microsoft business solutions 9 september 2003 microsoft business solutions 9 september 2003 nick...

Microsoft Business SolutionsMicrosoft Business Solutions9 September 20039 September 2003

Nick FletcherNick FletcherManager – Marketing & ProgramsManager – Marketing & ProgramsMicrosoft Partner GroupMicrosoft Partner Group

AgendaAgenda

Microsoft Business SolutionsMicrosoft Business Solutions Changing Market Creates OpportunityChanging Market Creates Opportunity Product DirectionProduct Direction Meeting Market Needs Through Meeting Market Needs Through

PartnershipsPartnerships How To EngageHow To Engage

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Building the Foundation for GrowthBuilding the Foundation for Growth

Compelling product Compelling product roadmaproadmap

Broad tools strategyBroad tools strategy Deep field Deep field

integrationintegration New brandNew brand

Q1Q1FY01FY01

Q2Q2 Q3Q3 Q4Q4 Q1Q1FY02FY02

Q2Q2 Q3Q3 Q4Q4 Q1Q1FY03FY03

Q2Q2 Q3Q3 Q4Q4

Deep Deep CommitmentCommitment

• 3,900 team 3,900 team members members

• 1,700 R&D 1,700 R&D headcountheadcount

• 6,000 partners6,000 partners• 260,000 260,000

customerscustomers

Deep Commitment to Business Deep Commitment to Business Applications OpportunityApplications Opportunity

Customer Priorities During Customer Priorities During IT DownturnIT Downturn

$ Billions$ Billions

Source: McKinseySource: McKinsey

15% CAGR Growth

15% CAGR Growth

Expected Total IT Expected Total IT Spend Growth During Spend Growth During

BubbleBubble Actual IT SpendActual IT Spend

Customer Customer PrioritiesPriorities

• Increase Increase efficiencyefficiency

• Reduce Reduce business riskbusiness risk

• Deliver Deliver measurablemeasurablebusiness valuebusiness value

• Connect Connect business business partners, partners, systems and systems and processesprocesses

• Manage Manage suppliers, suppliers, customers & customers & employeesemployees

Small and Mid-Market Solutions & Small and Mid-Market Solutions & Partners Group (SMS&P)Partners Group (SMS&P)

Market OpportunityMarket Opportunity AMI predicts $474B this yearAMI predicts $474B this year $860B by 2007$860B by 2007

Bottom line growth in IT spendBottom line growth in IT spend IT spend estimated at $420 billion todayIT spend estimated at $420 billion today IT spend expected to reach $750 billion by IT spend expected to reach $750 billion by

20062006

Partnership PotentialPartnership Potential We can not do it aloneWe can not do it alone

Business Applications Business Applications Segment Prime for Leadership Segment Prime for Leadership

Large MarketLarge Market UnderservedUnderserved New TechnologyNew Technology

TransformationalTransformationalOpportunityOpportunity

Business Applications Market Segment Large & FragmentedBusiness Applications Market Segment Large & FragmentedMarket Segment Size by CategoryMarket Segment Size by Category Market Segment Size by Customer SegmentMarket Segment Size by Customer Segment

Source: Industry and McKinsey Estimates

Source: IDC 5/03

License & License & Maintenance Maintenance

OnlyOnly ’’0202 ’’0606

MBS Segment ShareMBS Segment Share

’’02 ‘0602 ‘06

ERPERP $23B$23B $29B$29B 1%1% 3%3%

CRMCRM $ 7B$ 7B $ 9B$ 9B 0%0% 2%2%

TotalTotal $30B$30B $38B$38B 1%1% 3%3%

’’0202 ’’0606

MBS Segment ShareMBS Segment Share

’’02 ’0602 ’06

SMB/CASSMB/CAS $16B$16B $20B$20B 2%2% 4%4%

EnterpriseEnterprise $14B$14B $18B$18B 0%0% 0%0%

TotalTotal $30B$30B $38B$38B 1%1% 3%3%

Scalable Solutions Equipped Scalable Solutions Equipped to Serve a Broad Marketto Serve a Broad Market

UnderservedTCO too high

UnderservedNarrow footprint

FragmentedNo clear

global leader

Microsoft Strategic ISV Partnerships

Small Business1 - 25 PCs1 - 50 employees

Midmarket25 - 500 PCs50 - 1,000 employees

Corporate> 500 PCs> 1,000 employees

Enterprise

ISVsISVs

PartnersPartners

ANZ Market – By EmployeesANZ Market – By Employees

AustraliaAustralia New ZealandNew Zealand ANZ TotalANZ Total

TotalTotal 1,164,1001,164,100 281,340281,340 1,445,4401,445,440

20 to 4920 to 49 25,80025,800 5,5005,500 31,30031,300

50 to 9950 to 99 7,4007,400 1,5401,540 8,9408,940

100 to 499100 to 499 5,0305,030 1,0151,015 6,0456,045

500 to 999500 to 999 1,0701,070 220220 1,2901,290

1000+1000+ 300300 100100 400400

Sources: ABS 2002, Statistics New Zealand 2002, Microsoft Data 2002

ANZ Market is UnderservedANZ Market is Underserved

SegmentSegment MBS %MBS % MBS TotalMBS Total ANZ TotalANZ Total ANZ %ANZ %

20 to 4920 to 49 23.8%23.8% 283283 31,30031,300 0.9%0.9%

50 to 9950 to 99 21.9%21.9% 260260 8,9408,940 2.9%2.9%

100 to 499100 to 499 31.2%31.2% 371371 6,0456,045 6.1%6.1%

500 to 999500 to 999 6.0%6.0% 7272 1,2901,290 5.6%5.6%

1000+1000+ 0.3%0.3% 33 400400 0.8%0.8%

Sources: ABS 2002, Statistics New Zealand 2002, Microsoft Data 2002

Opportunities for new customers across all employee segments

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Microsoft Delivers the Best Solution Microsoft Delivers the Best Solution Offerings to Small and Medium BusinessesOfferings to Small and Medium Businesses

Solution Categories:Solution Categories:Sales, Marketing, Service Sales, Marketing, Service

Solution Categories:Solution Categories:Financials, Human Resources, Financials, Human Resources,

Payroll, Project ManagementPayroll, Project Management

Solution Categories:Solution Categories:Inventory, Sales Orders, Inventory, Sales Orders,

Purchasing, E-commerce, Purchasing, E-commerce, Retail Management, Retail Management,

Manufacturing Manufacturing

Enterprise Enterprise ResourceResource

ManagementManagement

AnalyticsAnalytics

Customer Customer Relationship Relationship ManagementManagement

Supply ChainSupply ChainManagementManagement

Solution Categories:Solution Categories:Analysis and Reporting, Analysis and Reporting, Forecasting, BudgetingForecasting, Budgeting, , ConsolidationConsolidation

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Productivity Through IntegrationProductivity Through Integration

Vince CordiVince CordiPartner Account ManagerPartner Account ManagerSmall and Mid-Market Solutions & PartnersSmall and Mid-Market Solutions & Partners

Solution Categories:Solution Categories:Sales, Marketing, Service Sales, Marketing, Service

Solution Categories:Solution Categories:Financials, Human Resources, Financials, Human Resources,

Payroll, Project ManagementPayroll, Project Management

Solution Categories:Solution Categories:Inventory, Sales Orders, Inventory, Sales Orders,

Purchasing, E-commerce, Purchasing, E-commerce, Retail Management, Retail Management,

Manufacturing Manufacturing Connecting Connecting CustomersCustomers

Enterprise Enterprise ResourceResource

ManagementManagement

AnalyticsAnalytics


Supply ChainSupply ChainManagementManagement

Solution Categories:Solution Categories:Analysis and Reporting, Forecasting, Analysis and Reporting, Forecasting, BudgetingBudgeting, , ConsolidationConsolidation

Empowering Empowering EmployeesEmployees

Integrating Integrating Business PartnersBusiness Partners

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Delivering Business Delivering Business InsightInsight

Broad FunctionalityBroad Functionality& Tight Integration& Tight Integration

Extending Beyond The ApplicationExtending Beyond The Application


Transfor-Transfor-mational mational Apps V2Apps V2


CRM 1.0 CRM 1.0 Business Business Portal 1.0 Portal 1.0 Business Business

Network 1.0Network 1.0




Microsoft Business Solutions’ Microsoft Business Solutions’ Twofold Development Strategy Twofold Development Strategy

TodayToday

2004-20052004-2005

2005-20062005-2006

Current ERP Solutions

Retail& POS

BusinessIntelligence



Breakthrough Breakthrough Migration and Migration and

Investment Investment AssuranceAssurance

TransformationalApplications

Major Upgrades Coming Major Upgrades Coming Across All ProductsAcross All Products

Calendar Q2 2003Calendar Q2 2003

Great Plains Great Plains Release 7.5Release 7.5 Calendar Q3 2003Calendar Q3 2003

Navision 4.0Navision 4.0

20042004

AxaptaAxapta

New Solutions Deliver Opportunities New Solutions Deliver Opportunities For Transformational ValueFor Transformational Value

Nov 2002Nov 2002

Retail Retail ManagementManagement

Professional Professional Services Services AutomationAutomation


December December 20032003

June 2003June 2003

Business Business PortalPortal

Microsoft Microsoft BusinessBusinessNetworkNetwork

To Be To Be DecidedDecided

Great Plains 7.5

Great Plains 7.5Navision 4.0Navision 4.0

AxaptaAxapta

20032003

20042004

20022002


BusinessBusinessPortalPortal

Retail Retail ManagementManagement

Professional Professional Services Services AutomationAutomation

Microsoft Microsoft Business Business NetworkNetwork

R&D Investments Support R&D Investments Support Significant Short Term Innovation Significant Short Term Innovation

Transformational Transformational Apps in 2005Apps in 2005

Opportunity OverviewOpportunity Overview

Expanding opportunity in this marketExpanding opportunity in this market Microsoft is investing – R&D and in the Microsoft is investing – R&D and in the

FieldField Revenue growth Revenue growth More customersMore customers Partnership for successPartnership for success

ERM PartnershipsERM Partnerships

Axapta, Great Plains and NavisionAxapta, Great Plains and Navision Authorisation fee $5,000 with $3,000 Authorisation fee $5,000 with $3,000

renewalrenewal Training modelTraining model Minimum certification requiredMinimum certification required Business planning and account Business planning and account

managementmanagement People focused, and domain knowledgePeople focused, and domain knowledge Margins and brandingMargins and branding What do you bring in that’s new?What do you bring in that’s new?

User Interface and ReportingUser Interface and Reporting


Great Plains StandardGreat Plains Standard

Better suited to lower mid-marketBetter suited to lower mid-market Lowering the bar for a new channelLowering the bar for a new channel No authorisation fee, still a renewalNo authorisation fee, still a renewal Immediate access to trainingImmediate access to training NDA, NFR software, reduced NDA, NFR software, reduced

certification, and then sellcertification, and then sell Standard only, Edition more commitmentStandard only, Edition more commitment Domain knowledge still importantDomain knowledge still important

Customer Relationship Customer Relationship ManagementManagement CRM – open licensing modelCRM – open licensing model Graduated margins – certification Graduated margins – certification

necessarynecessary Online, classroom and certificationOnline, classroom and certification Installation, Application and Installation, Application and

Customisation, Development to comeCustomisation, Development to come Strong customer interest todayStrong customer interest today

Customer Relationship Customer Relationship ManagementManagement Required skills and knowledge:Required skills and knowledge:

CRM domain experience CRM domain experience Microsoft WindowsMicrosoft Windows 2000 Server 2000 Server Microsoft Exchange 2000 Microsoft Exchange 2000 Active Directory Active Directory Microsoft CRM trainingMicrosoft CRM training

Visit:Visit: www.microsoft.com/CRMwww.microsoft.com/CRM E-mail:E-mail: [email protected]@microsoft.com

Retail Management SystemsRetail Management Systems

Lead Partner – POS PartnersLead Partner – POS Partners Authorisation fee $3,000 with $3,000 Authorisation fee $3,000 with $3,000

renewal, 20 incident support callsrenewal, 20 incident support calls Margins and engagementMargins and engagement Support and training via POS PartnersSupport and training via POS Partners

Contact:Contact: Richard RansonRichard Ranson Phone: Phone: 02 9809 666602 9809 6666 Email:Email: [email protected]@genarc.com.au

Investments Provide New Wave of Investments Provide New Wave of Opportunities for Partners and ISVsOpportunities for Partners and ISVs

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ProprietaryProprietaryMiddlewareMiddleware

ISV Horizontal ISV Horizontal Functionality Functionality

ISV Industry ISV Industry Functionality Functionality

ISV Vertical ISV Vertical Functionality Functionality

Functionality Functionality Gap Solved by Gap Solved by CustomizationCustomization

Microsoft Business Framework Microsoft Business Framework (Visual Studio)(Visual Studio)

ISV Vertical, ISV Vertical, Industry & Industry & HorizontalHorizontal

FunctionalityFunctionality

ISV Vertical ISV Vertical & Industry& Industry

FunctionalityFunctionality

Unrealized Customer NeedsUnrealized Customer Needs

Windows Server 2003Windows Server 2003

Interfacing With Third PartiesInterfacing With Third Parties


ISV PartnershipsISV Partnerships

Immature programsImmature programs Focus on being a resellerFocus on being a reseller Great Plains an exceptionGreat Plains an exception Visual Studio.NETVisual Studio.NET Engage with us!Engage with us!

Partners PartneringPartners Partnering

MBS Partners need infrastructure MBS Partners need infrastructure assistanceassistance

Customers that need business Customers that need business applicationsapplications

Online solution and partner tool being Online solution and partner tool being developeddeveloped

Engage with us!Engage with us!

Call to ActionCall to Action

If you are interested in learning more If you are interested in learning more about a MBS Partnership:about a MBS Partnership: Visit: Visit: www.microsoft.com/businesssolutionswww.microsoft.com/businesssolutions Contact:Contact: Katherine Le CountKatherine Le Count Phone: Phone: 07 3218 701907 3218 7019 Email:Email: [email protected]@microsoft.com

Information on training:Information on training: Contact: Contact: Sharon SchoenbornSharon Schoenborn Phone: Phone: 02 9870 209302 9870 2093 Email:Email: [email protected]@microsoft.com

© 2003 Microsoft Corporation. All rights reserved.© 2003 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only and it covered under a Non Disclosure Agreement. MICROSOFT MAKES NO WARRANTIES, EXPRESS This presentation is for informational purposes only and it covered under a Non Disclosure Agreement. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.OR IMPLIED, IN THIS SUMMARY.

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