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Post Y2K ERP OverhaulY2K solutions due for replacement Outdated functionality & technology stackExpensive and inefficient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 trenti@microsoft.com

Our Session Today