How to make money with Dynamics CRM

How to make money with Dynamics CRM

Ross DembeckiLead Product ManagerDynamics Business GroupMicrosoft Australia February [email protected]

Microsoft’s Vision for CRMDeliver an easier and more natural user experience

Deliver highly configurable workflow

and analytics

Works the way your business does

Deliver a flexible platform that

simplifies integration

Works the way technology should

Works the way you do

Microsoft Dynamics CRM at a Glance

Applications Market Opportunity

Source: GartnerSource: Gartner"Forecast: Enterprise CRM, ERP and SCM Solution Implementation "Forecast: Enterprise CRM, ERP and SCM Solution Implementation Services, Worldwide, 2005-2010", 23 October 2006, Matthew Goldman Services, Worldwide, 2005-2010", 23 October 2006, Matthew Goldman et. al.et. al.

Source: GartnerSource: Gartner"Forecast: Enterprise CRM, ERP and SCM Solution Implementation "Forecast: Enterprise CRM, ERP and SCM Solution Implementation Services, Worldwide, 2005-2010", 23 October 2006, Matthew Goldman Services, Worldwide, 2005-2010", 23 October 2006, Matthew Goldman et. al.et. al.

Microsoft Dynamics CRM Suite

Full CRM suite capabilities and application flexibility-Interactions-Marketing-Sales-Service-xRM-Business Process-SOA-Flexible Deployment

The Power of Choice for Software + Services

• Choose how you USE IT - Outlook, browser, mobile

• Choose how you GET IT - Software or service

• Choose how you BUY IT - Own it or rent it

• CHANGE it any time as your business needs change

Dynamics CRM 4.0 Licensing

On-Premise

VolumeLicensing

SPLAService Provider

Licensing Agreement

• Available/orderable for Customers worldwide since January 1, 2008• Downloads available at: http://www.microsoft.com/downloads

PartnerBased

S+S

On-Demand

Dynamics CRM 4.0 Servers

* Price in AUD and is based on Open Value (this product not available in Open Business, Open Government or Open Academic) which includes a License, 3 years of Software Assurance and is exclusive of GST.

† Price in AUD and is based on Open Business which includes a License, 2 years of Software Assurance and is exclusive of GST.

Please contact a local distributor or volume licensing reseller of CRM for exact pricing.

User CALs and Device CALs• Same CALs for both Professional Server and

Enterprise Server

• With user CALs, each user may use multiple client interfaces (incl. mobile devices)

• With device CALs, each device may be shared by multiple users over time (as in a call centre)

• User and device CALs may be mixed in a deployment

• Customers upgrading from CRM 3.0 can choose to convert from User CAL to Device CAL.

• Customers can also convert CAL types at time of SA renewal

User CAL

Device CAL

Full CALs and Limited-Use CALS

Full CAL

Limited CAL

read/write

read-only

• With full CALs, each user has full read-write access to all capabilities

• With limited-use CALs, a user has read-only access, e.g., for reports

• Full and limited-use CALs may be mixed within an environment

Full, Limited & Full Use Additive CALs

CAL $1,707†•Full read-write access functionality•Combines Limited CAL and Full Use

Additive CAL for full use capability

Limited CAL $512† •Read-only access, e.g., for reports or lookup •Full and Limited CALs may be mixed in

an environment

Full Use Additive CAL $1,197†•Write-access functionality •Purchased to supplement a Limited CAL

with write functionality

Every internal user who accesses CRM requires a Client Access License (CAL)



Multiplexing• Multiplexing or “Pooling” is use of hardware and/or software that

reduces the number of devices or users that directly access or use the software on a particular server

• A CAL is required for accessing the multiplexing or “pooling” software or hardware front end

• A CAL is not required for data extracted and made available in static format with no direct links (e.g. printed reports, PDF-files etc.)

Pooling hardware

or software

Without Multiplexing With Multiplexing

Data input & query

User CAL required

Device CAL required

User CAL required

Device CAL required

Data input & query

Data input & query

Data input & query

Windows ServerMicrosoft Dynamics CRM Server

SQL Server

External Connectors (EC’s)• Available for

– Professional Server

– Enterprise Server

• Access License only – no additional software/licenses included

• Extends access to external users (e.g. Partners, Customers, Suppliers)

• Scenarios*– Create new activities in CRM, such as a case via a portal

– Update information in CRM, such as contact information via a portal

– Fill orders, or update case status via a portal

* Access via Dynamics CRM Client technology requires a CAL

Full, Limited & Full Use Additive EC’s

External Connector $8,548†•External user full read-write access

Limited External Connector $3,419† •External user read-only access

Full Use Additive External Connector $5,130†

•External user write-access

•Purchased to supplement a Limited External Connector with write functionality



>55% >55% Price Price

ReductioReductionn

* Access via Dynamics CRM Client technology requires a CAL

Service Provider Licensing (SPLA)

• Enables Services Providers to offer hosted CRM to customers– Service Providers receive commercial use rights & hold licenses– End customers may use Microsoft software through Service Provider’s SPLA

licenses

• User access is granted via Subscriber Access License (SAL)– Microsoft Dynamics CRM SAL – No separate server license necessary

• A SAL is required for each unique user in any given month – Subscribers may use any device to access server software– Service Providers can "scale out" - deploying servers as needed– Minimal start-up costs - pay based on monthly subscribers

• Microsoft Dynamics CRM enables external user access– No SAL is required for external users if Microsoft Dynamics CRM 4.0 Client

for Microsoft Office Outlook/Web Client software is not used

• Partners must be:– Certified Partner in MSPP or Registered Microsoft Hosting Program Partner

40% Price 40% Price ReductioReductio

nn

Availability – Microsoft Partner Program & MAPS

• Microsoft Dynamics CRM 4.0 Workgroup included MAPS shipments beginning April 2008

• Partners who need additional CALs may purchase them through normal channels with normal pricing

Microsoft Action Pack

(MAPS)

Certified Partner

Gold Certified Partner

Additional Licenses with MBS

Competency

Product Edition Workgroup Server*

Professional Server**

Enterprise Server**

Microsoft Dynamics CRM 4.0 Licenses

1 Server5 Users

1 Server25 CALs

3 Servers100 CALs

25 CALs

Microsoft Dynamics CRM 4.0 External Connector

- 1 1 -

Microsoft Partners may download Microsoft Dynamics CRM 4.0 software from the MSDN Subscriber Downloads site or from the Microsoft Downloads center: http://www.microsoft.com/downloads/Search.aspx?displaylang=en

* Product License key is located on a yellow sticker on the DVD. ** Partner License keys for the respective edition, will be sent on the Welcome card in the Microsoft Partner Program Welcome kit.

http://www.microsoft.com/downloads/Search.aspx?displaylang=en

Availability – Trials

Microsoft Dynamics CRM 4.0 Trials: • Workgroup Server

– 5 users licenses– Time limited to 90 days– Convert to full version by applying commercial license key in

Microsoft Dynamics CRM License Manager

• Professional & Enterprise Servers – Time limited to 90 days– Convert to full version by applying commercial license key in

Microsoft Dynamics CRM License Manager

• Trial License Keys – Posted on the Trial download site

• Evaluations exceeding 90 days– Microsoft Dynamics CRM 4.0 Server/CALs required

http://www.microsoft.com/downloads/details.aspx?FamilyId=A9C110FD-AAC8-4D2A-B401-7801B1866E82&displaylang=en

Sales Channels

Dynamics CRM 4.0 Channels

Open* Open Value Select EA ISV

Royalty SPLA

Workgroup Server Workgroup to Professional Upgrade Professional Server Professional to Enterprise Upgrade Enterprise Server Years of Software Assurance 2 3 3 3 (1) Optional Through

Term

Customer Support Provider Microsoft Partner or Service Provider

*No Step Ups are available in this Volume Licensing Program

No longer sold via FFP or OEM programsNo longer sold via FFP or OEM programs

Sales Channels – Academic• Microsoft Dynamics CRM 4.0 is offered at a discounted rate to

qualifying* academic institutions via the following programs:– Academic Open (exception: Workgroup Server)

– Campus & School Agreement (exception: Workgroup Server)

– Academic Select (exception: Workgroup Server)

– SPLA– ISV Royalty Agreement

• Learn more at www.microsoft.com/education/howtobuy.mspx

* Qualifying institutions can include many * Qualifying institutions can include many

types of charities and NGO’s.types of charities and NGO’s.

http://www.microsoft.com/education/howtobuy.mspx

License Keys & Registration • Volume Licensing

– Standard product keys embedded on media– Customers will not need to enter a license key– Open Value customers can download media on MVLS site

https://licensing.microsoft.com/eLicense/L1033/Default.asp

• One-time Customer registration required within 30 days and built into setup

– Internet connection required– Product is disabled if not registered within 30 days & can

be re-enabled after registration– Purchased add-on CALs do not require registration

• ISV Royalty and SPLA customers do not require registration

https://licensing.microsoft.com/eLicense/L1033/Default.asp

Upgrade & Migration Path: Volume LicensingDynamics CRM 3.0 Customers on Software Assurance

Microsoft Dynamics CRM 3.0Professional Edition

1 User CAL

1 Server

1 External Connector

Microsoft Dynamics CRM 4.0

1 User CALor

1 Device CAL

1 Professional Serveror

2 Enterprise Servers *


* SA at renewal will be calculatedbased on CRM 4.0 list prices.

* Eligibility: If Customer has SA, and possesses CRM 3.0 Professional licenses as of December 31, 2007, they are entitled to receive up to 2 Enterprise licenses instead of one CRM Professional 4.0 license for each Dynamics CRM 3.0 Professional license they possess.

Upgrade & Migration Path: Volume LicensingDynamics CRM 3.0 Customers on Software Assurance

Microsoft Dynamics CRM 3.0Small Business Edition

1 User CAL

1 Server


1 User CAL or

1 Device CAL for each 3.0 SBE CAL

1 Professional Server

* SA at renewal will be calculated based on CRM 4.0 list prices.

1 Workgroup Server(Including 5 Users)

Microsoft Dynamics CRM 4.0Workgroup Edition

OR

Upgrade & Migration PathMedia for Customers in Open

• Get access to Microsoft Dynamics CRM 4.0 with current Software Assurance– Order media kit (DVDs) from Distributor (a nominal fee applies for media kit)– Authorisation and Enrolment numbers needed when ordering

• License keys are embedded/included on DVDs – Registration must be completed within 30 days of installation– Customers starting out with 90-day Trial license keys will have to apply

license from DVD/Media kit

• eOpen is a site for Open customers, where they may:– Create and retain personalised views of their Open License purchases– Review their license agreement and Product Use Rights– Update their license contacts information– View their worldwide Open License purchases– Find and download software available under their License agreements– Access their Volume License Product Keys to install software

• eOpen: https://eopen.microsoft.com/EN/default.asp

https://eopen.microsoft.com/EN/default.asp


1 User CAL

1 Server


1 User CALor

1 Device CAL

1 Professional Server


Upgrade & Migration Path: FPP CustomersDynamics CRM 3.0 Customers on Maintenance


Microsoft Dynamics CRM 3.0Small Business Edition

1 Named User CAL1 Named User CAL

or

1 Device CAL


1 Server 1 Professional Server

Upgrade & Migration Path: FPP CustomersDynamics CRM 3.0 Customers on Maintenance

• Dynamics CRM not be available in FPP Channel since January 1st

– Notification emailed/posted to FPP Distribution partners October 31st

• FPP Customers on Dynamics CRM 3.0:

– Entitled to one year of Maintenance from date of their registration

– Will continue to receive Maintenance until expiration

– Based on registration data we will contact/deliver media to these Customers

• FPP Customers on Dynamics CRM 3.0 may:

– Open - Purchase SA within 90 days of Maintenance expiration or

– Open Value, Select & EA - Purchase SA within 30 days of expiration or

– Purchase new L&SA Microsoft Dynamics CRM 4.0 Servers/CALs via Volume Licensing

Downgrade RightsFor Microsoft Dynamics CRM 4.0

Qualifying CRM 4.0 Licenses Downgrade Rights to useEach Dynamics CRM 4.0 Professional or Enterprise Server One Dynamics CRM 3.0 Professional Server instance

Each Dynamics CRM 4.0 Workgroup One CRM 3.0 Small Business Edition instance

Each Dynamics CRM 4.0 CAL(or equivalent by combining Limited and Full Use Additive CALs)

One Dynamics CRM 3.0 Small Business Edition CAL; or,One Dynamics CRM 3.0 Professional CAL

Each Dynamics CRM 4.0 External Connector(or equivalent by combining Limited and Full Use Additive ECs)

One Dynamics CRM 3.0 External Connector

Dynamics CRM 4.0 Professional or Enterprise Customers with Software Assurance may:

– Continue to use and expand Dynamics CRM 3.0 Professional installation– Continue to use and expand Dynamics CRM 3.0 Small Business Editions – Purchase Dynamics CRM 4.0 Licenses & apply them to a CRM 3.0 Professional

Installation– CRM 3.0 media kits will continue to be available

Dynamics CRM 4.0 Workgroup Customers with Software Assurance may:– Downgrade to 1 Dynamics CRM 3.0 SBE Server for each CRM 4.0 Workgroup

Server– Purchase Dynamics CRM 4.0 Licenses and apply them to a CRM 3.0 SBE

Installation– CRM 3.0 SBE media is available via eOpen/Partners

Software Assurance Benefits

New! Beginning December 1, 2007 this benefit has increased from 2 incidents to incidents to 6!

FeaturesSoftware Assurance

Open Open ValueSupport Incidents 6* 6*

Discount on Per-Incident and 5 Pack (Flex Support) X X

Guaranteed Response Time 3 hours 3 hours

Unlimited Online Training X X

Product Updates X X

Investment Protection X X

CustomerSource X X

Ability to Make Suggestions for Future Products and New Features

X X

Ability to Purchase Add’l Products, Users and Services

X X

Service Packs/Fixes X X

Knowledge Base X X

Newsgroups Managed Managed

Links for More Information

Microsoft Dynamics CRM www.microsoft.com/crm

Microsoft Download Center http://www.microsoft.com/downloads/Search.aspx?displaylang=en

Licensing www.microsoft.com/licensing

Software Assurance http://www.microsoft.com/licensing/sa/default.mspx

Contact a Specialist www.microsoft.com/licensing/contact/default.mspx

Software Supportwww.microsoft.com/businesssolutions/crm/support/microsoft_crm_support.mspx

Service Plans/Support http://www.microsoft.com/dynamics/crm/support/default.mspx

Deluxe Support Serviceshttp://www.microsoft.com/dynamics/crm/support/serviceplans.mspx#EHG

Microsoft Product Support

Lifecycle information http://support.microsoft.com/lifecycle/

CustomerSource https://mbs.microsoft.com/customersource/

MVLS/VLSC https://licensing.microsoft.com/eLicense/L1033/Default.asp

eOpen https://eopen.microsoft.com/EN/default.asp

THANK YOU!

Follow up: [email protected]

Documents

How to make money with Dynamics CRM