1. Microsoft Dynamics rešenja u vašem poslovnom portfoliu
Nenad Aleksić
Microsoft Dynamics Lead

2. Godina krize... Pad IT industrije
Povećana dugovanja i problemi sa naplatom
Optimizacija resursa
Okretanje sebi i sopstvenom razvoju
Okretanje postojećim korisnicima
Neke stvari će se sigurno promeniti....

3. Tržište poslovnih rešenja
Podaci Republičkog zavoda za statistiku
ERP rešenje poseduje 16,4% kompanija u Srbiji
CRM rešenje poseduje 11,9% kompanije u Srbiji ?

4. Microsoft Dynamics na tržištu Srbije
Korisnici
Lider na ERP tržištu u segmentu malih i srednjih preduzeća – preko 180 kompanija u Srbiji koriste MS Dynamics ERP
Penetracija MS Dynamics CRMa u sve segmente tržišta u Srbiji (Mineco, Puratos, Centroproizvod, Grand Prom, Grad Novi Sad, Grad Beograd...)
Partneri
Da li su “karte podeljene”?

5. Microsoft Dynamics – za svako preduzeće
9/18/2018 3:18 PM
Microsoft Dynamics – za svako preduzeće
Veličina
Velika
preduzeća
Dynamics AX
Srednje
velika
preduzeća
Dynamics CRM
Dynamics NAV
Male preduzeća
NAV
Express
Složenost poslovnih procesa

6. Šta Vam donosi Dynamics partnerstvo?
Pristup donosiocima poslovniih odluka (generalni direktor, direktor finansija, direktor prodaje, itd.)
Razumevanje potreba korisnika u celini i širenje svoje poslovne ponude
Intezivnije korišćenje postojećeg znanja i prepoznatljivosti
Mogućnost da povećate vrednost postojećih ugovora o licenciranju
Mogućnost da prodate svoje znanje kroz implementaciju, servis i konsalting – kontinuiran proces

7. Zvanična MS statistika – FY09
37% novih Dynamics korisnika je uradilo upgrade na Office 2007
81% novih Dynamics korisnika kupi SQL Server – 61% od njih su premium SKUovi
Windows Server je purchased kupljeno tokom 72% Dynamics implementacija; 78% od njih su premium SKUovi
Microsoft Dynamics brings tremendous value to all of Microsoft’s business.  One of the original reasons for our investment in the Dynamics business back in 2001 was the belief that by selling business applications we could help secure the stack of Microsoft’s platform technologies. 
Windows Server Spending: As we look at the attach rate of Microsoft technology to Dynamics, we have some great news to share.  First, when we look at Windows Server, on which all of our Dynamics products run today, we see that Windows Server is purchased during 72% of Dynamics deployments.  This by itself is a good number, but it is even more impressive when you consider that 78% of these purchases are premium SKUs – primarily Windows Server Enterprise, which our customers are buying in order to ensure the scalability, reliability and performance of their mission-critical business applications. 
Office 2007 Deployment:  With Microsoft Office, we know that getting customers to deploy and adopt the latest version of Office is a challenge for those in the IW business.  It is an important challenge, as research shows that customers who are using the latest version of Office are 50% more likely to renew their EA than those who have not upgraded!  The good news is we believe Dynamics can help!  In a survey of our partners, we found that 37% of them were deploying Office 2007 at the same time as they were implementing Dynamics.  And they were not just upgrading those employees who were using Dynamics, but are deploying Office to a wider group of employees across the company. 
SQL Server Attach:  We also found that Dynamics customers are needing to buy more SQL Server licenses when they deploy Dynamics.  In a survey, we found that 81% of new Dynamics customers had to  purchase additional SQL Server licenses, and in 61% of those cases these were premium SKUs, primarily SQL Server Enterprise Edition.  This compares with current premium sku mix of around 12% for the SQL business. 
Microsoft Value:  And finally, it is important to understand that Dynamics customers are also great Microsoft customers.  When we look at the average revenue that every Dynamics customer brings to Microsoft from all their purchases with us, and we compare that with the average revenue brought from all non-Dynamics customers, we see that on average, Dynamics customers are worth 5 times more to Microsoft than non-Dynamics customers.  When you look a little deeper into this metric, there is a wide spread in this metric across segments – from customers in the CAS segment who are worth about 2.3 times more, to customers in breadth public sector who are worth almost 6.8 times more!   
“Two years after becoming a new customer, Dynamics customers increased their spending on Windows Server by 46%, compared to an average increase of 13% over the same period.” 
Source:  Analysis of WW MSSales data. 
Calculation:  Taking 2006 as the reference point, looked at total Windows Server committed license revenue for Microsoft Dynamics customers for 2 years prior to them becoming a customer (i.e. back to 2004), and for 2 years after they became a customer (through end of 2008).  Total Windows Server revenue from the customers before Dynamics was $235 million and 2 years after was $342 million- an increase of $107 million, or 46%.    Compared this to a control group over the same period, where revenue 2 years before was $2.163, billion and 2 years after was $2.443 billion – an increase of $280 million, or 13%.  Dynamics customers therefore grew Windows Server revenue by 33% more over a 2 year prior/post period compared to non-Dynamics customers.
Although powerful, we should probably talk about this as correlation.
37% of New Dynamics Customers upgrade to Office 2007 and Customers who upgrade to Office 2007 have a >50% likelihood of EA Renewal so it’s an important deployment metric to Office. Office 2007 deployments significantly increase the likelihood of an EA renewal for our larger customers,which is why this is an important metric for the IW Business. 
Source:  (a)  Partner interviews conducted Nov – Dec 2008 by Keystone Research of 100 WW Dynamics customers.  (B) EA Renewal comes from IW deploy and adoption website. 
Calculation:  (# of customers who upgraded to Microsoft Office 2007 / Total number of customers) *100. 
Based on partner testimonials, this is causation. 
81% of New Dynamics Customers  purchase incremental SQL Server – 61% of which are premium SKUs
Calculation:  (# of customers purchasing Microsoft Dynamics who also purchased SQL Server at the time of their purchase / # of customers purchasing Microsoft Dynamics) *100
Source:  Partner interviews conducted Nov – Dec 2008 by Keystone research of 100 Dynamics customers. 
Suggested update:  none. 
CRM Customers have 10X More SharePoint Licenses in EPG  vs. Non-CRM Customers
Source:  Analysis of Klondike data 11/17/2008.  US Only. 
Calculation:  Average number of SharePoint licenses per 100 FTEs for Dynamics CRM customers vs. average number of SharePoint licenses per 100 FTEs for non-Dynamics CRM customers in EPG.   
Suggested update:  Possibly update license count to a WW number from MSSales.   (Joe – I looked through the files we have and did not see SharePoint license broken out, only revenue.  I’ll follow-up with Heinrich to see if he can pull it.)
This is correlation.
Dynamics Customers on average generate 5X More Revenue for Microsoft . 
Source:  Analysis of MSSales data for FY09 as of March 2009; Analysis of Klondike sales data 11/17/2008
Calculation:  (Revenue to Microsoft from Microsoft Dynamics customers/# of Microsoft Dynamics customers) / Revenue to Microsoft from non-Microsoft Dynamics customers / # of non-Microsoft Dynamics customers). 
Suggested update:  As a sub-bullet, clarify while this is an all-up historical number, we also see that, on average, every new Dynamics customer correlates with >$4 additional  VL Billed Revenue for every $1 of Dynamics Billed Revenue.
U FY09 Dynamics korisnici su generisali 5X više novca za Microsoft i njegove patnere (samo licence)

8. Kako ući u Dynamics partnerstvo – check lista?
Potpisati potrebne ugovore – nema troškova
Oformiti tim
Podrška Microsofta
Ispuniti uslove sertifikacije
Implementirati kod sebe (MS Dynamics CRM licence sastavni deo licencnog benefita za sve MS partnere)
Pronaći prvog korisnika (nekog na dohvat ruke, gde postoji poverenje, čije poslovne procese znate, sa vrlo prihvatljivom ponudom)
....

9. Potrebne veštine za tim kod Dynamics partnera
9/18/2018 3:18 PM
Potrebne veštine za tim kod Dynamics partnera
Poslovne veštine
Tehnološke veštine
Soft-Skills
Strateško mišljenje
Mapira poslovne ciljeve na ERP/CRM
Poznaje poslovne procese i radne tokove
Funkcionalne veštine (prodaja, marketing, servis, proizvodnja, servis, računovodstvo...)
MS infrastrukturna tehnologija
MS Dynamics
Baze podataka
Service Oriented Architecture (SOA)
Back-office integracija
Komunikacija
Kolaboracija
Projektni menadžment
Change Management
Držati obuku
Business skills consist of the ability to think at the strategic level, communicate with executives of the customers, help customers understand where the deficiencies are in customer lifecycle and how CRM would help them solve those problems. We have highlighted business skills because CRM is a business application. Hence, requires selling business value rather than technology. Depending on existing resource capabilities, significant investment might be needed to acquire these skills.
Technical skills depend on both MS CRM and the deployment/integration requirements. Typically engineers and architects who have experience with .NET, MS CRM training, Service Oriented Architecture (SOA) with Web services, and Microsoft technology stack would be required.
Soft skills are very much required for your practice success. These skills help you meet your project commitments, ensure smooth communication flow and help drive the projects and deployment to finish.
©2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

10. Najbolja praksa Dynamics NAV Express Software advisory fee
Lokalni treninzi na srpskom
Tehnička podrška od strane iskusnog partnera - distributer rešenja (NPS Beograd)
Detaljna uputstva, predlošci ugovora, zapisnika, metodoloških dokumenata itd.
Prodaja paketa – licence, usluge, obuka, treninig materijal
Software advisory fee
Za sertifikovane MS Dynamics CRM partnere
Podržava partnere koji su implementirali MS CRM, a ne prodali licencu
Microsoft vraća partneru 25% end user vrednosti MS CRM licenci kao dodatan motiv
Veličina projekta: 20 CRM korisnika
Vreme implementacije: 3 meseca
Iznos (USD)
Ukupna vrednost CRM softvera (20 CALova, 1 Pro Server)
$28,600
Partnerska margina
$4,300
Usluge – implementacija i trening (200 sati)
$11,000
Ukupna vrednost projekta
$39,600
Software Advisory fee
$7,150
Zarada partnera na projektu
$22,450
(57%)

11. Kako Vam Microsoft može pomoći da postanete Dynamics partner
Trening materijali i online materijali za obuku (tehnička, prodajna, metodološka)
Pre-Sales i Sales aktivnosti
Razvojna licenca/SDK
Treninzi u zemlji i okruženju
Dynamics Akademija

12. Investicija u partnerstvo$
vreme i resursi koje treba angažovati

13. Kontakt: Tel. +381 11 3306621 Email: nenad.aleksic@microsoft.com
HVALA!!!
Kontakt:
Tel