1. Be Dynamic: Opportunities for Growth with Microsoft Dynamics session:ap058
Jeff Edwards
Director of Global Channel Strategy
Microsoft Corporation

2. CRM and ERP Market Overview
Market Opportunity
Competition
2013
2009
CRM: $12 Billion
$4.6B Cloud
5.4% CAGR
CRM: $10 Billion
$2.7B Cloud
16.3% CAGR
ERP: $74 Billion
$62B Addressable
3.6% CAGR
ERP: $64 Billion
$54B Addressable
10,000+ of others
Source: IDC, May 2010

3. Results
10 years –in the ERP and CRM business
20% CAGR over last 10 years
$1.2B in Annual Revenue FY2010
350,000 customers in installed base
Over 5 million users of Dynamics Products

4. SIMPLICITY | VALUE | AGILITY

5. Microsoft Dynamics Commitments
ROLES
Simple to Learn and Use
Drives Value for Business
Delivers Agility for Change

6. FINANCIALS & OPERATIONS
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SALES PRODUCTIVITY
CUSTOMER CARE
EXTENDED CRM
GLOBAL ORGANIZATIONS
GLOBAL SUBSIDARIES
VERTICAL BUSINESS
FINANCIALS & OPERATIONS
MICROSOFT CONFIDENTIAL
© 2006 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.

8. Microsoft Dynamics AX at a Glance
Global: multi-site, - legislation, - language, n-site central deployment
Over 13,000 AX customers from mid-sized organization to divisions of large enterprises
Global network of software & services partners
Native Office experience for rapid adoption
Flexible and scalable n-tier architecture
Extends Microsoft application platform for rapid vertical application development

9. MS Dynamics AX Momentum Gartner and Forrester
“As large and enterprise-sized companies continue to experience difficulty with existing systems, Microsoft Dynamics AX 2009 will play an increasing role as a key alternative for divisions and subsidiaries looking for lower-cost and more effective alternatives. […]
We recommend the Microsoft solution to companies with existing Microsoft tools and technologies and for larger companies up to $5 billion in revenues looking for user centric solution.”
The Forrester Wave ™
Order Management Hubs, Q3 2010, Forrester Research, Inc., August 2010
“Microsoft enters the Leader band for the first time based principally on the strength of its strategy, including a […] go-to-market strategy as well as market-leading ownership costs.”
The Forrester Wave ™
Order Management Hubs, Q3 2010, Forrester Research, Inc., August 2010
Source: Gartner Dec Magic Quadrant for ERP for Product-Centric Midmarket Companies between 100 and 999 employees with annual budget between $50 million and $1 billion.
IBM Confidential 9

10. Two-Tier Value Proposition
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IT Trends:
Budget constraints
Y2K Replacements
High Maintenance Costs of Tier 1 ERP vendors
Business Trends:
Globalization
Alignment IT and Business
Productivity Imperative
Innovation
CIO Challenges:
Low IT Efficiency
High Costs of integration
Inability to support business innovation
Business Challenges:
Lack of operational visibility
Lack of global standardization of core business processes
MICROSOFT CONFIDENTIAL
© 2006 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. Dynamics AX Partner Opportunity
Refer
Resell
Support
Solution Sales
Host
Services
Customize
Design

12. Dynamics AX Partner Revenue Opportunity
Global Luxury Retail Customer
SAP customer selects AX globally for €3B division of company, beginning in Asia
Competitive win against SAP and Oracle
200 concurrent users
Optimized cost and standard processes allow customer to grow internationally and expand through acquisition
Agility and flexibility to adapt to local market conditions
Partner Revenue
Initial License $770k/year
Initial Services $2.5M
TOTAL: $3.25M
(*Includes Reseller Fee $300k)

13. Productivity, Web, and CRM Leading the Way
Worldwide Cloud Market
Migration Rate Of Workloads to the Cloud
~30%-35% CAGR
doubling every 2 years
Application
% of CIOs surveyed (N=50) 82
Productivity 18
$65B-$85B
40-50
Ecomm/web 79
Private
Public 21
$10B 2 8
25-35 76 24 76
CRM 24
2008
2015
~1%
~5 %
% of WW IT spend 59
ERP 41
3 ‘as a service’ models
Infrastructure (IaaS)
Platform (PaaS)
Software (SaaS)
Other2 56 58 42
Cloud (Public + Private)
On premise
Source: Gartner

15. Microsoft Dynamics CRM Momentum
Market leader as recognized by Gartner & Forrester
Over 1.4M users in 80+ countries with 40+ languages
Over 23,000 customers from small to enterprise
Over 10,000 Dynamics CRM Advisor Partners
Over 65 service providers hosting Dynamics CRM solutions
“Microsoft Dynamics CRM shines by offering flexibility for large and midsized organizations.”
Bill Band
“Buyers also like Microsoft Dynamics CRM’s usability, lower price, and its quick time-to-value compared with traditional CRM applications.” Bill Band

16. Enterprise Customers

17. Extend for Deeper Relevance
Partner Relationship Management
Distributor Relationship Management
Asset Management
Organizations need to extend the power of CRM to maximize other relationships
Microsoft Dynamics CRM is easily customized to support Extended CRM scenarios
Property Management
Reseller Relationship Management
Fleet Management
Employee Relationship Management
Case Management
Contractor Relationship Management
Task Management
Supplier Relationship Management
Event Management

18. What This Means for Solution Builders
Respond Quickly to Customers
High-tech Manufacturing
CRM provides flexible, modular system for quick customizations
Buy and Customize
Financial Services (Insurance)
70 percent shorter development cycles
Reduce Development Costs
Three times faster delivery
Total cost savings of approximately U.S. $2 million
Professional Services -Legal
Focus on Industry Functionality
Wealth Management and Private Banking
Focus on customer requirements, not application infrastructure
Accelerated Sales Cycles
Sales cycles shortened by 50%
Lead flow increased by 125%
Franchising
Flexible Licensing
Services and Support
Information Services (MSDN®, TechNet, etc.)

19. Dynamics CRM Online Partner Revenue Opportunity
High Tech Industry Customer
10 year SFDC customer elects replacement
4 month sales cycle
600 Online users
18 countries
Partner leading with “Online”
Nearly 3K seats this fiscal
Partner Revenue
Initial License $280k
Initial Services $200k
TOTAL: $480k*
(*Includes Advisor Fee $112k)

20. Microsoft Enables Success
Field Support: Account Management presence in thousands of Enterprise accounts
Sales Support: Solution Sales Professionals supported by Technical Specialists and targeted Industry Managers
Implementation Support: Microsoft Consulting Services (MCS) - Deep Microsoft technology implementation expertise available around the globe
Profitability: The top half of our partners achieve an EBITDA of 17% - 25% on their Dynamics practice
Over 13,000 AX customers from mid-sized organization to divisions of large enterprises

21. Next Steps
Gain an Understanding of CRM 2011 and AX Product Capabilities and Development Roadmap
Talk to Existing Dynamics Partners
Connect with the Australian Dynamics Team on Additional Questions

22. Dynamics Lead Referral Program
Earn 5% of licensing transaction by submitting Dynamics leads to Microsoft*
Next Steps
Become a member of the Microsoft Partner Network
Agree to the terms of the Microsoft Dynamics lead Referral Agreement
Submit leads to the Microsoft Dynamics Referral Program
For more information talk to your Partner Account Manager or any of the Dynamics team at APC
*: up to $20,000 per Dynamics Software transaction

23. Questions? Visit us at: Dynamics Showcase area