Vertikalizace a CRM - Příležitosti pro ISV partnery Aneta Lukešová Partner Account Manager MBS

Microsoft Business Solutions $2.5Mrd. Investment 1700 R&D staff 20 years ERP history More than customers ww More than partner ecosystem ww More than 800 customers in ČR & SK

Designed from small to large segment First MBS product developed comletely on.NET Easy of use ERP Solution Offerings Mid-market ERP Typically customized for unique business processes Global ERP Multinationals Advanced manufacturers Microsoft Business Solutions CRM

Partner-Led Strategy To Serve Verticals Trade & Distribution Logistics Manufacturing Building Inndustry Public Sector ERP CRM Horizontal Industry Enabling Layer (Examples) Core Horizontal Education Governments Healthcare Retail Wholesale & Distribution Manufacturing Public Food and Beverage Vertical Verticals (Examples) Categories (Examples) Publishing & Printing Specialty RetailPrivate Schools Transportation & Logistics Metals & Mining High Tech & Electronics PharmaciesAutomotive Provide Core Horizontal Business Platform Tools ERP and CRM Provide Partner-led Vertical Opportunities Strongest ecosystem of partners (VARs and ISVs) Enable our Partners with “Industry-enabling” Products Provide enabling foundation needed to serve key segments Food industry & Pharmacy

Embed Business Solutions ISV Products Business Solutions ISV/VAR Products Extend BusinessSolutions ISV Products Connect Loosely-linked products ISV product shares data with Business Solutions’ products Allows for bi-directional data integration Tightly-linked products Business process can be extended across apps ISV extends core functionality provided by MBS app Full integration ISV embeds & sells a complete solution that includes MBS & ISV product Multiple ISV Partner Engagement Options

Where We Are Today MS CRM - Where We Are Today 53 Countries, 16 Languages 1,700 Certified Partners 250 ISVsGlobally 250 ISVs Globally Solid capabilities for sales and service today Customers 70,000+ Users …62% of our customers are willing to serve as reference sites! Large and Growing Market

The CRM Market Today Source: Gartner Inc. North America and EMEA are growing at 6.2% per year in ; LATAM, Japan, and Asia/Pacific are growing at 9.3% per year. Small business is ~$500M today and growing at 28% per year through 2008 $4B in 2006

How can I sell MS CRM... How can I sell MS CRM... Authorized to sell all Microsoft Partners For implementation certifications needed  Open Volume Licencing Certified Partner authorized to obtain CSA Claim Fee (3 required certifications, signed CSA agreement)  ISV Royalty Licencing MS CRM Prices for nearly 40% less Classic distribution channel Customers have same conditions as for other MS products Shorter sales cycle

30% OR GREATER PARTNER OPPORTUNITY Represent Microsoft CRM Certified Software Advisor (CSA) Tier 1 = 20% for all programs, except for Enterprise Agreements which equals 15% Tier 2 = 30% for all programs, except for Enterprise Agreements which equals 22.5% SA renewals are 5% across all programs. Prodejní marže n%n%n%n% Tier % 30% 30% Tier 2 - or CRM CSA fee Up To +30% + n Opportunity =+ Total revenue opportunities available

Microsoft CRM - References CUSTOMER BASE >

And A Great Deal for Your Customers Any customer that purchases any module of CRM 1.2 Professional today will get full-suite rights to the next release of Microsoft CRM That means “buy one and get three” This policy also applies to any prior customer of CRM 1.0 or 1.2 that has purchased any module of CRM Professional & has an active SA

Key Dates for Microsoft CRM 3.0 Q2 05 Q3 05 Q4 05 Q1 06 All dates are per current plans  Code complete  GA (English, …)  RTM (English, then 20+ more)  Broad Beta (English) Testing and QA Testing and QA

What Partners Are Saying “It’s going to revolutionize the way that customers look at CRM” Ryan Toenies, Inetium “Microsoft has hit the bulls’ eye on all levels with this release” Frank Bruffey III, Protech “The ability to customize Microsoft CRM 3.0 is incredible.” Long Duong, Interlink

© 2005 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.