Microsoft Dynamics AX 2009 Partner Sales Readiness SeminarHubert & Anouk | 23-04-2008

Seminar Objectives• Wat is de waarde propositie van Dynamics AX 2009• Wat zijn de USP’s (unique selling points)?

Hoe kunt u die het beste demonstreren?• Hoe zal Dynamics AX 2009 u kunnen helpen in

competitieve situaties• Het identificeren van “Business Issues” &

klantpijnpunten die door Microsoft Dynamics AX 2009 geadresseerd worden

• Overzicht van alle hulpmiddelen & resources die er voor u zijn

• Positionering Dynamics AX 2009 (Branches / Segment / Competitie)

• Overzicht van de Launch Planning in Nederland – hoe kunt u aanhaken. Wat verwachten wij van u?

Agenda Deel 1 (Anouk)• New Features and Technologies in

Microsoft Dynamics AX 2009 & uitgebreide demo’s

• System Architecture and Pricing• (Pre) Sales Tips

– Demo to Win– Demo Show Case– Objection handling

• Conclusies & samenvatting• Call To Actions

Seminar Agenda Deel 2 (Hubert)• Dynamics AX 2009

– Branches• Voor welke branches is Dyn AX 2009 geschikt?• Waar doen wij momenteel onze business• In welke branches willen wij nog meer business gaan doen? (MABA)

– “Target Customers”• Per Industrie / Per grootte / Per Segment / Per Type

– Discussie• Welke branche gaat u voor?• Heeft u al voor een segment gekozen?• Welke oplossing gaat u hiervoor inzetten? • Hoe zit het met de fit van Dynamics AX 2009 met deze branche?

• Competitie

• Dynamics Awareness Onderzoek

• Call To Actions

Seminar Agenda Deel 3 (Hubert)• Launch Doelstellingen• Launch Planning

– To Partner– To Customer– To Prospect

• Event in a box• Call-To-Actions• Eind conclusie & samenvatting

Introductie• Wie ben je• Wat is je ervaring met AX tot nu toe• Noem a.j.b. 1 vraag waar je vandaag

absoluut antwoord op wilt hebben• Hoe gaat jouw organisatie zich proberen

te onderscheiden in de Markt?• Hoe zal Dynamics AX (2009) daarin

kunnen helpen?

Deel 1: Dynamics AX 2009

Om in de stemming te komenDynamics AX 2009

Microsoft Dynamics AX 2009Take your business into the future

Improve productivity

Compete globally

Manage change

Simplifycompliance

Improve Productivity• Customer Challenges (“Pains”)

– Software is difficult to learn and use– Difficult to figure out how to perform tasks, what to do

next– Unable to access reports, forms, data critical to

completing my work– Unable to convert data into meaningful information

required for decision making– Need to go to the IT department to get reports – Excess time spent creating reports in Excel– Collaboration with team members is time consuming

• Who will be experiencing these challenges?– All users (financial, purchasing, sales)– All management

Improve ProductivityHelp people work smarter and fasterBenefits Microsoft Dynamics AX

2009 Capabilities

• Manage work more effectively

• Make informed decisions• Customize own reports and

intelligence • Enhance collaboration• Easy access to information

• 32 new Role Centers, familiar userexperience , easy navigation, task lists

• Enhanced Business Intelligence including pre-defined analysis cubes, role tailored reports, self-service reporting, performance dashboards

• Unified communication and presence information, Global Address Book

• Enterprise Portal, Microsoft Dynamics Client for Microsoft Office enables affordable access for all employees

Improve Productivity

demo

Enhanced Business Intelligence

SharePoint Server

DELIVER

ReportsDash

boardsExcel

WorkbooksAnalyticViews

Scorecards Plans

END USER TOOLS AND PERFORMANCE MANAGEMENT APPS

ExcelPerformancePoint

Server

BI PLATFORMSQL Server

Reporting ServicesSQL Server

Analysis Services

SQL Server RDBMS

SQL Server Integration Services

Enhanced Business Intelligence

Microsoft Dynamics AX Database

Reporting Services

Microsoft Dynamics AX Role

CentersExcel

Conclusie • Self Service BI• Rolgebaseerde UI: WSS of MOSS 2007

• Unified Communications: office communication server (OCS)– office communicator, unified worklist en global adress book in AX

Voordelen- Meer gebruikers toegevoegde waarde in toegang tot ERP- Makkelijker intuitief navigeren (webbrowser, listpage,

areapages) – leercurve kleiner - Continue accurate info gefundeerde beslissingen- Efficient communiceren – snel actie nemen – juiste

contactgegevens- BI voor iedereen via bekende tools maar voordelen van

Dynamics AX business logica en security control- …

Call To Action• Sales – Marketing:

• Verticalisatie van rolcenters, BI mogelijkheden, list- en areapages

• BI propositie• “ Unified Communication”

– Ga zelf met OCS ad slag– Start gesprek met klanten…– Zoek partnership UC (NecPhilips, Dimension Data, E-

Office, Actis, HP,.…link– Information Worker – UC competentie

• Consultants – Developers:– AX What’s New features (technisch – functioneel)– Windows Sharepoint Services (WSS) …MOSS 2007 – SQL BI – SQL BI Development Studio (Visual Studio)

Microsoft Dynamics AX 2009Take your business into the future

Improve productivity

Manage change

Manage Change & Growth• Customer Challenges (“Pains”)

– Software is not easy to adapt or customize to new or changing business processes

– Software is not upgradeable once it has been customized– Software doesn’t support best practices or business processes in place– Need to add hardware to support growing transaction volumes– Software supports business processes in one division but not in another– Need to add programmers to support changing needs of organization– Existing software unable to handle the business complexities that larger

enterprises in multiple jurisdictions typically encounter • Consolidation of divisional accounts• Shared AR and AP services• Manual rollups, spreadsheets, imports/exports, improper financial

controls

• Who will be experiencing these pains?– CIO; IT Manager– CEO– Management – Financial, Supply Chain, Sales & Marketing– Users

Manage Change & GrowthHelp businesses to be flexible and adapt to the user and market demands

Benefits Microsoft Dynamics AX 2009 Capabilities

• Increase organizational agility

• Adapt internal processes to changing demands

• Easily operate your business across multiple companies with centralized deployment and shared service center

• Grow with a long-term solution

• Workflow capabilities• Strong improvements in

performance and scalability• Intercompany eliminations and

allocations• Shared AP and AR service

support; centralized payments

Workflow Overview

Workflow Template Workflow

Workflow Instance

Jim Enters Expense Report

ConfigurationDesign

Workflow Begins

Expense Approval

Expense Report Posted

Workflow Completed

Frank Approves All

Sue Approves if >

$5K

Ann Approves if >

$10K

Manage Change & Growth

demo

Workflow• A business process that is “embedded” into the system• Out-of-the-box templates• Easy to configure and adapt• Delegate• Safe limits

– Single approver– Multiple approvers– Majority of approvers / percentage of approvers– 1st line manager

• Approval based on role, hierarchy or user• Escalation • Supports multiple languages• Version controls

Out-of-the-Box Workflow Templates • General Ledger

– General journal, ledger allocations, fixed assets, fixed assets budget

• Accounts Receivables– Payment journal, draw bill of exchange journal, protest bill of exchange journal,

redraw bill of exchange journal, remittance journal, settle bill of exchange journal

• Accounts Payables– Invoice register, invoice approval journal, invoice journal, payment journal, draw

promissory note journal, redraw promissory note journal, remittance journal, settle promissory note journal

• Trade and Source– Purchase requisition approval

• Project Accounting– Project purchase requisition approval

• Expense Management– Cash advance request template, expense template, non-project line item workflow

template, project expense line workflow template

Conclusie • Role Center: Enterprise Portal (WSS of MOSS2007) –

ASP.net

• Workflow: Templates configureren in AX, MorphX Development, Windows Workflow Foundation – hosted in IIS

Voordelen- Meer gebruikers toegevoegde waarde in toegang tot ERP via

nieuwe functionaliteit: expense management, aankoopaanvraag,…via het web – single sign on

- Meer functionaliteiten (workflow, shared service center, …)out of the box om in te spelen op behoefte prospecten

- Business analyst kan workflow aanpassen via configuratie van templates – approval hierarchie - policies

- Gebruiker: notifications, delegation, escalation- Developer: Integratie standaard Microsoft .NET technolgie- …

Call To Action• Sales en Marketing:

• Verticalisatie van rolcenters en workflow templates

• Portal propositie• Upsell: nieuwe modules en functionaliteit voor

bestaande klanten• Compelling events bij nieuwe klanten obv nieuwe

functionaliteiten• Virtualisatie

• Consultants – Developers: • AX What’s new functioneel• SQL 2008 – Windows Server 2008• ASP.net development (visual studio)– Enterprise

portal• Windows Workflow Foundation – Internet

Information Services

Microsoft Dynamics AX 2009Take your business into the future

Improve productivity

Compete globally

Manage change

Compete Globally• Customer Challenges (“Pains”)

– Software can’t adapt as new warehouses and production centers are added – manual or cumbersome supply chain management

– Need for third party programs to fill in gaps in functionality– Difficult or time consuming to share information or collaborate with

partners, suppliers and customers– Missed opportunities– Existing software unable to accommodate expansion into new countries

and jurisdictions• Language requirements• Taxes• Regulations

• Who will be experiencing these challenges?– CEO, CFO, Accounting Department at HQ and Subsidiary Locations– Everyone at Subsidiary Locations, Supply chain, Sales– IT Manager; CIO

Compete GloballyManage the complexities of a global organization by consolidating and standardizing processes and providing visibility across your organization

Benefits Microsoft Dynamics AX 2009 Capabilities

• Expand into new countries• Consolidate, standardize

and manage business processes across multiple sites

• Capitalize on new opportunities

• Collaborate more effectively with supply chain partners

• Grow with a long-term solution

• Multi-Site capabilities• Support for 40 languages• Localized for 36 countries• Support for bi-directional

(Arabic) languages• Service-oriented architecture

that can adapt to changes in process or business model

• Enhanced support for Web Services

Contoso Entertainment

Site 1Prod Unit 1

Work Center 1

Work Center 2

Prod Unit 2

Purchase Warehouse

Sales Warehouse

Production Warehouse

Quarantine Warehouse

Site 2

Main Warehouse

Site 3

Production Warehouse Prod Unit

Work Center

Site Warehouse Production Unit

Multi-Site Structure

• Production ”dimension”

• Unique per site

• Geographic location• Confined within

company• Linked to financial

dimension

• Must be within site• Unique within

company• Cannot be shared• Hold inventory

Compete Globally

demo

Multi-Site CapabilitiesEnables• Visibility into raw materials, inventories, transactions over

multiple sites• Multi-site sales and purchasing

– Track Sales and PO’s at different sites and movement of materials, inventory between sites

– Site specific vendors– Site specific item settings

• Site specific production– BOM and route per site– Site specific production parameters– Master planning across sites

• Decentralized pick/pack/ship by site• Cost control by site

Conclusie • Multisite voor SCM en finance• AIF: Services Oriented Architecture (SOA)• Consolidatie landenfunctionaliteit: Turkije, Oost

Europa, CO (Brazilie, China, Japan, Thailand, Arabische landen) en India

Voordelen- AIF – SOA: flexibiliteit met webservices (WCF, standaard

MSFT technologie)…niet alles in ERP oplossing coderen IT afdeling

- Multisite concept – beter inzicht SCM- Finance…in lijn met Tier 1 competition (midmarket players geen goeie fit)

- AX kan meegroeien met klant zijn internationisatieslag op 1 enkele instance (lage TCO)

Call To Action• Sales en Marketing

– AIF = USP tov concurrentie– Multisite: reden om te upgraden –

verruiming prospecten– Consolidatie landenfunctionaliteit: snelheid

implementatie

• Consultants – Developers– What’s New AX functioneel/Technisch– Windows Communication Foundation – Web

services voor Developers

Microsoft Dynamics AX 2009Take your business into the future

Improve productivity

Compete globally

Manage change

Simplifycompliance

Simplify Compliance• Customer Challenges (“Pains”)

– Experiencing high costs and burden of compliance

– Penalties for failed regulatory compliance– Loss of stakeholder’s trust and confidence

• Who is experiencing these challenges?– CEO– CFO

Simplify ComplianceReduce risk and liability associated with corporate governance and regulatory compliance

Benefits Microsoft Dynamics AX 2009 Capabilities

• Improved internal controls to mitigate risks

• Improved visibility of internal controls

• Help reduce total cost of compliance

• Respond quickly to compliance related demands

• Windows Workflow Foundation, built-in security, consistent processes

• Compliance Center; sharing compliance documents & evaluation of controls

• Digital Signatures• Global Address Book• Self service reporting tools

enable creation of ad-hoc compliance related reports

Simplify Compliance

demo

Conclusie • Compliance Center:

– Enterprise Portal obv SOX requirements– Task recorder– Rapportage

Voordelen- Compliance niet langere een hoge kost:

documentatie/oderhoud nu out of the box: task recorder, document templates, out of the box rapporten (midmarket players behind on this point)

- Security system: single sign on – AD integratie – user group set up met permissions, tools als database logging, laten makkelijk audit trails toe (geen enkele competitor kan dit bieden…)

Call To Action• Sales – Marketing:

– Uitbreiden van Compliance Center met industry requirements, standards, best practices

– Compelling event bij prospecten

• Consultants – developers– AX What’s new readiness

Major New Functionality• Expense Management (Enterprise Portal only) –

credit card processing• Customer Returns Management• Quality Control and Management• Improved Procurement Capabilities

– Purchase Requisitions– Request for Quotes– 3 Way Matching

• Major Enhancements to Supply Chain Management– Planning and Scheduling– Collaboration and Integration between Engineering,

Operations, Sales and Finance– Improved Execution Processes

Major New Functionality• Enhanced CRM

– Lead & Opportunity Management through Enterprise Portal

– Deeper Integration with Microsoft Exchange– AX and Dynamics CRM integration: no new timeline

defined

• HR and Payroll• Major Enhancements to Project Planning

– Integration to Production– Integration to Microsoft Project– Hierarchical Work breakdown structure– Integration to Purchase Order & Expenses– Cash Flow by Project

Major New Functionality• Finance

– Shared service centre concept: intercompany features, centralized statements and payments,…

– Print management– Save invoice– Budgetting– Fixed Assets– Voucher templates

Microsoft Dynamics AX 2009Take your business into the future

Improve productivity

Compete globally

Manage change

Simplifycompliance

Conclusie: • Horizontaal

– Finance– Outlook integratie – global address book - UC– Expense management – purchase requisition– Mobiele oplossing– Dynamics Client for Office– Role centers - BI

• Profesional Services– Project (productie/project server) – CRM

• Manufacturing – Distribution - Retail» Multisite - Quality control» Shipment Carrier - WMS improvements

Call to action - Readiness• Sales en Marketing:

• Seminars• Partner voorjaarsupdate• Sales - Marketing Webcasts• Nieuwsbrieven

• Presales• What’s new Technical – Functional manuals – ½

dag• Presales Seminar (zomer-najaar)

Call to Action - Readiness• Consultants:

– User Experience guidelines– What’s new functional training ( 2-3 dagen CPLS)– Webcasts Specifiek:

» Project Server» BI consultants: Performance Point Server» Information Worker - Collaboration : WSS – MOSS

2007

• Developers• User Experience guidelines• What’s New technical training ( 2- 3 dagen CPLS)• .NET stack: BI, WF, WPF, WCF, .ASP.net• MOSS 2007 – Windows Sharepoint Services

System Architecture, Licensing and Pricing

System Architecture

System Requirements• Network idem : < 5 msec en 100 MB/sec• .NET framework 3.5 en windows installer• Server computers

– Windows server 2003 or 2008, IIS 6.0 and ASP.NET 2.0– SQL 2005 (sp2), SQL 2008, Oracle 10g R2 (access SQL)– MOSS 2007 sp1 or WSS 3.0 sp1– AIF – Windows Software development Kit (SDK)– BTS 2006 – BTS 2006 R2

• Client– Vista, XP, IE 6.0 sp2 or 7.0 or Mozilla Firefox– Office XP …preferred Office 2007

• Development: Visual Studio 2008

64 bit?Component Runs on a 64-bit operating system

Runs in 32-bit mode on a 64-bit operating system

Notes

Application files Yes N/A

Application Object Server (AOS)

Yes No

Client No Yes

Role Centers and Enterprise Portal framework

Yes No

Workflow Yes No

Analysis extensions Yes No

Reporting extensions Yes No

The 32-bit version of SQL Server Reporting Services can be installed on a 64-bit operating system. However, the Microsoft Dynamics AX reporting extensions are not supported in this scenario.

Reporting tools No Yes

Synchronization service Yes No

Synchronization proxy Yes No

Application I ntegration Framework (AI F) Web services

Yes No

BizTalk adapter Yes No

.NET Business Connector Yes Yes

Both the 32-bit and 64-bit versions of the .NET Business Connector are installed when you are using a 64-bit operating system.

Hardware RequirementsThe minimum hardware required to install and run Microsoft

Dynamics AX includes: – Intel Pentium/Celeron family or compatible Pentium III Xeon or higher

processor minimum; 1.1 GHz or higher recommended – 512 MB RAM or more recommended – 1 GB or more hard disk space – Super VGA (1024x768) or higher resolution monitor – DVD drive (required for installation from DVD)

Actual requirements will vary based on your system configuration and the applications and features that you install:

– Number of transactions per hour – Number of concurrent users – Number of concurrent Enterprise Portal users – Number of remote connections – Number of locations

Dynamics Client for Office

Microsoft Dynamics AX 2009 Licensing Options

Mobility Solutions

for Microsoft Dynamics

AX

Full Client

Business Essential

s

Advanced Managemen

t

SharePoint-based

Portal (EP)

Snap FRx

SharePointServer

Other Office Business Applications

Concurrent Named Named

Business EssentialsFunctionality AditionalFinancials IFinancials II (Advanced Ledger)Fixed AssetsUnlimited Virtual CompaniesThree DimensionsCompany Accounts (Unlimited)Domains (Group of companies)Dimensions (Additional, each.) ABusiness AnalysisTradeTrade AgreementsLogisticsHuman Resource Management I (HRM I) (incl. 100 HR Records)Human Resource Management II (HRM II) AEnterprise Portal FrameworkApplication Integration Framework (AIF)First LanguageAdditional languages (each) ABUS Layer Runtime (Horizontal and Vertical add-ons)Windows MorphX Development SuiteSecurity & User Management & User GroupsVAR Layer Runtime Menu Designer/IntelliMorphX++ - Source Code (Including CUS layer and VAR+BUS runtime) ADatabase logElectronic BankingRecord Level Security

Advanced ManagementFunctionality AdditionalFinancials IIICompliance ManagementCost Accounting I-IV APurchase RequisitionWarehouse Management I (II = A)Intercompany ADemand Planner 2.0 Users (includes both Power Base and Collaborative) AResourcesProduction I (II en III = A)Master PlanningProduct Builder AQuality Management SolutionShop Floor Control I (Time & Attendance) AProject I (II= A)Marketing Automation, Telemarketing, Sales Force en Sales ManagementMicrosoft Dynamics CRM Server - delivered with the purchase of your first Microsoft Dynamics CRM CALService Management - Subscription AHuman Resource Management I (HRM I) (incl. 100 HR Records) ASales Representative Role, Consultant (internal role) AQuestionnaire, HRM, PBA,.. for Enterprise Portal AExpense ManagementMicrosoft Dynamics Client for Microsoft Office and Windows Sharepoint Services AMicrosoft Dynamics Client for Microsoft Office and Microsoft Office Sharepoint Server AMobile Solutions for Microsoft Dynamics AX AMicrosoft Dynamics External Connector ABalanced Scorecard ABusiness Process Mgmt AQuestionnaire I - II AMDIS Functionality A

Microsoft Dynamics Client for Office (DCO)• Why Is It So Important?

– Good value for customers; expand usage and adoption– Simplify and align licensing of light usage– Revenue generation based on increased customer

penetration– Competitive answer to SAP (Duet)

• Licensing– Named user – 130 EUR for Windows SharePoint Services (WSS)– 265 EUR for Microsoft Office SharePoint Server version– Only available to new customers licensing Advanced

Management – Only available to internal employees (not customers or

vendors)

Mobile solutions for Microsoft Dynamics

Mobile Business Applications

Mobile Sales ISV & PartnersApplications

Mobile Development Tools

Dynamics Mobile• Client access license includes

– All mobile solution modules (Mobile Sales and future solutions) AND

– Access to ISV applications via the Mobile Development Tools

• Microsoft Dynamics AX Mobile CAL: 330 EUR per named user

• Presrequisite: SQL Server CAL ($190 per named user on the AX pricelist, or $5000 per processor for unlimited users)

• Orderable from the Microsoft Dynamics AX pricelist (AM)

Pricing• No Changes Except as Noted Below• New License Keys

– Expense Management MBL: $5,000 USD (in AM package)– Purchase Requisitions MBL: $2,000 USD (in AM package)– Language (Arabic) MBL: $2,860 USD (or ala carte for

BRL)– Finance III MBL: $1,500 USD (in AM package)– Compliance MBL: $1,000 USD (in AM package)

• Merged License Keys– Product Builder I,II, III, IV

• Replaced/Removed License Keys– Process Industries TQM (Replaced by QMS)– Microsoft Dynamics AX for Life Sciences (Discontinued)– Business Connector – no longer available for BE customers;

replaced in AM by Microsoft Dynamics Client for Office– Enterprise Portal Web Users moved to DCO in Microsoft Dynamics

AX 2009 (3:1 ratio)

Licensing case• 50 concurrent users – operations team• 20 webusers(consultant role)• Men wil gebruik kunnen maken van SQL

Reporting Services & SQL Report Builder• 30 interne gebruikers – offertes maken en

Excel rapportage• Men wil integreren met een externe

applicatie ve leverancier om orders uit te wisselen

• Klanten toegang geven om orders op te volgen

• Men heeft 10 mobiele werknemers

Licentiefile

Microsoft Office Excel 97-2003 Worksheet

AX 4 orders after RTM?

• Previous practise of 90 days to purchase new licenses for both current & previous version stopped

• Once AX 2009 launched, must purchase new licenses from AX 2009 price list

• If customer wants new AX4 license, can buy AX 2009 & then downgrade (code letter) to AX4

• No time limit (as long as product supported)

Upgrade - Migration• Licensing perspective: module based or

transition to BRL• AX 2009 code available in June…

technical/functional material available• Readiness: 1- day upgrade classes

coming up in summertime• AX 3.0 to AX 2009 supported• Code productivity upgrade tools available• Large performance improvements data

upgrade (parallel and batch framework)

Pricing " MSFT Stack" • Performance Point Server

– 20.000 USD server and 195 USD CAL

• Dynamics CRM (enterprise)– 5.000 USD Server – 999 USD CAL (full)

• Office Communication Server – Project Server

http: //www.microsoft.com/licensing/mla

Sharepoint

http://office.microsoft.com/en-us/sharepointserver/FX102176831033.aspx

SQL

http://www.microsoft.com/sql/howtobuy/default.mspx

Presales Resources

Presales Seminar• How to demo new features AX 2009

– Compliance, Reporting, Budgetting– SCM – Quality management– Warehouse management– PBA– Trade and Source– Production and Planning

• ….Case studies and customer scenariosAugust/Septembre

Demo2win

- Democrimes- Demoscenes: TST- Value >< Benefits

8 mei BarneveldAfspraak PTS

GOOD IS THE ENEMY OF GREAT!!!

DemoShowCase

Showcase

demo

Partner Launch Community• Groove workspace AX 2009 Partner

Community– Wat is Groove?– Toegang – installatie (office 2007 ultimate of trial versie 2

maanden)– System Requirements (windows XP sp2 of vista – 1 GB deel

wordt weer vrijgemaakt na install)Note: open ruimte info bekend!!!

• Content– Files: ppts, recording, tips en tricks (bv. VPC), Readiness

Documenten (hands on labs)– Discussions:

• Nieuwtjes drop (geen vraag en antwoord)

Call To action• Readiness: web casts, live meeting, CPLS

training• Groove Workspace toegang• Download Materiaal: VPC,

Demoshowcase, Pricelist,…• Partnerships UC, AX Mobile• Propositie: BI, Portals (information

worker)• Plan 1-1 PTS

Open deuren…• Wat vind je van AX2009?• Wat zou impact kunnen zijn voor jou

business/klanten/prospecten?• Wat miste je in deze sessie?• Welke “ objections” zie je en hoe zouden

we deze kunnen tackelen…

A Milestone Release…Balanced sheet posting of Fixed price

Integration with MS Project Server

Hierarchical Activities

User-defined Project Stages

Centralized Payments

Centralized Cash Receipts

Centralized Customer StatementsEliminations

Intercompany Allocations

Enterprise Model

Reverse Financial Entries

Compliance Center

Additional Financials Dimensions3-way matching

Workflow Budget Revision History30+ Role Pages

Ledger Account Categories

Miscellaneous Charges

1 400+ new features and improvements

2 Record scale and performance

3 Setting the bar in innovation

Microsoft Dynamics AX 2009 benchmark transactions faster with compression on SQL Server 2008

Throughput Scalability

+ +

RoleTailored UX Unified Communication

DigitalSignature

RealWorldSOA

+ +‘etc…’

Returns Management

Purchase Requisition

Purchase Requisition Packing Slip Based Invoices

Service Order Gant Chart Service Consumption Reporting

Streamlining Picking ProcessMulti Site Costing Multi Version Item Costing

Activation of Refill Pallet Transport

Project Price Groups

Project Control

Global Address Book

Cash Advance Requests

Shipment Carrier Integration Time Zone Support

Additional Resources• Launch Portal for Microsoft Dynamics AX 2009

https://mbs.microsoft.com/partnersource/sales/salestools/productfactsheets/MD_AX50_LaunchPortal

• What’s New in Microsoft Dynamics AX 2009 Fact Sheethttps://mbs.microsoft.com/partnersource/sales/salestools/productfactsheets/MD_AX_WhatsNew_FS

• Microsoft Dynamics AX 2009 Price List and Supplementhttps://mbs.microsoft.com/partnersource/resources/pricing/pricing/

• Microsoft Dynamics AX Compete Landing Pagehttps://mbs.microsoft.com/partnersource/products/axapta/Compete.htm

• Web Services Available in Microsoft Dynamics AX 2009

Microsoft Office Word Document

Deel 2: Dynamics AX 2009 Positionering & Compete

Dynamics ERP Positioning Office

Accounting

Dynamics Entrepreneu

r Solution

Dynamics NAV

Dynamics SL Dynamics GPDynamics

AXTargeted for Workgroup Size

0-25Empl.

10-50Empl.

50-1000+Empl.

50-1000+Empl.

50-1000+Empl.

200-3,000+Empl.

Deployment: Local/Multinational

Local Local Local Local Local Multinational, Centralized

Shared Investment Priorities next 1-2 releases

• Simplicity in use, role tailored• Connections with Office, MOSS, and Performance Point• Connections and alignment with Dynamics CRM• Integration with POS (not SL)• Web Services

Product focused Investment Priorities (Next 1-2 releases)

• Simplicity in installation

• Web Services

• Integration with 3rd parties (FI’s, Accountants software)

• Local functionality expanding into new countries

• Simplicity and efficiency in Development environment

• Simplicity in deployment.

• Simplicity in upgrade• Strengthening collaboration in and between companies

• Local functionality expanding into new countries

• New functionality forProject-Driven Organizations

• Business analytics to more roles

• SharePoint• Application enhancements in target markets

• Simplicity in deployment

• Accounting and Business Operations

• Appl.enhancements for the countries currently supported

• Global Industry Platform for global customers

• Strengthen industry focus through MDIS

• Expand application functionality

• Local functionality expanding into more countries

Highlight = Current Industry Solution

Target Customer by Industry

Vert

ical Solu

tions

wit

hin

Indust

ry

Manufacturing

MetalsIndustrial

EquipFood & Bev.

PaperPharmaceutica

lTextiles

High TechAerospaceChemicalOil & Gas

Ind

ust

ryEnablin

gC

ore

A

X Financial Management

Supply Chain Management

Customer Relationship Management

Human Resources

Management

Distribution

Consumer Products

Food & BevIndustrial

RetailFood & BevSpecialty

StoreHospitality

ApparelAuto Dealer

Public Sector

HealthcareWorksFin and AdminUtilities

TransportNFP

Prof ServicesIT ServicesAdvertising

Arch & EngineerMedia &

EntertainmentConstruction

Legal Services

Supply Chain Execution

Demand Planning

Enterprise Asset

Management

Fund Accounting

Quality Management

50 500 1,0003,000

Concurrent users per instance

Tier 1 Space

Significant # of Light Users (1 Windows User = 3 EP Users)

Heavy Duty Users

Target Customer by Size

EvaluateMicrosoft Dynamics AX

Sweet spot

50 500 1,0003,000

Tier 1 SpaceEvaluateMicrosoft Dynamics AX

Sweet spot

Evaluate

Evaluate

CentralizedCentralizedDecentralizedFederatedCentralizedCentralized

Target Customer by Project Type

Project atSubsidiary,

Department,Plant

Number of Users OK

IT Governance Model

Corporate HQ Legacy Project

Number of Users OK

IT Governance Model

Large Enterprise

DecentralizedFederated

DecentralizedFederated

Target Customer by Segment• Mid to Upper Mid Market

Enterprises• Divisional and

Headquarter Solution• Industry Solutions within

Manufacturing, Distribution, Retail and Professional Services Industries

• Competitive Advantage in Global Scenarios

• Now Supports Multi Site Scenarios

Address the Needs of Larger and More Complex Companies

Target Customer by SegmentSegmenten & aantallen bedrijven

ERP Software uitgaven NL in de Mid Market

Samenvattend

Mid to Upper Mid Market EnterprisesMultiple countries and languages

• MDIS• Certified for

Microsoft Dynamics ISV

• Deep Vertical

By Industry

• Number of Users

• Types of Users• Distribution of

Users

By User

• Headquarter• Subsidiary• Operations vs.

Finance• Rip & Replace• Surround

By Project Type

Discussie• Welke branche gaat u voor?• Waar is die keus op gebaseerd?• Heeft u al voor een segment gekozen?• Welke oplossing gaat u hiervoor inzetten?

– MDIS– Een eigen add-on– Een oplossing uit het buitenland (solution

finder)?• Hoe zit het met de fit van Dynamics AX

2009 met de branche waar u in wilt?

Competitive PositioningSoftware Category

Microsoft Dynamics AX 2009 Advantages

What Competitors Might Say?

Mid Market Players – Infor,Exact, Movex, ISV oplossingen, SAP (All-in-One), JD Edwards, People Soft

• Global – supports 40 languages and localized for 36 countries

• Leverages State of the Art Microsoft technologies

• Familiar, roles based user interface• Flexible and Adaptable• Low Cost of Ownership over time

NOW – Multi Site, Compliance, Enhanced Financial Capabilities (Shared Payments, Multi Company Allocations & Eliminations), Enhanced Procurement (Purchase Req, Request for Quote)

• Expensive• Limited functionality • Too much customization

required

Enterprise Players – Oracle, SAP

• 70% Improvement in throughput and scalability with SQL 2008

• Low cost of ownership• Supports change - flexible and

adaptable solution• Familiar interface that is easy to

navigate

NOW – Multi Site, Compliance, Enhanced Financial Capabilities (Shared Payments, Multi Company Allocations & Eliminations)

• Doesn’t scale• Limited functionality • Too flexible (no best

practices)• Limited functionality in

web client• Can’t handle multi site• Weak compliance

reporting• Doesn’t support HQ

scenario

Sales Tactics Competitie• SAP – zeer agressief, anti Microsoft benadering, uitstekende

functionele dekking, professioneel Direct Sales Model, erg goed bij productie bedrijven, missen de feeling met Mid Market

• Infor – ook agressief om weer in de markt een rol te spelen, direct sales apparaat, gelikte demo’s, veel functionaliteit, met name sterk bij bestaande relaties en complexe industrie

• Oracle – kom ze vaak tegen, maar verlies niet van ze, mistige strategie, spreekt niet de taal van de MidMarket, behalve de mannen van JD Edwards

• Movex  - duidelijke verticale focus, verlies ik deals aan in de verticals Groot Handel en Fashion (O’neill), doen het in NL erg goed, direct sales model

Nog meer Sales Tactics SAP• Sales Tactics die ons SS team vanuit SAP tegenkomt:

– SAP begint met de AX beatsheet bij klanten, dus wij worden zeer serieus genomen

– SAP komt met een heel team (min 3 pers) en op sales gebied erg professioneel

– Er is veel aandacht vanuit het SAP management voor MidMarket klanten

– Op functioneel gebied kan SAP meer bieden en bij met name de grotere deals komt AX functioneel tekort

– SAP positioneert de oplossing als een eigen SAP oplossing en kraakt de locale Brancheoplossingen van onze partners en de continuïteit van onze partners

– SAP biedt in zware competitie erg laag aan met Licentie prijzen

MICROSOFT DYNAMICS AX BATTLECARD

What Impacts our Win-Rate?

Negative:1. Industry Experience2. Knowledge of Customer3. Functionality4. Knowledge of Business Needs5. Customer Service

Positive: 1. Technology (Microsoft)2. Technology (Product)3. Relationship4. Microsoft Size5. Ability to Customize

Dynamics Awareness Onderzoek

Dynamics Awareness Onderzoek

Wat analysten schrijvenForrester Report Recap: Microsoft Dynamics Gets Renewed Focus

Call To Action• Kies voor een branche• Kies voor een segment• Straal dit uit op uw website, in uw demo’e etc…• Zorg dat u te vinden bent via de Partner

Selector• Wie zijn uw concurrenten in uw markt /

branche? • Hoe zal Dynamics AX 2009 u hierin kunnen

helpen?

Deel 3: De Launch

Launch Doestellingen FY09Partner & Customer adoptie van de nieuwe versie binnen 6 maanden van

GA.

To Partner1 TAP Partner (Dynamics Software)100% trained (GA +3 voor nieuwe partners)2 customer testimonials (live) on Dynamics AX 2009 in time for Dynamics ERP 2009 New Business Event

Through Partner10-15 events (event in a box!?)

100-150 prospects

To CustomerOnline2 referenties 120 existing customers at EMEA Convergence 250 prospects at Dynamics ERP 2009 event 20 press clippings1 Top Story

Launch Doestellingen – Nieuwe PartnersPartner & Customer adoptie van Dynamics AX 2009 door alle nieuwe partners GA + 3-6 maanden. M.a.w. “ready” zijn om het te verkopen en het te implementeren

• Sales– Het scoren van 1 a 2 klanten op Dynamics AX 2009 in Q3 / Q4 2008

• PreSales Readiness– Het volgen van de Sales & PreSales seminar – Demo Ready

• 1:1 sessie met Anouk• Een “branche” gerichte VPC omgeving• Demo2win

• Lead Gen– Het hebben van een marketing plan– Online moet in orde zijn– 1 Thru-Partner event (launch) in Q3 of Q4 2008– Microsoft Partner Selector (vraag uw PAM)

• Implementatie Readiness– Het volgen van de 4 daagse “What’s New” cursus door alle consultants– Ready zijn op de “rand producten” – SQL 2008, SharePoint, Reporting

Services, .NET etc…– Project leiders: Sure Step Training

Planning – To Partner Readiness

Planning – To Customer (bestaande klanten)

Planning – To Prospect

Dynamics ERP 2009 (New Business) Event

• Wanneer: 12-02-2009• Doel: awareness in de markt & lead

generatie• Doelgroep: prospects

– thru-partner & via Microsoft• Producten

– Dyn AX & NAV 2009• Belangrijke rol weggelegd voor Partners• Nadere info volgt

– Bijv. de criteria voor deelname

Event in a box concept

Event in a box – Stap 1 “Planning“ http://www.microsoft.com/netherlands/partner/verkoopenmarketing/campagnes/Dynamics_CRM_40.aspx

Event in a box – Stap 2 “Marketing“

Event in a box – Stap 3 “Het evenement zelf“

Event in a box – Stap 4 “Opvolging“

Event in a box – Stap 5 “Het resultaat“http://www.microsoft.com/netherlands/dynamics/producten/crm/default.aspx

Marketing Content & MaterialenWat kunt u verwachten en wanneer

• Video’s zoals deze -> AX 2009 Video

• Overzicht van alle materialen die beschikbaar komen vanuit CORPSales and Marketing BOM planning Dynamics AX 2009 (1).xlsx

Het meerendeel hiervan zal vertaald worden in het Nederlands. Verwachting is dat deze content rond juni / juli beschikbaar zal zijn in het Nederlands

• Online -> Dynamics AX 2009 “landing” pagina’s

• Partner Resource Kits (DVD’s)

• 1:M Marketing Sessie ergens in mei / juni (via live meeting)

Call To Actions – m.b.t. launch• Readiness! En nog eens Readiness! (kijk ook naar de readiness

checklist)

– Zorg dat uw organisatie klaar is voor Dynamics AX 2009 en de randproducten daaromheen

– Gebruik de hulpmiddelen & resources die wij aanbieden (zorg dat u goed contact onderhoudt met Anouk)

– Zorg dat mensen zich inschrijven voor de CPLS trainingen

• Marketing & Sales– Zet een business & marketingplan samen met uw PAM.– Denk alvast na over een event die uzelf gaat organiseren.– Gebruik de “Event in a box“ framework– Ga aan de slag met de AX 2009 VPC. Maak deze branche

specifiek

• Dynamics ERP 2009 Event– Zet alvast de datum (12-02-2009) van het Dynamics ERP 2009

event in uw agenda (meer communicatie volgt)

Eind conclusie & samenvatting

Selling Microsoft Dynamics AX 2009What HASN’T Changed? • How you position your company• What you need to know about a prospect• What you need to ask a prospect• The customer “pains” you will uncover• The key selling points that addressed

those pains before

Selling Microsoft Dynamics AX 2009What HAS Changed? • Can pursue larger and more complex

prospects• Pursue broader range of business scenarios• Substantially deeper functionality in EVERY

area• More customization and integration options• Cost of ownership improved

– Stronger “out-of-the-box” value – Better performance with same hardware– Microsoft Dynamics Client for Office

Conclusie / Samenvatting• Business Impact & Opportunities

– Het verkorten van de sales cycle & het verhogen van de win/loss ratio

– Het up & cross sellen van meer users per deal (i.v.m. de vernieuwde & verbeterde User Interface & Role Centers & SharePoint & Mobile & DCO)

– Het up & cross sellen van meer Microsoft producten & diensten

– Het hogere segment in kunnen gaan– Verhoogde klanttevredenheid– Verbeterde concurrentie kracht!

Conclusie / Samenvatting

Dynamics AX 2009 is niet zomaar een release. Het is een mega release waar wij samen met u een echte impact kunnen gaan maken in de markt!

T.o.v. concurrenten nemen wij een enorme voorsprong!

Dit zal ons absoluut helpen onze positie en markt aandeel in de Mid Market verder te vergroten en te verstevigen

© 2007 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.

“The level of integration with the rest of the Microsoft suite really drives home Microsoft’s commitment to technology, productivity and end-user empowerment.”  

Greg Brock, Director Information Systems, Techmer PMMicrosoft Dynamics AX 2009 TAP Customer

Reviews…

“Microsoft did a great job in designing a business application with the ease of use of Outlook.” 

Greg Brock, Director Information Systems, Techmer PM – Microsoft Dynamics AX 2009 TAP Customer

Reviews…

“The new Workflow possibilities will enable our customers to secure business processes and flows. Today it is often customizations in this area that are considered “nice to have” and only the most important ones are implemented in the first phases (if at all). Now it will become a part of the initial implementation and a lot of customers benefit because of this.” Claus Andersen, Team Manager, Columbus IT Microsoft Dynamics AX 2009 TAP Partner

Reviews…