1. How CxO’s are making decisions today?
SESSION: AP067
Trent Innes
Dynamics Sales Lead
Microsoft Corporation

2. Agenda The Analyst View The Advisor View Summary
ERP market and customer perspectives
What is the Advisor Advising?
Wrap up and Next steps

3. What are the analyst’s saying? Market and customer perspectives
Trent Innes
Dynamics Sales Lead
Microsoft Corporation

4. The digital consumer is armed with more information
Source Britannica
Source: Amazon
$48.99
Source Reuters
Source Montgomery 4

5. 11/22/2018
The Market 5

6. Macro Economic Environment: 2011
Temporary setback
Slowing but solid
Uneven & sluggish
Growing with some risk
Resilient but some challenges ahead
High growth, some risks 6

7. Over a $1.9B Opportunity in Asia/Pacific
ERP Market Share: 2010
Over a $1.9B Opportunity in Asia/Pacific 7

8. ERP Market Share: 2010 8

9. 11/22/2018
SaaS & Cloud 9

10. Led by HR workloads and ’big four’ verticals, cloud ERP is growing at 10% CAGR – relative to traditional ERP (~$31b in 2015), cloud ERP is emerging…
2011 Cloud ERP by Vertical
Engagement:
© 2011 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.

11. So How Do You Capitalize?
11/22/2018
So How Do You Capitalize? 11

12. Tangible Opportunity Subsidiaries of Large Enterprises
Consolidation Targets
Vertical Industry Templates (Fast/Predictable)
Cloud ERP
Collaboration For Emerging Markets
Leading Edge Differentiation
Each Vendor Has A Strategy, Yet Few
Are Geared Up To Capitalise. 12

13. How CxO’s are making decisions today – An Advisors Perspective
Speaker: Rob McKie
Date: August 2011

14. System Selection Issues
The Client often doesn’t have a clear IT Strategy
How can they choose a solution
What is the scope of the solution
Often client cannot answer these questions
Multiple Business Partners with same Solution
Which BP is the right one for the client
How do I determine which BP to choose
Minimal involvement by business units
Incomplete business requirements
Inappropriate functional specifications
Ownership rests with IT

15. System Selection Issues
Flawed Request for Proposal
Document too complex/too vague
Difficult for vendors to respond
Difficult for effective/efficient evaluation of vendor responses
Inconsistent management of vendors
Probity/investigation by vendors – potential to delay process
Difficult to evaluate responses
Jeopardises vendor demonstrations
Endangers final decision

16. System Selection Issues
Loss of focus evaluating responses
Cost vs Best Solution/functionality
Ownership battles
Benefits not drawn out from process
Should I buy ERP in the Cloud
Is it here yet
Which vendors are providing it
Still so much hype

17. Contract Negotiations Issues
Not reading the fine print
Payment Methods not established/understood
Additional cost for customisation
Support/maintenance terms not understood
Uncontrolled implementation costs
Not achieving commercial balance
Vendor relationship sours
Penalties

18. Why do CxO’s engage with Advisors
Don’t trust the Vendor/Business Partner Community
Don’t do this stuff every day
Don’t know the marketplace well
Don’t know what constitutes fair T&C’s
Require/Expect Independent Advice
Mitigate risk/we are an insurance policy

19. Vendor Sourcing Methodology
Typically no more than 4-5 Vendors will receive RFP
Use weighted scoring model to select 2 Vendors for Demonstration
We facilitate, we DON’T score, we DON’T select!

20. Consolidated Evaluation Summary

21. Cost Comparison Summary

22. My Tips Engage early in the process Don’t be afraid to ask questions
We will setup a meeting with the client if you ask
You damage your reputation when you pull out later in the process
Despite some views we are independent
we also have risk to manage
You have a much better chance of success!

23. Calls to Action Keep up to date with the Analysts
What is your cloud strategy?
Focus on building your practice around the key workloads
Understand where the market is going
Can potential customers find you?
Ensure your organisation has a digital presence
Everyone in your organisation can be a marketer
Improve your Digital presence
Do they know you and what you do?
Profile your specialisation
Leverage the air cover of the Dynamics team
Understand their process
Get friendly with the Advisors