Driving success through Dynamics Training Programs SESSION: AP053 Anastasia Bennett, Dynamics Partner Program Manager Gale Dembecki, Dynamics Readiness Lead

What is this session about? How Dynamics Training Programs & Resources can Enable You to Accelerate Your Growth SPA / CSA / MPN Requirements Revisited

A couple of things to have in mind… Cloud Is Real and It Changes What Customers Buy, How They Buy It and Who They Buy It From Different Customers Continue to Have Different Needs and Expectations

Change Is Inevitable!

Realise your potential Challenges Capability Capacity Cloud Power Realise your potential Increase Velocity Grow Revenue

demo

Giving Partners a Competitive Advantage

FY12 Instructor Led Training Schedule Instructor-led classroom training (ILT) Instructor-led LIVE distance learning Microsoft Dynamics AX 2012 Sales & Pre-sales Roadshow Sydney: 14 – 16 September 2011 Melbourne: 21 – 23 September 2011 Microsoft Dynamics AX Team Dynamics CRM 2011 SDK (More titles to come) Sydney: 9 – 11 November 2011 Microsoft Customer Service and Support (CSS) Team Dynamics CRM / ERP MOC (Microsoft Official Curriculum) All Year Microsoft Learning Partners eg. Advanced Training Dynamics NAV 7 Q4 FY12 Microsoft Dynamics NAV Team Australia MPN Assessment Preparation Workshop September 2011 February 2012 Partner Development Centre (PDC) Dynamics CRM 2011 – 5 titles Dynamics NAV – 7 titles Dynamics AX - TBC September 2011 onwards November 2011 onwards TBC Technical Training Webinars by CSS

2 Great Training Offers by Advanced Training Dynamics AX 2012 Financials Track (October 2011) $7040 $5340 Financials I + Financials II + Fixed Assets (8 days) * includes BONUS AX 2012 Introduction e-learning valued at $250!   Development Introduction Track (November 2011) $5280 $3630 Development I + Development II + Installation and Configuration (6 days) Supply Chain Track (December / January 2011) $6160 $4460 Supply Chain Foundation + Distribution and Trade + Bill of Materials (7 days) Development Advanced Track (Q2 2012) Development III + Development IV (7 days) Dynamics CRM 2011 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 initial dates in Melbourne and Sydney. Contact Edgar Kautzner from Advanced Training for details on (03) 9300 3600 or edgar@ advancedtraining.com.au. 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)

Microsoft Dynamics Talent Acquisition Framework STEPS Planning Strategy Workforce planning Hiring criteria Sourcing Talent pools Recruiting resources Attracting Value proposition Marketing Interviewing Maintaining Candidate management Onboarding Hiring Check out the Talent Acquisition Web Seminar Series on PartnerSource

Case Study: Talent Acquisition

Microsoft’s Cloud Vision Partners have a breadth and depth of opportunity, with a broad spectrum of public, private, and hybrid cloud solutions that address a wide range of customer needs. ON-PREMISES PRIVATE CLOUD PUBLIC CLOUD Saas PaaS IaaS CUSTOMER HOSTED PARTNER HOSTED MICROSOFT HOSTED

Microsoft Cloud Partner Programs and Benefits Overview CLOUD ESSENTIALS CLOUD ACCELERATE Must be a member of MPN Must be a member of MPN Enables partners to learn, train and receive support for selling and servicing cloud-based offerings. Today Office 365, CRM Online, Intune and Azure. BENEFITS AND RESOURCES FOR PARTNERS Internal Use Rights Pre-sales and Tech Support Online Sales Tools Financial Modeling Tools Marketplace Participation Training Platform Market Resources Intended for cloud committed partners. Requirements Complete 200-level technical assessment Sold 3 cloud deals with combined total of 150 seats or more 3 cloud customer references Commit to selling 8 cloud deals with combined total of 500+ seats BENEFITS AND RESOURCES FOR PARTNERS Enjoy all Cloud Essential Benefits Additional Advisory Hours for Deployment Enable Silver Competency Office 365 Marketplace Prioritization Cloud Accelerate Badge to drive marketing differentiation Access Microsoft Cloud Roadmap Local Subsidiary Engagement http://www.microsoftcloudpartner.com/

What is this session about? How Dynamics Training Programs & Resources can Enable You to Accelerate Your Growth SPA / CSA / MPN Requirements Revisited

Silver ERP Gold ERP SPA Key Details General Requirments MPN Membership Membership Fee Minimum Revenue Requirement $20,000 total billed revenue Checkpoint prior checkpoint -$35,000 $50,000 direct annual license revenue $100,000 direct annual license revenue BREP Revenue Recapture   65% 85% Participate in Satisfaction Survey YES Customer Business References 3 ERP 5 ERP Partner Service Plan Requirement Personnel Certification/Accreditation At least 2 different individuals required At least 3 different individuals required At least 5 different individuals required Sales specialist 1 individual (October 1, 2011) Pre Sales Specialist 2 individuals (October 1, 2011) Application consultant/developer 3 individuals 6 individuals Implementation Methodology 3 individuals (October 1, 2011)

Silver CRM Gold CRM CSA (1st Nov) Key Details General Requirments MPN Membership Membership Fee Minimum Seat Count or Revenue Requirement 20 annual seats or $10,000 annual total revenue 150 annual seats or $100,000 annual total revenue 300 annual seats or $200,000 annual total revenue Participate in Satisfaction Survey   YES Customer Business References 3 ERP 5 ERP Partner Service Plan Requirement Personnel Certification/Accreditation At least 2 different individuals required At least 3 different individuals required At least 5 different individuals required Sales specialist 1 individual (October 1, 2011) 2 individuals (October 1, 2011) Pre Sales Specialist Application consultant/developer 3 individuals 6 individuals Implementation Methodology 3 individuals (October 1, 2011)

Driving success through Dynamics Programs and Resources Capability Capacity Cloud Power Realise your potential Increase Velocity Grow Revenue Dynamics Partner Academy Partner Learning Centre Partner Development Centre Talent Acquisition Framework ERP Compete Recruit Program Cloud Essentials Cloud Accelerate “Hot off the Press" Pilot Program!

Go Do’s Ask Me At APC After APC Moving Forward Find us at the Exhibit Hall Appoint a Readiness Lead Determine How You Fit Build A Cloud P&L Ask Me At APC After APC Moving Forward

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 Differentiate your business by signing up to the MPN CRM or ERP competency https://partner.microsoft.com/Australia/program/competencies Skill up your teams for success with the Partner Learning Centre and local Readiness https://partner.microsoft.com/Australia/trainingevents

Q & A

© 2011 Microsoft Corporation. All rights reserved © 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.

appendix

Talent Acquisition Framework – 5 Stages Planning Developing a people strategy that supports your business strategy, assessing the workforce you need, and developing a hiring plan and criteria to secure them Sourcing Identifying the specific talent you want to hire and aligning the most effective resources to reach them Attracting Defining and articulating your employment value proposition and screening and interviewing prospective employees from your targeted talent pools Maintaining Proactively keeping select and qualified candidates connected to and engaged with your company until you hire them Onboarding Ramping up new hires effectively and efficiently to accelerate their time-to-value for your company See PartnerSource

Sample Schedule for Sales Graduates Orientation process – first 2 weeks Align with mentor – 1st day Direct marketing – 1st month Account management – 2nd month Business development – 3rd month Presales – 4th month Marketing – 5th month

Sample Training for Consulting Graduates Entry level technical training as recommended by Microsoft Attend workshops on documentation, technical ecosystem

! Learn How To Build A Cloud Practice Explore Your Opportunities Go to the MPN Portal to learn how to engage with Microsoft on the Cloud ! Call to Action Learn and Plan: MPN Self-Service Portal, online webcasts Test and Trial: 1:Many seminars Invest and Grow: 1:Few workshops and 1:1 Consulting engagements LEADERSHIP TRAINING/COACHING SALES/PRESALES TRAINING/COACHING MARKETING TRAINING/COACHING PROJECT MANAGEMENT TRAINING/COACHING CLOUD PARTNER PROFITABILITY MODELER TOOL Access: https://partner.microsoft.com/partnerprofit PARTNERING WITH MICROSOFT IN THE CLOUD GUIDES Key Opportunities: In the cloud with partner examples Core Levers: For partner building a cloud business By Partner type: SI, VAR, Scale Reseller, ISV Learn How To Build A Cloud Practice Explore Your Opportunities Establish A Cloud P & L NEW PARTNER READINESS TRAINING FOR CLOUD To learn more, please visit: https://partner.microsoft.com/global/productssolutions/productssoftwareplusservices Easy to Use: Excel based spreadsheet Includes: Dynamics CRM Online, Office 365, Windows Intune Three Different Scenarios: Based on time commitment & different levels of input Profit and Loss Output: With ability to change business mix