Leads with the Cloud
Offers a comprehensive
solution
Telephony
ERP
CRM - Customer
Engagement
Document
Management &
Workflows
Dynamics
Partner
Office 365
Customer
BI, IoT, Dashboards
Business Consulting
Mobile Access
Deeply understands
customers’ business
processes
Owns customers’
technology strategy
Owns solution
integration and validation
Owns the billing
relationship
Offers managed services
including support
Microsoft
CRM
ERP
Dynamics
365
Microsoft continues to expand the CSP
program to more partners with access to
new cloud services, more markets and new
capabilities.
Partners own the end-to-end customer
lifecycle with direct provisioning, billing
and support of Microsoft cloud services.
Partners create the offer, set the price
and own the billing terms with their
customers.
Sell
Integrated
Offers and
Services
Own and
Control the
Billing
Provision, Manage
and Support
** Dynamics AX
coming soon!
• Primary approach for existing
Dynamics partners
• Only recommended approach for
Dynamics AX – with a few caveats
• Familiar approach for the business
applications market
• Opportunity to expand the Dynamics
365 business into the Office 365
channel
• New business models and innovative
offerings
• Primary approach for existing
Dynamics partners
• Only recommended approach for
Dynamics AX – with a few caveats
• Familiar approach for the business
applications market
• Opportunity to expand the Dynamics
365 business into the Office 365
channel
• New business models and innovative
offerings
Transition from
CRM Competency based on
either on-premises or Cloud
revenue/seats, exams and
customer references
To
Packaged, repeatable solutions
via unique industry IP
Cloud CRM Competency
Cloud CRM Competency
based on Cloud assigned
seats, exams and customer
references
ERP Competency based on
on-premises revenue, exams
and customer references
ERP Competency based on
on-premises or cloud
performance
A differentiated approach
based on the Cloud
maturity of each
respective market
Transition from
CRM Competency based on
either on-premises or Cloud
revenue/seats, exams and
customer references
To
Packaged, repeatable solutions
via unique industry IP
Cloud CRM Competency
Cloud CRM Competency
based on Cloud assigned
seats, exams and customer
references
ERP Competency based on
on-premises revenue, exams
and customer references
ERP Competency based on
on-premises or cloud
performance
Dynamics 365
Competency Impacts
- To be determined
- Appropriate time to
transition
- Rich and expanding
training offerings on the
connected solution
• Support the transformation of the channel to cloud-based,
repeatable vertical solutions
• Includes both CRM and AX partners – expanding to NAV/GP
in the coming year
• Provides clarity to the field and prospects by clearly
identifying our most qualified partners by vertical
• Provides training, recognition, a logo/brand and leads to the
partners that qualify for the program
• Increases opportunity pipeline and win rates while reducing
sales cycle times
• >100 partners worldwide
One destination for business users to discover, trial, and acquire line-of-business 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
Vertical Strategy
• Professional Services (AEC, Accounting & IT Consulting)
• Manufacturing (Industrial Equipment & Life Sciences)
Cloud Services
• Dynamics 365 (CRM)
• Azure
Mobile Workforce
•
Use-case solutions (Activity Buddy, Colleague, Attendee, etc.)
Turn business away that • We don’t chase Financial Services deals
• We refer out SMB deals to other partners
is not strategic
Focus 100% of our
marketing efforts on
Industry
• Events, branding, digital marketing, inside sales
Subject matter experts
•
•
Sales
Delivery
Live and breath the
cloud
• All internal development is on Azure
• O365 deployed internally
Targeted marketing
to legacy on-prem
customers
• Cloud transformation offerings
• Strategic selling cycles with Microsoft (create incentives to
move)
“Cloud Only”
mentality
•
All new projects are Cloud
Consumption depends
on the Mobile strategy
• Mobile drives maximum adoption and usage
Mobile development
is “use-case”
specific
• Dynamics 365 addresses the Macro needs
• Mobile development should address the Micro needs
Mobile IP can be
horizontal
•
Identify needs that all your Dynamics 365 customers require
Our Experience
• Two successful vertical efforts (small markets)
• Over 45,000 seats of Dynamics CRM
• 4 Partner of the Year Awards
Our Methodology
•
•
•
•
100% Focus on A/E/C and Legal
Pre-configured industry IP (repeat, repeat and repeat)
Pre-built data synchronization and harvesting tools
Best Practices for Business Process and Implementation
Benefits of Approach
•
•
•
•
Industry recognition, acceptance and momentum
Ability to complete (win percentage and speed to win)
Implementation success and referenceability
REAL $$$ VALUE! (recurring revenue and leverage)
• What are customers in these vertical markets asking for?
oDo I have a partner that understands my business?
oDoes Microsoft have solutions that fit my business?
oHow can I reduce my investments cost(s)?
oHow can I reduce my risks?
oHow can I leverage all the data that I have in house?
oHow can I get my users to actually use the system?
oHow can I leverage the investments we have made in technology?
•
•
Microsoft Win(s) •
•
Clients Win(s)
Partner Win(s)
Industry partner drives new opportunities
Compete more effectively against the bad guys
Larger number of seats per install and expansion
Longer on-going relationship (vertical stickiness)
•
•
•
•
Speed to install (time to value)
Reduced cost of delivery and implementation
Less risk
Higher user adoption
•
•
•
•
Quicker Wins against less viable competition
Highly differentiated approach
Reduced pressure to discount
More deal revenue: (CSA, application layer, Services and On-going support)
20/50/80
FY17 Partner Incentives Strategy
Cloud Solution Incentives
On Premise Solution Incentives
Cloud-First strategy
Simple and stable
Make incentives easier
Drive usage
Continue to deliver solution selling incentives
Optimize for EA and CSP
Introduce Online Services Usage incentive
Retire OSA – Manage incentive
Timeline Overview
July - Oct
Nov-Dec
H2FY17+
CRM OL
Sell & Manage
Sell & Manage
Sell & Usage
AX Cloud
Sell
Sell
Sell & Usage
Dynamics 365
Plans, Sales and
Operations
Sell
Sell & Usage
Dynamics 365: Rest
of Apps
Sell
Sell &Usage as
available
Consistent incentive rate and structure as Dynamics transitions packaging to Dynamics 365
CRM
Online
Dynamics
AX
Incentive
Microsoft Dynamics 365
Enterprise Edition
Plan 2
Plan 1
Operations
Other Apps
Sell*
26%
65%
65%
26%
Usage**
10%
10%
10%
10%
*Based on 12 months billed revenue
**Usage Incentive is coming in H2FY17
CSP incentives for Dynamics 365 are consistent with AX and CRM incentives
CRM
Online
Dynamics
AX
Dynamics 365
Enterprise Edition
Dynamics 365
Business Edition
Plan 2
Operations
Plan 1
Other apps
Financials App
CSP
Incentive
Direct
Discount
Rebate
25%
8%
30%
8%
30%
8%
25%
8%
30%
8%
Indirect
Reseller
Discount
Rebate
*
8%
*
8%
*
8%
*
8%
*
8%
*Discount provided by the Indirect Distributor
A
$1M
$500K
50%
AX
$250K
$125K
35%
B
$500K
$250K
45%
CRM
$0
$0
12%
CRM
$100K
$50K
12%
C
D
$100K
$0
$50K
$0
40%
20%
FY17: Top SPA-Only Partners ($4M+ USD): 55% License Discount
Enhancement Plan incentives remain unchanged
(July 2016 – April
2017)
(From May 2017-)
License Incentive Rates will be reduced in FY18
Software Assurance only fee will remain unchanged at 5%
FY17 Top partner License Incentive Rate
•
AX in EA Partners ($1.3M + USD) 40%:
• CRMOP Partners ($2.5M + USD) 14%.
aka.ms/wpcevals