Dynamics CRM Online- READY SET GO Dynamics CRM Online- READY SET GO!! Dirk McCormack, Ross Dembecki Microsoft Dynamics Australia SESSION: AP074

Welcome to the CRM General Session! WPC2010_Breakout 6/19/2018 Welcome to the CRM General Session! CRM Online State of the Business CRM Online Go To Market Do’s and Don’ts CRM Online Principles of Success Partner Success Story Next Steps Q&A © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

What are CRM customers demanding? WPC2010_Breakout 6/19/2018 CRM Market: Key Trends What are CRM customers demanding? Cloud options Social connectivity Mobile options Solutions that work $B SaaS 38% of market 16% CAGR All amounts in US$ Source: IDC, May 2010 / Gartner, Nov 2009 © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. 3 3 3 3

WPC2010_Breakout 6/19/2018 State of the Business Acceleration of CRM Online customers vs. CRM on- premises customers Momentum across all segments, from small to enterprise Wins in a variety of industries, across commercial and public sectors Highest rated CRM suite by Forrester, Leader Quadrants by Gartner Traction with Click-Try-Buy new sales motion More value for less helps customers make the most of their investments Growth in Salesforce.com displacements worldwide © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. 4

Dynamics CRM Online Powers Cloud Productivity Comprehensive CRM that’s easy to use and improves the productivity of sales, marketing and customer service professionals Full-Suite CRM: Sales, Marketing and Service modules Works with Office 365 for complete Cloud productivity experience Familiar Microsoft Outlook interface Sign up and get a trial in 5 minutes Instant on, anywhere access Flexible configuration and customisation Real-time dashboards and visual insights Secure and Reliable with 99.9% SLA $42.25 user/month

Making the Move to Dynamics CRM Online “We increased usage by 30%-45% once we switched from Salesforce.com to Microsoft Dynamics CRM Online. Our sales managers can meet with our reps on the road or in their office and, with one click, get a report on leads, follow-up actions and other tasks.” “Microsoft Dynamics CRM Online is very powerful. Because of other requirements we have, we look at it more as a framework than a product. We can quickly build a line of business applications or other types of applications.” Randy Niederer Director of Marketing Unico Systems Heath Wilkinson Director, Business Systems Curtin University “With its rich feature set, free mobile device support, and competitive pricing, Microsoft Dynamics CRM Online provides unbelievable value compared to the other alternatives we considered.” “After being a long-time Salesforce.com customer, we realised that we needed a tool that will change to fit us. Microsoft Dynamics CRM Online does that. It’s flexible and migrating is easy. It doesn’t come any simpler than that.”   Jeff Kiely Vice President of Sales Trion, Inc Vicki Flores VP of IT, Magma Design Automation

The Microsoft Cloud Infrastructure Global Network Datacentres Global Capacity Operations centres Tools & Automation Security & Compliance

CRM Online Architecture Scalable service architecture provides flexibility to: Increase overall capacity Accommodate variable tenant sizes Monitor and balance load

Security and Compliance CRM Online Focus Areas 1 FY11: Optimise distribution and service infrastructure for international launch FY12: Enhance the service experience for Enterprise customers 2 Distribution 1 2 2 Marketing-Led Sales-Led Partner-Led Product 2 1 1 Support Usage Performance Service Infrastructure Global Network Datacenters Global Capacity 2 1 Security and Compliance Operations Tools and Automation

6/19/2018 7:09 PM Do’s and Don’ts of Building a Successful CRM Online Business Dirk McCormack CRM Sales Specialist Microsoft Australia © 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

DO… Build a sales strategy specifically for your cloud services Target a specific regional, vertical market, or segment. Choose your approach: volume oriented or consultative Sell to the business buyer. Win over the IT professional.

Best productivity experience across PC, phone, and browser DO… Deliver a connected experience, not just a single product. Best productivity experience across PC, phone, and browser Online On-premises Sales Productivity Websites Online Meetings Marketing Customer Care Email Collaboration +

Simplicity of Purchase Service Level Agreements DO… Market the promise, not just the product. Simplicity of Purchase Lower Costs Cloud Promise Speed of Deployment Access to Support Ease of Configuration Service Level Agreements Sales Productivity Websites Online Meetings Marketing Customer Care Email Collaboration +

DO… Manage your investments and costs carefully! High Desired State Cost of Goods Sold (COGS) “Under a cloud model, unproductive activities and investments can’t be covered by large up front license and professional services fees.” Deployment Costs Desired State Hosting Costs Rate of Customer Acquisition Average Deal Size Churn Rate Total Subscription Price Low Email Primary Levers of Profitability

DON’T… Mix business models. Understand your segment and focus resources (Enterprise/Complex vs. SMB/Volume) Keep sales motions separate, allow for necessary focus Drive profitability through increased efficiencies in both sales and delivery specialisation

DON’T… Do it all at once. Focus on core competency Create complementary cross-cloud partnerships for delivery Only expand business lines after stabilisation

partner eSavvy David Goad Founder 6/19/2018 7:09 PM © 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

CRM Online Principles of Success WPC2010_Breakout 6/19/2018 CRM Online Principles of Success #1 Identify your sales approach #2 Stabilise your practice #3 Profit through repeatability and efficiency #4 Expand © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Tools & Resources 6/19/2018 7:09 PM © 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

The Path To Building A Profitable Cloud Practice www.microsoft.com/dynamicscloudpartner

Partner Cloud Profitability Modeler MGX FY12 6/19/2018 7:09 PM Partner Cloud Profitability Modeler OUTCOMES Combines Intune, Office365 and CRM Online modelers Gives a quick P&L view of on-prem and Cloud practices 3 Options, depending on desired degree of accuracy Allows for partner additional services Highlights the key business levels http://bit.ly/cloudpartnermodel © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Next Steps and Direct Links Get started with Microsoft Online Services Quickstart: www.quickstartonlineservices.com Read the Microsoft Dynamics Cloud Partner Profitability Guide http://bit.ly/cloudprofit Partner Economic Model: Microsoft Office 365, Windows Intune, Microsoft Dynamics CRM Online http://bit.ly/cloudpartnermodel Discover the Dynamics CRM Online + Office 365 Integration Kit http://bit.ly/crm365kit Leverage Dynamics CRM Online Internal Use Benefit Sign up at: http://bit.ly/crmolpiur

Dynamics CRM 2011 – don’t fall behind! Harness the power of Microsoft Dynamics CRM 2011 with the following training packages from Advanced Training! CRM 2011 Applications Track Select 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) 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 edgar@advancedtraining.com.au

PARTNER RESOURCES Ensure potential customers can find you on Pinpoint http://pinpoint.microsoft.com/en-AU Leverage the Partner Marketing Centre to help you reach more potential customers https://partner.microsoft.com/Australia/salesmarketingsection Get paid – ensure that you qualify for the CRM Certified Software Advisor incentive. Speak to your PAM for more info Skill up your teams for success with the Partner Learning Centre and local Readiness https://partner.microsoft.com/Australia/trainingevents Differentiate your business by signing up to the Customer Relationship Management competency https://partner.microsoft.com/Australia/program/competencies Blog: LinkedIn: Twitter: