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DRIVING SUCCESS WITH MICROSOFT DYNAMICS CRMROSS DEMBECKILEAD PRODUCT MANAGER CRMMICROSOFT AUSTRALIASESSION: AP028
Welcome to the CRM General Session!
State of the Business
Partner Perspectives – An ISV and an SI
Dynamics CRM Roadmap
Demo: Connected Cloud
Opportunities for Partners
Next Steps at APC
Microsoft Dynamics CRM Powers ProductivityComprehensive CRM that’s easy to use and improves the productivity of sales, marketing and customer service professionals
Familiar Microsoft Outlook interface
Works with Office 365for complete Cloud productivity experience
Secure and Reliable with 99.9% SLA
Sign up and get a trial in 5 minutes
Flexible configuration and customisation
Full-Suite CRM:Sales, Marketing and Service modules
Instant on, anywhere access
Real-time dashboards and visual insights
Business At a Glance
Over 2M users in more than80 countries and 40 languages
Over 30,000 customers from small to enterprise
Over 1,200 partners with CRM competency
Over 100 service providers hosting Dynamics CRM
Regional data centres in the USA, Europe and Asia
Multi-tenant architecture for cloud and on-premises
Developer symmetry between our cloud and on-premises
Delivering more value for less for our customers worldwide
Highest rated CRM suite by Forrester, Leader Quadrants by Gartner
15%▼reduction inlabour costs
SERVICE
50%▲increase in sales
productivity
SALES
Forrester’s Total Economic Impact™ Study, May 2011
“Based on the study’s findings, companies looking to implement Microsoft DynamicsCRM 2011 can anticipate significant productivity gains and cost savings.”
Microsoft Dynamics CRM 2011
delivers an average 243% ROI
and a Payback period of4.1 months.
Total Economic Impact (TEI)
Compelling Value: Recent Forrester TEI Study
LOWERcosts to deployand maintain
IT
HIGHERreturn on
marketing spend
MARKETING
Compelling Value: Compared to Salesforce.com
Professional Edition$95/user/month
Enterprise Edition$180/user/month
Unlimited Edition$360/user/month
Salesforce.com*based on Office 365 E3 plan
$94.85* user/month
Microsoft
+
What You Get Salesforce.com Microsoft
CRM Suite Extensible Platform Microsoft Office client & web SharePoint collaboration Lync Unified Communications Exchange Email Management Price per user per month $95 - $360 $94.85*
AP089Thur 1:45
Full CRM Suite Capabilities
Delivering More Value to Our Customers
Flexible Configuration and Customisation
Better User Experience
Lower Cost
Customer Care Accelerator
The Customer Care Accelerator (CCA) for Microsoft Dynamics CRM 2011 showcases how organisations can take advantage of the building blocks in the User Interface Integration (UII) Software Development Kit (SDK) to build unified agent desktops.
Support for new CRM features like managed solutions and claims-based authentication
CRM 2011 Online and On-Premises
Enhanced UI automation tool with new activities and data driven adapter
EnhancedUI Automation
A pre-built scenario with sample data, workflow, and UI automation
RicherReference Implementation
Support by CTS for CCA as a Microsoft Dynamics CRM Certified Solution
Supported Solution
CCA CapabilitiesReference Implementation
Learn more about CCA at http://www.microsoft.com/dynamics/marketplace
Application Integration
Desktop Shell API
Workflow Automation
Framework for CTI
Auditing and Reporting
Admin Management
Single Sign-On
Microsoft Dynamics Marketplace
Global platform for partnerlistings and solution packages
Help customers discover you
Powerful lead generation toolwith traffic driven by Microsoft
Dashboard provides analysisof traffic and leads
Available today inmore than 29 countries
AP045Wed 2:45
Marketing & Sales Enhancements in 2011
• Dynamic Marketing Lists
• Conditional Formatting
• Goal Management
• Dialogs
• Excel re-import
• Product & pricing enhancements
• Connections
• Outlook Social Connector
• Dashboards and visualisations
• Contextual document management
DRIVING MARKETING PRODUCTIVITYJohn GravelyClickDimensions – Pod 19Twitter: @ClickDimensions
partner
Marketing Automation
Web Tracking
Campaign Tracking
Landing Pages
Email Marketing
Social Discovery
Drip Marketing
Lead Scoring
Form Capture
Search/Advertising
API (with Event and eCommerce Tracking)
Surveys
Subscription Management
Traditional Marketer’s Tools
EmailMarketing
Surveys
Web Site Analytics
SocialDiscovery
and/or Monitoring
?
CRM + Email + Analytics + Surveys + Social
Customer Web Site(s)
ClickDimensions on Windows Azure- ClickDimensions API
All Data in One Place- Dynamics CRM data- Email Marketing Data- Web Analytics Data- Surveys, Social Recipient Inboxes
Data Inside CRM
Partner Opportunity
• No fees – no drama• Dedicated Partner Account Manager• Year over year margin• Internal use rights• Demo account provisioning• Demo system access• Referral fee for non-CRM partners• Lead with marketing and close more deals• www.clickdimensions.com/newsletter
CSG
SAUL SABATH
partner
CSG Overview
Established in 1988 in Darwin, listed on the ASX in 2007
Full service ICT company with end to end capability to deliver integrated Technology Solutions and services
Strong track record of success in delivering large complex projects on budget and on time
Customers ranging from large blue chip organisations and government to SMEs
Employ over 1200 staff across Australia and New Zealand
60 staff in CRM practice, incl. 3 MVPs
CSG – Go To Market Strategy
◥ Strong Focus on XRM Solutions (platform approach) and traditional SFA
◥ Enterprise Accounts - Public Sector/Financial Services Corporate Accounts – utilities, engineering
◥ Focus on Microsoft Platform – led by CRM 2011
◥ SharePoint/Lync/BI/Azure – (Office 365) Up/Cross Sell
◥ CRM ‘Portal’ approach – surface of many LOB apps inside the application
◥ Work closely with ISV solutions such as Scribe, Exact Target etc. to deliver complete solutions
CSG – The Cloud …
◥ Accelerated deals closing – sell to “the business” and remove IT involvement
◥ Enterprise/Tier 1 embracing the cloud … for the right application
◥ Perfect for POC/Conference room pilot – instant creation of environment
◥ CRM 2011 Online + Office 365 = $$$
◥ Need to re-assess sales/commissions structures, use accelerators.
MICROSOFT DYNAMICS CRM THE ROAD AHEAD
Winning Customer Scenarios
On-premises Systems
Cloud Services
CRM ApplicationsSales Productivity – Customer Care – Marketing
xRM Framework
Extended CRM Applications
Industry Solutions - Custom Applications
BrowserPC Phone
Connected Services, Devices, Experiences
Dynamics CRM – The Road Ahead
Rapid Release Cadence
Server and Cloud Deployment Options
Marketplace Extensibility
Unified O365 Experience*
Unified Provisioning
UnifiedBilling**
Unified Administration
EnterpriseCloud
Identity Federation
In-Region Disaster Recovery
Feature Enhancements
New BI Capabilities
Enhanced Dialogs
Enhanced Data Cleansing
Social(Wave 1)
ActivityFeeds
WP7 Activity Feeds App
A Look at the Q4 2011 CRM Online Service Update
* Note: For end-users, the O365/CRMOL experience is unified today.** Note: For EA customers, billing is already unified today..
Online and on-premise
THE CONNECTED CLOUD EXPERIENCE
Craig SteereTechnical Solution ProfessionalMicrosoft Dynamics CRMMicrosoft Australia Pty Ltd
demo
Coming Soon…
In H1 2012, Dynamics CRM and Dynamics CRM Online will add support for multiple web browsers on PCs and Macs:
• Google Chrome
• Mozilla Firefox
• Apple Safari
OPPORTUNITIES FOR PARTNERS
Key Offers for Partners and Customers
Extended CSA Promo
Dynamics CRM Online 40% Margin on
Initial 12-Month Contract
Valid through29 June 2012
Extended Launch Promo
Dynamics CRM Online of $42.25 AUD
user/month
Valid through31 December 2012
Note: Standard $54.75 AUD
Program What It DoesDynamics CRM OnlineInternal Use Rights (IUR)
Allows you to run your business on Dynamics CRM Onlineat no charge, for up to 250 users. http://bit.ly/crmolpiur
Dynamics Cloud PartnerProfitability Guide
Analyses the drivers of partner profitability in the cloud business model, and provides detailed guidance and recommendations. https://partner.microsoft.com/global/40162698
Dynamics CRM OnlineDevelopment Account
Provides a 12-month development account to demo your solutions to prospects and get them from trial to subscription. http://bit.ly/dyncrmoldemo
Dynamics CRM OnlinePartner Trial on Behalf
Guide on how to set up and configure CRM Online trials and transition them to customers. https://partner.microsoft.com/40129433
Dynamics CRM 2011 Sales andTechnical Training
Instructor-led and online training. Variety of training options at http://bit.ly/crmtraining
CRM Online + Office 365 Sales and Marketing Kit
Discover the Dynamics CRM Online + Office 365 Integration Campaign Kit http://bit.ly/crm365kit
Key Programs for Dynamics CRM Partners
NEXT STEPS AT APC
Key CRM Sessions to Attend at APC
(AP036) Better Together: Increase your sales with Dynamics CRM Online, Office 365 and Windows IntuneWednesday | 1:45 P.M. – 2:30 P.M.
(AP045) Dynamics Marketplace - What does it mean to you?Wednesday | 2:45 P.M. – 3:30 P.M.
(AP056) Using what you already have - the easy way to use Microsoft CRM Online to improve the way you do business, serve customers, and sell moreThursday | 8:45 A.M. – 9:30 A.M.
(AP058) Be Dynamic: Opportunities for Growth with Microsoft DynamicsThursday | 8:45 A.M. – 9:30 A.M.
(AP062) Evolve your ISV business with Microsoft Dynamics CRM in the Cloud and On-PremiseThursday | 9:45 A.M. – 10:30 A.M.
(AP074) Microsoft Dynamics CRM Online – Ready, Set, GO!Thursday | 11:00 A.M. – 11:45 A.M.
(AP089) Competing with CRM against Salesforce.comThursday | 1:45 P.M. – 2:30 P.M.
LEARNMORE!
Dynamics CRM 2011 – Don’t Fall Behind!
CRM 2011 Applications TrackSelect any two:
$1544 $1350
All four courses:
$3088 $2500
Marketing Automation (1 day)Sales Management (1 day)Service Management (1 day)Service Scheduling (1 day)
CRM 2011 Essentials track$3860 $2950
Installation and Deployment + Customization and Configuration (5 days)
CRM 2011 Developer track$4632 $3500
Customization and Configuration + Extending (6 days)
Harness the power of Microsoft Dynamics CRM 2011 with the following training packages from Advanced Training!
Pick up a flyer at the Microsoft Dynamics Booth @ the Exhibit area.
Please note that all prices are exclusive of GST. This offer is only valid for specific dates in Melbourne, Sydney and Brisbane.
Contact Edgar Kautzner from Advanced Training for details on (03) 9300 3600 or [email protected]
PARTNER RESOURCES
Ensure potential customers can find you on Pinpointhttp://pinpoint.microsoft.com/en-AU
Get paid – ensure that you qualify for the CRM Certified Software Advisor incentive. Speak to your PAM for more info
Differentiate your business by signing up to the Customer Relationship Management competencyhttps://partner.microsoft.com/Australia/program/competencies
Leverage the Partner Marketing Centre to help you reach more potential customers https://partner.microsoft.com/Australia/salesmarketingsection
Skill up your teams for success with the Partner Learning Centre and local Readiness https://partner.microsoft.com/Australia/trainingevents
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