No audio for audience, please ask questions via the Q&A panel. All slides, recordings and documents will be shared post webinar

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1 Webinar Housekeeping Webinar will be recorded No audio for audience, please ask questions via the Q&A panel All slides, recordings and documents will be shared post webinar Attendee view allows you to move and resize the panels you can see Any unanswered questions will be followed up Dynamics 365

2 Microsoft Dynamics for Non-Dynamics Partners 22 nd Feb 2017 Microsoft NZ James Dennis Dynamics 365 Partner Development SMB

3 Agenda Welcome to the world of CRM & ERP What is Dynamics 365 Market Opportunity Customer Value Add and Proposition Microsoft s Connected Cloud CSP and Cloud Profitability Become a Dynamics Partner Partnering with Dynamics Partners Q&A Dynamics 365

4 Overview Speaker: James Dennis Dynamics 365 Partner Development Specialist for SMB Microsoft NZ Todays Session: A lot of content today - Relatively high level overview Deep dive sessions can be shared and reviewed afterwards Highlight the technology, partners and learnings available to you Call to Actions and Follow ups Dynamics 365

5 Welcome to world of CRM & ERP Customer Relationship Management Enterprise Resource Planning

6 Welcome to world of CRM Customer Relationship Management Centralize customer information Automate marketing interactions Provide business intelligence Facilitate communications Track sales opportunities Analyse data & reporting Enable responsive customer service CRM solutions streamline processes and increase profitability in your sales, marketing, and service divisions. Learn more Dynamics 365

7 Welcome to world of ERP Enterprise Resource Planning Manufacturing, Retail, Finance and IT. Process efficiencies, asset management, financial insight, business transformation. Warehousing, Transportation, Budget Planning, POS (Point of Sale) System, Demand Forecasting and E-commerce. Ordering, selling, invoicing, and reporting. ERP systems increase your speed of doing business. Learn more about ERP and Finance Dynamics 365

8 Digital Transformation

9 CRM & ERP for the SMB Client More and more SMB customers seeing the value and need. Educated customers and changing buyer behavior. Data is king. When collected and analysed properly. Dynamics 365

10 What is Dynamics? With intelligent business applications across CRM and ERP. Dynamics 365 gives you what you need to run your business and delight your customers.

11 What is Microsoft Dynamics? Dynamics is a line of enterprise resource planning (ERP) and customer relationship management (CRM) software applications from Microsoft. Dynamics CRM Dynamics 365 for Sales (previously Dynamics CRM) Dynamics 365 for Customer Service Dynamics 365 for Field Service Dynamics 365 for Project Service Automation Dynamics 365 for Marketing (coming soon) Dynamics ERP Dynamics 365 for Operations (previously Dynamics AX) Microsoft Dynamics NAV Microsoft Dynamics GP Dynamics 365 for Financials (coming soon) Microsoft Dynamics SL Dynamics 365

12 Microsoft Dynamics 365 Business applications

13 Field Service Sales Marketing + Adobe Microsoft Operations Financials Customer Service Project Service Automation

14 End-to-end intelligent business applications in the cloud Start with what you need Productivity where you need it Intelligence built-in Ready for growth Start with the right fit for your business & grow at your own pace in the cloud Empower employees with productivity tools surfaced in context of processes Guide employees to optimal outcomes with intelligence embedded in processes Stay nimble & adapt in real-time with flexible, extensible applications & platform

15 Sales Field Service Marketing Customer Service Project Service Automation Operations

16 Purpose-built business applications Sales Opportunity management Social selling Content collaboration Mobile sales Planning & management Intelligence Customer Service Omni-channel Portal Agent enablement Onsite service Knowledge Intelligence Marketing * Field Service Scheduling and dispatch Asset and warranty management Service agreements Inventory management Mobile Intelligence Project Service Automation Opportunity management Resource management Time and expenses Project planning Team collaboration Customer billing Intelligence Operations Retail Procurement and sourcing Supply chain management Project accounting Human capital management Manufacturing Financial management Intelligence Adobe and Microsoft announced plans for a strategic partnership. Microsoft will make Adobe Marketing Cloud its preferred marketing service for Dynamics 365 Enterprise edition.

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18 Optimized for Employees Comprises Financials (aka Project Madeira ) & Future Sales & Marketing Solutions Cloud Only Max 300 seats Optimized for 250+ Employees Comprises of AX & CRM Dual Use Rights Min 20 seats on Plan 2 and Operations App Available June 2017 (est.) Available Now

19 $ NEW APPS CURRENT CRM COMPONENTS/PLAN 1 BIZ APPS $ CURRENT AX7

20 DYNAMICS 365, BUSINESS EDITION (FUTURE PLAN) SALES MARKETING

21 light users Team Members Apps full users Plans Operations Sales Operations Sales Field Service Customer Service Field Service Customer Service Light use, knowledge sharing & embedded business intelligence

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23 Dynamics 365 Features CRM, Marketing, Financials and ERP seamlessly integrated Power Flow & Power Apps New licensing for a more accurate and cost effective licensing Single user interface and experience across all services Solution restructure, new apps and services deliver more value Tight integration with Office 365 and 3 rd party software Grow services and licenses as needed Dynamics 365

24 Dynamics 365 Features App Source: Marketplace for 3 rd party apps and extensions Powered by Azure (more storage, analytics and security) Power BI embedded across Dynamics for data insights Advanced Analytics, Cortana Intelligence and Azure IoT included Available on IOS, Android, Windows and Web Common Data Model Syncronise contacts, information and data across your business Build apps and work flows in minutes without a line of code Dynamics 365

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26 Common Data Model: Dynamics 365 Dynamics 365

27 Lead scoring (2014) Knowledge- Based Insights (2015) Cash-Flow Forecasting (2016) Intent Analysis (2016) Cross-Sell/ up-sell (2016) Demand Forecasting (2014) Preemptive Service (2016) SALES CUSTOMER SERVICE OPERATIONS FIELD SERVICE PROJECT SERVICE AUTOMATION MARKETING Relationship Insights (2016) Product Recommendations (2015) Resource Optimization (2016) Customer Insights (2016) Predictive Sales & Inventory Forecast (2016) Sentiment Analysis (2016)

28 Market Opportunity KEY GROWTH DRIVERS: 15%+ Annual growth between Improved business agility Speed of implementation Focus on what matters Lower overall cost Source: IDC, Worldwide Enterprise Application Forecast, , IDC #258710, Sept 2015

29 Tipping point around cloud adoption 52 percent of organizations are confident that cloud apps are as secure as premises-based apps, up from 40 percent a year ago. Budget decisionmaking is shifting from IT to LoB By 2017, 50% of all IT spending will be outside of IT and the CIO s control. (Gartner) With finite resources, productivity is critical for businesses to scale 40% of a worker s productive time is lost when switching tasks. This costs the global economy $450B per year. Technology innovation is increasing the speed of business 40 percent of today's F500 companies on the S&P 500 will no longer exist in 10 years.

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32 Market Opportunity: NZ Dollars Workloads FY16 FY17 SaaS CRM $20m+ $26m+ SaaS ERP $78m+ $112m+ CRM (on-prem) $17m+ $16m+ ERP (on-prem) $118m+ $120m+ Total $233m+ $274m+ *Please Note: estimated figures in NZD for New Zealand market. Dynamics 365

33 Market Opportunity: NZ Employees Employee count size group Total Total SMB 1-99 Companies 322,887 97,320 19,713 15,987 8,519 2,547 2, , ,086 Employee count 0 225, , , , , ,990 1,926,580 1,007,590 *NZ Statistics 2013 Dynamics 365

34 Customer Value Add And Value Proposition Differentiate, Modernise, Optimise and Deliver

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37 Microsoft s Connected Cloud Going forward, our strategy will focus on creating a family of devices and services for individuals and businesses that empower people around the globe at home, at work and on the go, for the activities they value most.

38 Microsoft AppSource Partner Apps Microsoft Dynamics 365 Common application platform: PowerApps, Microsoft Flow, Common Data Model

39 Cloud Business Applications BI, IoT, Dashboards Vertical/Customer specific IP Document Management & Workflows Office 365 Business Consulting Telephony & Mobile Access Leads with the Cloud Offers a comprehensive solution delivered as a managed service Deeply understands customers business processes Owns customers technology strategy Owns solution integration and validation

40 CSP and the Cloud Opportunity Not all revenue streams are created equal! Learn more about CSP here

41 Enterprise edition Business edition

42 Dicker Data, Exeed & Ingram Micro

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44 Becoming a Dynamics Partner To become or not to become?

45 Becoming a Dynamics Partner Start today to build an internal Dynamics 365 arm of your business, to leverage the market opportunity ahead of you Sales Resource Trained to have a business level and process driven sales conversation Business Analysts No longer a purely technical engagement Expertise Consultants or Systems integrators across either CRM, ERP and/or Finance systems Support CSP requires a degree on ongoing support against these systems Accredited Review the new Dynamics Partner requirements to achieve Microsoft s Silver/Gold status And More Developers, testers, application skill sets, business intelligence, data analytics and 3 rd party integration Dynamics 365

46 Partner Resources (Homework) Microsoft Partner Network: here Review the CRM Partner Requirements Review the ERP Partner Requirements NZ Partner Learning Site: here Dynamics Learning Portal (DLP): here Microsoft Partner Source: here Partner University: here Internal Use Rights (IUR s): blog Demo Sites for Dynamics 365: here Getting Started Documents: (Will be made available after the call). Dynamics 365

47 Partnering with Existing Dynamics Partner To Partner or not to Partner? That is the question!

48 Microsoft AppSource Partner Apps Microsoft Dynamics 365 Microsoft Azure

49 Why work with a Dynamics Partner? Ease of Access Experts Tomorrow Referral for Revenue Ongoing Relationship Don t have to build own Dynamics skill sets and practice, which can take long time to achieve Leverage lifetime of skills, reputation and knowledge from Dynamics community tomorrow Gain revenue and customer loyalty through simply passing an opportunity to your trusted partner Share leads, learnings and knowledge to mutually benefit both partners and customers Dynamics 365

50 How to Partner in this space? CSP is Key Reach Out Review Partners Start Selling Choose to sell direct, through Distribution or a Dynamics Partner for the future Dynamics license program Simply talk to Microsoft representatives, Dynamics Partners, Distribution Partners and begin discussions Find a partner that will match your technical, business and cultural needs and sign partnership agreements Work with each others sales teams to engage existing and new customer opportunities more effectively Dynamics 365

51 Microsoft NZ Dynamics Partner Community Accenture Acumen Consulting Adaptable Solutions Altara Datacom Dimension Data Dysel Business Software Endeavour Solutions Financials for Office 365 Flintfox International Fujitsu Fusion 5 Incadea Ingenious ERP Intergen KPMG New Zealand Lean Projects Magnetism Solutions Nerea OA Systems Olympic Software P&L Limited Sable37 SaaS Plaza Theta Systems Topaz Ltd UXC Eclipse Find more partners and more information about partners here Dynamics 365

52 The Road Ahead Start talking to partners and with customers about CRM & ERP. The Dynamics 365 site and this slide deck. Review the MPN site and CSP content. Speak to Dynamics Partners and Distributors. Start selling today! Join the Microsoft NZ Dynamics Partner Yammer Site today. Dynamics 365

53 Any Questions? James Dennis Dynamics 365 Partner Development SMB Microsoft NZ Yammer Site: link

54 Additional Resources

55 Wednesday 1 st February (9:00am) - Tuesday 28 th February (11:59pm) Get a $50 Noel Leeming gift card by registering and passing on assessment on Partner University! Go to partneruniversity.microsoft.com and finish ANY course Screenshot the certificate and it to nzpartner@microsoft.com along with your full name, mobile number and the address you would like the prize to be sent to

56 Office 365 Dynamics 365 EMS Azure here/in slide 18 O365 $73 D365 $75 EMS $35 Azure

57 For Resellers and Direct CSPs Scenario for Dynamics365 Partner Example: Dyn365E for Sales $44 Dyn365E for Team Members $6 Dyn365E Plan 1 $75 $25k Dyn365E Plan 1 add on $37 4 seats 3 seats 17 seats 5 seats users 17 5 users seats 65 seats users

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59 aka.ms/modernpartner aka.ms/cpplearningpath aka.ms/profitabilityscenarios aka.ms/profittool aka.ms/profitblog smartpartnermarketing.microsoft.com

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61 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 combine their own services and IP with Microsoft solutions, set the total price and terms with their customers. Sell Integrated Offers and Services Own and Control the Billing Provision, Manage and Support ** Dynamics AX coming soon!

62 Case Studies/References Metro Bank AccuWeather Renault Sport F1 team Hagler Systems Umbra Group Rolls-Royce Ecolab Public Reference Site: here

63 1 = $1 Microsoft revenue = $5.87 partner attach Source: IDC ebook, sponsored by Microsoft, The Modern Microsoft Partner Series, Part 1: The Booming Cloud Opportunity, 2016

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