Microsoft Dynamics CRM 3.0Pricing and Licensing Training
Agenda
• About CRM• About Microsoft CRM• Availability• SKU Design & Pricing• External Connector• Key Channels
• Academic Licensing• SPLA• Upgrading to CRM 3.0• Continuing to Buy CRM 1.2• Keys & Registration• Software Assurance
Benefits
What is Customer Relationship Management? CRM is a core business
strategy to create and deliver value to targeted customers at an increased profit
It integrates processes and external networks
It is grounded on high quality data and enabled by information technology
CRM’s Fatal FlawIt just isn’t natural
Microsoft Outlook, Excel…
What My Sales, Marketing and What My Sales, Marketing and Service People Use Service People Use Every DayEvery Day
“Why do I need this other thing?”
???
The CRM ThingThe CRM ThingWe Make Them UseWe Make Them Use
What Do Businesses Need From A CRM System?
• Reliable user adoption– If people won’t use it, it has no value
• Great business fit– Consistent processes and real-time
visibility
• Fast, flexible, and affordable technology– Quick to deploy and easy to manage
Works the Way Your Business Does• Easily adapts to each company’s needs• Powerful workflow and analytics
Works the Way Technology Should• Fast to deploy and easy to manage• Powerful Web services architecture
Works the Way You Do• Native Office and Outlook experience• Full range of mobile solutions
SalesSales ServiceService
MarketingMarketing
Microsoft Dynamics CRM: The Next Wave
A A completecomplete CRM suite that CRM suite that leverages the power and leverages the power and
productivity of the Microsoft productivity of the Microsoft platformplatform
Works The Way You Do
• Native Microsoft Outlook Foldersand Command Bar
• Automaticcalendar, contact, task and email synchronisation
• Quick viewsof relevant information
• Over 7,000 customers
• Over 180,000 users
• Full suite of marketing,sales, and service
• Native Office experience
• Web services architecture
• Fast, flexible, and affordable
• Available in 22 languages
Microsoft CRMMicrosoft CRMCustomer Growth WorldwideCustomer Growth Worldwide
+100%+100%
+100%+100%
FY’03 FY’04 FY’05
Thousands Of Customers, Including…
Small BusinessesSmall Businesses Large EnterprisesLarge EnterprisesMidsized CompaniesMidsized Companies
Availability
• Microsoft CRM 3.0 was made available and orderable on pricelists beginning December 1, 2005 in English
• All Microsoft CRM 1.2 prices were changed on December 1 to map to the relevant 3.0 SKU
• Available via MSDN Subscriber Download Site
• Included in “Action Packs” in Q1 2006
• 90 Day Trial Versions Available for Download
Microsoft CRM Licensing Structure
• Microsoft CRM 3.0 has 2 editions– Professional Edition– Small Business Edition
• User CALs – Every internal user who accesses Microsoft CRM
requires a CAL – Client Access License• Any internal user access to Microsoft CRM requires a CAL
• Server Licenses– Every server that is running Microsoft CRM
requires a server license• Software Assurance at 25%/year of license is
included with Microsoft CRM in customer facing Volume Licensing programs
• Professional and Small Business Editions cannot be mixed
External Connector (EC)
• A new license that enables customers to affordably extend CRM to their external users, such as their customers and partners– Allows access for an unlimited number of external users
on a per server basis
– Example: If three servers are used to support external access,three external connector licenses are required
– Alternative is for every external user to acquire a CAL
– Only available for Microsoft CRM 3.0 Professional
• “External Users” means users that are not either your or your affiliates’ employees, or your affiliates’ contractors or agents
Microsoft CRM Professional Edition
• All Microsoft CRM features with no licensing based scalability limit
• Optional External Connector license for external customer & partner scenarios
ProfessionalServer$3,092
per server*
Professional CAL
$1,544per user*
External Connector$21,951
per server*
* Prices shown are recommended retail pricing ranges in Australian dollars inc. GST through Volume Licensing for license plus two years of Software Assurance. Actual pricing may vary by licensing program, geography, and Software Assurance term. FPP pricing also available. Please contact a local distributor or authorised reseller of Microsoft CRM for exact pricing.
Microsoft CRM Small Business Edition
• Designed for Windows Small Business Server 2003 Premium Edition (SBS)– Required to install on SBS– Follows SBS limits of 1 server
and up to 75 user maximum
• All Microsoft CRM features plus unique small business only features– Wizard driven install <10 clicks – Configuration “Consultant in a Box” – Business Contact Manager Migration – SBS Management Tools integration– SBS Fax Service integration
CRM Small Business Edition
(SBE)$927/server*
SBS
CRM SBECAL $772
per user*
* Prices shown are recommended retail pricing ranges in Australian dollars inc. GST through Volume Licensing for license plus two years of Software Assurance. Actual pricing may vary by licensing program, geography, and Software Assurance term. FPP pricing also available. Please contact a local distributor or authorised reseller of Microsoft CRM for exact pricing.
Sales Channels
• Microsoft CRM 3.0 can be acquired through various channels• The following may vary by channel:
– Microsoft CRM 3.0 SKU & Pricing– Software Assurance or Maintenance– Customer Support Provider– Program Term
• New channels for Microsoft CRM 3.0– SPLA enables thru partner hosting– OEM available to system builders
Sales Channels
Microsoft CRM 3.0 &
Key Channels
FPP
Open
Open
Value
Select EA ISV Royalt
y
SPLA System
Builder
Professional External Connector (Pro Only)
Small Business Edition
SBE to Pro Upgrade
Years of SA or (Maintenance) Included
(1) 2 3 3 3 (1)optiona
l
(through term)
n/a
Customer Support Provider Microsoft Partner
Academic Licensing
• Microsoft CRM 3.0 is offered at a discounted rate to qualifying academic institutions via the following programs:– Campus & School Agreement (CRM is NEW in this
program)– Academic Select– Academic Open– SPLA– ISV Royalty Agreement
Service Provider Licensing Agreement (SPLA)
• SPLA is the Volume Licensing program for partners that provide software as part of a service for a fee– Monthly billing model = no upfront commitment– Can scale up and scale down as much as needed
• Microsoft offers customers a choice of whether they want Microsoft CRM “on-premise” or “hosted”
• Microsoft CRM is licensed through the SPLA on a Per User basis only – Referred to as a Subscriber Access License (SAL)
– Monthly price from MS to service provider
– No server license required
Microsoft CRM 1.2 to 3.0 SA Migration
• Microsoft CRM 1.2 customers with active Software Assurance as of December 1, 2005 are eligible to upgrade to Microsoft CRM 3.0 for no license cost per the table below
• 1 x Microsoft CRM 1.2 license = 1 x Microsoft CRM 3.0 license• Microsoft CRM 3.0 CAL licenses map to the Microsoft CRM 3.0 Server license
Microsoft CRM 1.2 CAL License
EA, Select Open, Open Value, FPP
Professional: Sales, Service, or Suite
3.0 Professional 3.0 Professional or SBE
Standard: Sales, Service, or Suite
3.0 Professional 3.0 Professional or SBE
Pricing for Small Business (SBS): Sales Pro or Sales Standard
n/a since not offered in Select, EA
3.0 SBE
Upgrading to Microsoft CRM 3.0
• Microsoft CRM 1.2 customers with active Software Assurance can upgrade to Microsoft CRM 3.0 at no license cost
– Microsoft CRM 3.0 license keys are included with the CD media
– Select and EA customers receive Microsoft CRM 3.0 media as part of their subscription kits
– Open and Open Value customers will need to have their authorisation and enrolment numbers to order the right Microsoft CRM 3.0 media from their channel partners for a nominal ordering fee
• Microsoft CRM 1.2 customers with lapsed coverage on SA will need to buy CRM 3.0 at full price
Microsoft CRM 3.0 Key & Registration Changes• Microsoft CRM 3.0 uses Microsoft standard product
keys which are different from the registration keys used with Microsoft CRM 1.2
• One-time customer registration is required within 30 days and built into setup
– Internet connection required
– Product is disabled if not registered within 30 days and can be re-enabled after registration
– Purchased add-on seats are not required to be registered
Microsoft CRM 3.0 Key & Registration Experience
Microsoft CRM 1.2 Experience• Customers register online
after ordering the product to retrieve a registration key
• Customers need to access their online account every time they add more licenses to retrieve a new registration key
Microsoft CRM 3.0 Experience• Customers will receive
their license key on the media
• Customers only need to register once when they install the product
• Volume Licensing customers will never need new license keys and are legally required to purchase additional licenses to match usage
Continuing to Buy Microsoft CRM 1.2 Licenses
• Microsoft CRM 1.2 customers who do not immediately upgrade to Microsoft CRM 3.0 can continue to buy Microsoft CRM 1.2 licenses
– Microsoft CRM 1.2 remains available on pricelists for the life of Microsoft CRM 3.0 since adding more Microsoft CRM 1.2 users will require a new Registration Key
– Microsoft CRM 1.2 pricing has been adjusted to map to the relevant Microsoft CRM 3.0 SKU
– Microsoft CRM 1.2 customers who wish to add on more licenses will need to retrieve updated Registration Keys from the MBS Registration Site
Partner Internal Use Licensing
Product Certified
Gold Certified
MBS Competency
Microsoft CRM 3.0 # of Lics
25 100 +25
Microsoft CRM 3.0 SKU Pro Pro Pro
• Microsoft CRM 3.0 licenses are available for internal use to Microsoft partners through the Microsoft Partner Program
• MBS Competency licenses are in addition to those offered at Certified and/or Gold level
New (March) Software Assurance Features• New problem resolution support benefits
with Server SA provide Microsoft CRM customers with incidents for server and operating system questions
• Open Value, Select and Enterprise Agreement customers will be able to:– Earn additional, flexible support incidents based
on amount Software Assurance spend
– Receive unlimited web support for covered servers
– Use earned incidents to submit 24x7 request for business critical outages for all Microsoft supported products
Address Different Markets By Segments & Needs
SmallBusinesses
MidsizeCompanies
LargeEnterprises
“Complete”
• use “out of the box” application with limited changes
• zero IT resources
“Configurable”
• want some degree of specific fit, e.g.,
workflow, reporting
• limited IT resources
“Customizable”
• want IT flexibility and platform fit;
may be a “spoke”
• more IT resources
Plus pre-packaged templates or vertical applications from partners
Professional Edition
New Choices For CRM Systems Today
Yesterday’s ChoiceYesterday’s Choice
Complicated CRM Complicated CRM Systems That You Systems That You
OwnOwn
Generic Hosted Generic Hosted CRM That You CRM That You
RentRent
Microsoft CRMMicrosoft CRMPowerful configuration & customizationPowerful configuration & customization
Easy to deploy, use, and manage -- on-premise or hostedEasy to deploy, use, and manage -- on-premise or hosted
Today’s ChoiceToday’s Choice
Heavy, Heavy, complex, and complex, and
expensiveexpensive
Basic butBasic but““easy to easy to
get”get”
© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.
http://www.microsoft.com.au/partner/crm