1. WIFI network; MSFTGUEST
Dynamics 365
14th December 2017
WIFI network; MSFTGUEST
Password; msevent40gi

2. Introductions Sean Kiernan – Head of Sales
Kevin Moore – Solutions Consultant
Mark Ross-Innes – Solutions Consultant
Mark Thomas – Business Development Manager

3. Dynamics 365: an introduction

4. 3bn active internet users 2bn active social media
The Digital Landscape
www
3bn active internet users
2bn active social media
accounts
2.4bn smart devices by 2018
80bn connected IoT devices
by 2025
We Are Social, Digital, Social & Mobile Worldwide in 2015, 2015
IDC, Smartphones to Drive Double-Digit Growth of Smart Connected Devices in 2014 and Beyond, 2014
IHS, IHS Identifies Technologies to Transform the World over Next Five Years, 2015
Forbes, Customer Experience: Is It the Chicken or Egg?, 2013

5. The buying process has changed
Customers are
57% through the buying process
before they talk to a supplier
Sales people have a 1%
chance of getting
a response from a
cold
Average B2B purchase decisions have
stakeholders
6.8 By
2020 customer experience will
overtake price and product
as the key brand
differentiator
57% - talking to friends/colleagues, internet research, review sites, Facebook, LinkedIn…
6.8 – management of decision maker relationships is key AND more difficult
1% - shotgun blast approach to e-marketing just doesn’t work anymore – buyers expect a personalised approach
RECAP –
Buyers more the ½ way through the buying process before they talk to you.
They already have a clear(ish) view of what your product and/or services USP’s are
Getting to YES means engaging with (and tracking) multiple stakeholders within an organisation
AND by 2020 – they buying experience / customer journey will become more important than price or brand as a differentiator
CEB (Gartner), “5 Statistics Every Sales Executive Must Know”, 2014
Microsoft, “The Dynamic Sales Team”, 2013

6. Engagement is #1
For sales organisations, customer engagement is about more than touchpoints—it’s about everything that happens in between personal and digital encounters. Customer engagement requires an organisation-wide commitment to creating meaningful connections, building relationships and nurturing those relationships to establish trust and keep your brand top-of-mind. Customer engagement drives every interaction, every process and every decision—and it’s the key to driving sales. In fact, respondents from a May 2016 Microsoft survey of sales leaders across multiple industries ranked customer engagement as the #1 driving force behind sales versus tactical drivers like automation and productivity.
May 2016 Microsoft survey of sales leaders

7. The selling process has changed
Approximately
70% of Sales Professionals
consider their jobs
to be highly complex
Sales Professionals have
on average
300
internal touchpoints
monthly
Sales Professionals
spend more than
of their time on
non-selling
activities
67%
Workers spend
40% of their productive time
switching between
tasks
70% - Highly complex – I’m one
67% - Research, data entry, internal meetings, busy work
300 – Chasing colleagues for information, pricing, availability, updates on clients, etc
40% - switching between different apps, importing data, etc.
Microsoft & CSO Insights, How to Build a World-Class Sales Organization, 2015
CEB (Gartner), Why You’re Losing Competitive Advantage, 2015
Microsoft’s Sell In The Now - How to make your sales team more productive

8. Silo’s of Functionality
Microsoft Worldwide Partner Conference 2016
11/16/2018 8:42 AM
Silo’s of Functionality
Customer Engagement
Operations
Microsoft is unifying all its business applications. Breaking down the artificial silo’s of ERP and CRM and delivering new purpose-built applications in the cloud.
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Dynamics 365
Dynamics 365 is Microsoft’s next generation of intelligent business applications in the cloud. We’ve unified our approach to traditional CRM and ERP solutions and deliver new purpose-built applications to power digital transformation strategies.

10. Dynamics 365 Advantage Purpose-built Productive Intelligent Adaptable
Start with what you need and grow at your own pace
Familiar tools in the context of your business processes
Built-in intelligence to proactively guide to optimal outcomes
Grow, evolve and transform with modern, extensible platform

11. Digital Transformation
Engage your customers
Empower your employees
Let’s talk about digital transformation. Digital transformation is not simply about technology—it’s a business strategy that requires leaders to re-envision existing business models and embrace a different way of bringing together people, data, and processes to create value for their customers and capture new opportunities for their organizations.
Digital transformation means re-envisioning how you:
Engage your customers
Empower your employees
Optimize your operations
And Transform your products
To enable digital transformation strategies – so organizations can grow, evolve and meet the changing needs of customers, as well as capture new business opportunities, companies need intelligent business applications… and that’s where Microsoft Dynamics 365 comes in.
Transform your products
Optimise your operations

13. Dynamics 365
Dynamics 365 is Microsoft’s next generation of intelligent business applications in the cloud. We’ve unified our approach to traditional CRM and ERP solutions and deliver new purpose-built applications to power digital transformation strategies.

14. Dynamics 365 A new approach to business application licensing
User Subscription Licence (USL)
Device Subscription Licence (DSL)
With Dynamics 365, Microsoft has not only evolved our product strategy, they’ve also reinvented our approach to pricing and packaging – focused on simplicity and transparency.
Dynamics 365 licensing is predominately user-based. When we think of users, we think of 2 categories, Light & Full
Light is most of the people within a company …they look up customer information, they consume knowledge, they run reports, they complete light tasks like time and expense and create accounts or contacts. I am a perfect example of this. I approve POs, do expense reports and enter my vacation time. Our Team member SKU supports light users with a lower price point.
Full users leverage the majority of functionality – think of a sales rep, customer service agent, HR manager or Finance manager that works in a business application every day.
They can PURCHASE TWO WAYs
APPS BASED – this is the traditional approach to licensing. A customer can license a user at an individual application level.
PLAN BASED: this is the New Licencing model, which we are very excited about: - Plan based licensing allows a company to buys a single user licence with flexibility to leverage whatever functionality they need to fit their specific user types. This means companies can create real world roles for their employees – who might be primarily in manufacturing, but need to manage customer orders and field service orders.
Why are we excited
It is simple, flexible,
It Improves ROI – buy one license
HIGHLIGHT – Role-based licensing provides users with full usage rights to PowerApps and Microsoft Flow to compose new apps and easily extend and modify existing ones.
HIGHLIGHT - A customer service representative who needs access to sales, customer service and field service capabilities would have to pay approx. 4 to 5x more for separate services from our leading competitors in the CRM space vs. comparable Dynamics 365 functionality purchased via our Enterprise Plan.
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

15. Dynamics 365 A new approach to business application licensing
With Dynamics 365, Microsoft has not only evolved our product strategy, they’ve also reinvented our approach to pricing and packaging – focused on simplicity and transparency.
Dynamics 365 licensing is predominately user-based. When we think of users, we think of 2 categories, Light & Full
Light is most of the people within a company …they look up customer information, they consume knowledge, they run reports, they complete light tasks like time and expense and create accounts or contacts. I am a perfect example of this. I approve POs, do expense reports and enter my vacation time. Our Team member SKU supports light users with a lower price point.
Full users leverage the majority of functionality – think of a sales rep, customer service agent, HR manager or Finance manager that works in a business application every day.
They can PURCHASE TWO WAYs
APPS BASED – this is the traditional approach to licensing. A customer can license a user at an individual application level.
PLAN BASED: this is the New Licencing model, which we are very excited about: - Plan based licensing allows a company to buys a single user licence with flexibility to leverage whatever functionality they need to fit their specific user types. This means companies can create real world roles for their employees – who might be primarily in manufacturing, but need to manage customer orders and field service orders.
Why are we excited
It is simple, flexible,
It Improves ROI – buy one license
HIGHLIGHT – Role-based licensing provides users with full usage rights to PowerApps and Microsoft Flow to compose new apps and easily extend and modify existing ones.
HIGHLIGHT - A customer service representative who needs access to sales, customer service and field service capabilities would have to pay approx. 4 to 5x more for separate services from our leading competitors in the CRM space vs. comparable Dynamics 365 functionality purchased via our Enterprise Plan.
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. Dynamics 365 A new approach to business application licensing
With Dynamics 365, Microsoft has not only evolved our product strategy, they’ve also reinvented our approach to pricing and packaging – focused on simplicity and transparency.
Dynamics 365 licensing is predominately user-based. When we think of users, we think of 2 categories, Light & Full
Light is most of the people within a company …they look up customer information, they consume knowledge, they run reports, they complete light tasks like time and expense and create accounts or contacts. I am a perfect example of this. I approve POs, do expense reports and enter my vacation time. Our Team member SKU supports light users with a lower price point.
Full users leverage the majority of functionality – think of a sales rep, customer service agent, HR manager or Finance manager that works in a business application every day.
They can PURCHASE TWO WAYs
APPS BASED – this is the traditional approach to licensing. A customer can license a user at an individual application level.
PLAN BASED: this is the New Licencing model, which we are very excited about: - Plan based licensing allows a company to buys a single user licence with flexibility to leverage whatever functionality they need to fit their specific user types. This means companies can create real world roles for their employees – who might be primarily in manufacturing, but need to manage customer orders and field service orders.
Why are we excited
It is simple, flexible,
It Improves ROI – buy one license
HIGHLIGHT – Role-based licensing provides users with full usage rights to PowerApps and Microsoft Flow to compose new apps and easily extend and modify existing ones.
HIGHLIGHT - A customer service representative who needs access to sales, customer service and field service capabilities would have to pay approx. 4 to 5x more for separate services from our leading competitors in the CRM space vs. comparable Dynamics 365 functionality purchased via our Enterprise Plan.
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. K3 – The Perfect Partner

20. Where we are

21. Next Steps…

22. Next Steps

23. Workshops & Demonstration
Starting the Journey…
Proposal
Workshops & Demonstration
Budget
Discovery Workshop

25. Thank You