DYN007: FY10+ Microsoft Dynamics Partner Strategy Focused investment and partnership

FY10+ Microsoft Dynamics Partner Strategy

Marketing & ReadinessDeep diveClaire KennedyProduct Marketing ManagerMicrosoft DynamicsBruce RasmussenManaging DirectorCarpe Diem ConsultingPaul RoworthDirector Dynamics PartnersMicrosoft Australia9/2/20091 2009 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.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.WPC 09, July 13-16Partner FocusPartner Size & NumberTriple the average customer adds of Dynamics VARsTriple the number of ISVs/VARs gaining > 50% of their revenue from packaged, repeatable vertical solutionsHorizontalVerticalMany small partnersLarger partnersWorldwide Transition PlanMicrosoft Confidential2FY10+ Dynamics Partner StrategyAligned to Microsoft Partner Network benefits, requirements, and brandingIndustry StrategyReadinessEngagementMarketingWith Partner Vertical Marketing

Partner Business Consulting

Enhanced Support And Services

Marketing Service Bureau

Partner Business Systems

New Industry Focused Resources

Dynamics Partner Academy

Integrated Engagement Model

Industry Focused Investments

9/2/20093 2009 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.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.WPC 09, July 13-16Focus Industries

Distribution

Retail

Public Sector

Professional Services

ManufacturingMicrosoft Dynamics POS/RMSMicrosoft Dynamics ERP

Financial ServicesMicrosoft Dynamics CRM

OPTIMISESUPPLY CHAIN

OPTIMISESALES

OPTIMISEFINANCE

Everyone Gets ItBDM: Role Based CampaignsThrough & With Partner CampaignsMS Direct to CustomerThrough Partner HorizontalThrough Partner VerticalWith Partner Vertical

MS Direct to CustomerThrough Partner Horizontal

VERTICAL Through-Partner CampaignsHORIZONTALThrough-Partner CampaignsVERTICAL Through-Partner CampaignsHORIZONTALThrough-Partner CampaignsVERTICAL Through-Partner CampaignsHORIZONTALThrough-Partner CampaignsVertical or Horizontal Campaigns ALL helping to drive top-line objectives

5Partner Marketing: Tiering & BenefitsMarketing Tiering StructureRequirementsBenefitsVertically AlignedGrowthRevenue ContributionMarketing CapacityCommitment to MS$MS Strategic PartnershipMarketing SupportInvitation to apply MS Co-FundingLeverage Local MS InvestmentsJoint Marketing Planning SessionsInvitation Only OpportunitiesSelf Service CapabilityCustomisable Pre-Packaged CampaignsCo-Branded Vertical Campaigns Highly Customisable Campaigns

Tier 1HighHigh GPI100K1 Ded. ResourceHighTier 2MedMed GPI50K1 Ded. ResourceMedTier 3LowLow GPINo min.N/ALow

If you meet these requirementsYou get these benefits.

LIVE31st August 09Partner Marketing Services BureauCampaign Portal: Simple, Linear Process

ProductCreative

Tactics

Targets

CustomisePartners, only pay for your execution (i.e. what it costs to print, post, email or purchase data.

Microsoft pays for : Artwork (Campaign Creation).Set Up Fees.Subscription fees for Campaign[x] campaign management tool

Male & Female Protagonist Creative Options for each element.Multi-level Copy Customisation:By Microsoft Dynamics ProductTarget Job RoleBy Partner i.e. USP & OffersCampaign 1: Everyone Gets It

Next StepsRevisit your marketing Plans does it make sense to align and maximise your use of MS messaging and offerings

Engage your PAM

Engage the Marketing Services Bureau

Attend Live Meetings Fallon Emery will be setting up

10Partner Development CentreThe Partners Partner11Business Results = Business Growth

Growth Drives SizeSize Drives ProfitabilityGrowth =Increased ProfitabilityAbility to InvestCreation of Equity12ReadinessReadiness StrategyPartner Developer/ArchitectPartner MarketingSpecialistPartner SalesSpecialistPartner ProjectManagerPartner Application ConsultantPartner Owner/ManagerPartner PresalesSpecialistPartner TechnologyAcademyPartner MarketingAcademyPartner SalesAcademyPartner ProjectManagementAcademyPartner SolutionAcademyPartner LeadershipAcademyPartner PresalesAcademyDynamics Partner Academy

Dynamics Partner Academy

Partner Business Consulting

Partner Business Systems

?Partner Developer/ArchitectPartner MarketingSpecialistPartner SalesSpecialistPartner ProjectManagerPartner Application ConsultantPartner Owner/ManagerPartner PresalesSpecialistPartner TechnologyAcademyPartner MarketingAcademyPartner SalesAcademyPartner ProjectManagementAcademyPartner SolutionAcademyPartner LeadershipAcademyPartner PresalesAcademyDynamics Partner AcademyIdentify and address growth challengesImprove individual skills and organizational capabilitiesIncrease business insightSet company up for scale9/2/200913 2009 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.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.WPC 09, July 13-16The Partners partner

14PartnersBusiness Growth

AccreditationQuality ControlShaping

Business Strategy & GrowthSales ExcellenceMarketing Planning & ExecutionImplementationPre-Sales Microsoft Other Microsoft Other Microsoft Other Microsoft Other Microsoft Other

15Microsoft Growth ProgramsBusiness Diagnostic/Constraints WorkshopDedicated Sales/Marketing SupportDedicated Pre-Sales/PM SupportPipeline Review and Opportunity CoachingAssist 1st Marketing CampaignExecute 1st Marketing CampaignManagement SeminarWorkshops (Sales, Marketing, Projects, HR, Internal Project Management)

16As a business owner I dont have the time to plan and strategise our next moves. Nor do I have the people in my business whom I can talk to about my business growth challenges and how to transition. I see the PDC fills this gap, as a business advisor and sounding board, providing the direction I need to grow my business.

I see the PDC provides me the forum, tools, best practices, and people to help me achieve my business goals.

I gleaned significant value from the Sales/Marketing and Growth sessions.

These 2 days have made me realise that I need to plan for my next stage of growth.

I cant keep doing ad-hoc, ill planned marketing campaigns that arent measured and expect good results. I must have a marketing plan in place that the business can execute against.Dynamics Readiness AcademyPartner Developer/ArchitectPartner MarketingSpecialistPartner ProjectManagerPartner Application ConsultantPartner Owner/ManagerPartner PresalesSpecialistPartner TechnologyAcademyPartner MarketingAcademyPartner SalesSpecialist Partner SalesAcademyPartner ProjectManagementAcademyPartner SolutionAcademyPartner LeadershipAcademyPartner PresalesAcademy

* Delivered throughExisting CPLSWho Are The Consultants? What Services Are Offered?This is what a consultant looks likeand these are the services offered.12Tactical ServicesPractice Management

Practice Mgmt Workshop 3 days, $22K stand-alone, $1.5K / personPractice Mgmt Coaching 12 months, up to 50 hrs, $13,750

Sales

Advanced Sales Workshop 5 days, $18K stand-alone, $1.2K / personSales Mgmt Workshop 2 days, $1oK stand-alone, $1K / personSales Coaching 12 months , up to 50 hrs $13,750

Marketing

Diagnostic Business Case Workshop 3 days, $18K stand-alone, $1.2K / personPUNCH! Presentation Skills Workshop 2 days, $12K stand-alone, $900 / personStrategic Marketing Plan 1:1, $9KDelivery

Website Development 1:1, $25KWebsite Search Engine Optimization 1:1, $25K Delivery Management Workshop 3 days, $16K stand-alone, $1K / personPositionNeed To HaveNice To HaveMarket Analyst10+ yrs market research experienceExcellent communication skillsExcellent research and data analysis skillsMBAGood presentation skillsMarketing Workshop Trainer10+ yrs experience developing or executing ERP/CRM marketing programsExcellent communications, presentation and motivational skills5+ yrs interactive classroom training experienceGeneral business strategy skillsMarketing degreeMarketing SpecialistOutstanding creative skills5 yrs of marketing campaign developmentExcellent copywriter; good PMO skillsExperience developing ERP/CRM marketing campaign development and executionMarketing degreeSales Process AnalystHighly process orientedProfessional services sales experience10+ yrs of process and workflow analysisExcellent presentation skillsCPASoftware VAR business experienceERP/CRM sales and implementation experienceSales Skills TrainerMin 10 yrs of ERP/CRM software sales Excellent communications, presentation and motivational skills5+ yrs of interactive classroom trainingPrevious experience conducting ERP/CRM software sales skills training programsPractice Mgmt Advisor10+ yrs running a VAR practiceExcellent motivation skillsExcellent presentation and analytical skillsCPA or MBAWork experience at ERP/CRM software publisherPractice Mgmt Trainer10 yrs running a VAR practiceExcellent motivation skillsExcellent presentation and analytical skillsCPA or MBAERP/CRM software publisher work experienceProfessional business consultant experienceSEO AnalystExcellent analytical skillsExtreme research orientation2+ yrs SEO experienceCreative thinker and good writing skillsFriends at GoogleSEO professional contactsFamiliar with FTP programs, HTML, CSS, JavaScript, PHP, ASP, etc.AX Practice Specialist5+ yrs of MS Dynamics AX practice mgmtExcellent business mgmt skillsExcellent presentation and analytical skillsOwned or ran their own MS Dynamics AX (AXAPTA) consulting practice.Project Methodology Specialist10+ yrs of ERP/CRM project experienceFamiliar with Sure Step or similar methodologyExcellent communications & motivational skills5+ yrs interactive classroom training experienceCertified Project ManagerPrevious experience conducting ERP/CRM software project methods and mgmt training programsAllEntrepreneurial spirit, creative , comunicatorFun and experimentalBusiness software channel work experienceBusiness software publisher work experienceStrategic ServicesAs Is Assessment(1:1 on-site session, $15K)Strategic Transition Plan(1:1, $25K)Execution Coaching(12 months, up to 100 hrs, $37.5K)Ad Hoc($2-3K per day)Partner Leadership Academy Curriculum

Purpose Create growing, profitable partner practices Audience Partner Management/Owners StaffCompetencies Hard skills financial acumen, strategic thinking, mktg/sales management, services deliverySoft skills customer intimacy, org/talent development, coaching, communicationContent Strategic/tactical biz planning define goals, identify levers, prioritize investments...Financial management cash flow, investment strategies, finding capital...Strategic marketing identify and understand your niche, differentiation, image...Partner best practices KPIs, org structures, key processes, infrastructure... People management attract/develop/retain talent, compensation/incentives...Managing change executive communication, managing risk

20Partner Leadership Academy DetailsFinancial Management IPartner Business Models & P&Ls; Financial Compliance; Budgeting; Forecasting; Cash Flow Management(5 x 3-hours online, 2-day ILT workshop incl. simulation)Streamlining Services DeliveryHow to manage for optimal utilization and realization (3 x 3-hours online, 2-day ILT workshop)Running a SW FactoryHow to develop, distribute and maintain SW Solutions(3 x 3-hours online, 2-day ILT workshop)Rapid GrowthOrganizational transformationBalancing top line and bottom lineGetting from 25-75 employeesEconomies of ScaleOperational excellenceScaling up and outGetting from 75-250+ employeesAware(0-12 months in role)

Proficient(12-36 months in role)

Expert(>36 months in role)

Foundation BuildingBuilding a solid P&LEnabling growthGetting from 5-25Strategic and Tactical PlanningMarket & Competitive Analysis; SWOT; Differentiation & Verticalization; The 3-Year Plan; The 90-180-360 Day Plan(4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting)Managing Strategic ChangeExecutive Communication; Getting Buy-In at All Levels; Handling Resistance; Organizational Stress; Risk Management(5 x 3-hours online, 1-day ILT workshop incl. business simulation)Financial Management IIFinancial Benchmarking; KPIs & Scorecards; Growing Profitably; Raising & Managing Working Capital(4 x 3-hours online, 2-day ILT workshop incl. business simulation)Financial Management IIIDue Diligence; Mergers, Acquisitions & Divestments; Exit & Succession Planning; IPO; Estimating ROI(5 x 3-hours online, 2-day ILT workshop incl. business simulation)People and Organizational DevelopmentIdentifying & Recruiting Talent; Career Models; Aligning Objectives, Results & Compensation; Organizational Growth Models(4 x 3-hours online, 2-day ILT workshop incl. simulation)Achieving Sales & Marketing ExcellenceBuilding a Marketing Engine; Building & Managing Sales Teams; Effective Pipeline Management(4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting)Executive SummitNetworking; Peer Coaching; Topical e.g. Globalization, Surviving Recession, Doing Business in a SaaS World etc.(3-day facilitated workshop)Achieving Scale and ReachEnterprise Systems and Infrastructure; Implementing Standard Operating Processes; Managing Across Borders and Cultures(2 x 3-hours online, 2-day ILT workshop)AwareExpertProficient21Partner Readiness Offer FY 10Readiness Special Offer - A$5000 for 100 points

Monthly debit order option available

7 points per person per day for partners who purchase the $5k offer OR $399 pay as go to attend Partner Academy courses

20% Readiness Package Subsidy* limited numbers!

* Terms & Conditions apply. Email auspartr@microsoft.com for details.WPC 09, July 13-169/2/2009 2009 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.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.22

www.pdcaustralia.com23

www.pdcaustralia.com24

Next Steps & Take AwaysMicrosoft & the PDC building a comprehensive range of learning academy to help accelerate all parts of your businessReview and lock in your Readiness Plan with your PAMTake advantage of the readiness offer

28AppendixReadiness Details29Dynamics Partner Academy Schedule FY10Technology AcademySolutionAcademySales AcademyLeadershipAcademyMarketing AcademyPre-sales AcademyRapidstart for Microsoft Dynamics CRM 4.0 H2Dynamics CRM 4.0 Certification Courses Advanced TrainingEffectively Selling Solutions for Dynamics Partners H1Strategic & Tactical Planning H2Principles of Marketing Workshop H2Discovery2Win H1, H2Bring Sure Step Methodology to Action Workshop H2Dynamics CRM 4.0 Certification Courses CEO TrainingOpportunity Identification Skills for Technical Resources H1, H2Financial Management I H2Sell more with Microsoft: determining key growth areas and going after them workshop H2Demo2Win H1, H2Microsoft Dynamics AX 2009 Development Introduction Certification Training H1Dynamics CRM 4.0 Certification Courses - DDLSSelling Business Value H2Microsoft Dynamics NAV 2009 Development Introduction Certification Training H2Microsoft Dynamics AX 2009 Installation & Configuration Certification Training H2Identify Series H2Microsoft Dynamics AX 2009 Financials Certification Training H2Close Series H2Microsoft Dynamics NAV 2009 Financials Certification Training H2Accelerate Series H2Microsoft Dynamics GP 10.0 Financials Certification TrainingNote: - H1: Oct Dec 2009; H2: Jan June 2010Note - H1: Oct Dec 2009; H2: Jan Jun 2010WPC 09, July 13-169/2/2009 2009 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.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.30Contact & Registration Details

Partner Readiness Special Offer FY 10https://www.microsoft.com.au/events/register/home.aspx?levent=938683&linvitation

Readiness Schedule - Aug 09 Dec 09https://www.microsoft.com.au/events/register/home.aspx?levent=264880&linvitation

Australia Partner LIVEhttps://www.microsoft.com.au/events/register/home.aspx?levent=264880&linvitation

Blog / Twitterhttp://blogs.technet.com/auspartnertraining/http://twitter.com/msaureadiness

Contact usauspartr@microsoft.com31