

partnership agreements

Start Selling

Work with each others

sales teams to engage

existing and new

customer opportunities

more effectively

Microsoft NZ Dynamics Partner Community

• Accenture

• Acumen Consulting

• Adaptable Solutions

• Altara

• Datacom

• Dimension Data

• Dysel Business Software

• Endeavour Solutions

• Financials for Office 365

Dynamics 365

• Flintfox International

• Fujitsu

• Fusion 5

• Incadea

• Ingenious ERP

• Intergen

• KPMG New Zealand

• Lean Projects

• Magnetism Solutions

• Nerea

• OA Systems

• Olympic Software

• P&L Limited

• Sable37

• SaaS Plaza

• Theta Systems

• Topaz Ltd

• UXC Eclipse

Find more partners and more information about partners here

The Road Ahead

Start talking to partners and with customers

about CRM & ERP.

• The Dynamics 365 site and this slide deck.

• Review the MPN site and CSP content.

• Speak to Dynamics Partners and Distributors.

• Start selling today!

Join the Microsoft NZ Dynamics

Partner Yammer Site today.

Dynamics 365

Any Questions?

James Dennis

Dynamics 365 Partner Development | SMB

a-jadenn@microsoft.com

Microsoft NZ

Yammer Site: link

Additional Resources

Get a $50 Noel Leeming gift card by registering and passing on

assessment on Partner University!

Go to partneruniversity.microsoft.com and finish ANY course

Screenshot the certificate and email it to nzpartner@microsoft.com

along with your full name, mobile number and the address you would like

the prize to be sent to

Wednesday 1st February (9:00am) -Tuesday 28th February (11:59pm)

Office 365 Dynamics 365 AzureEMS

O365 $73

here/in slide 18

D365 $75 EMS $35 Azure

For Resellers and Direct CSPsScenario for Dynamics365

5 users 5 users 5 users

17 seats

$25k

Partner Example:

6 seats5 seats 17 seats

4 seats 3 seats

•

•

•

Dyn365E for Sales $44

Dyn365E for Team Members $6

Dyn365E Plan 1 $75

Dyn365E Plan 1 add on $37

aka.ms/modernpartner aka.ms/cpplearningpath aka.ms/profitabilityscenarios aka.ms/profitblogaka.ms/profittool smartpartnermarketing.microsoft.com

Own and Control the

Billing

Provision, Manage and Support

Sell Integrated Offers and Services

** Dynamics AX

coming soon!

Microsoft continues to expand the CSP program to more partners with access to new cloud services, more markets and new capabilities.

Partners own the end-to-end customer lifecycle with direct provisioning, billing and support of Microsoft cloud services.

Partners combine their own services and IP with Microsoft solutions, set the total price and terms with their customers.

Case Studies/References…Metro Bank

AccuWeather

Renault Sport F1 team

Hagler Systems

Umbra Group

Rolls-Royce

Ecolab

Public Reference Site: here

$1 Microsoft revenue = $5.87 partner attach

=1

Source: IDC eBook, sponsored by Microsoft, The Modern Microsoft Partner Series, Part 1: The Booming Cloud Opportunity, 2016