2. Our Products
Broad business management suites including financial management, supply chain management and budgeting functionality
A complete CRM suite including citizen and contact automation, outreach and service management
Small business financial management
Retail management and point of sale
Integrated contact management, accounting and online services packaged with Microsoft Office

3. Customer Segment Profiles
Key Business Decision Makers
Demographics
Characteristics
Small Business (SB)
Business owner
Finance specialist
1 – 49 employees
~40 million WW entities*
Typically no dedicated IT
Buying process is owner-driven
Simple, short sales cycle
Product scope typically accounting and checkbook, industry applications (retail, professional services), and growing contact management
Some VAR and CPA influence
Midmarket (MM)
CEO, COO, CFO
VP of Sales
51 – 1,000 employees
~998,000 WW entities*
Vary in level of IT support
Usually have a simple IT infrastructure and outsource IT through VARs
CEO more involved in buying process
Buying influenced by referrals/informal
Product scope is financial in all, distribution and HR in most, LOB apps
Corporate (CAS)
Committee-based process
1,001 – 5,000 employees
16,000 WW entities*
Dedicated IT and business users are IT savvy
Multiple decision-makers (IT, finance, line managers, CEO)
Buying based on specific functionality valued
SIs have influence and safe choice in vendor is valued
Last Update: Oct. 5, 2004
Notes about what changed: Revised all segments ww entities numbers based on SMS&P Data book, updated characteristics and added speaker notes
Owner/Author: Kara Ellefson
Audience: Partner-Ready
Region: Worldwide
Intended Usage: Helps explain Microsoft internal taxonomy, number of entities and the MBS target market and business needs of the various markets
Event Usage if applicable:
Related Decks:
Supporting documents: Source SMS&P Data book:
Speaker notes:
MBS Market Definition
Market Size:
The global market opportunity for business applications in the small and mid-sized segments is expected to grow to $62.1 billion in More than half that, about $35 billion, is the market Microsoft and its partners will pursue. Albert Pang, IDC
This represents the more than 40 million underserved small and mid-sized companies and divisions of large enterprises globally that exist today.
Market Segment:
Microsoft segments the small and mid-sized markets in the following ways:
Small: 1-49 employees. 40 million small business companies worldwide.
Characteristics: Typically no dedicated IT; Buying process is owner-driven ; Simple, short sales cycle;Limited expert influence Product scope typically accounting and checkbook, industry applications (retail, professional services), and growing contact management;GTM model is retail + OEM;Some VAR and CPA influence
Mid-sized: 50-1,000 employees. 998,000 mid-sized companies worldwide.
Characteristics: Vary in level of IT support; Usually have a simple IT infrastructure and outsource IT through VARs; CEO more involved in buying process; Buying influenced by referrals/informal; Product scope is financial in all, distribution and HR in most, LOB apps; GTM model is the VAR channel, CPAs and some SI influence
Division of large enterprises (think in terms of hub & spoke – MBS targets the spoke): 1,000-5,000 employees. 16,000 companies worldwide in this category.
Characteristics: Dedicated IT and business users are IT savvy; Multiple decision-makers (IT, finance, line managers, CEO); Buying based on specific functionality valued; Sis have influence and safe choice in vendor is valued; Product scope includes broader application portfolio requirements than core midmarket, moderate customization needs up to complete apps portfolio and industry-specific apps, significant customization needs (if in CAS); Also in CAS, tends to be more dedicated CIO/IT function and a more complex IT infrastructure than for upper midmarket businesses
Microsoft has worked to deeply understand the needs of its customers and prospects across all segments, to determine how to design and develop software that addresses their needs.
--end notes--
*Source: Microsoft internal calculations based on IDC, Gartner, McKinsey

4. Business Applications Today Broken Promises; Unfulfilled Aspirations
3/31/2017 6:41 PM
Business Applications Today Broken Promises; Unfulfilled Aspirations
Low Adoption Rates
In a typical ERP implementation on average 46% of licensed seats are unused
Low Penetration
15% of employees have licensed seats
Long, Costly Training Periods
Up to 60% of implementation costs are spent on user training .
Failed Implementations
- 75% of ERP implementations considered failures
- 28% of CRM implement-ations fail to go live 4
©2005 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

5. The Right Experience for the Right Task
“I spend all day in Outlook.”
“It works just like Office.“
“All the information is at my fingertips.”
“Getting data in without logging in is a snap.” 5

6. Key Strengths
Offers out-of-the-box functionality, so companies can get up and running quickly
Designed to work like other Microsoft solutions employees are familiar with.
Strengths in Finance / project Management and Light distribution
Primarily marketed at the small to mid market business segment looking for a rich functional finance solution out of the box.
Microsoft Dynamics NAV is a business management solution for small and mid-sized organizations that rapidly adapts to the unique way you do business, enabling your people to be effective and your business to be competitive.
Industries
Finance, Insurance
Real Estate
Transportation,
Communications and Utilities
All Other - Medical/Dental, Law Firms, Architecture
Competition
PRONTO
Technology One
SAP B1
Sage – MAS 90/200/500

7. Key Strengths
Offers rich out-of-the-box functionality, so companies can get up and running quickly
Designed to work like other Microsoft solutions employees are familiar with.
Additional strengths in the Supply Chain light manufacturing area
Primarily marketed for the small to mid market business segment with a clearer focus on SCM functionalities including manufacturing.
Well Established ISV community that provide vertical solutions
Microsoft Dynamics GP is a complete out of the box business management solution that helps growing organizations get up and running quickly, maximizing the productivity of your people.
Industries
Wholesale Distribution
Manufacturing (Assembly)
Retail
Professional Services
Competition
PRONTO
SAP B1
Epicor
Sage – MAS 90/200/500

8. Key Strengths Industries Competition
Specialized to help project driven, mid-sized organizations in areas such as professional services, operations, field services and construction management
Designed to work like other Microsoft solutions employees are familiar with
Helps automate operational processes so companies can increase efficiency and focus on services that contribute to the bottom line
Microsoft Dynamics SL is a business management solution that enables project driven mid-sized organizations to automate and streamline processes, helping you meet your customers’ requirements.
Industries
Business Services
Consulting
Advertising
Research
Other Professional Services
Construction
General Contractor
Residential Homebuilder
Specialty Contractor
Last Update: 10/25/07
Owner/Author: Tiffany Haaven
Audience: Customer/Prospect ready
Region: World wide
Intended Usage: The slides within this deck are intended to position Microsoft Dynamics AX, Microsoft Dynamics NAV, Microsoft Dynamics GP and Microsoft Dynamics SL
Supporting documents:
External product information -
Partner facing product information -
Speaker Notes:
Microsoft Dynamics™ SL is a business management solution specialized to help project driven mid-sized organizations obtain reports and business analysis, while helping increase efficiency, accuracy, and customer satisfaction. By enabling you to automate and streamline projects across company divisions and locations, Microsoft Dynamics SL helps you manage people, projects, and profitability successfully. With the powerful solution of Microsoft Dynamics SL for professional services, operations, field services and construction management, you can be confident that projects are estimated correctly, completed on time, and meet your customers’ requirements.
Deltek
Timberline
Profit 21
Competition

10. Industry Solutions - At a Glance Trade & Distribution
Financial Management
Manufacturing
Trade & Distribution
Project Accounting
Human Resource Management
Supply Chain Management
Business Analysis
Customer Relationship Management
Enterprise Portal
Industry Solutions

11. Key Strengths Industries Competition
Highly scalable and customizable to meet changing business requirements and processes
Make sophisticated changes and extend functionality with built-in customization tools
End-to-end industry specific functionality to meet industry and business needs
Build in support for 36 countries and 40 language versions
Real time visibility across locations and countries with role based information and processes via the web
Typically geared for the mid market to CAS business segment
Core solution functionality:
Financial Management
Supply Chain Management
CRM
Human Resources and Payroll
Industry Enabling:
Supply Chain Execution
Demand Planning
Fund Accounting
Quality Management
Vertical Solutions:
High Tech, Aerospace, Metals, IEM, Oil & Gas, Chemicals, CPG, Food & Bev, Industrial, Hospitality, Apparel, Food & Bev, Auto Dealer, Specialty Store, Healthcare, Works, Fin and Admin, Utilities, Transport, NFP, Construction, Arch & Engineer, IT Services, Legal Services, Advertising
Competition
SAP All-in-One and mySAP
Lawson / Intentia
JDE
Various Niche players in vertical markets

12. Delivering On Our Commitment
3/31/2017 6:41 PM
Delivering On Our Commitment
Role-based
productivity
Enhanced user experience
Microsoft Dynamics AX
Microsoft Dynamics GP
Microsoft Dynamics NAV
Microsoft Dynamics SL
Microsoft Dynamics CRM
Portals & workflow
Workflow & process-centric design
Contextual Business Intelligence (BI)
Ad hoc, self-service BI for everyone
Easy integration & extensibility via web services
Simple, model-driven development & customization

13. Microsoft Dynamics Roadmap
3/31/2017 6:41 PM
Microsoft Dynamics Roadmap
SL “8.0”
GP “11”
Out of the box RoleTailored BI
Expanded features focused on project–driven industries
Web Services
Microsoft Dynamics CRM integration
NAV 2009
Out of the box RoleTailored BI
Industry enablement features
Next level of Office integration and Workflow
AX 2009
RoleTailored UI & SSRS based Reporting
3-Tier Architecture with Web Services
SharePoint Integration
CRM 4.0
Expanded Industry Solutions
Global Enterprise Capabilities
Feature Rich
Enhanced user experience
Power of deployment choice
Global footprint
RMS 3.0
Single .Net Codebase, Multi-Store Capable, Extendable
Q3 2008
H2 2008
2009
Q4 2007
Calendar year

14. © 2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.