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Maureen Mascaro : RMS Channel Marketing Manager Microsoft Corporation

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1 Maureen Mascaro : RMS Channel Marketing Manager Microsoft Corporation
Microsoft Business Solutions Retail Management System New Partner Orientation Welcome This deck has been fully scripted and may be provided to Microsoft partners under NDA. Planned seminar length = 60 minutes This presentation is aimed at the Microsoft Business Solutions – Retail Management System Certified Partner audience. It provides an overview of the Q4FY04 Retail Management System Go-to-Market and the partner opportunity in selling Retail Management System implementations. Contact Andrew Wolfe for questions regarding the content of this presentation. Maureen Mascaro : RMS Channel Marketing Manager Microsoft Corporation Jason Hardesty : Technical Specialist Retail Management Microsoft Corporation © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

2 Agenda Opportunity Getting Started Software Enablement Marketing
Community Support Announcement Welcome to the Retail Management System partner channel. As a new partner to RMS or even MBS, you will be awestruck at the amount of resources available to you as your build your business around the Microsoft solution stack. © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

3 Partner Opportunity 2.7M small business retailers in US 1-9 Stores
US Retail Market 2.7M small business retailers in US Legacy 6.1M lanes 32% have no automation 68% have ECR or POS 18% Refresh Annually 50% New Start Ups 1/2 have PC in business used for non POS function Retail is the LARGEST Small Business Category $1 Billion $100 Million Enterprise Medium Small <$100 Million Current Situation: Retailers in the US: 2.7 million small business retailers exist in the US today Lane Count ( number of check out lanes/registers per physical location) 6.1 million lanes are operating in the US Automation Status of lanes in US: 32% do not have any automation- Using a cash box, money sack, hand written receipts 68% have an ECR or PC/POS set up 55% ECR 33% have a PC in use in their business for non-POS activity 45% PC/POS Refresh Rates Per Year {Rate at which all existing POS/ECR equipment will be discarded and replenished this year} 18% of existing equipment is replaced annually 66% of the replenishment rate is attributed to start up business. Annual Open and Close rates of new retail businesses is 10% thus contributing to new business making up the largest portion of sales. 2/3 of all retail buiness with an ECR do have a PC in the store used for non POS functions Of the 6.1 million lanes in the US, we are directly targeting 1.5M Retailers in the 1-9 Store category which translates into 3.5 million lanes 1-9 Stores US Independent Merchants = 6.1M Lanes Underserved market opportunity !! Data: Clarendon:2002 © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

4 Retail Management System Target Customer
Small retailers – single or multi-store Mid-sized retailers – small chains* Proprietor owned and operated stores Inventory managed within stores and/or at a lead store or head office Specialty and general merchandise Inventory that can be price-tagged and stocked in stores Examples include hobby, wine, apparel, bike shops, gift shops, and more This is the profile of the merchant with the perfect fit! © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

5 Top 15 Retail US Sub-Verticals
New Lanes Clothing & clothing accessory stores 157,710 Gift, novelty & souvenir 77,996 Beer, wine & liquor 82,046 Sporting goods 43,594 The Top 15 Similar segmentations occur globally 75% to 100% of functionality required is already in RMS Value in providing sub-segment functionality through ISVs and VARs Strong sub-industry associations & communities RMS Partners successful in these sub-verticals Competitive Advantages Feature/Functionality Partner Channel Support Platform for Extensibility Microsoft Brand/Stack Sub-Vertical New Lanes Radio, television, other electronics 22,172 Household appliance 19,934 Hobby, toy & game stores 13,872 Convenience, Snack, Specialty Food 84,506 Nursery & garden centers 71,275 Auto and Tire 83,184 Pharmacy & drug stores 50,136 Furniture 37,520 Hardware stores 28,964 Books-CD-Music Stores 31,082 Other Specialty NA © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

6 Customer Value Proposition
Before After Before Cash Register + Paper Ledger + Extra Hardware PC with Retail Management System After Partners, working with retailers to streamline the processes will also steam line the assembly of tools at the counter. Notice the elimination of additional calculating tools to run the counter, they are now all condensed into one machine. © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

7 Getting Started: Welcome Kit
Retail Management System Partner Welcome Kit Welcome Letter Marketing Brochures & Product Data Sheets Evaluation CDs: Store Operations & Headquarters Reference Manuals: Store Operations & Headquarters Getting Started Guides: Store Operations & Headquarters Not For Resale: 3 user license Store Operations * If you have NOT received your kit or question the contents of the kit, please contact your distribution partner immediately or Not For Resale Headquarters license ( 5 Store Base ) is shipped once you pass the Headquarters Certification exam.

8 Getting Started: Partner Source
Partner Source is a password protected Web portal designed specifically for Microsoft Business Solutions Partners. Up-to-date tools and information to help you Increase sales, improve skills and deliver services and products to customers. To Access Complete Partner Source Agreement Submit form to >> Partner Source

9 Getting Started – VOICE
Virtual Organization Information Center (VOICE) Register for newsletters Check your sales activity Verify certification status per product Monitor support incident usage Assign access rights to VOICE to your team >> Partner Source >> VOICE

10 Getting Started: Learning the product
Product Certification is required before product is procured eLearning Internet based curriculum Efficiency of online training with depth of classroom experience Collection of tutorials on a specific subject matter Pre-recorded, multi-media with audio, text and full motion video Conveniently available 24hrs Access on a per user basis for 30 days Courses for Store Operations and Headquarters An eCourse is an Internet-based curriculum which combines the efficiency of online training and the in-depth product coverage of classroom training. An eCourse is a collection of one or more tutorials related to a specific subject matter.  eCourses are pre-recorded multimedia learning which consists of audio, accompanied by text and full motion video to demonstrate features and functionality of a specific topic or product, and are often accompanied by related downloadable information to outline important points of learning.  With 24-hour available access, you can save time and increase your productivity.  eCourses are purchased individually, on per user basis, for a specific duration – usually 30 days, unless otherwise noted For information, fee and enrollment instructions go to Partner Source >> Training >> ELearning © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

11 Getting Started: Getting Certified
Demonstrate technical knowledge of Retail Management Successfully complete exam of product you wish to sell Exam specifics 35% POS Topics & Transactions 20% Store Operations Manager 20% Inventory 15% Installation 10% Register and Store Configuration Total number of questions on exam: 60 Fee to take exam: $125/each Location(s) of testing centers:

12 Software - Microsoft Retail Management System Overview
Head Office / Lead Store One or More Store Locations Multiple Cash Registers per Store Streamline business operations Make informed decisions Market, promote, and sell across channels Reduce POS system and operation costs Easily expand to multi-store operations Chain-wide pricing, purchasing & inventory control View & analyze data across entire business or store-by-store Set and monitor policies and procedures for every store © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

13 Evaluation MODE Installation of software w/o valid license (dongle) with the purpose of determining suitability for retail operation. RMS: Store Operations Expires 60 days after installation Expiration date embedded in database 5 line item limit per transaction 3 user limit built in Sample database may become actual database with license validation RMS Headquarters 45 Days / 5 Store 15 Days if dongle is removed Describe QS2000->RMS Store Operations -> Upgrade to RMS ->Then HQ © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

14 Let your voice be heard! Influence Retail Management product direction
Make suggestions for enhancements Reviewed regularly by RMS product group

15 Pricing Licensing Store Ops Server $1,190 location
Store Ops Client 2-9 Users $800 each Store Ops Client users $600 each Store Ops Client users $500 each Store Ops Client 50+ users $400 each HQ Server w/ 2 Store Client Pack $3,000 Store Client $500 each All prices MSRP Refer to recorded Pricing webinar at Price sheet available at Partner Source  Pricing  Ordering

16 RMS Hardware Compatibility Listing
Available at Ensure the hardware you are selecting for your customer is compatible with Retail Management System Approved by Microsoft

17 HARDWARE BUNDLE OFFERINGS

18 RMS Customization Guide
Available on Partner Source Extend RMS by using extensive documentation provided by Microsoft Custom POS Buttons HTML Add-Ons Report/Receipt Modification Hook Documentation Partner Source  Products  Retail Management  Product Information

19 Integrated Credit/Debit Card Processing …
Fully Integrated and Included with RMS Store Operations V 1.2 SP2 Citibank Wells Fargo Paymentech Bank of America Middleware Alternatives to Integration PC Charge IC Verify Microsoft Retail Management System provides integrated card processing through a variety of vendors including PCCharge, ICVerify and Citibank. We don’t have time to go through the details of each one but lets take a closer look at Citibank. Reference data sheets and application at © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

20 RMS Product Downloads Available For Partners
RMS SP2 Hot Fixes Partner Source  Products  Retail Management  Downloads

21 Reports Library

22 Knowledge Base

23 Enablement – Sales, Technical and Industry Learning
Sales Training Franklin Covey How to prospect and qualify Understanding the Prospects Needs Recommend solutions & Close Business Marketing Training Mac McIntosh Relationship Marketing Event Marketing Direct Marketing Web Marketing & Search Engine Optimization Selling Services Hahn Consulting Technical Microsoft SQL Fundaments & RMS Integrated Payment Process Overcoming Service Objections Diagnosing Buying Motivation FREE access to live and archived training including web seminars, elearning and classroom training across Microsoft product line Built for the Retail Management System Partner

24 Enablement – Marketing Guides
Partner Enablement Guide Dissecting the sales process and teach sales skills to overcome obstacles PDF download in Partner Source >> Partner Source>> Product >> Retail Management >> Sales & Marketing Partner Messaging Guide Providing language to build your own sales tools and pitches PDF download in Partner Source Microsoft is creating new and updating the favorite sales aids designed for the partner community to utilize during the sales process of RMS. Items such as the following are available: Partner Enablement Guide -Dissecting the sales process and teaching skills to overcome obstacles Partner Messaging Guide -Providing language to build your own sales tools and pitches Additionally>>BDM Presentations, ROI Calculators, Success Stories, References, Data Sheets and more. All available through Partner Source and/or delivered to your office on CDs. Sales Readiness and Technical Readiness: Seminars, offered via the web, packaged to provide you a convenient way to receive information and often recorded allowing you to continue to reference material, are delivered monthly and promoted via your Account Management team, Partner Source and Retail Industry Newsletter. >> Partner Source>> Product >> Retail Management >> Sales & Marketing © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

25 Marketing – Material at your Fingertips!
>>Partner Source>>Products>>Retail Management>> Sales & Marketing Customer oriented material ready for your campaign Material you can deploy immediately Material you can modify to suit your purposes

26 Marketing: Sales Tools To Build Your Business
Marketing Templates Web Banners HTML Splash Screen HTML Event Marketing Event in a Box Presentation Print Advertising Print Ads White Papers Published Material Product Brochures & Data Sheets Customer Case Studies Competitive Battle Cards Vertical Kits Demo Scripts RMS Fonts © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

27 Partner Product Support: Services Option | Flex & Flex Preferred Services for Partners
Value Proposition: Designed for small business partners seeking technical support on a less frequent basis. Option Components Flex Services: Available to all Microsoft Partners and Foundation Plan Partners 8 hour guaranteed response time 1 incident 10 pack 50 pack Flex Preferred Services: Available to Partners: - Preferred Plan - Preferred Plus Plan - - Partner Advantage - On Ramp Plan - Retail Management - Small Business Mgr Same guaranteed response time as previously purchased plan: 200 pack Flex Services available to all Partners: Additional Foundation Library Seats for a fee 24x7 support for a fee Consulting services for fee SCRIPT: Flex Support Options are available to all MSPP partners, regardless of whether they are in the MBS Competency or not. However, we wanted to ensure that partners who are dedicated to the MBS business are able to purchase these ala carte service options for a lower price, to reward them for their focus on the MBS business. Therefore, we have Flex Services and Flex Preferred Services. The main difference between the two will be price. As you see in the white boxes, any Microsoft partner can purchase a single support incident, or a pack of 10 or 50 incidents. In addition, Microsoft partners can purchase seats to the Foundation Library of online training tutorials, access 24x7 support, or hire MBS consultants to help with an engagement. Note: If an MBS partner purchases the Foundation Plan, this is the price they will pay for Flex Service support. In the orange boxes, you’ll see the same ala carte options available, but at a lower price, for MBS partners who purchase one of the following service plans: Preferred Plan, Preferred Plus Plan, (or Partner Advantage, in N.A. only), as well as On Ramp partners, Retail Management and Small Business Manager partners. NEXT SLIDE © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

28 Partner Support: How to Purchase
Review service plans and select most appropriate Obtain appropriate order form Partner Services Form Complete order form online Receive confirmation once it is processed Begin using service plan benefits

29 Technical Support: Customers
Annual Maintenance Plan* 2 support incidents Managed Newsgroups Updates & Upgrades CustomerSource Access Discount on Flex Per Incident Support Price: 18% of RMS MSRP * Formerly Standard A Learn more about the Annual Maintenance Plan and more service offerings: >> Partner Source >> Services Visit >> Partner Source >> Services >> Standard A

30 Community Remain up-to-date on Retail Management
Retail Industry Insights Newsletter Direct from the RMS team at Microsoft Business Solutions Bi-monthly News direct to partner on Sales Marketing Training Events Support and more… Partner News – Direct from MBS MBS has a host of newsletter options for your subscription keeping you current on program news, product news, technical support, training, sales and marketing etc… Specifically designed for partners targeting the retail segment is the Retail Industry Newsletter. Scheduled for delivery twice a month, this communication will include news, events, product updates and sales and technical skill building events and tools and much more. To register, go to Partner Source >> VOICE and in the left hand navigation, select Insight / Subscribe. Use the Partner Tab and selected the Retail Industry Newsletter. Sign Up Today Log into Partner Source Select VOICE tab top center of land page Select Insights from tree Subscribe ->> Partner Tab Select Retail Industry Insights … select other topics that interest you! >> SUBMIT! Partner Source >> VOICE>> Insights -> Subscribe © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

31 Community – Participate in newsgroup discussions
Partner to Partner Communication Retail Management Partner Community Active discussion boards hosted in Partner Source Read archived material for new learning Post questions for partner feedback Partner responses dominate activity Seek Add On Features developed by other partners To use the Managed Newsgroup feature, customers need to register their users by going to My Account > Account Information > Product & Service Summary > Managed Newsgroup User Maintenance so MBS support engineers can recognize them and respond when appropriate

32 Community Retail Management System Executive LIVE Newsletter
LIVE newsletter provided via web seminar RMS team executives share news on topics such as Business News Market Trends Product Road Map Sales Initiatives Marketing Campaigns … and more Held quarterly Sign up for Retail Industry Insights to receive notice of next LIVE newsletter!

33 Fulfillment – Items required to order product
How do I place an order with the distributor? Know your Microsoft Business Solutions Account Number Licenses are registered at the time of the sale Be ready with customer information Contact Name Store/Company Name Store/Company Address Store/Company Phone Number Be clear on the number of lanes your customer requires Build hardware & software delivery time into job timeline

34 Contacts: Subject Matter Experts at Microsoft
RMS Regional Specialist Dedicated to helping partners pre sales product support East Region: Mike Miller Central Region: Kathy Beach West Region: Jason Hardesty Tele-Account Managers Dedicated to helping partners build sales pipeline with marketing plans using Microsoft resources East Region: Ben Scothern Central Region: Grant Price West Region: Nate Winn Retail Management System Partner:

35 Get Certified – Get Selling
We want you to pass the certification exam! Complete the RMS Store Operations eCourse between December 3, 2004 and February 28, 2005 AND Successfully pass the RMS Store Operations exam within 3 weeks of eCourse enrollment and Microsoft will reimburse your $298 fee/seat for the RMS Store Operations eCourse! We want you to pass the RMS Store Operations exam. To help, we are offering you the chance to receive free eLearning through a special campaign. Don’t miss this limited-time opportunity! Details are below. Complete the RMS Store Operations eCourse between December 3, 2004 and February 28, 2005 AND successfully pass the RMS Store Operations exam within 3 weeks of eCourse enrollment, and Microsoft will reimburse your $298 fee/seat for the RMS Store Operations eCourse! Store Operations eCourse - Retail Management Developed from our industry leading curriculum and certified trainers, eCourse material is specifically designed to cover detailed concepts on specific topic areas. An eCourse will allow you to have 24-hour online access to training. You can learn at your own pace and still receive the same great product knowledge you would receive from the classroom without the need for travel or unnecessary time away from the office. This eCourse develops knowledge of the Store Operations Product Suite. Topics discussed are the installation and setup of each application and POS peripherals, and the deployment of a single and multi-store enterprise. You will also learn basic transaction processing and POS functions, as well as back office inventory management and reporting. $298 (US Dollars) RMS Store Operations exam (VUE Exam # RMS ) To view the exam preparation guide for the RMS Store Operations exam visit: https://mbs.microsoft.com/partnersource/communities/training/Certifications/exampreparation/MBS_RM_StoreOp_prep.htm To take advantage of this special offer: Register for Store Operations eCourse – Retail Management by contacting (option 4) and referencing promotion code RMSexam. Complete Store Operations eCourse – Retail Management between December 3, 2004 and February 28, 2005 Successfully pass the RMS Store Operations exam within 3 weeks of eCourse enrollment. You will receive a refund form by March 15, Fill out and return this form to receive your refund. ©2004 Microsoft Corporation. All rights reserved. Microsoft is a registered trademark of Microsoft Corporation in the United States and/or other countries. Microsoft Business Solutions is a subsidiary of Microsoft Corporation. The names of actual companies and products mentioned herein may be the trademarks of their respective owners. Microsoft is not responsible for non-delivery of gift due to incorrect postal information provided by respondent. Offer valid while supplies last. This offer is ©2004 Microsoft Corporation. All rights reserved. Microsoft is a registered trademark of Microsoft Corporation in the United States and/or other countries. Microsoft Business Solutions is a subsidiary of Microsoft Corporation. The names of actual companies and products mentioned herein may be the trademarks of their respective owners. Microsoft is not responsible for non-delivery of gift due to incorrect postal information provided by respondent. Offer valid while supplies last. Limited to the first 100 unique organizations. Open to USA based companies. © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

36 Getting Certified – Get Selling
To take advantage of this special offer: Register for Store Operations eCourse – Retail Management by contacting (option 4) and referencing promotion code RMSexam. Complete Store Operations eCourse – Retail Management between December 3, 2004 and February 28, 2005 Successfully pass the RMS Store Operations exam within 3 weeks of eCourse enrollment. You will receive a refund form by March 15, Fill out and return this form to receive your refund. ©2004 Microsoft Corporation. All rights reserved. Microsoft is a registered trademark of Microsoft Corporation in the United States and/or other countries. Microsoft Business Solutions is a subsidiary of Microsoft Corporation. The names of actual companies and products mentioned herein may be the trademarks of their respective owners. Microsoft is not responsible for non-delivery of gift due to incorrect postal information provided by respondent. Offer valid while supplies last. Limited to the first 100 unique organizations. Open to USA based companies.


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