1. Microsoft Dynamics CRM 3.0 Pricing and Licensing Training

2. Agenda About CRM About Microsoft CRM Availability SKU Design & Pricing External Connector Key Channels Academic Licensing SPLA Upgrading to CRM 3.0 Continuing to Buy CRM 1.2 Keys & Registration Software Assurance Benefits

3. What is Customer Relationship Management? CRM is a core business strategy to create and deliver value to targeted customers at an increased profit It integrates processes and external networks It is grounded on high quality data and enabled by information technology

4. CRM’s Fatal Flaw It just isn’t natural Microsoft Outlook, Excel… What My Sales, Marketing and Service People Use Every Day “Why do I need this other thing?” ??? The CRM Thing We Make Them Use

5. What Do Businesses Need From A CRM System? Reliable user adoption –If people won’t use it, it has no value Great business fit –Consistent processes and real-time visibility Fast, flexible, and affordable technology –Quick to deploy and easy to manage

6. Works the Way Your Business Does Easily adapts to each company’s needs Powerful workflow and analytics Works the Way Technology Should Fast to deploy and easy to manage Powerful Web services architecture Works the Way You Do Native Office and Outlook experience Full range of mobile solutions SalesService Marketing Microsoft Dynamics CRM: The Next Wave A complete CRM suite that leverages the power and productivity of the Microsoft platform

7. Works The Way You Do Native Microsoft Outlook Folders and Command Bar Automatic calendar, contact, task and email synchronisation Quick views of relevant information

8. Where We Are Today Over 7,000 customers Over 180,000 users Full suite of marketing, sales, and service Native Office experience Web services architecture Fast, flexible, and affordable Available in 22 languages Microsoft CRM Customer Growth Worldwide +100% +100% FY’03FY’04FY’05

9. Thousands Of Customers, Including… Small Businesses Large Enterprises Midsized Companies

10. Availability Microsoft CRM 3.0 was made available and orderable on pricelists beginning December 1, 2005 in English All Microsoft CRM 1.2 prices were changed on December 1 to map to the relevant 3.0 SKU Available via MSDN Subscriber Download Site Included in “Action Packs” in Q1 2006 90 Day Trial Versions Available for Download

11. Microsoft CRM Licensing Structure Microsoft CRM 3.0 has 2 editions –Professional Edition –Small Business Edition User CALs –Every internal user who accesses Microsoft CRM requires a CAL – Client Access License Any internal user access to Microsoft CRM requires a CAL Server Licenses –Every server that is running Microsoft CRM requires a server license Software Assurance at 25%/year of license is included with Microsoft CRM in customer facing Volume Licensing programs Professional and Small Business Editions cannot be mixed

12. External Connector (EC) A new license that enables customers to affordably extend CRM to their external users, such as their customers and partners –Allows access for an unlimited number of external users on a per server basis –Example: If three servers are used to support external access, three external connector licenses are required –Alternative is for every external user to acquire a CAL –Only available for Microsoft CRM 3.0 Professional “External Users” means users that are not either your or your affiliates’ employees, or your affiliates’ contractors or agents

13. Microsoft CRM Professional Edition All Microsoft CRM features with no licensing based scalability limit Optional External Connector license for external customer & partner scenarios Professional Server $3,092 per server* Professional CAL $1,544 per user* External Connector $21,951 per server* * Prices shown are recommended retail pricing ranges in Australian dollars inc. GST through Volume Licensing for license plus two years of Software Assurance. Actual pricing may vary by licensing program, geography, and Software Assurance term. FPP pricing also available. Please contact a local distributor or authorised reseller of Microsoft CRM for exact pricing.

14. Microsoft CRM Small Business Edition Designed for Windows Small Business Server 2003 Premium Edition (SBS) –Required to install on SBS –Follows SBS limits of 1 server and up to 75 user maximum All Microsoft CRM features plus unique small business only features –Wizard driven install <10 clicks –Configuration “Consultant in a Box” –Business Contact Manager Migration –SBS Management Tools integration –SBS Fax Service integration CRM Small Business Edition (SBE) $927/server* SBSSBS CRM SBE CAL $772 per user* * Prices shown are recommended retail pricing ranges in Australian dollars inc. GST through Volume Licensing for license plus two years of Software Assurance. Actual pricing may vary by licensing program, geography, and Software Assurance term. FPP pricing also available. Please contact a local distributor or authorised reseller of Microsoft CRM for exact pricing.

15. Sales Channels Microsoft CRM 3.0 can be acquired through various channels The following may vary by channel: –Microsoft CRM 3.0 SKU & Pricing –Software Assurance or Maintenance –Customer Support Provider –Program Term New channels for Microsoft CRM 3.0 –SPLA enables thru partner hosting –OEM available to system builders

16. Sales Channels Microsoft CRM 3.0 & Key Channels FPPOpenOpen Value SelectEAISV Royalty SPLASystem Builder Professional External Connector (Pro Only) Small Business Edition SBE to Pro Upgrade Years of SA or (Maintenance) Included (1)2333 optional (through term) n/a Customer Support Provider MicrosoftPartner

17. Academic Licensing Microsoft CRM 3.0 is offered at a discounted rate to qualifying academic institutions via the following programs: –Campus & School Agreement (CRM is NEW in this program) –Academic Select –Academic Open –SPLA –ISV Royalty Agreement

18. Service Provider Licensing Agreement (SPLA) SPLA is the Volume Licensing program for partners that provide software as part of a service for a fee –Monthly billing model = no upfront commitment –Can scale up and scale down as much as needed Microsoft offers customers a choice of whether they want Microsoft CRM “on-premise” or “hosted” Microsoft CRM is licensed through the SPLA on a Per User basis only –Referred to as a Subscriber Access License (SAL) –Monthly price from MS to service provider –No server license required

19. Microsoft CRM 1.2 to 3.0 SA Migration Microsoft CRM 1.2 customers with active Software Assurance as of December 1, 2005 are eligible to upgrade to Microsoft CRM 3.0 for no license cost per the table below 1 x Microsoft CRM 1.2 license = 1 x Microsoft CRM 3.0 license Microsoft CRM 3.0 CAL licenses map to the Microsoft CRM 3.0 Server license Microsoft CRM 1.2 CAL License EA, SelectOpen, Open Value, FPP Professional: Sales, Service, or Suite 3.0 Professional3.0 Professional or SBE Standard: Sales, Service, or Suite 3.0 Professional3.0 Professional or SBE Pricing for Small Business (SBS): Sales Pro or Sales Standard n/a since not offered in Select, EA 3.0 SBE

20. Upgrading to Microsoft CRM 3.0 Microsoft CRM 1.2 customers with active Software Assurance can upgrade to Microsoft CRM 3.0 at no license cost –Microsoft CRM 3.0 license keys are included with the CD media –Select and EA customers receive Microsoft CRM 3.0 media as part of their subscription kits –Open and Open Value customers will need to have their authorisation and enrolment numbers to order the right Microsoft CRM 3.0 media from their channel partners for a nominal ordering fee Microsoft CRM 1.2 customers with lapsed coverage on SA will need to buy CRM 3.0 at full price

21. Microsoft CRM 3.0 Key & Registration Changes Microsoft CRM 3.0 uses Microsoft standard product keys which are different from the registration keys used with Microsoft CRM 1.2 One-time customer registration is required within 30 days and built into setup –Internet connection required –Product is disabled if not registered within 30 days and can be re-enabled after registration –Purchased add-on seats are not required to be registered

22. Microsoft CRM 3.0 Key & Registration Experience Microsoft CRM 1.2 Experience Customers register online after ordering the product to retrieve a registration key Customers need to access their online account every time they add more licenses to retrieve a new registration key Microsoft CRM 3.0 Experience Customers will receive their license key on the media Customers only need to register once when they install the product Volume Licensing customers will never need new license keys and are legally required to purchase additional licenses to match usage

23. Continuing to Buy Microsoft CRM 1.2 Licenses Microsoft CRM 1.2 customers who do not immediately upgrade to Microsoft CRM 3.0 can continue to buy Microsoft CRM 1.2 licenses –Microsoft CRM 1.2 remains available on pricelists for the life of Microsoft CRM 3.0 since adding more Microsoft CRM 1.2 users will require a new Registration Key –Microsoft CRM 1.2 pricing has been adjusted to map to the relevant Microsoft CRM 3.0 SKU –Microsoft CRM 1.2 customers who wish to add on more licenses will need to retrieve updated Registration Keys from the MBS Registration SiteMBS Registration Site

24. Partner Internal Use Licensing ProductCertifiedGold CertifiedMBS Competency Microsoft CRM 3.0 # of Lics 25100+25 Microsoft CRM 3.0 SKUPro Microsoft CRM 3.0 licenses are available for internal use to Microsoft partners through the Microsoft Partner Program MBS Competency licenses are in addition to those offered at Certified and/or Gold level

25. New (March) Software Assurance Features New problem resolution support benefits with Server SA provide Microsoft CRM customers with incidents for server and operating system questions Open Value, Select and Enterprise Agreement customers will be able to: –Earn additional, flexible support incidents based on amount Software Assurance spend –Receive unlimited web support for covered servers –Use earned incidents to submit 24x7 request for business critical outages for all Microsoft supported products

26. Address Different Markets By Segments & Needs Small Businesses Midsize Companies Large Enterprises “Complete” use “out of the box” application with limited changes zero IT resources “Configurable” want some degree of specific fit, e.g., workflow, reporting limited IT resources “Customizable” want IT flexibility and platform fit; may be a “spoke” more IT resources Plus pre-packaged templates or vertical applications from partners Professional Edition

27. New Choices For CRM Systems Today Yesterday’s Choice Complicated CRM Systems That You Own Generic Hosted CRM That You Rent Microsoft CRM Powerful configuration & customization Easy to deploy, use, and manage -- on-premise or hosted Today’s Choice Heavy, complex, and expensive Basic but “easy to get”

28. © 2006 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY. http://www.microsoft.com.au/partner/crm