1. Visit our Focus Rooms Evaluation of Implementation Proposals by Dynamics AX R&D Solution Architecture & Industry Experts Gain further insights on Dynamics AX Industry Solution Offerings Resolution Guidance on Solution Roadblocks Networking Focus Topic Highlight Business Intelligence Tuesday 2.15pm – 5.45pm Risso 6C Risso 8A Risso 7B Risso 7A Risso 6C Risso 6A/B

2. NICE,FRANCE LEARN | INSPIRE | INNOVATE TECHNICAL CONFERENCE 2011

3. SERVICE INDUSTRIES AND THE ROLE OF PROJECTS BRIAN WELCKER SESSION CODE : BRK253 PRINCIPAL GROUP PROGRAM MANAGER MICROSOFT CORPORATION ELLIOT ICHIMURA GLOBAL INDUSTRY PRODUCT DIRECTOR

4. DISCLAIMER ©2011 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. Other names and brands may be claimed as the property of others. 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. All pre-release product release dates and features specified are preliminary based on current expectations, and are subject to change without notice. Microsoft may make changes to specifications and product descriptions at any time, without notice. Sample code included in this presentation is made available AS IS. THE ENTIRE RISK OF THE USE OR THE RESULTS FROM THE USE OF THIS CODE REMAINS WITH THE USER. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. NO LICENSE, EXPRESS OR IMPLIED, BY ESTOPPEL OR OTHERWISE, TO ANY INTELLECTUAL PROPERTY RIGHTS IS GRANTED BY THIS PRESENTATION. Microsoft products are not intended for use in medical, life saving, or life sustaining applications.

5. Today we will show you… Key characteristics of service industry companies How service industries can leverage project management and accounting Opportunity management and project initiation Advanced project contracting and billing scenarios How to leverage built-in project analytics

6. Accounting Consulting Legal IT Services Outsourced, Managed, and Data Services Staffing Architecture and Engineering Construction Specialty Trade Contractors Commercial Real Estate and Property Management Advertising Broadcasting Film Music Publishing Sports Service Industries Talent-driven and project-centric organizations

7. Microsoft Dynamics AX Service industries customers

8. Service Industries Shared Priorities Global Resources Service Delivery Financial Results Client Relationships

9. Service industry pains and challenges Project Manager Quickly initiate projects from quotations Easily manage the project scope, resource and time Timely and accurately invoicing for completed work Gain visibility into project financial performance Resource Manager Maintain resource utilization Quickly handle resource requests Practice Manager Monitor key practice metrics Spot performance trends before they impact practice profitability

10. Microsoft Dynamics AX 2012 Service organization capability requirements Financials Procurement and Sourcing General Business Processes Key Services Business Processes  Project quotations  Project planning  Project budgeting and cost control  Complex billing  Analytics and KPIs  Microsoft Project Server Connector Project Management and Accounting  Service orders and contracts  Service calls and dispatching  Repair management  Service subscriptions Service Management  Project timesheets  Expense management Project Time and Expense  Employee recruitment  Manage workers across global organization  Skill & availability driven project assignment  Compensation and benefits  Training and development Human Capital Management  Client/prospect management  Lead/opportunity management  Sales force and marketing automation  Telemarketing and telesales  Microsoft Dynamics CRM Connector Client Relationship Management

11. Project lifecycle challenges are widely shared Service Delivery / Project Lifecycle Opportunity Management Resource and Project Management Project Execution Time and Expense Capture Financial Management and Billing Scope and cost projects quickly and with consistent rigor Assess potential profit / risk / impact Scope and cost projects quickly and with consistent rigor Assess potential profit / risk / impact Streamline project initiation to compress lead-time and reduce admin cost Confirm availability of right resources to ensure quality and team productivity Streamline project initiation to compress lead-time and reduce admin cost Confirm availability of right resources to ensure quality and team productivity Ease procurement of required items and services Manage to scope for project milestones, project resources and time Ease procurement of required items and services Manage to scope for project milestones, project resources and time Simplify entry of timesheets and project expenses to maximize timely capture Deliver timely and accurate invoices (or allocations) to customers / clients Improve visibility into project metrics Deliver timely and accurate invoices (or allocations) to customers / clients Improve visibility into project metrics

12. What did we do in this release? Service Delivery / Project Lifecycle Opportunity Management Resource and Project Management Project Execution Time and Expense Capture Financial Management and Billing Enhanced project quotations CRM Integration Enhanced project quotations CRM Integration Work breakdown structures Project budgeting Project Server Integration Resource scheduling Work breakdown structures Project budgeting Project Server Integration Resource scheduling Improved project user experience Simplified project cube Improved project user experience Simplified project cube Improved timesheet experience Microsoft Office add-ins Improved timesheet experience Microsoft Office add-ins Customer advances Advanced billing rules Payment retention terms Pay when paid Customer advances Advanced billing rules Payment retention terms Pay when paid

13. Components in action today

14. Product Demo Contoso Consulting is a mid-sized IT services firm – Many concurrent projects and customers – Requires a broad mix of consultant skill sets – Billing on a time and materials basis with some fixed price projects – May include hardware as part of projects #TitleKey Features 1 Opportunity management Create quotation and WBS Soft-book resources Generate quotation lines from WBS Review profitability 2 Project initiation Confirm quotation Transfer quotation to new project Open project and review WBS Review resource assignments Create budget for the project from the Forecast model Approve budget Review project budget balances 3 Project invoicing Billing rules Prepayments Split billing Pay when paid 4 Project analysis Project control Project reports Project cube

15. Demo Overview Project Team Member Client Manager Project Manager Enter Time and Expenses Process Invoice Manage Project Resources and Budget Create Contract and Project Create Quotation Confirm Quotation Project Quotation Project Confirmation Project Management Project Time & Expense Project Billing Practice Manager Review and Approve Quotation Review Performance Approve invoice

16. demo Project Lifecycle

17. Intercompany Timesheets Pain Points: – Hard for service companies to leverage project resources across LE boundaries. Very common request from SI customers Demo Scenario: – A project manager in CEU needs a resource employed in CEE. The resource manager in CEE makes the resource available with transfer pricing Value Proposition: – Project team members can enter a single timesheet that crosses multiple legal entities – Resource managers can establish transfer pricing and get visibility into employee timesheet – Cross-company ledger entries are automatically handled

18. Timesheets in AX 2012 RTM Employee must log into borrowing company to enter time Resource manager has no visibility into time entered in borrowing company Manual entry of financial impact on lending company Worker Timesheet Project Manager Employee Resource Manager Employee Ledger Project

19. Timesheets in AX 2009 PSA Timesheets are entered in both companies Projects and employees are duplicated between companies Financial impact handled via project invoicing and customer / vendor relationship Timesheet Project Manager Resource Manager Ledger Project Invoice Customer Project Employee Timesheet

20. Timesheets in AX “6.1” Worker Timesheet Resource Manager Project Manager Employee Ledger Transfer Pricing Transfer pricing maintained by Resource manager Both resource manager and project manager have visibility into time entry Automatic entry of financial impact on lending company (via SD framework) Project

21. demo Intercompany timesheet

22. What We Showed Today How companies in the service industries can use Dynamics AX 2012 to manage their project- focused businesses How to improve opportunity management and project planning processes How to manage complex project contract and billing scenarios How to manage financial project performance using the built-in analytics in Microsoft Dynamics AX 2012

23. Related sessions BRK252: Project Management and Accounting for Every Industry BRK231: Manage Your Workforce Effectively with Dynamics AX 2012 HRM BRK209: Understanding the Business Intelligence options in Microsoft Dynamics AX 2012 CHK223: Service Industries and Project Management and Accounting

24. Visit our Focus Rooms Evaluation of Implementation Proposals by Dynamics AX R&D Solution Architecture & Industry Experts Gain further insights on Dynamics AX Industry Solution Offerings Resolution Guidance on Solution Roadblocks Networking Focus Topic Highlight Business Intelligence Tuesday 2.15pm – 5.45pm Risso 6C Risso 8A Risso 7B Risso 7A Risso 6C Risso 6A/B

25. © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows 7 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.