AP049 Microsoft Dynamics CRM 2011 and the CloudRoss Dembecki / Lead Product ManagerCraig Steere / Technical Solution Professional
Is a flexible business application that helps organisations increase business productivity and drive connections across people, processes and ecosystems
xRM Framework
Core CRM
Sales Productivity
Customer Care Marketing
Extended CRM
Industry Solutions
Custom Applications
AP029: Selling Dynamics CRM: The sales productivity proof points
AP049: Microsoft Dynamics 2011 and the Cloud
AP107: Customer Care Accelerator
AP115: xRM Framework: A Faster Way to Build Business Applications
• Over 1,400,000 users in more than 80 countries with 40+ languages
• Over 23,000 customers fromsmall to enterprise
• Over 1,200 software and services partners with new Dynamics CRM competency
• Over 100 service providershosting Dynamics CRM solutions
• Highest rated CRM suite by Forrester, Leader Quadrant by Gartner
• Multi-tenant architecture for cloud and on-premises deployment
• Regional datacenters in the Americas, EMEA, and APAC
• Accreditations: ISO 27001:2005 and SAS 70 Type I and Type II attestations
• SLA: 99.9% uptime, 24/7 support
• Developer symmetry between our cloud and on-premises assets for integration and extensibility
• More value for less helps customers make the most of their investments
Business at a Glance
“I don’t think anybody isoffering CRM the way
that Microsoft is.”
~ Warren Wilson, Ovum “It’s hard to see significant obstacles to continued CRM
growth over the coming years.”
~ Bo Lykkegaard, IDC
“Microsoft is going beyondchallenging Salesforce.com”
~ Nick Kolakowski, eWeek
STRONG MARKET MOMENTUM
“Buyers also like Microsoft Dynamics CRM’s usability, lower price, and its quick time-to-value compared with traditional CRM
applications.”
~ Bill Band, Forrester
“Salesforce.com and Oracle CRM On Demand customers within
12 months of their contract renewal should evaluate Dynamics CRM Online.”
~ Rob DeSisto, Gartner
CRM NAMED A LEADER BY TWO INDEPENDENT RESEARCH FIRMS
Leaders Quadrant for Customer Service Contact Centers – April, 2010
Leaders Quadrant for Sales Force Automation – July, 2010
Leader CRM Suites Large Organisations Wave – June, 2010
Leader CRM Suites Midsized Organisations Wave – June, 2010
Leader Customer Service CRM Suites Wave – June, 2010
MICROSOFT DYNAMICS CRM 2011
LAUNCH TIMELINESeptember 2010
CRM 2011 beta with Dynamics Marketplace
“Microsoft Dynamics CRM 2011 beta for Online & on-premises; Dynamics Marketplace debuts”
“Microsoft Dynamics CRM Online releases worldwide, with connectors to Dynamics GP & NAV”
Q4 2010CRM Online RTW
“Microsoft Dynamics CRM 2011 release to manufacturing
(RTM) for on-premises and
hosters”
Q1 2011CRM 2011 RTM
• Briefings @ APC• Promote Beta sign up
• Global Readiness Tour in SYD on Oct 18 and MELB on Oct 19
• Customer/Through Partner Events
• Microsoft Cloud activity
On-premises Systems
Cloud Services
Core CRM ApplicationsSales Productivity – Customer Care – Marketing
xRM Framework
Extended CRM Applications
Industry Solutions - Custom Applications
BrowserPC Phone
Winning Customer Scenarios
SOURCE: GARTNER (June and July 2009)
FAMILIAR
natural &personal
CONNECTED
collaborative &
integrated
INTELLIGENT
insightful &actionable
THE POWER OF PRODUCTIVITY
SOURCE: GARTNER (June and July 2009)
FAMILIAR CONNECTEDINTELLIGENT
Office Fluent UI experience
Next-gen Outlook client
RoleTailored forms & views
Advanced Personalisation
THE POWER OF PRODUCTIVITY
• Role-based Forms
• Unlimited customisation
• Nested security access
• Web and Mobile
ROLETAILORED FORMS AND VIEWS
SOURCE: GARTNER (June and July 2009)
FAMILIAR CONNECTEDINTELLIGENT
Office Fluent UI experience
Next-gen Outlook client
RoleTailored forms & views
Advanced Personalization
Real-time Dashboards
Guided Process
Visual Analysis & Navigation
Declarative Design
THE POWER OF PRODUCTIVITY
• Process Dialogs
• .NET 4.0 Workflow
• Adaptive processes
• Web-services integration
GUIDED PROCESSES
SOURCE: GARTNER (June and July 2009)
FAMILIAR CONNECTEDINTELLIGENT
Office Fluent UI experience
Next-gen Outlook client
RoleTailored forms & views
Advanced Personalization
Real-time Dashboards
Guided Process
Visual Analysis & Navigation
Declarative Design
Business Connections
Contextual SharePoint
Cloud solutions & extensions
Dynamics Marketplace
THE POWER OF PRODUCTIVITY
• Documents in-context
• Custom Content Types
• Tag Clouds and Social
• SharePoint Online & On-premise
CONTEXTUAL SHAREPOINT
DEMONSTRATIONCraig Steere
• Application and Professional Services Offerings
• New Optimised Search Logic
• Ratings and Reviews
• Discover, Download and Deploy Applications
• Integrated with Dynamics CRM 2011
• Replacing Solution Finder end of 2010
DYNAMICS MARKETPLACE
CRM AND THE CLOUD
ON PREMISE HOSTED PUBLIC
SaaS
PaaS
IaaS
2009 2010 2011
U$8.6B
U$2.1B
U$8.6B
U$2.5B U$3.0B
$U9.0B
24%29%
33%
WW CRM Market
WW SaaS CRM Market
Source: Gartner, IDC, Microsoft estimates
CUSTOMER DEMAND FOR CLOUD CRM
CRM in Australia est.
at U$129M for FY11
33% = U$43M
ON PREMISE HOSTED PUBLIC
SaaS
PaaS
IaaS
Instant anywhere access
Low up-front cost
Rapid Deployment
Managed by Microsoft
Financially backed 99.9% uptime SLA
SERVICE OVERVIEWEnterprise class CRM service, delivered in the cloud, hosted by Microsoft
Latest release of Dynamics CRM
5 GB data storage
200 custom Workflows
200 custom Entities
Offline access
Mobile Express
Subscription Includes Benefits of Online Services
FULL EXTENSIBILITY IN THE CLOUD
1. Scales to Multi-Thousand Seat Deployments
2. Provides Deep Customisation & Integration
3. Delivers Instant-on & Rapid Time to Value
4. Provides Industry-leading SLA (99.9%)
5. Offers native integration to BPOS & SharePoint
6. Available via Enterprise Agreements (EA)
7. Better than Salesforce.com Enterprise at 1/3 the cost
CRM ONLINE IS READY FOR THE ENTERPRISE
Software-Plus-Services
Web Self-Service Volume LicensingCustomer Profile• New Dynamics CRM Online Customers• 12 month term length, monthly billing,
pay by credit card. Contract auto renews
Benefits • Fast (enter payment info directly)• Simple online license management• Easily add licenses and storage online
Customer Profile• Existing customers with Enterprise and
Campus / School Agreements• Coterminous with underlying enrolment,
pay up front or annually
Benefits • Programmatic price discounts for
volume purchasing• Software and services IT strategy
DYNAMICS CRM ONLINE LICENSING
User SubscriptionLicense (USL) USL
Step-Up USL
CRM CAL with SA
+OR
GET BEHIND DYNAMICS CRM
5%
40%
250
Promotional rate for Dynamics CRM Online CSA program & reduced requirements to become Dynamics CRM Online CSA partner
Referral revenue opportunity for lead discovery and identification for Dynamics CRM & ERP
Up to 250 seats of Microsoft Dynamics CRM Online available to MPN partners for internal use to fuel sales & marketing
WHAT PARTNERS THINK
2009-2010 Monitor interviews with 78 U.S. & European partners on partner economics & Intune; Beta study ongoing
Revenue Oppty’s
$3.3k
Business Consulting & Customisatio
n Services
$2.3k
Deployment &
Implementation Services
$2k
Managed Services
$1k
Partner of Record Fees
BPOS
~$8,600
$7k $10.5kDynamics CRM Online
~$27,000 (20 seats)
$8k $12k
18% First Year 6% Annuity
+22% First Year(FY11 Promo)
40% First Year 6% Annuity
TRANSFORMING TO THE CLOUD
How Partners Can Position Themselves for Success in Cloud Computing
IPED Channel Research, Consulting & Education
WINNING WITH DYNAMICS CRM ONLINE
http://bit.ly/CRMOLPARTNERMODEL
Transform to Win• Deals 5 – 50 users, changing to mid-size & larger
orgs• Customers are IT resource constrained• Decision makers run line of biz & seek simple
solutions• CRM is recession friendly - biz stay close to
customers
Expand Your Reach• 70% of sales from new clients• New segments – web centric industries like
retail, distribution, SMBs• New scenarios – i.e. branch offices
Grow Your Revenue• CSA Fees – develop recurring revenue• Services – evaluation, migration, consulting
Improve Your Business Velocity• Increase capacity - new sales and delivery
models• Scale – sell to multiple customers remotely• Margin – recurring revenue + services attach
Call To ActionSign-up to be a CSA Fee Partner or a CRM/ERP Referral Partner
Use Dynamics CRM via Internal Use Rights Benefit
Attend CRM Global Readiness Tour: 1 Day – 2 TracksSydney: October 18th Melbourne: October 19th
Register Now: http://bit.ly/CRM2011GRT
Leverage the Dynamics CRM 2011/Online Beta• Public Beta – Customers, partners and prospects• September – Released & available for both Online and on-premises• Beta Sign-up - http://crm.dynamics.com/crm2011beta
Web: http://crm.dynamics.com Twitter: @rossd_crm
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