Microsoft Dynamics CRM 3.0Pricing and Licensing Training

Agenda

• About CRM• About Microsoft CRM• Availability• SKU Design & Pricing• External Connector• Key Channels

• Academic Licensing• SPLA• Upgrading to CRM 3.0• Continuing to Buy CRM 1.2• Keys & Registration• Software Assurance

Benefits

What is Customer Relationship Management? CRM is a core business

strategy to create and deliver value to targeted customers at an increased profit

It integrates processes and external networks

It is grounded on high quality data and enabled by information technology

CRM’s Fatal FlawIt just isn’t natural

Microsoft Outlook, Excel…

What My Sales, Marketing and What My Sales, Marketing and Service People Use Service People Use Every DayEvery Day

“Why do I need this other thing?”

???

The CRM ThingThe CRM ThingWe Make Them UseWe Make Them Use

What Do Businesses Need From A CRM System?

• Reliable user adoption– If people won’t use it, it has no value

• Great business fit– Consistent processes and real-time

visibility

• Fast, flexible, and affordable technology– Quick to deploy and easy to manage

Works the Way Your Business Does• Easily adapts to each company’s needs• Powerful workflow and analytics

Works the Way Technology Should• Fast to deploy and easy to manage• Powerful Web services architecture

Works the Way You Do• Native Office and Outlook experience• Full range of mobile solutions

SalesSales ServiceService

MarketingMarketing

Microsoft Dynamics CRM: The Next Wave

A A completecomplete CRM suite that CRM suite that leverages the power and leverages the power and

productivity of the Microsoft productivity of the Microsoft platformplatform

Works The Way You Do

• Native Microsoft Outlook Foldersand Command Bar

• Automaticcalendar, contact, task and email synchronisation

• Quick viewsof relevant information

• Over 7,000 customers

• Over 180,000 users

• Full suite of marketing,sales, and service

• Native Office experience

• Web services architecture

• Fast, flexible, and affordable

• Available in 22 languages

Microsoft CRMMicrosoft CRMCustomer Growth WorldwideCustomer Growth Worldwide

+100%+100%

+100%+100%

FY’03 FY’04 FY’05

Thousands Of Customers, Including…

Small BusinessesSmall Businesses Large EnterprisesLarge EnterprisesMidsized CompaniesMidsized Companies

Availability

• Microsoft CRM 3.0 was made available and orderable on pricelists beginning December 1, 2005 in English

• All Microsoft CRM 1.2 prices were changed on December 1 to map to the relevant 3.0 SKU

• Available via MSDN Subscriber Download Site

• Included in “Action Packs” in Q1 2006

• 90 Day Trial Versions Available for Download

Microsoft CRM Licensing Structure

• Microsoft CRM 3.0 has 2 editions– Professional Edition– Small Business Edition

• User CALs – Every internal user who accesses Microsoft CRM

requires a CAL – Client Access License• Any internal user access to Microsoft CRM requires a CAL

• Server Licenses– Every server that is running Microsoft CRM

requires a server license• Software Assurance at 25%/year of license is

included with Microsoft CRM in customer facing Volume Licensing programs

• Professional and Small Business Editions cannot be mixed

External Connector (EC)

• A new license that enables customers to affordably extend CRM to their external users, such as their customers and partners– Allows access for an unlimited number of external users

on a per server basis

– Example: If three servers are used to support external access,three external connector licenses are required

– Alternative is for every external user to acquire a CAL

– Only available for Microsoft CRM 3.0 Professional

• “External Users” means users that are not either your or your affiliates’ employees, or your affiliates’ contractors or agents

Microsoft CRM Professional Edition

• All Microsoft CRM features with no licensing based scalability limit

• Optional External Connector license for external customer & partner scenarios

ProfessionalServer$3,092

per server*

Professional CAL

$1,544per user*

External Connector$21,951

per server*

* Prices shown are recommended retail pricing ranges in Australian dollars inc. GST through Volume Licensing for license plus two years of Software Assurance. Actual pricing may vary by licensing program, geography, and Software Assurance term. FPP pricing also available. Please contact a local distributor or authorised reseller of Microsoft CRM for exact pricing.

Microsoft CRM Small Business Edition

• Designed for Windows Small Business Server 2003 Premium Edition (SBS)– Required to install on SBS– Follows SBS limits of 1 server

and up to 75 user maximum

• All Microsoft CRM features plus unique small business only features– Wizard driven install <10 clicks – Configuration “Consultant in a Box” – Business Contact Manager Migration – SBS Management Tools integration– SBS Fax Service integration

CRM Small Business Edition

(SBE)$927/server*

SBS

CRM SBECAL $772

per user*

* Prices shown are recommended retail pricing ranges in Australian dollars inc. GST through Volume Licensing for license plus two years of Software Assurance. Actual pricing may vary by licensing program, geography, and Software Assurance term. FPP pricing also available. Please contact a local distributor or authorised reseller of Microsoft CRM for exact pricing.

Sales Channels

• Microsoft CRM 3.0 can be acquired through various channels• The following may vary by channel:

– Microsoft CRM 3.0 SKU & Pricing– Software Assurance or Maintenance– Customer Support Provider– Program Term

• New channels for Microsoft CRM 3.0– SPLA enables thru partner hosting– OEM available to system builders

Sales Channels

Microsoft CRM 3.0 &

Key Channels

FPP

Open

Open

Value

Select EA ISV Royalt

y

SPLA System

Builder

Professional External Connector (Pro Only)

Small Business Edition

SBE to Pro Upgrade

Years of SA or (Maintenance) Included

(1) 2 3 3 3 (1)optiona

l

(through term)

n/a

Customer Support Provider Microsoft Partner

Academic Licensing

• Microsoft CRM 3.0 is offered at a discounted rate to qualifying academic institutions via the following programs:– Campus & School Agreement (CRM is NEW in this

program)– Academic Select– Academic Open– SPLA– ISV Royalty Agreement

Service Provider Licensing Agreement (SPLA)

• SPLA is the Volume Licensing program for partners that provide software as part of a service for a fee– Monthly billing model = no upfront commitment– Can scale up and scale down as much as needed

• Microsoft offers customers a choice of whether they want Microsoft CRM “on-premise” or “hosted”

• Microsoft CRM is licensed through the SPLA on a Per User basis only – Referred to as a Subscriber Access License (SAL)

– Monthly price from MS to service provider

– No server license required

Microsoft CRM 1.2 to 3.0 SA Migration

• Microsoft CRM 1.2 customers with active Software Assurance as of December 1, 2005 are eligible to upgrade to Microsoft CRM 3.0 for no license cost per the table below

• 1 x Microsoft CRM 1.2 license = 1 x Microsoft CRM 3.0 license• Microsoft CRM 3.0 CAL licenses map to the Microsoft CRM 3.0 Server license

Microsoft CRM 1.2 CAL License

EA, Select Open, Open Value, FPP

Professional: Sales, Service, or Suite

3.0 Professional 3.0 Professional or SBE

Standard: Sales, Service, or Suite

3.0 Professional 3.0 Professional or SBE

Pricing for Small Business (SBS): Sales Pro or Sales Standard

n/a since not offered in Select, EA

3.0 SBE

Upgrading to Microsoft CRM 3.0

• Microsoft CRM 1.2 customers with active Software Assurance can upgrade to Microsoft CRM 3.0 at no license cost

– Microsoft CRM 3.0 license keys are included with the CD media

– Select and EA customers receive Microsoft CRM 3.0 media as part of their subscription kits

– Open and Open Value customers will need to have their authorisation and enrolment numbers to order the right Microsoft CRM 3.0 media from their channel partners for a nominal ordering fee

• Microsoft CRM 1.2 customers with lapsed coverage on SA will need to buy CRM 3.0 at full price

Microsoft CRM 3.0 Key & Registration Changes• Microsoft CRM 3.0 uses Microsoft standard product

keys which are different from the registration keys used with Microsoft CRM 1.2

• One-time customer registration is required within 30 days and built into setup

– Internet connection required

– Product is disabled if not registered within 30 days and can be re-enabled after registration

– Purchased add-on seats are not required to be registered

Microsoft CRM 3.0 Key & Registration Experience

Microsoft CRM 1.2 Experience• Customers register online

after ordering the product to retrieve a registration key

• Customers need to access their online account every time they add more licenses to retrieve a new registration key

Microsoft CRM 3.0 Experience• Customers will receive

their license key on the media

• Customers only need to register once when they install the product

• Volume Licensing customers will never need new license keys and are legally required to purchase additional licenses to match usage

Continuing to Buy Microsoft CRM 1.2 Licenses

• Microsoft CRM 1.2 customers who do not immediately upgrade to Microsoft CRM 3.0 can continue to buy Microsoft CRM 1.2 licenses

– Microsoft CRM 1.2 remains available on pricelists for the life of Microsoft CRM 3.0 since adding more Microsoft CRM 1.2 users will require a new Registration Key

– Microsoft CRM 1.2 pricing has been adjusted to map to the relevant Microsoft CRM 3.0 SKU

– Microsoft CRM 1.2 customers who wish to add on more licenses will need to retrieve updated Registration Keys from the MBS Registration Site

Partner Internal Use Licensing

Product Certified

Gold Certified

MBS Competency

Microsoft CRM 3.0 # of Lics

25 100 +25

Microsoft CRM 3.0 SKU Pro Pro Pro

• Microsoft CRM 3.0 licenses are available for internal use to Microsoft partners through the Microsoft Partner Program

• MBS Competency licenses are in addition to those offered at Certified and/or Gold level

New (March) Software Assurance Features• New problem resolution support benefits

with Server SA provide Microsoft CRM customers with incidents for server and operating system questions

• Open Value, Select and Enterprise Agreement customers will be able to:– Earn additional, flexible support incidents based

on amount Software Assurance spend

– Receive unlimited web support for covered servers

– Use earned incidents to submit 24x7 request for business critical outages for all Microsoft supported products

Address Different Markets By Segments & Needs

SmallBusinesses

MidsizeCompanies

LargeEnterprises

“Complete”

• use “out of the box” application with limited changes

• zero IT resources

“Configurable”

• want some degree of specific fit, e.g.,

workflow, reporting

• limited IT resources

“Customizable”

• want IT flexibility and platform fit;

may be a “spoke”

• more IT resources

Plus pre-packaged templates or vertical applications from partners

Professional Edition

New Choices For CRM Systems Today

Yesterday’s ChoiceYesterday’s Choice

Complicated CRM Complicated CRM Systems That You Systems That You

OwnOwn

Generic Hosted Generic Hosted CRM That You CRM That You

RentRent

Microsoft CRMMicrosoft CRMPowerful configuration & customizationPowerful configuration & customization

Easy to deploy, use, and manage -- on-premise or hostedEasy to deploy, use, and manage -- on-premise or hosted

Today’s ChoiceToday’s Choice

Heavy, Heavy, complex, and complex, and

expensiveexpensive

Basic butBasic but““easy to easy to

get”get”

© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.

http://www.microsoft.com.au/partner/crm