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Part 3Stretching Your Practice to Include Technology Advisory Services and Partnerships

www.Woodard.com/Webinars

A Woodard Events Production

About the Series

Part 1:Stretching QuickBooks

Part 2:Stretching Your 

Role

Part 3:Stretching Your 

Practice

Part 4:Stretching Your 

Horizons

To Meet the Needs of Your Larger Clients

Through Custom Reporting and Business Analytics

To Include Technology Advisory Services and 

Partnerships

Through a Discovery of How Microsoft’s AI Powers the Future of Accounting Solutions

… QuickBooks … Client Relationships … Your Practice…Your Horizons

About Today’s Presenters

… QuickBooks … Client Relationships … Your Practice…Your Horizons

Scott MayDirector of Channel Programs

Joe WoodardCEO

The Technology Advisory Opportunity

David WarnerStrategy and Channels

The Microsoft Advisory Opportunity

The Microsoft Advisory Practice Roadmap

The Technology Advisory Opportunity

Woodard.com/webinars

Stretching Your PracticeTo Include Technology Advisory Services and 

Partnerships

For the QuickBooks Consultant

… QuickBooks … Client Relationships … Your Practice…Your Horizons

Beginning with Why

TechnologyAdvisory

Automation

Solutions

Time Back

Scalability

Visibility

Increase in Client Wealth

… QuickBooks … Client Relationships … Your Practice…Your Horizons

Continuing to What

Operational Solutions• “SMBRP” (QBD Enterprise)• ERP Solutions (Dynamics 365)• Point of Sale/Billing• Field Services…etc.

TechnologyAdvisory

Back Office Automation• OCR/Data Parsing• AP Automation• Importing (Feeds, Excel, etc.)• Payroll/1099• Sales Tax…etc.

Team Collaboration• Shared One Note• Document Management• Expense Management• Time Management• Office 365 (with Teams)

… QuickBooks … Client Relationships … Your Practice…Your Horizons

Microsoft Advisory for Any QB Consultant

• Individual Chat• Team 

Conversations• VOIP Calling• Employee 

Meetings• …and more

Microsoft Teams

The Microsoft Advisory Opportunity

TheTransformativeAdvisor.comWoodard.com/webinars

Stretching Your PracticeTo Include Technology Advisory Services and 

Partnerships

For the QuickBooks Consultant

David Warner, MicrosoftU.S. SMB Team

July, 2019

Digital TransformationThe Microsoft Opportunity for the QuickBooks Consultant

AGENDA Why should I care?Digital Transformation—just how will my customers and I be affected?The SMB market, customers and expectationsThe MSFT Solution & Opportunity

© Copyright Microsoft Corporation. All rights reserved.

“I’m a QuickBooks Consultant….Why should I care?”

SMB Total Addressable

market –16 BN

Of the $16+BN market:ERP - $8.8 BNCRM - $8.0 BN

Overall migration improvement to Online from On-prem: ERP by 15% YoY CRM by 13% YoY

Why should you care? Reason 1: Aggressive Competition

Why should you care? Reason 2: Confused customers

“What’s the difference in accounting systems anyway?”

“What’s next for my business as I expand?”

“I’m told that I’ve ‘outgrown’ Quickbooks…?”

“Should I consider the cloud…and which is best?”

“How do I get better reporting!”

Optimizeoperations

Transformproducts

Engagecustomers

Empoweremployees

Data + intelligence

Why should you care? Reason 3: Digital Transformation

© Copyright Microsoft Corporation. All rights reserved.

“What exactly does Digital Transformation mean anyway…?”

Disruption is the 4th industrial revolution

1780s 1870s 1970s 2015+

STEAM ELECTRICITY ELECTRONICS & IT DIGITAL

Engage your customers

Transform your products

Optimize your operations

Empower your employees

9

Astonishing Pace of Change

10

2

2

3

3

4

4

5

6

6

8

20

0 2 4 6 8 10 12 14 16 18 20 22

Xiaomi

Snapchat

Airbnb

CloudFlare

Uber

Average Unicorns

Tesla

Cloudera

Facebook

Google

Typical Fortune 500

YearsSource: World Economic ForumTime to reach $1B valuation or more

2007 $100,0002019 $39

2007 $40,0002018 $159

2007 $550,0002018 $20,000

2000 $2.7bn2007 $10m2018 $500

1984 $302014 $0.16

2009 $30,0002016 $80

DNA

Solar

Drones

3D Printing

Industrial Robots

The cost of key technologies has fallen rapidly

Sensor (3D)

Source: World Economic Forum

CEOs believe technology will transform their business more than any other global trend

2 Billion active social media accounts

3 Billion active Internet users

2.4 Billion smart devices in 2018

80 Billion connected IoT devices by 2025 from 11 billion today

Within 10 years, we will see the number of devices connected to Internet jump to 152K/Minute vs 4,800 today.

Source: PWC CEO Survey

1 Digital services are transforming customer engagement

2 Every employee can and should be more empowered

3 The Internet of Things cannot be ignored

4 Customer experience will eclipse product and price

5 Customer engagement is an ongoing commitment

11

“Our industry does not respect tradition,it only respects innovation”Satya NadellaCEO, Microsoft

CAGR over 4 years between 21% and 24%

$4.76

$5.70

$0

$1

$2

$3

$4

$5

$6

$7

$8

$9

$10

$11

$12

1 to 250 EmployeesERP / Accounting CRM

$10.5B

13

$0.0 $1.0 $2.0 $3.0 $4.0 $5.0 $6.0 $7.0

1-9

10-99

100-249

CRM ERP Accounting

SMB Market Opportunity FY19 SMB SaaS Opportunity

ITMarketingSalesFinance

We need simple and intelligent tools to focus more on the customer and the

business

I need a cost-effective, easy-to-deploy and

easy-to-scale solution

I need the insights to react quickly to

changes and new opportunities

Focus on customers, not technology

Technology forbusiness growth

Personalized and relevant offers

My team has to use many different tools to

accomplish daily administrative tasks

Real-time business insights

14

© Copyright Microsoft Corporation. All rights reserved.

The Microsoft Solution & Opportunity

*Brought to you by Adobe Marketing Cloud

Finance & OperationsERP, re-tooled AX for larger, more complex operations

Business CentralERP, re-tooled NAV for cloud or on-prem SMB

Customer EngagementSales, Customer Service, Marketing, Talent, Field Service, Project Service

Intelligent business applications in the cloud

Azure IoT

Power BI

Cortana Intelligence

Microsoft AppSource

Common application platform: PowerApps, Microsoft Flow, Common Data Service

Multiple deployment options: On-premise, Hybrid, Cloud

19

MICROSOFT DYNAMICS 365

Business Central

Why Business Central

Flexible, scalable, all-in-one business management solution

Unified and intelligent data and processes

Rapid deployment, onboarding, and quicker time to value

Trust – 99.9% service SLA

Complete cloud vision

Only vendor to offer hybrid deployment options

Rich, global ecosystem of partners

Recognized as an industry leader

Trusted Microsoft cloud and security

Run end-to-end business processes all from within Outlook

One destination for customer BDM’s to discover, trial, and acquire line-of-business SaaS apps

Simplifies the discovery, trial, and acquisition of line-of-business apps

An ecosystem to help business users get started using apps faster

Helps business users do more with their existing Microsoft Apps

Allows Dynamics Partners to easily market their Apps/IP @scale

Partnering Customer successExpertise EconomicsInnovation

21

23

Partnering Customer successExpertise EconomicsInnovation

Market your IP

Deliver rich solutions via AppSource

MICROSOFT DYNAMICS 365

Business CentralConnect

with community

Access valuable resources, including

training

Take advantage of your program

benefits

PartnerPrograms

Expand competencies

Subscribe to developer tools, support, training,

and software

24

Partnering Customer successExpertise EconomicsInnovation

25

© Copyright Microsoft Corporation. All rights reserved.

(Transition to Stratos Cloud Slides)Remove this slide

The Microsoft Advisory Practice Roadmap

TheTransformativeAdvisor.comWoodard.com/webinars

Stretching Your PracticeTo Include Technology Advisory Services and 

Partnerships

For the QuickBooks Consultant

Building a Microsoft Business Applications Practice

Your Presenter Today

Scott Maysmay@Velosio.com

www.dynamics365partner.com

215.352.3543 Direct419‐957‐5176 Mobile

Businesses are Demanding Cloud-based Technology

The numbers speak for themselves; there is no better time to build your Microsoft Business Applications (Dynamics 365, Power BI, Power Platform) business. Offering transformational solutions provides an opportunity to increase revenue and provide high value services, while creating a customer for life.

Meet Customer Demand:Create YOUR Microsoft Cloud Superstore

Have customers go down each aisle and fill their shopping cart to drive:

Increased Customer Spend Improved Stickiness Higher Value Service Opportunities Greater Margins for Your Business!

Your Goal

Protect Your Base and Look to the Future

Don’t lose your seat at the table If you are not offering a mid‐market cloud solution option.. Your competitors are. You want to secure your accounting/bookkeeping business

Why Should You Add a Microsoft Business Applications Aisle to Your Superstore?

Business Applications connects you to your customer’s C‐suite, helping you build relationships and trust at the highest level of your customer’s organization. 

It isn’t uncommon for relationships to last into multiple decades. These customers consume professional services on an ongoing annual basis well beyond the initial implementation. 

Business Applications improves and automates a company’s business operations – and since businesses are always changing –their operations change – and that results in revenue opportunities for you

Business Applications customers are likely to consume other Microsoft services and solutions such as Office 365, Azure, IOT, etc. 

Adding the Business Applications annuity to your existing portfolio improves your margins, drags along consulting revenue, and provides a platform for more solutions. 

From Self-Checkout to Full Customer ServiceIt’s Your Choice!Real‐life SCA Partner Cloud Stories

No interest in BizApps

No plans to build their own Dynamics 365 practice, but had customers interested Increased cloud revenue without having to add additional headcount and resources

No BizApps expertise; evaluating interest

Has existing base of clients, historically focused QuickBooks solutions Increased customer interest in BizApps Interested in leveraging partner programs to assist in closing sales now while skilling up

All‐in with BizApps Ready to build a Microsoft BizApps practice Leveraged partner enablement programs to ramp up Quickly increased annual CSP profitability by consolidating licensing

Our GoalTo enable the QuickBooks Pro Advisor community to maximize their business potential as a Microsoft Cloud Solution Provider through a unique partnership that delivers margin growth surrounded by valued services capable of accelerating their digital transformation. 

By 2020, nearly 60% of enterprises with systems up for replacementwill switch from traditional on‐premises licenses to cloud deployments. [Gartner]

We Help You Address The Top Five ChallengesImpacting Partners Adding Business Applications

Keeping up with Demanding Client 

Expectations

Establishing Competitive Product Differentiation with Repeatable Solutions

Covering Large Capital Investments

Closing the Skills Gap and Maintaining 

Microsoft Certification Requirements

Migrating QuickBooks Clients 

Profitably

1 2 3 4 5

1 2 3 4 5

We Help Address The Top 5 Challenges Impacting Today’s Business Applications Partners

Keeping up with Demanding Client Expectations

Covering Large Capital Investments

Closing the Skills Gap and Maintaining Microsoft Certification Requirements

Establishing Competitive Product Differentiation with Repeatable Solutions

Migrating Legacy Clients Profitably

By 2020, nearly 60% of enterprises with systems up for replacementwill switch from traditional on‐premises licenses to cloud deployments. [Gartner]

What SCA Offers to QuickBooks ProAdvisors

Order Management & Billing Platform

Incentives and Rewards Programs

Full Suite of ISV Products

Managed ERP Hosting Solutions

White Label Services and Support

Product Training Cloud Practice Planning

Cloud Sales Strategy 

Building a Hosting Platform

Building a Cloud Service Offering

Stratos Cloud Alliance– The Business Applications Partner Program

Stratos Cloud Alliance is Velosio’s Microsoft CSP Partner Program designed to support Indirect CSP resellers’ Microsoft Cloud initiatives, uniquely offering deep specialization in Dynamics 365, Power BI, and the Power Platform. Learn more

FOCUS ON BUSINESS SOLUTIONS

SCA is the only Microsoft Cloud Distributor 

specializingin business applications like 

Dynamics 365.

EASY TO DO BUSINESS WITH

SCA is designed to make it easy for you to get started and work with us, and with Microsoft.

BEST‐IN‐CLASSE‐COMMERCE

Partnership includes access to a state‐of‐the art Stratos 

Cloud Marketplace.

STRATOS SUCCESS KNOWLEDGE BASE

One of a kind self‐service training portal to ensure your organization is 

maximizing its investment.

Stratos VALUE

Comprehensive Microsoft Cloud Solution offerings including Dynamics 365, Office 365, Power BI, Power Platform, and Azure

Microsoft 365 implementation, trainingand support services for Microsoft Cloud applications 

Power BI and Power Platform implementation, training and support services

Managed IT and Infrastructure services A wide array of ISV products and services 

including the largest selection of Dynamics 365 solutions

For Your Customers A streamlined Microsoft CSP and Marketplace onboarding process A dedicated account manager and onboarding team Management of Microsoft discounting and incentive programs Higher margins | lower operational costs Best‐in‐class e‐commerce capabilities including co‐branding Access to the Stratos Success knowledge base Access to the Stratos Partner Portal providing complete visibility

into all transactions plus training, marketing collateral, and more Sales and marketing enablement including opportunity

and deal support Dynamics 365 enablement and practice development resources Power BI and Power Platform enablement and practice development 

resources

For QuickBooks Partners

Microsoft Dynamics 365 Training

Thi Ph t b U k A th i li d d CC BY NC ND

Quarterly Virtual Live Dynamics 365 Business Central Training  PowerApps Airlift Training for Partners‐‐40 Cities at Microsoft Offices Power Apps in a Day Training for your Customers

Partner Program Levels

*You must qualify for Microsoft Incentives

VolumePartner

GrowthPartner

EmergingPartner

ReferralPartner

Margins Up to 28% Up to 22% Up to 15% 8%

Partner Portal Co‐branded with partner logo Stratos branded

Customer Ownership Partner owns, bills and supports customer Stratos owns and bills customer

E‐commerce Site Co‐brand with partner logo**Must meet a minimum monthly sales requirement Stratos branded

Profits Retail price with volume discounts & Microsoft Incentives****You must qualify for Microsoft incentives

One‐time and recurring commission

Customer Pricing Retail pricing – partner can discount Stratos sets pricing

Customer Support Partner provides Tier‐One Support (optional Stratos support available) Stratos provides all support

Partner Support Dedicated Senior Strategic Account Manager

Account Manager: On‐Demand to our Stratos Success Knowledge Base, plus marketing, sales and technical support teams

The JourneyThe Stratos Cloud Action Plan assists partners on how to develop their journey, integrating Dynamics 365 offerings into their existing offer portfolio reducing common growth challenges.  

Each partner organization embarks on its journey from a different starting point – Stratos can support your path.

Looking Forward

Ready to Help You Get Started

Scott Maysmay@Velosio.com

www.dynamics365partner.com

215.352.3543 Direct419‐957‐5176 Mobile

Up Next…

A Woodard Events Production

Thank You for Attending!

Part 4Stretching Your Horizons through a Discovery of How Microsoft's AI Powers the Future of Accounting Solutions