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

2. 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.

3. 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

4. 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

5. 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

6. 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

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

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

9. 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

10. 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.

11. 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.

12. 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
Collaboration +

13. 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
Collaboration +

14. 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
Primary Levers of Profitability

15. 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

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

17. 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.

18. 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.

19. 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.

20. The Path To Building A Profitable Cloud Practice

21. 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
© 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.

22. Next Steps and Direct Links
Get started with Microsoft Online Services Quickstart:
Read the Microsoft Dynamics Cloud Partner Profitability Guide
Partner Economic Model: Microsoft Office 365, Windows Intune, Microsoft Dynamics CRM Online
Discover the Dynamics CRM Online + Office 365 Integration Kit
Leverage Dynamics CRM Online Internal Use Benefit Sign up at:

23. 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: $ $1350
All four courses:
$ $2500
Marketing Automation (1 day) Sales Management (1 day) Service Management (1 day) Service Scheduling (1 day)
CRM 2011 Essentials track
$ $2950
Installation and Deployment + Customization and Configuration (5 days)
CRM 2011 Developer track
$ $3500
Customization and Configuration + Extending (6 days)
Pick up a flyer at the Microsoft Dynamics 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) or

24. PARTNER RESOURCES
Ensure potential customers can find you on Pinpoint
Leverage the Partner Marketing Centre to help you reach more potential customers
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
Differentiate your business by signing up to the Customer Relationship Management competency
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