AP039: Your ERP OpportunityTrent Innes – Dynamics Sales ManagerMatt Sheard – Dynamics Solutions Specialist ERP
Our Agenda for Today
The ERP Market TodayNew trends, new behaviours, new opportunities
Product Alignment Winning in Industries, Partner Readiness and Recent Customer Wins
The Dynamics ERP Strategy in Enterprise
Staying the course in
FY11 and beyond
Your SuccessEngagement model,
Partner Readiness Sales Tools
to invest in your success
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Post Y2K ERP OverhaulY2K solutions due for replacement Outdated functionality & technology stackExpensive and inefficient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
Microsoft Dynamics ERP Strategy
Staying the course in FY11
Innovate on all 4 ERP Products
Focus on Core Microsoft SegmentsSimplicity 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
Consolidating the ERP MarketGo To Markets – an ”ERP Growth Strategy”
Go To MarketsCustomer centricDifferentiatedCompetitiveIntegratedEnd-to-end
Today’s LandscapeComplexFragmentedSolution-driven
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 BoxFor
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
Nuplex
Ridley
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
Pronto
Coles Liquor
CDC Westbus
Competitors
Global Organization
Centralized ERP for multisite organization
ERP GTMs – The Formula To Win
• Competitive differentiation
• Product alignment • Execution alignment for
growth• Customer
differentiation
DEMONSTRATIONMicrosoft Dynamics AX & Office 2010
PRODUCT ALIGNMENTWinning in Industries
Dynamics Industry Approach
Vertical and Industry Functionality
Financial Management Supply Chain ManagementReporting and Business Intelligence
Microsoft Dynamics RoadmapFocus
Wholesale/Distribution
Manufacturing
Public SectorRetailProfessional
Services
Human Resources Management Office Connection and ProductivityCRM
Hig
her
solu
tion v
alu
e t
o a
cust
om
er
Support Your Industry Acceleration
• Industry Focus
• Public Sector• Manufacturing
– Process Industries– Lean Manfg
• Distribution• Financial Services• Retail• Services
• Solutions Availability
• AX 6 - 2011• AX2009 (Now)
– Now– AU version in AX6
• AX2009 (Now)• AX2009 (Now)
• AX for Retail (Aug – Nov 10)
• AX2009 (Now)
Industry Readiness
• Industry Messaging Guides• White Papers• Fact Sheets• Sales Presentations• Demos
Recent Win in Retail
The ProjectColes Liquor selects Dynamics AX as the solution for it’s Liquor Management System Re-platforming (LMSR) project.The CompetitorsSAP and Oracle who are both incumbents in the Coles Group.Why did they select Microsoft?• Value • Integration • Benefits delivered by the Microsoft platform• Leverage investments and achieve cost savings by implementing
homogenous fully integrated solution for their business. • The Flexibility of the Dynamics AX product that supports their growth
plans by delivering a solution that caters for the challenges of a rapid expansion at low cost.
DEMONSTRATIONMicrosoft Dynamics for Retail
INVESTING IN YOUR SUCCESS
Engagement Model and Sales Tools
Field EngagementResources available to work with you from Microsoft• Partner Account Manager (PAM)
• Your first point of reference for engagement • Solution Sales Professional (SSP)
• Focused on driving large strategic opportunities above engagement threshold
• Technical Solution Professional (TSP)• Our presales experts
• Partner Technology Advisor (PTA)• Our partner readiness
• Microsoft Consulting Services (MCS)• Selective Engagements - Architectural Reviews
• Dynamic Industry Leads• Regional roles
• Inside Sales• Microsoft Account Teams• And many more……….
Sales Tools
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!
Key Take AwaysThe ERP market is evolvingNew 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 GTMsLet’s drive success and accelerate growth together!Any questions? Speak to me or email at [email protected]
Our Session Today
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