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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: r:

• James Dennis
• Dynamics 365 Partner Development Specialist for SMB
• Microsoft NZ

Todays ays Session: ion:

• 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 T ransformation

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 relat ationship p manage agement (CRM) RM) softwar are appl plicat ation

• ns from Micros

rosoft.

• ft.

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 365

Business applications

Microsoft

Sales Customer Service Field Service Project Service Automation 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

• ptimal outcomes with

intelligence embedded in processes

Intelligence built-in

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

Ready for growth

Field Service Sales Customer Service Project Service Automation Marketing Operations

Purpose-built business applications

Sales

Opportunity management Social selling Content collaboration Mobile sales Planning & management Intelligence

Customer Service

Omni-channel Portal Agent enablement Onsite service Knowledge Intelligence

Marketing * Field Service

Scheduling and dispatch Asset and warranty management Service agreements Inventory management Mobile Intelligence

Project Service Automation

Opportunity management Resource management Time and expenses Project planning Team collaboration Customer billing Intelligence

Operations

Retail Procurement and sourcing Supply chain management Project accounting Human capital management Manufacturing Financial management Intelligence

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 APPS NEW 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 rs

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)

Customer Insights

(2016)

Resource Optimization

(2016)

Product Recommendations

(2015)

Predictive Sales & Inventory Forecast

(2016)

SALES MARKETING CUSTOMER SERVICE PROJECT SERVICE AUTOMATION FIELD SERVICE OPERATIONS

Market Opportunity

15%+

Annual growth between 2014 - 2019 KEY GRO ROWTH TH DRIVE VERS RS:

• 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

• f 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

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

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

Microso

• soft

ft Dynam namics ics 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

T rained 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

Microso

• soft

ft Dynam namics ics 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 T

• morrow

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 d more partners and more information ation about partners here

The Road Ahead

Start rt talki king to partners rs and with custome mers rs 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 Micros rosoft NZ Dynam namics cs Partne tner r Yammer r Site today. y.

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 Azure EMS

O365 $73

here/in slide 18

D365 $75 EMS $35 Azure

For Resellers and Direct CSPs Scenario for Dynamics365

5 users 5 users 5 users 17 seats

$25k

Partner Example:

6 seats 5 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/profitblog aka.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