Selling the Microsoft Stack for Competitive Advantage
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Selling the Microsoft Stack for Competitive Advantage Tim Shaw Partner Technology Advisor [email protected]
description
Selling the Microsoft Stack for Competitive Advantage. Tim Shaw Partner Technology Advisor [email protected]. Increase Your Revenue. What, Why and How ?. Example Business with 100 FTE 20 Dynamics ERP Users$90000 100 DCO-MOSS Users$39000 60 Dynamics CRM Users$80100 - PowerPoint PPT Presentation
Transcript of Selling the Microsoft Stack for Competitive Advantage
Selling the Microsoft Stack for Competitive AdvantageTim ShawPartner Technology [email protected]
Increase Your RevenueExample Business with 100 FTE
20 Dynamics ERP Users $90000100 DCO-MOSS Users $3900060 Dynamics CRM Users $80100
License Revenue $90k to $209k plus BREPServices Revenue $90k to $400k
Selling the Microsoft Stack for Competitive Advantage
What, Why and How ?
Agenda• Integrated Innovation• Opportunity• Demo• Partner• Call to Action
Integrated Innovation
A New Environment
Business IssuesAttract + Retain CustomersInnovation – Product and ServicesImprove Critical Business ProcessCompliance, GovernanceIncrease impact of people
Source: Gartner Group Business Priorities
IT ConcernsAlign IT and Business GoalsIT-Enabled Process ImprovementBusiness Continuity / Risk MgmtStaff DevelopmentControlling IT Costs
Source: CIO Magazine survey, n=568 heads of Enterprise IT
Industry MegatrendsHardware PerformanceSoftware Breakthroughs (SaaS)Composite ApplicationsWeb 2.0
Integrated Platform
“I spend all day in Outlook.”
“All the information
is at my fingertips.”
“It works just like Office.“
“Getting data in without logging in is a snap.”
Microsoft Dynamics RoleTailored
Opportunity
BUT
Who uses Dynamics within a business?2007 Research carried out by Microsoft Market Research &
Insights team into Dynamics ERP Customer Base
• 1,974 respondents across US & Europe• Very high levels of satisfaction with Dynamics ERP status quo
• Customers buy core licenses and then don’t extend the solution• 72% would purchase new granules if they were unrestricted & open for
use by a majority of employees
Opportunity
Dynamics ERPMOSS
Dynamics CRM
Extended ERP: The Opportunity
• Tick more boxes on the tender response• License more users• Make Dynamics more “sticky”• Increase involvement with each customer
– Get called in again• Sell to existing customers• Stop the competition• Demonstrate ROI and create customer proof points• Increase Customer (user) Satisfaction
Powerful Integration - BI
END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS
BI PLATFORM
DELIVERY
SQL Server Reporting Services
SQL Server Analysis Services
SQL Server DatabaseSQL Server Integration Services
Exploring the possibilities of MOSS with Dynamics
The Foundation• Getting the cube right is fundamental to the success of a
BI project• There are many OLAP vendors:
• Dynamics Business Analytics• PrecisionPoint• ZAP Technologies• Targit• BI4Dynamics
• We are seeing greater competition from non-Microsoft based technologies (e.g. Qlikview)
SharePoint 2007 Technologies
Workflow Document & Web Content Management
Site Model, Security, and Management
Team Collaboration
Data Integration
E-Forms Data Management &
Reporting
Search
Project Management
• Enterprise content search
• People search
• Business data search
• ‘Out of the Box’ workflows and reporting for Enterprise Content Management
• Policy management
• Auditing• Records
management
• Personalisation• Deployment• Site Manager
• Business Data Catalog
• Business Data Web Parts
• Management, publishing, process creation and completion
• Excel Services• Report Center• Dashboarding
• Text search of team sites
• Windows Workflow Foundation
• Admin and deployment
• Status and history
• Issue tracking applications
• Project workspaces
• Workspaces and tools
• Blogs
• Framework: repository, versioning, metadata
• Basic document management
• Site and role management infrastructure
• Performance Point Services
• Business Scorecard Manager• Pro-Clarity
Exploring the possibilities of Dynamics CRM and ERP
IPM by Enabling
Customer Case Study: Plante MoranPlante Moran re-focused their infrastructure around Microsoft and Dynamics CRM
• Plante Moran• HQ = US• 30,000+ FTEs• Tax, audit, business services• Partner: Ascentium• www.plantemoran.com
“Many of our customers are implementing CRM, SharePoint, and Exchange as part of phase one. Enterprise accounts have Exchange and often a small scale deployment of SharePoint, which we expand. Increasingly, we are advising customers to purchase and deploy Performance Point for BI in phases two or three. In this case, Plante Moran did not have Performance Point on their radar until we presented the idea.”
Source: Keystone Strategy, Dynamics partner interviews, conducted between November 17- December 8, 2008
Prior System(s) and Business Drivers• Replaced Lotus Notes with Exchange• Deployed Microsoft Dynamics CRM, SharePoint and
Exchange in Phase I• Planning to install Performance Point in Phase III
Scope of Microsoft Dynamics Deployment• Microsoft Dynamics CRM, Version 4.0• 1600 Microsoft Dynamics CRM seats• $770K on Microsoft Dynamics licenses• $1M on deployment services
Microsoft Platform Pull-Through (Est. $450k)• 8 Windows Server 2003 Enterprise edition licenses with
1600 CALs• 2 SQL Server 2005 Enterprise edition licenses• Exchange Server 2007 with 1600 seats• SharePoint Server 2007 with 1600 seats• Performance Point (planned)• Upgraded to Office 2007 enterprise wide
Customer Case Study: ISSIISSI deployed BizTalk and SharePoint alongside Microsoft Dynamics AX for EDI and document management respectively
• Integrated Silicon Solution, Inc.• HQ = US• 600 FTEs• Semi-conductor company• Partner: Fullscope• www.issi.com
“The majority of our customers have already drank the Kool-aid and embracing the MS technology is the norm. About 65% are already loyal MS customers and decide to buy Dynamics AX as a result. The remaining 35% are getting into AX and then buy the MS stack.”
Source: Keystone Strategy, Dynamics partner interviews, conducted between November 17- December 8, 2008
Prior System(s) and Business Drivers• Outgrew their previous ERP system (Baan) and wanted to unify
offices in China, US, Hong Kong and Taiwan as the company grows
• Purchased Exchange to replace Notes for email and calendaring
Scope of Microsoft Dynamics Deployment• Microsoft Dynamics AX, Version 4.0• 90 Microsoft Dynamics AX seats• $600K on Microsoft Dynamics licenses• $2MM on deployment services
Microsoft Platform Pull-Through (Est. $150k - $200k)• 6 Windows Server 2003 Enterprise edition with 50 additional
CALs• SQL Server 2005 Enterprise edition with 4 processor licenses• SharePoint Server with 50 CALs• Exchange Server with 600 CALs• BizTalk Server • Additional Terminal Services licenses
Partner
Increase Your RevenueExample Business with 100 FTE
20 Dynamics ERP Users $90000100 DCO-MOSS Users $3900060 Dynamics CRM Users $80100
License Revenue $90k to $209k plus BREPServices Revenue $90k to $400k
Selling the Microsoft Stack for Competitive Advantage
Call to Action• Talk to your PAM
– Look at MOSS including BI– Look at CRM/XRM
• Involve PTA in planning– Plan your readiness– Build your Demo Environment
Tim Shaw - [email protected]
