microsoft business solutions 9 september 2003 microsoft business solutions 9 september 2003 nick...
TRANSCRIPT
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
M
icro
soft
Acquire
s
Great
Pla
ins
M
icro
soft
bCen
tral
and G
reat
Pla
ins
mer
ge
Mic
roso
ft a
cquire
s Nav
isio
n
and m
erges
with
Mic
roso
ft Gre
at P
lain
s
Mic
roso
ft Busi
ness
Solutio
ns m
erges
with
SMS&P H
Q, WW
and fi
eld
Mic
roso
ft B
usines
s Solu
tions
brand la
unched
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
Bu
sin
ess
So
luti
on
sB
usi
nes
s S
olu
tio
ns
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
Pla
tfo
rmP
latf
orm
Clie
nt
&
Clie
nt
&
Pro
du
ctiv
ity
Pro
du
ctiv
ity
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
Customer Customer Relationship Relationship ManagementManagement
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
Pla
tfo
rmP
latf
orm
Clie
nt
&
Clie
nt
&
Pro
du
ctiv
ity
Pro
du
ctiv
ity
Delivering Business Delivering Business InsightInsight
Broad FunctionalityBroad Functionality& Tight Integration& Tight Integration
Extending Beyond The ApplicationExtending Beyond The Application
Vince CordiVince CordiPartner Account ManagerPartner Account ManagerSmall and Mid-Market Solutions & PartnersSmall and Mid-Market Solutions & Partners
Transfor-Transfor-mational mational Apps V2Apps V2
Transfor-Transfor-mational mational Apps V1Apps V1
CRM 1.0 CRM 1.0 Business Business Portal 1.0 Portal 1.0 Business Business
Network 1.0Network 1.0
Transfor-Transfor-mational mational Apps V1Apps V1
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
CRM 1.0 CRM 1.0 Business Business Portal 1.0 Portal 1.0 Business Business
Network 1.0Network 1.0
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
Customer Customer Relationship Relationship ManagementManagement
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
Customer Customer Relationship Relationship ManagementManagement
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
Vince CordiVince CordiPartner Account ManagerPartner Account ManagerSmall and Mid-Market Solutions & PartnersSmall and Mid-Market Solutions & Partners
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
Hig
her
So
luti
on
Val
ue
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
Vince CordiVince CordiPartner Account ManagerPartner Account ManagerSmall and Mid-Market Solutions & PartnersSmall and Mid-Market Solutions & Partners
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.