How CxO’s are making decisions today? SESSION: AP067 Trent Innes Dynamics Sales Lead Microsoft Corporation

Agenda The Analyst View The Advisor View Summary ERP market and customer perspectives What is the Advisor Advising? Wrap up and Next steps

What are the analyst’s saying? Market and customer perspectives Trent Innes Dynamics Sales Lead Microsoft Corporation

The digital consumer is armed with more information Source Britannica Source: Amazon $48.99 Source Reuters Source Montgomery 4

11/22/2018 The Market 5

Macro Economic Environment: 2011 Temporary setback Slowing but solid Uneven & sluggish Growing with some risk Resilient but some challenges ahead High growth, some risks 6

Over a $1.9B Opportunity in Asia/Pacific ERP Market Share: 2010 Over a $1.9B Opportunity in Asia/Pacific 7

ERP Market Share: 2010 8

11/22/2018 SaaS & Cloud www.explodingdog.com 9

Led by HR workloads and ’big four’ verticals, cloud ERP is growing at 10% CAGR – relative to traditional ERP (~$31b in 2015), cloud ERP is emerging… 2011 Cloud ERP by Vertical Engagement: © 2011 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.

So How Do You Capitalize? 11/22/2018 So How Do You Capitalize? 11

Tangible Opportunity Subsidiaries of Large Enterprises Consolidation Targets Vertical Industry Templates (Fast/Predictable) Cloud ERP Collaboration For Emerging Markets Leading Edge Differentiation Each Vendor Has A Strategy, Yet Few Are Geared Up To Capitalise. 12

How CxO’s are making decisions today – An Advisors Perspective Speaker: Rob McKie Date: August 2011

System Selection Issues The Client often doesn’t have a clear IT Strategy How can they choose a solution What is the scope of the solution Often client cannot answer these questions Multiple Business Partners with same Solution Which BP is the right one for the client How do I determine which BP to choose Minimal involvement by business units Incomplete business requirements Inappropriate functional specifications Ownership rests with IT

System Selection Issues Flawed Request for Proposal Document too complex/too vague Difficult for vendors to respond Difficult for effective/efficient evaluation of vendor responses Inconsistent management of vendors Probity/investigation by vendors – potential to delay process Difficult to evaluate responses Jeopardises vendor demonstrations Endangers final decision

System Selection Issues Loss of focus evaluating responses Cost vs Best Solution/functionality Ownership battles Benefits not drawn out from process Should I buy ERP in the Cloud Is it here yet Which vendors are providing it Still so much hype

Contract Negotiations Issues Not reading the fine print Payment Methods not established/understood Additional cost for customisation Support/maintenance terms not understood Uncontrolled implementation costs Not achieving commercial balance Vendor relationship sours Penalties

Why do CxO’s engage with Advisors Don’t trust the Vendor/Business Partner Community Don’t do this stuff every day Don’t know the marketplace well Don’t know what constitutes fair T&C’s Require/Expect Independent Advice Mitigate risk/we are an insurance policy

Vendor Sourcing Methodology Typically no more than 4-5 Vendors will receive RFP Use weighted scoring model to select 2 Vendors for Demonstration We facilitate, we DON’T score, we DON’T select!

Consolidated Evaluation Summary

Cost Comparison Summary

My Tips Engage early in the process Don’t be afraid to ask questions We will setup a meeting with the client if you ask You damage your reputation when you pull out later in the process Despite some views we are independent we also have risk to manage You have a much better chance of success!

Calls to Action Keep up to date with the Analysts What is your cloud strategy? Focus on building your practice around the key workloads Understand where the market is going Can potential customers find you? Ensure your organisation has a digital presence Everyone in your organisation can be a marketer Improve your Digital presence Do they know you and what you do? Profile your specialisation Leverage the air cover of the Dynamics team Understand their process Get friendly with the Advisors