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Helping our Customers become more
Productive, Profitable, Competitive and Secure.
Salesforce.com vs. Microsoft Dynamics CRM – Who Wins in the Cloud?
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Presenters
Jeff Woods Sr. BDM, Dynamics CRM Jeff Woods is the CRM BDM for Tribridge’s West Region. With over 12 years in the CRM industry, Jeff has been exposed time and again to the main players in the market today.
Joe Alexander Solutions Consultant, Dynamics CRM Joe Alexander is a Solution Consultant for Tribridge. With over 10 years of CRM experience, he assists clients in the selection process.
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Comparison: Salesforce.com & Microsoft Dynamics CRM
What Customers Say
Q&A
Today’s Agenda
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Unanimously CRM Leaders
Gartner, Forrester & Nucleus Research
Both solutions are Leaders in upper quadrant for Gartner and Forrester Sales & Service markets
Nucleus on Microsoft CRM: #1 CRM Vendor for Usability (May, 2011)
Cowen Report on Salesforce.com (CRM) May 16, 2011 1Q Expectations Too Low, but Things are Getting More Difficult: “Microsoft is no joke. Our checks with both Oracle and CRM reps in the field indicate that Dynamics CRM is finally here, the price is right and it's for real.”
Analyst Perspectives
www.tribridge.com | 1 (877) 744-1360 | [email protected]
CRM & Collaboration
• Sales & Marketing
Cloud
• Service Cloud
• Chatter
• Jigsaw
IT and Development
• Force.com
• Heroku
• Database.com
• Remedyforce
Salesforce.com At A Glance
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Salesforce.com Highlights
• Generally high initial adoption
• Community based feature prioritization (IdeasExchange) is popular
• Quality references across many industries
• AppExchange – readily available add-ons
• Force.com platform gaining traction
• Strategic alliances (Google Desktop) and acquisitions (Radian6) for enhanced functionality
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Salesforce.com Advantages
• Provides customers with a range of solutions like customer analytics, document application, marketing automation etc
• The software offers the most flexible CRM solutions that serves almost all business needs.
• The tool can be installed easily across a wide range of departments and in turn achieve customer satisfaction. You can integrate it with other customer solutions.
• You can easily access your business data using Salesforce.com’s sales force automation.
• Salesforce.com’s AppExchange helps users work more efficiently and add some value of every part of the customer lifecycle.
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Salesforce.com Weaknesses
• Cloud-Only
• Professional Edition lacks common features available in other CRM systems
• Enterprise and Unlimited Editions have high Total Cost of Ownership (TCO)
• No Service Level Agreement
• Integration with existing productivity software and line-of-business (LOB) applications can be challenging
• Serious limitations around Reporting & Analytics
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Functionality Weaknesses
• Can’t do exception reporting, such as Accounts without
Opportunities
• No cross-object workflow, such as updating an account status
field based on closing a case
• Salesforce relies on partners for complex analytics. (Gartner Magic
Quadrant for SFA, July 2010)
• Salesforce is weaker for marketing, field service, customer
analytics, customer data management, and eCommerce. (The
Forrester Wave™: CRM Suites For Large Organizations, Q2 2010)
www.tribridge.com | 1 (877) 744-1360 | [email protected]
CRM & Collaboration
• Sales
• Service
• Marketing
• Outlook Interface
IT and Development
• xRM
• SharePoint
• Office 365
• SQL Server
Microsoft Dynamics CRM At A Glance
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Microsoft Dynamics CRM Highlights
• Can scale from few to thousands of users (benchmarked at 100,000 users)
• Integrates easily and can be utilized as a platform for line of business applications (xRM)
• Offers the ability to migrate your data from online version
• Embeds in Outlook for quick usability and familiarity
• Low TCO (total cost of ownership)
• Multi-tenancy allows for several instances of CRM (on-premise only)
• Microsoft includes 3 out-of-the-box end-user experiences with license or subscription (vs. Salesforce.com: 1) • Browser
• Native Outlook (not a plug-in or 3rd party)
• Mobile
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Microsoft CRM Advantages
• 5 GB of storage versus 1 GB in Salesforce.com Professional Edition
• 200 workflows versus none in Salesforce.com Professional Edition
• Your choice of a hosted CRM, on-premise CRM, or hybrid CRM deployment model
• Tighter Microsoft Excel integration than Salesforce.com
• Easy integration with Microsoft tools whereas Salesforce.com is difficult to integrate with Microsoft tools.
• Capable of accessing any data offline.
• Microsoft Dynamics CRM is designed to allow customers to easily customize data types, workflows, role-based views through solution capabilities.
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Microsoft Dynamics CRM Disadvantages
• There are fewer applications on Microsoft’s Marketplace compared to SalesForce’s AppExchange.
• The feature to record sales message and to track a customer through sales message is not available.
• IE is currently the only supported browser.
• There are basic hardware requirements (2 servers) to run the on-premise software.
• There is no Request Update function.
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Microsoft CRM Rollup 8
Rollup 8 Feature Microsoft SalesForce
Mobile – 3 devices per
user
X Charge for each device
iPad has access to OOB
and Custom CRM entities
X Chatter client
iPad has embedded
dashboards
X Separate add on product
* Multibrowser support X X
*Read Only Optimized
Screens with Edit option
X X
Helping our Customers become more
Productive, Profitable, Competitive and Secure.
What Tribridge Customers Say
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Customer Trend
• A high percentage of our Dynamics CRM business continues to come from companies who are switching from Salesforce.com
Our Research
• More than 30 interviews with former and current Salesforce.com customers ranging from 25 to 3000 seats (primarily users of the Enterprise and Unlimited editions)
• Based on 100% customer testimony
What Tribridge Customers Say
www.tribridge.com | 1 (877) 744-1360 | [email protected]
What Tribridge Customers Say
IT Involvement
Total Cost of Ownership & Deployment Choice
Buyer Beware… Of Deep Discounts
Outlook/Desktop Experience
Security Model & Integration
Reporting and Analysis
Platform Development Language
Mobility
FUD Factor
Helping our Customers become more
Productive, Profitable, Competitive and Secure.
Who Wins in the Cloud?
www.tribridge.com | 1 (877) 744-1360 | [email protected]
• CRM
0
500,000
1,000,000
1,500,000
2,000,000
2,500,000
3,000,000
3,500,000
2000 2005 2009 2011 2012
MSFT
SFDC
MSCRM vs. Salesforce.com Seat Count Growth Comparison
SalesForce.com average seat count per customer is less than ½ of Microsoft’s
Microsoft CRM Gains Market
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Salesforce vs. Microsoft Pricing
Editions List Price / User / Month
Contact Manager
$5
Group
$25
Professional
$65
Enterprise
$125
Unlimited
$250
Estimated Discount
n/a
(5 users max)
n/a
(5 users max)
25%
40%
50%
“Street Price” / User / Month
n/a
n/a
$45-50
$65-90
$120
vs. Dynamics CRM Online
List price: $44/user/month
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Rapid implementation
Anywhere-access
Low, per user monthly fee
Online
Control & ownership
Strategic capabilities
Advanced integration
On-Premise
Microsoft CRM’s Power Of Choice
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Research & Development Commitments
>48% of Revenue
SalesForce
<23% of Revenue
Microsoft, Oracle, Intel, SAP, IBM, etc.
Sales & Marketing Expenditures
$188M
SalesForce
$9 Billion
Microsoft
Research & Development
We encourage you to validate via SEC data contained in annual reports.
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Boston
Tribridge At a Glance
Delivering business and technology solutions to over 3,500 customers
for more than a decade
Team Members, Customers, and Offices throughout the United States
Over 400 team members averaging 20 years of experience in consulting and industry
Big Five quality delivered through practical methodologies and intimate customer relationships
Scalability to tackle the complex challenges – flexibility to collaborate deeply with our customers.
Quick Facts
Customers
Partners Employees
Los Angeles
Rochester
Dallas
Houston
Chicago
New York
Miami Tampa
Atlanta
Charlotte
Orlando Austin
Nashville
www.tribridge.com | 1 (877) 744-1360 | [email protected]
Tribridge Has Microsoft’s Confidence
Selected as Microsoft Dynamics Partner of the Year for US in 2007; Worldwide in 2008 and 2010
Over 3,500 Microsoft Customers
One of only 5 National Partners in both Microsoft Dynamics and traditional Microsoft Platform technologies
Microsoft Inner Circle Member for 9 straight years – includes only the top 1% of partners worldwide
Gold Certified Partner for more than a decade with 15 designated Competencies and Specialties
Top Microsoft Partner
Helping our Customers become more
Productive, Profitable, Competitive and Secure.
Q&A