Consolidating the Mid-Market: Microsoft Dynamics ERP Strategy and Overview

Crispin ReadGeneral Manager, Dynamics ERPMicrosoft Corporation

DYN01

Nigel Gibbons | Executive Chairman

Company: Universal Information TechnologyRegion: United KingdomYears as a Microsoft Partner: 12

Maisha Hoye | Director of Marketing

Company: Microlink, LLCRegion: U.S.A.Years as a Microsoft Partner: 7

Our agenda for today

The Dynamics ERP StrategyStaying the course in FY11

Consolidating the Mid-MarketGTMs explained, customer focus, and partner success

The ERP Market Today

New trends, new behaviors,

new opportunities

Leveraging GTMsTools, initiatives and materials to help you succeed

Microsoft Dynamics ERP StrategyStaying the course in FY11

Innovate on all 4 ERP Products

Focus on Mid-sized BusinessesSimplicity and Ease of Use

Five Key IndustriesIndustry Enablement Layer

Industry Partner Recruitment

Solution HostabilityAttached Services

Hosting Partner Recruitment

Making the Best Partners BetterOpportunity and Growth in FY11

INNOVATION

SEGMENT

INDUSTRY

ECOSYSTEM

S + S

The ERP Market TodayNew trends, new behaviors, new opportunities

Post Y2K ERP OverhaulY2K solutions due for replacement Outdated functionality & technology stackExpensive and inefficient

ERP ConsolidationConsolidation from Single Instance to Two-Tier modelImproved standardization, control, compliance, trainingEasier maintenance, upgrade, extension, growth

Rapid Growth in S+S and Cloud Computing

The power of choice for our customers New opportunities for our partners

Consolidating the ERP MarketGo To Markets – an ”ERP Growth Strategy”

Go To MarketsCustomer centricDifferentiatedCompetitiveIntegratedEnd-to-end

Today’s LandscapeComplexFragmentedSolution-driven

Peter RuchatzDirector, ERP Product ManagementMicrosoft

welcome

GTMs – An ERP Growth Strategy

FY09

FY10FY11

FY12ERP Go To Markets define our ERP Growth Strategy for FY11 and beyond

Winning Can Mean Different Things

Formula 1 DragsterBull Monster Truck

Paris-Dakar

Winning Can Mean Different Things

Two-Tier ERP

For

Global Subsidiaries

Connect local entities to

headquarters

Local Vertical

For

Vertical Business

Target Specialized Business Needs

Multi-X

For

Global Organizations

Centralized ERP for multisite

organization

Business in a Box

For

Improved Financials and

Operations

Beyond basic financials and

operations

The Dynamics ERP Go To Markets

Microsoft Dynamics ERP GTMsCustomers and competitors

Two-Tier ERP

Multi-X

Local Vertical

Business in a Box

Typical Customers Typical Competitors

Würth Group Carbo Gen DellSAP Oracle Epicor

ISSI

SAP Oracle EpicorTMF Group NET

AlphaInter Ferry

HurupSage Smartx ADS NGC

Sage Intuit NetSuiteOughtredEUCOMAGR

Microsoft Dynamics ERP GTMsCustomer needs, partner skills

Two-Tier ERP

Multi-X

Local Vertical

Business in a Box

Multiple industry requirements, operational ERPStandardize on single ERP for distinct operations

Company-wide ERP, industry-specific req.Centralize ERP across multi-site organization

Strong vertical functionality out of the boxDrive operational gains through ERP

Need improved financials and operations Low cost, risk, and fast implementation

Driving large, complex, international projectsIntegration across overall IT landscape

Deep industry expertiseMulti-site, international implementations

Strong vertical focus and deep experienceFast, standardized, repeatable implementation

Low-touch, low cost, high volume sellingFast, standardized, repeatable implementation

Typical Customer Needs Partner Skills

ERP GTMs – The Formula To Win

Competitive differentiation

Product alignment

Execution alignment for growth

Customer differentiation

Best Practice PartnersAlready driving growth

Linda RoseRose Business Solutions, Inc.

Dan OughtonIndustryBuilt Software Corp.

Thomas F. HaugeColumbus IT

partner

Best Practice PartnersAlready driving growth

partner

Vertical BusinessGlobal Organization

Improved Financials and Operations

Anders SpatzekDirector, Partner Readiness and CapacityMicrosoft

Guy WeismantelDirector, Dynamics ERP Product MarketingMicrosoft

welcome

Aligning Our Marketing Investments

It’s all on PartnerSource!Field enablement toolsTools to promote and build GTM awarenessMaterials to help promote your business and drive a GTM sales approach

GTM and Industry BOMMaterials through the Marketing Services Bureaus

Check out www.microsoft.com/erp!

GTMs – A Key Element of Business Planning

Subsidiary Growth Plans

Estimates market opportunity and channel capacity

Determines channel development initiatives and investments

Planning dimensions:Country/regionIndustry/VerticalSegmentProductGTM scenario

Partner Business PlansJoint plan between partner and Microsoft

Outlines short/mid/long term business goals and priorities

Documents initiatives and investments across marketing, sales, readiness, etc.

Planning dimensions:PracticeIndustry/VerticalSegmentProductGTM scenario

GTM Scenarios - Readiness and Resources

GTM Scenario

Size & Scale

Skills & Experie

nce

Business

ModelDifferent Scenario, Different Partner

Different Scenario, Different Resources

Microsoft Dynamics Partner Academy curriculum to reflect scenario differences across all roles

Marketing Services Bureaus, PDCs and business consultants will be trained on the scenarios

Microsoft Dynamics Sure Step project types aligned to and optimized for scenarios

Key Take AwaysThe ERP market is more complex than everNew trends are driving new opportunitiesOur core strategy is unchanged and on trackGTMs will help us consolidate, compete and win!

Our Session Today

What Now?Consider how to align your business to the GTMsAsk your PAM about including GTMs in FY11 plansAttend the GTM Interactive Session later todayCome to EXPO and attend our other ERP sessionsLet’s drive success and accelerate growth together!

Our Session Today

YOUR FEEDBACK IS VERY IMPORTANT TO USSubmit your Session Evaluation for a chance to Win!

www.digitalwpc.com/evals

Win a chance to spin the prize wheel!Located in the Microsoft Partner Network Expo Booth #484

ASUS Notebook PCMicrosoft Lifecam HD-

5000

WPC 2011 Conference Pass

Get Connected With Microsoft® Pinpoint™Connect with customers who need your applications and services

More details at www.Pinpoint.com/GetListed

Enter to win your choice of one of FIVE prizes! Multiple winners!

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© 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to

be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

EXTRA SLIDES

Winning Can Mean Different Things

Global Subsidiaries

Connect local entities to

headquarters

(Two-Tier ERP)

Vertical Business

Target specialized business needs

(Local Vertical)

Global Organization

Centralized ERP for multisite

organization

(Multi-X)

Improved Financials

and Operations

Beyond basic financials and

operations

(Business in a Box)

The Dynamics ERP Go To Markets

Winning Can Mean Different Things

Global Subsidiaries

Connect local entities to

headquarters

Vertical Business

Target Specialized Business Needs

Global Organization

Centralized ERP for multisite

organization

Improved Financials

and Operations

Beyond basic financials and

operations

The Dynamics ERP Go To Markets

Headquarters and Multi-Site

Large accounts with mid-market subsidiaries

Need to connect to core ERP at headquarters

Want to standardize ona mid-market, flexible, lower cost ERP solutionin subsidiaries/divisions and smaller entities

Typical Customer Profile

Würth Group

Carbo Gen

Dell

Customers

SAP

Oracle

Epicor

Competitors

Global Subsidiaries

Connect local entities to

headquarters

Global Organization

Mid-market or corporate accounts and small enterprises

Multiple operations, countries, verticals, subsidiaries

Looking for an integrated ERP solution with maximum user coverage

Typical Customer Profile

Customers

SAP

Oracle

Epicor

TMF Group

NET

ISSI

Competitors

Global Organization

Centralized ERP for multisite

organization

Vertical Business

Mid-market companies

Need vertical solution covering most business functions out of the box

Typically focusing onone vertical and inone geography

Typical Customer Profile

Customers

Sage

Smartx

ADS

NGC

Hurup

Inter Ferry

Alpha

Competitors

Vertical Business

Target specialized business needs

Financials and Operations

SMB customers looking for ERP to cover core financial and operational functions only

IT and ERP seen as basic infrastructure

Lowest price is the major decision criteria

Typical Customer Profile

Customers

AGR

Oughtred

EUCOM

Sage

Intuit

NetSuite

Competitors

Improved Financials

and Operations

Beyond basic financials and

operations

Microsoft Dynamics ERP GTMsCustomers and competitors

Global Subsidiaries

Global Organization

Vertical Business

Improved Financials

and Operations

Typical Customers Typical Competitors

Würth Group Carbo Gen DellSAP Oracle Epicor

ISSI

SAP Oracle EpicorTMF Group NET

AlphaInter Ferry

HurupSage Smartx ADS NGC

Sage Intuit NetSuiteOughtredEUCOMAGR

Microsoft Dynamics ERP GTMsCustomer needs, partner skills

Global Subsidiaries

Global Organization

Vertical Business

Improved Financials

and Operations

Multiple industry requirements, operational ERPStandardize on single ERP for distinct operations

Company-wide ERP, industry-specific req.Centralize ERP across multi-site organization

Strong vertical functionality out of the boxDrive operational gains through ERP

Need improved financials and operations Low cost, risk, and fast implementation

Driving large, complex, international projectsIntegration across overall IT landscape

Deep industry expertiseMulti-site, international implementations

Strong vertical focus and deep experienceFast, standardized, repeatable implementation

Low-touch, low cost, high volume sellingFast, standardized, repeatable implementation

Typical Customer Needs Partner Skills

Microsoft Dynamics ERP GTMsCustomer needs, partner skills

Global Subsidiaries(Two-Tier ERP)

Global Organization

(Multi-X)

Vertical Business

(Local Vertical)

Improved Financials

and Operations(Business in a Box)

Multiple industry requirements, operational ERPStandardize on single ERP for distinct operations

Company-wide ERP, industry-specific req.Centralize ERP across multi-site organization

Strong vertical functionality out of the boxDrive operational gains through ERP

Need improved financials and operations Low cost, risk, and fast implementation

Driving large, complex, international projectsIntegration across overall IT landscape

Deep industry expertiseMulti-site, international implementations

Strong vertical focus and deep experienceFast, standardized, repeatable implementation

Low-touch, low cost, high volume sellingFast, standardized, repeatable implementation

Typical Customer Needs Partner Skills

Microsoft Dynamics ERP GTMsCustomers and competitors

Global Subsidiaries(Two-Tier ERP)

Global Organization

(Multi-X)

Vertical Business

(Local Vertical)

Improved Financials

and Operations(Business in a Box)

Typical Customers Typical Competitors

Würth Group Carbo Gen DellSAP Oracle Epicor

ISSI

SAP Oracle EpicorTMF Group NET

AlphaInter Ferry

HurupSage Smartx ADS NGC

Sage Intuit NetSuiteOughtredEUCOMAGR