1. Partner opportunity Microsoft Dynamics 365 for Marketing
Welcome. My name is _____ and I’m here to talk to you about the great opportunity for Partners with Microsoft Dynamics 365 for Marketing.
Microsoft Dynamics 365 for Marketing
© Microsoft Corporation

2. Business opportunity Business opportunity Why Microsoft? Next steps
When looking to expand your business, there are a lot of opportunities for you to evaluate, so next, I want to show you why building a business applications practice is a great investment to accelerate business growth.

3. Industry trends
Business applications insights
81%
2020
67%
of customers are willing to pay more for a better experience.1
By 2020, customer experience will overtake price and product as the key brand differentiator.2
of the buyer’s journey is now done digitally.3
38%
70%
49%
Tightly aligned sales and marketing functions experience 36% higher customer retention rates and 38% higher sales win rates.4
of businesses lack a formal definition for leads between sales and marketing.5
of sales reps ignore more than half of marketing’s leads.6
1. Capgemini, Walker Information 3. Sirius Decisions
4. MarketingProfs, Miller Herman Group, CEB Survey, 2016.

4. Market opportunity Market size
Total addressable market
Market size
By 2022, the business applications market is estimated to grow to $173 billion, a 45% growth from today. Marketing is projected to grow to $18.5 billion, an increase of 43% over 3 years.
$119 Billion
$12.9 B
$173 Billion
$18.5 B
Marketing
Marketing
And if we look at the market size all-up, the opportunities are even greater. This year, the market is projected at roughly $70 billion. Over the next 3 years, we project this to grow to $106.1 billion. That’s a 51% increase! And for Sales specifically, we’re projecting growth from $12 billion to $19 billion over the same period, a 58% increase!
2019
2022 projected
Microsoft internal research, 2019.

5. Economics of building a practice
Customer engagement partner economics over a three-year period
46%
Return on Investment
$5.7MM
Net Present Value
15 months
Breakeven period
65%
Percent of Partners who expect increased demand for Dynamics 365 for Marketing
Forrester, 2019.

6. Planning for growth Three-year gross profit projection
Typical customer engagement practice profit margin and mix over three years
Three-year gross profit projection
by revenue stream
$8,081,791
Customer engagement implementation
$4,036,995
Total licensing margin
$1,715,450
Managed services
$1,117,506
Resalable IP sales
$949,863
Business Central implementation revenue
$937,085
Follow-on project revenues
$725,249
ERP and CRM upgrade projects
$623,210
Business strategy, assessment, and visioning consulting revenue
Total: $18.2 million
Forrester, 2019.

7. Joining a strong ecosystem
Growth from FY18 to FY19
16% growth in partners selling Dynamics 365
36% growth in partners selling $1M+ deals
8% increase in average revenue per partner
6,300 Partners selling Dynamics 365
530+ Partners selling across Dynamics 365 portfolio
2,500 Partners selling PowerApps

8. Why Microsoft? Business opportunity Why Microsoft? Next steps
So now that you’re sold on why developing a business applications practice is an amazing investment, I want to shift to talk about our Business Applications Platform and why it is the best opportunity for Partners.

9. Why Microsoft Business Applications?
Build and grow a practice quickly with industry-leading innovation
Lead with innovation
Modular, highly customizable apps built on a unified platform of common data services, AI, and business intelligence can help you differentiate your offerings.
Build on your strengths
Microsoft makes it easier to enter new markets using the Microsoft development and management tools you already know.
Broaden your reach
Accelerate business results with Microsoft partner marketing resources that increase the impact and visibility of your services.
To keep this super simple, we’ve narrowed it down to three main benefits: We give you industry leading innovation, we allow you to build on your strengths with tools you already know, and we help you broaden your reach, so you can grow even faster. Let me quickly dive into these three areas a little more.

10. Lead with Innovation
“We chose to partner with Microsoft because we trusted that they would constantly innovate and offer the industry-leading solution set.”
Sam Dharmasiri, Director, eBECS
“Partnering with Microsoft is the best bet if you want to future-proof your company. Their investment in innovation is unparalleled.”
Christian Hutter, Principal, RSM

11. Microsoft Business Applications ecosystem
Intelligence
Data
Marketing
Modern
Unified
Talent
Sales
Intelligent
Adaptable
Microsoft Dynamics 365
Operations
Retail
Our Business Applications Platform, and surrounding ecosystem, is comprised of a suite of business applications to support all types of businesses across a range of industries and lifecycles. Today, we’re specifically talking about Marketing, but it’s important to know that this is just one component in our ecosystem that is all designed and built to work together.
Beneath our applications, we have the Power Platform, which connects to our Common Data Service and provides a common set of development, logic, and BI tools that Partners can access to extend our existing Dynamics 365 apps or build their own apps. More on this later, but first, let’s discuss the business opportunity.
Finance
Service
Power Platform
Power BI
Flow
PowerApps

12. Building a Dynamics 365 for Marketing practice
Maximize marketing results by automating processes and making smarter decisions.
Create and nurture leads
Align sales and marketing
Know your audience with AI-driven Market Insights
Innovate with a modern and adaptable platform

13. Build on your strengths
“With best-in-class cloud offerings on Dynamics 365, we’ve become a more competitive business, because we deliver services tailored to the unique needs of these vertical markets from a suite of streamlined business applications.”
Whit McIsaac, CEO, Americas, SAGlobal
“The breadth of capability you get with the Microsoft platform is amazing. Between Dynamics 365, Azure, and Power Platform, you nearly have it all.”
John Pence, Founder, Sunrise Technologies

14. Leverage existing skillsets
Utilize your teams existing skills and knowledge of Microsoft tools, including Office 365, LinkedIn Recruiter, and Dynamics 365 Market Insights
Take advantage of a stair step approach to invest gradually and grow as you’re ready
Differentiate your business through the Cloud Business Applications Competency
Dynamics 365 Market Insights
Recruiter
Dynamics 365 for Marketing

15. Grow new practice areas
Core workload
Next best workload
Sales
Leverage existing technology and knowledge to add additional practice areas
Take advantage of a stair step approach to invest gradually and grow as you’re ready
AI for Sales
Marketing
Power BI
Customer Insights
Market Insights
PowerApps/Flow
Forms Pro

16. Expand on vertical expertise
Developing vertical expertise
Microsoft Business Applications SI Partner survey
Focus on key verticals, industries, or workloads to drive differentiation and competitive advantage
Leverage existing understanding of target customers’ challenges and underlying business problems
Expand offerings within existing vertical expertise to better support customers
Expand on your existing vertical expertise to provide more comprehensive and customized support for your customers
Reduce costs and speed deployment times with best practice documentation, references, and templates

17. Broaden your reach
“Microsoft’s support of our go-to-market efforts, both at the regional and corporate level, has been instrumental to our growth.”
Rik Dubbink, Partner, CRM Partners
“Dynamics is the lifeblood of everything we do. It’s the beating heart of our clients’ customer experience, it’s the way they optimize their operations and increase staff productivity, all helping them stay ahead of their competition.”
Steve Scarbrough, General Manager, Dynamics, Intergen

18. Drive sales with GTM programs
Utilize Microsoft-provided enablement programs and resources to drive new revenue growth
Join a global community that connects you to the relationships, insights, tools, resources, and programs to expand customer reach
Take advantage of dedicated support, co-sell programs, and seller incentives
Millions of possibilities – selling with Microsoft Connect with customers through Marketplace, partner channels, and field sellers
Marketplace
1: Millions
Microsoft Value
Global Marketplace Capabilities
Demand Generation Global Demand Center 100k leads/month
Reach
75M Buyers
Leads Generated via Search
P2P
1: Thousands
Global Channel Reach
Demand Generation 17M Partner Sellers
500k partner opportunities
Microsoft Sellers
1: Many – SMC Corporate
Co-sell with MS Field Sellers
Field Sellers 1,800
28k Corporate Customers
Co-sell (IP and Services)
Field Sellers 6,500
12K Enterprise Customers
1: Few – Enterprise

19. Do more with Microsoft Resources
Free, unrestricted access to digital learning
New architect bootcamp training and implementation coaching
New and improved role-based training and certification
Easily market your services at scale through AppSource
Microsoft Partner Center Link
Microsoft Learn Link
Overall Partner Info and Readiness MPN

20. Reach new customers through AppSource
Easily market your services at scale
Reach 100 million commercial active users
Help business users do more with their existing Microsoft Apps
Simplify the discovery, trial, and acquisitions of line-of-business apps and services

21. 2222
10/20/2019 5:07 PM
Customer references
“With other marketing automation tools, we were only able to blast generic s to prospects. With Dynamics 365 for Marketing, it’s easy to treat people as individuals and craft highly targeted messages that support a very personal buying journey.”
Adrian Pask
Vice President Marketing
Vorne Industries
“The leads that marketing is generating today are much stronger than they used to be. Our colleagues in sales were surprised by the capabilities of Dynamics 365 for Marketing.”
Karel Beránek
Dynamics 365 Product Owner
ACTUM Digital
“We use Dynamics 365 for Marketing to save time, be more accurate, and drive better results from our events.”
Dexter Pizzey
Community Development Specialist,
Microsoft Store; Edmonton, Alberta
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

22. Dynamics 365 for Marketing
10/20/2019 5:07 PM
Dynamics 365 for Marketing
Overview video
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

23. Dynamics 365 for Marketing
10/20/2019 5:07 PM
Feature summary
Multi-channel campaigns
marketing
Landing pages and forms
Reusable content blocks, videos, and mixed reality content*
LinkedIn and social integration*
Website personalization*
Marketing calendar
Lead nurturing
Dynamic segmentation*
Buyer's journey designer
Multiple lead scoring and sales readiness grades*
Account based marketing
Automated business process flows
Dynamics 365 for Marketing
What’s available after April release
Event management
Webinars using On24
Events portal
Sessions, speaker and venue management
Registration and attendance tracking
QR codes and wait listing*
Insights and reporting
360-degree view of leads
Interactions insights
Social insights
Surveys
Custom analytics
* New ** Enhanced
Here’s again the quick summary of the key features of Microsoft Dynamics 365 for Marketing
Attract the best leads from multiple channels like , web landing pages, webinars, phone calls in person events, LinkedIn and more. Customizable templates for s and landing pages help you start multi-channel campaigns quickly.
Nurture leads with personalized experiences. Journey designer tool and templates help you create multi-step, multi-channel campaigns to guide your buyer based on how they engage during campaigns. Use business process flows to automatically hand off leads to sales and drive follow ups
Use rules based Dynamic segmentation to identify your target audience for campaigns. Set up multiple lead scoring models and sales readiness grades to prioritize leads who are ready to buy. Gather insights based on interactions by your campaign audience. Set up business process to get notifications for marketing activities. Use these embedded intelligence to target and prioritize your leads better.
Organize events with ease using integration with webinar provider ON24. Use events portal to in-person events activities like session, speaker and venue management and also track registrations and attendance.
Track and improve marketing performance using out of box dashboards and insights. Run surveys to better understand your customers. Visualize data using embedded Power BI
The simplified admin experience , templates and designer tools make it easy to configure the solution to work for your business.
New and enhanced features added for the April ‘19 release include
LinkedIn and Social integration, Website personalization
Dynamic segmentation and Multiple lead scoring and sales readiness grades
QR Codes and wait listing for events
New, improved easy – onboarding with step-by-step guidance
Extensibility for campaigns and segments
Segment boost and spam scoring
I will go into these features in depth in later sections
Unified platform
Integration with content management systems*
Sales integration
Easy onboarding**
Step-by-step guidance*
Extensibility for campaigns and segments**
AI capabilities
Smart scheduling*
Segment boost*
Spam score*
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

24. Next steps
Business opportunity
Why Microsoft?
Next steps

25. Get started Develop a competency Take advantage of partner incentives
Leverage Microsoft resources to help build and grow a practice
Develop a competency
Demonstrate your proven expertise in delivering quality solutions in a specialized area of business.
Learn more
Take advantage of partner incentives
Accelerate business growth with partner incentives that will help you reach more customers.
Learn more
Download the Partner Playbook
Learn more
Learn how to get started as a partner.
Visit the Dynamics 365 for Marketing website to learn more and try the app.
Access MPN and Microsoft Learn for marketing and learning assets.
Engage with product experts in community forum.
Website
MPN
Microsoft Learn
Community forum