1. Microsoft Dynamics Sure Step
Sherril McLeod, CPA
Microsoft Dynamics US Partner Team

2. AGENDA What is Microsoft Dynamics Sure Step?
Benefits to Stakeholders and Customers
A Preview of Sure Step
Microsoft Dynamics: Business Solutions Overview
Next Steps
Q & A

3. Microsoft Dynamics Sure Step
A comprehensive brand representing:
A repeatable, consistent, *scalable* implementation methodology.
An end-to-end business process that guides both consulting teams and customers through all of the phases and tasks involved in an implementation of Microsoft Dynamics (regardless of the specific solution).
A flexible, customizable framework with project AND product-specific components and tools.
A competitive pre-sales tool that differentiates us in the ERP space because it integrates project management principles into the implementation phases of the project life cycle.
End-to-end—addresses all phases of an implementation project
Scalable—applies to small, mid-market, and enterprise customers
Methodology—provides a consistent, repeatable, and systematic approach to implementation
Model—supports a modular approach to projects, enabling partners to use various components, tools, and deliverables to meet customers’ needs
Partner focused—helps partners leverage their strengths; based on lessons learned in real-world implementation projects
Successful implementations—helps drive successful implementation projects and improves overall experience
But what is it really?
A tool that you can use to bring together ALL of your implementation methodologies and documentation into an easily accessible common repository.
Key concepts to keep in mind
You will hear two terms “tools” and “methodology”
The “tools” are things like Project Word Templates and Visio Diagrams.
The “methodology” is the program that aggregates everything into one bucket, and allows you to systematically access it
It’s the “methodology” that’s restricted to partners on a service plan

4. Sure Step Methodology Model
The phases are the sequential representation of activities of a project. Each phase is made up of a set of described activities, some with tool and template references. The activity descriptions also list the roles involved with hyperlinks to the general role descriptions. And, when an activity relates to a project management discipline, consultants will find references to the related content in the Project Management section.
In the Diagnostic Phase, consultants identify business processes, determine risk, and determine scope. In the Analysis Phase, consultants perform a detailed gap fit, data migration planning, and requirement documentation. In the Design Phase, consultants complete the design specification, a technical design document, and determine the test criteria. In the Development Phase, consultants establish the test environment perform testing. In the Deployment phase, consultants establish the live environment, perform data migration, and offer training. In the Operation Phase, consultants provide ongoing support, clear all pending items, and prepare final knowledge transfer with the customer.
The last two phases are special cases of an implementation. The Optimization Phase covers optimizing processes and configuring performance, and the Upgrade Phase will help consultants do more analysis and to determine whether you need to go back and do a full implementation or not.
The Sure Step Application includes: Sure Step Methodology Model
MS Excel, Visio and Word Templates/ Source Code and Editor

5. Sure Step Value for Stakeholders
Improve implementation times and success rates
Costs
Risk
Productivity and profitability
Customer confidence
Facilitate Stakeholder collaboration through common implementation framework
Consistent methodology that’s flexible – and repeatable
Improved communication both within their teams and with their customers
Integrates:
Project management processes
Tools
Best practices
Reduces risk
Drive efficient, predictable, and repeatable deployment, migration, configuration, upgrade, and ongoing optimization of Microsoft Dynamics products in a cost effective manner
Facilitates a strong long-term relationship with customers
Enables coordination and collaboration on projects of various levels of complexity, including projects that span multiple sites and geographies
Projects can be managed in a hosted environment to facilitate distributed implementations and teamwork across time zones
Partners can incorporate their own methods
Reduces partners’ risk while improving the overall implementation experience for customers
Can help new hires become productive, faster (compared to an org w/o a methodology)

6. Sure Step Value for Customers
More visibility into the implementation process
Increased collaboration with Stakeholder Project Teams
More predictability during the implementation process
Better project documentation, estimates and timelines
Faster return on their IT investment
Customer satisfaction

7. Sure Step Methodology Model
Offerings (aka Types of Projects)
Consist of the activities from one or more of the implementation phases
Support different implementation scenarios
Let you combine selected phases from the Sure Step Methodology to best meet customer needs
Design
Development
Deployment
Operation
Implementation
Analysis
Diagnostic
Full Implementation
Rapid Implementation
Optimization
Upgrade

8. Sure Step Methodology Model
Offerings (aka Types of Projects)

9. Sure Step Methodology Model
Project Roles

10. Sure Step Methodology Model
Project Management

11. Sure Step Methodology Model
Project Flow and Project Deliverables by Phase

12. Project Management Processes
Diagnostic
Analysis
Design
Development
Deployment
Operation
Project initiation and planning
Project execution and monitoring
Project closing
Project management processes:
Organize project management tasks into three groups based on the implementation project lifecycle
Provide task-based guidance for starting, executing, and closing a project
Align with the phases of the methodology
Consist of tasks from each project management discipline

13. Project Management Components
Diagnostic
Analysis
Design
Development
Deployment
Operation
Project Management
Solution: Project management components integrated—broadly and deeply—throughout the Sure Step Methodology
Tasks are integrated in each phase
Disciplines organize tasks into specific knowledge areas
Processes drive a systematic approach to planning, executing, and closing implementation projects
Cross-phase processes provide project-wide views of key implementation tasks
Project management deliverables are integrated throughout the methodology
Additional resources support project management tasks

14. Project Management Disciplines
Project initiation and planning
Project execution and monitoring
Project closing
Risk management
Initiate risk management
Ongoing risk management
Scope management
Plan project scope
Manage project scope
Verify project scope
Issue management
Plan issue management
Ongoing issue management
Time & cost management
Plan time & costs
Ongoing time & cost management
Project tracking & reporting
Resource management
Plan & acquire resources
Develop & manage project team
Release project team
Communication management
Plan communication management
Project communication
Close communication
Quality management
Plan quality management
Quality assurance & control
Procurement management
Plan purchases & acquisitions
Monitor purchases & acquisitions
Close purchases & acquisitions
Sales management
Sales, Diagnostic & proposal management
Ongoing proposal management
Close contract

15. PM Tools and Templates (1)
Project initiation and planning
Project execution and monitoring
Project closing
Risk management
Initiate risk planning
Risk List
Risk Register
Ongoing risk management
None
Scope management
Plan project scope
Project Scope Statement
Sign-Off Form
Change Request Form
Change Request Log
Work Breakdown Structure
Manage project scope
Work breakdown Structure
Verify project scope
Issue management
Plan issue management
Issue List
Issue Entry Form
Issue Work Form
Ongoing issue management
Time & cost management
Plan time & costs
Project Plan
Cost Baseline Report
Ongoing time & cost management
Project tracking & reporting
Resource management
Plan & acquire resources
Project Organization
Roles and Responsibilities
Role descriptions
Develop & manage team
Release project team

16. PM Tools and Templates (2)
Project initiation & planning
Project execution & monitoring
Project closing
Communication management
Plan communication management
Communication Plan
Project Charter
Project Status Report
Consultant Status Report
Project communication
Close communication
Quality management
Plan quality management
Training Plan
Test Plan
Quality assurance/control
Go-Live Checklist
None
Procurement management
Monitor purchases & acquisitions
Sign-Off Form (for acceptance of sub-contracted work)
Sales management
Sales & proposal management
Proposal
Statement of Work
Ongoing proposal management
Sign-Off Form
Close contract

17. Project Management Deliverables
Phase
Deliverable
Diagnostic
Project proposal
SOW
Contract
PSS
WBS
Estimation worksheet
Project Plan
Deliverables sign-off form
Analysis
Project charter
Kick-off presentation
PSS (revised)
WBS (revised)
Estimation Worksheet (revised)
Design
Project plan (revised)
Activity List
Deliverables
Development
Deployment
Operation
Final Deliverables sign-off form

18. Diagnostic Phase: Key Deliverables
Diagnostic preparation
Scoping, planning, and cost for Diagnostic phase
Analysis of business processes
High-level business process analysis (in Business process overview document)
Gap/Fit documentation
Project scoping
Project scope statement
Work Breakdown Structure (WBS)
Infrastructure analysis
Infrastructure assessment
Project planning
Project plan (schedule, resources, and cost)
Risk analysis
Proposal management
Customer proposal

19. Diagnostic Phase: Best Practices
Ensure that the handoff from Sales to Implementation includes all the information gathered during the sales process
Understand the customer’s motivation for undertaking the implementation project
Show the customer the type of deliverables created during the Diagnostic phase
Use a WBS from a previous project as a template for new projects
Determine level of infrastructure analysis based on implementation type
Present the Diagnostic results and proposal in person to the customer

20. Analysis Phase: Key Deliverables
Planning
Project charter
Training
Key user training
Data migration
Data migration plan
Detailed analysis of business processes
Detailed business process analysis (in revised business process overview)
Document and present functional requirements
Functional Requirements document
Revised project plan
Proposal management
Revised customer proposal

21. Analysis Phase: Best Practices
Determine the level for detailed business processes analysis and then identify an analysis strategy
Decide quickly if system enhancements will be added to the current project scope or deferred to a future project
Include visual diagrams to depict business processes in the Functional Requirements document to show how the solution will enhance processes
Do not underestimate the importance of the project scope statement
Maintain a list of ISV solutions that your organization has approved and implemented
Communicate the purpose of business process analysis to customer employees
Do not judge the customer’s current business processes or make comments to the customer about them

22. Design Phase: Key Deliverables
Planning
Design plan
Data migration design
Data migration design plan
Design specification
High level design specification
Test plans
Technical design specification
Proposal management
Design proposal

23. Development Phase: Key Deliverables
Planning
Development plan
Environment setup
Development
Completed feature customizations
Data migration development plan
Data migration process
Training materials
Technical and end-user documentation
Customer testing and acceptance

24. Deployment Phase: Key Deliverables
Rapid implementation
Key-user training plan
Data migration plan
Customization proposal
Design specifications (high level and technical)
Feature development plan
Planning
Deployment plan
Environment configuration plan
System test plan
Load test plan
End-user training plan
Go-Live plan
Environment configuration
Configured live environment
Configured test environment
Testing
System test results
Load test results
Go-Live
End-user training
Deployment phase sign-off

25. Operation Phase: Deliverables
Project closing
Final project documentation
Project closing report
Post-live support
Post-live support contract
System acceptance sign-off
System acceptance sign-off
Project review
Project review documentation
On-going product support
On-going account management
Opportunities for additional business

26. Sure Step Demo

27. Project Repository
Make project documentation available to project team
Folder structure aligns with implementation phases and project management disciplines
Copy or extract the structure to local or shared network resources

28. What is Microsoft Dynamics?

29. Microsoft Dynamics Premises
Give your people the information they need
Use familiar and effective tools
Business is Dynamic – everything done in today’s world is not 100% structured.
So Microsoft Dynamics has a few premises as it creates and delivers software for our customers use.
First – give people the information they need. So many times we hear from our customers how we have saved them immeasurable time by giving them one source of financial, operation, sales, manufacturing, project and customer data. Many companies still work using multiple databases for their business management systems.
We need to also deliver solutions people can understand. It is far easier to bring a Microsoft Office user up to speed on solutions which leverage these tools and others that look and act very similarly.
We also believe no one company can service all of your needs. Today, Microsoft Dynamics has over XXXX Value Added Resellers and Independent Software Vendors who add value to our software for very specific applications and industries. One example is an ISV out of Florida (Silver Bullet) that sells an add on to our software which has very deep and rich functionality to solve the business needs of International Freight Forwarders. They have very effectively tied the Microsoft financials to their daily work of tracking shipments, setting up international paperwork, and customer service. This allows their customers to know exactly where their profitability comes from on a daily basis and react accordingly. And Microsoft Dynamics has literally 100’s of partners focused on other industry and business solutions such as this.
Finally, in today’s world of Business Management Applications, no one application solves the needs of all customers. You may be a 10 person organization or a 1000 person organization – the needs are significantly different. You may be an Automotive supplier or a marketing agency – your business processes which need to be supported by your Business Management Applications are significantly different.

30. Microsoft Dynamics System Integration
Works the way technology should
Integrates easily with other systems
Maximizes your business investment
Talking slide – no specific demo.
We have designed Microsoft Dynamics to work with the tools you already have: Excel, Word, and your Outlook , to name a few. You have already seen in the first demo how your employees productivity can be significantly improved by accessing the information that resides within Microsoft Dynamics from your Outlook – both with Smart Tags and with the FRx report book.
Key Takeaway: Microsoft Dynamics fits with your systems and tools, maximizing your investment.

31. One of Many Business Processes
ERP
Supplier
Discuss requirements
Initiate project
Receive
Close project
Buyer
Discuss comments
Send PO
Create PO
Send changes
Update PO
Approve
Confirm PO
Status?
Ship notice
Invoice
Close PO
Approve with comments
As an example this is a “simple” business process that has a dozen steps in it. This is just one business process that can easily and in many industries, you may be doing many this 100’s or even thousands of times a day…
This is a very important business process – “taking an order”  . But the truth is this process is not always this structured. Sometimes customers expedite the process. Sometimes they need to change the order at a different time in the cycle. Sometimes there is no confirmation – they just need it NOW.

32. Business Management Solutions *
Product
Industry Examples
Key Capabilities
Average Application Size AX
MFG & Distribution
Retail
Professional Services
Global ERP
Advanced MFG Capability
Multinational
Field Service
Seats
Multiple Instances coordinated together GP
Not for Profit organizations
Healthcare
Education
Mid Market ERP
Primarily North American
Rich out of the box functionality
Seats
Single Instance
NAV
Construction
Public Administration
Often customized for unique business needs
Single instance SL
Distribution & Light Mfg
Deeply integrated Project Management
Seats
For Business Decision Makers, Microsoft Dynamics delivers a line of integrated, adaptable Business Management Solutions that is easier to use and integrate because it works like and with familiar Microsoft software to automate and streamline financial, supply chain, and customer relationship functions, which helps them make better decisions and pursue their business goals with confidence.
Our four Business Management Applications can support complex global manufacturing with 1000’s of users to a small professional services organization which is driven to manage their projects effectively. Now what I show you here are only guidelines – we have 1000’s of very successful installations of our software which fails outside of these.
* These are guidelines, not rules – many successful client solutions & implementations fall outside of the ones listed here. 32

33. Key Strengths Industries Competition
Highly scalable and customizable to meet changing business requirements and processes
Make sophisticated changes and extend functionality with built-in customization tools
End-to-end industry specific functionality to meet industry and business needs
Visibility and business insight across locations and countries for global companies
Built-in support for 36 countries, and 40 language versions
Real-time visibility across locations and countries with role-based information and processes via the Web
Two or more companies can use the same system while maintaining separate financial records
Core solution functionality:
Financial Management
Supply Chain Management
CRM
Human Resources and Payroll
Industry Enabling:
Supply Chain Execution
Demand Planning
Fund Accounting
Quality Management
Vertical Solutions:
High Tech, Aerospace, Metals, IEM, Oil & Gas, Chemicals, CPG, Food & Bev, Industrial, Hospitality, Apparel, Food & Bev, Auto Dealer, Specialty Store, Healthcare, Works, Fin and Admin, Utilities, Transport, NFP, Construction, Arch & Engineer, IT Services, Legal Services, Advertising
Last Update: 10/25/07
Owner/Author: Tiffany Haaven
Audience: Customer/Prospect ready
Region: World wide
Intended Usage: The slides within this deck are intended to position Microsoft Dynamics AX, Microsoft Dynamics NAV, Microsoft Dynamics GP and Microsoft Dynamics SL
Supporting documents:
Partner facing competitive information on SAP:
Partner facing competitive information on Oracle:
Key Microsoft Dynamics AX Strengths Talking Points:
Microsoft Dynamics AX provides a high degree of scalability and customizability so you’re able to meet changing business requirements with ease.
Enables you to add functionality when you need it.
Helps you can upgrade your solution easily.
Can scale to support # of simultaneous users.
With Microsoft Dynamics AX, you get a flexible solution that can be tailored easily to your business processes, so you don’t have to change your processes to fit with the solution.
Built-in customization tools help you make sophisticated changes and extend functionality easily.
Enables you to activate or deactivate feature keys as you need them, without specialized IT know-how
Microsoft Dynamics AX provides end-to-end industry specific functionality so you can be confident your solution will be relevant to the demands of your industry and business.
Microsoft Dynamics AX can be used globally for your business, helping your solution to remain relevant to your business operations across geographies.
Provides built-in support for 36 countries and 40 language versions, making it ideal for global companies.
Works in Multiple languages and multiple currencies.
With Microsoft Dynamics AX, you can obtain real-time visibility across locations and countries.
Enables you and your people to access role-based information and processes via the Web.
Microsoft Dynamics AX makes it possible for you to gain insights into your business operations across locations and geographies.
Enables two or more companies to use the same system while maintaining separate financial records.
Microsoft Dynamics AX Industry Key Talking Points
The Industries and Verticals shown in this slide are not meant to represent the entire market that we see as addressable by AX. Moreover, the areas featured here represent current focus areas for AX. If an industry/vertical does not appear on this slide (E.g. Financial Services, Banking, Agriculture and Forestry, Healthcare) it can be generally considered as a “No Program Coverage” area. Out of industries/verticals not featured here, Financial Services and Healthcare can be seen as focus areas in the mid-term. While distribution is considered a focus area for Dynamics AX, just like it is a focus area for Microsoft Dynamics in general, we focus more on Process and Discrete manufacturing and want to highlight them as a vertical build out opportunity.
Microsoft Dynamics AX Competition Key Talking Points
Key SAP Strategies - SAP is moving down market, Vertical push to create business platform, Exploring new business models (SaaS), Acquiring complementary solutions
SAP All- In-One - In January, 2007, SAP released an updated version of SAP All-in-One, code name A1N, based on SAP’s most recent technology stack, NetWeaver 2004s, now called Netweaver 7. Customers can now access the same services repository as SAP’s flagship product, SAP ERP 6.0, and benefit from SAP’s portal, business intelligence (BI) content, and latest development tools.
Key Microsoft Dynamics AX Messages against SAP
Familiar to your people – Microsoft Dynamics AX works like and with familiar Microsoft software
Affordable Adaptability – Microsoft Dynamics AX is designed to provide unparalleled affordable adaptability
Vertical Partner Ecosystem – Microsoft Dynamics AX offers an industry-leading vertical partner ecosystem
Key Oracle Strategies - Oracle E-Business Suite is an enterprise-focused solution, employs a direct sales model and is strong in both financials
and supply chain management (SCM), company is growing quickly through acquisition
Oracle E-Business Suite is a fully integrated, comprehensive suite of business applications for the enterprise customer. The solutions are typically
sold through a direct sales channel and target enterprises with $100M or more in annual revenues. Microsoft Dynamics™ AX competes with
Oracle E-Business Suite in the upper mid-market space as well as specific vertical industries and geographical targets.
Key Microsoft Dynamics AX Messages against Oracle
Works Like Office
Integrates Seamlessly
Robust Ecosystem
Leading Partner Program
Industry Builder
Competition
SAP All-in-One and mySAP
Oracle
Local market competitors

34. Key Strengths Industries Competition
Finance, Insurance
Real Estate
Transportation
Communications and Utilities
Professional Services: Medical/Dental, Law Firms, Engineering and Architecture
Key Strengths
Industries
Out-of-the-box functionality; companies get up and running quickly
“Scalable functionality w/flexibility” adapts easily to the changing needs of the business
Extensive integration with Microsoft desktop applications used by everyone. Decreases ‘fear of change’ and productivity ramp time.
Long-term system stability and ROI companies require now. GP will support business-critical needs: today and in the future.
Manufacturing
(discrete)
Wholesale Distribution
Retail
Public Sector
NonProfits
Last Update: 10/25/07
Owner/Author: Tiffany Haaven
Audience: Customer/Prospect ready
Region: World wide
Intended Usage: The slides within this deck are intended to position Microsoft Dynamics AX, Microsoft Dynamics NAV, Microsoft Dynamics GP and Microsoft Dynamics SL
Supporting documents:
Partner facing competitive information -
Key Microsoft Dynamics GP Strengths Talking Points:
Microsoft Dynamics GP offers out-of-the-box functionality, so you can get up and running quickly.
Helps you configure your solution to meet specific needs without adding cost and time to the implementation process.
Microsoft Dynamics GP enables you to rapidly integrate and automate your financial and operational processes.
Integrates financial, customer relationship and supply chain processes.
Creates an efficient bridge between documents, spreadsheets, and more structured work such as accounting transactions.
With Microsoft Dynamics GP, you get a robust set of financial and operation functionality.
Complete financial and operational functionality, such as advanced consolidation, robust business intelligence, rich reporting, forecasting, and budgeting
Microsoft Dynamics GP provides scalable functionality designed to adapt to the changing needs of your business.
Enables you to license what you need today, and add capabilities as your needs change.
Microsoft Dynamics GP provides you with the most relevant insight because it is designed to adapt to fit into your type of business.
Built to change and evolve with your business and technology needs.
Has an ecosystem of finely tailored offerings helps ensure solution fits your type of business.
Microsoft Dynamics GP has the stability you require, so you know your solution will support your business-critical needs, today and into the future.
Proven performance over time.
With Microsoft Dynamics GP, you can respond rapidly to the changing needs of your business.
Provides access to real-time data that can easily be analyzed in familiar tools such as Microsoft Office Excel.
Microsoft Dynamics GP enhances the ability of your employees, vendors and customers to exchange information and share insights across your business.
Fosters collaboration across lines of business.
Spans across your business’ geographies, providing information in the language and currency of choice.
Allows for mobility and remote access.
Microsoft Dynamics GP Industry Key Talking Points
The general market trend is that customers are demanding more expertise from partners in their specific area of business. Microsoft Dynamics GP delivers a strong platform for developing vertical solutions, and Microsoft Dynamics GP partners have a long, successful history of providing packaged vertical solutions, in particular for public sector-government administration, education-K through 12, healthcare–hospitals and long-term care facilities. Microsoft Dynamics GP can meet your specific needs with over 500 industry solutions through a vast network of implementation partners and independent software vendors (ISVs).
Microsoft Dynamics GP Competition Key Talking Points
Key SAP Strategies - SAP is moving down market, Vertical push to create business platform, Exploring new business models (SaaS), Acquiring complementary solutions
With SAP’s enterprise market reaching saturation, SAP views the mid-market segment as key to its growth. As one of its two mid-market
solutions, SAP is aggressively marketing SAP Business One in the small- and mid-market (SMB) segment, targeting customers with less than
US $250 million in annual revenues.
Key Microsoft Dynamics GP Messages Against SAP
Works Like Office
Highly Scalable
Clear Roadmap
Proven ROI
Deep Functionality
Strong Analytics
Key Oracle Strategies - Oracle E-Business Suite is an enterprise-focused solution, employs a direct sales model and is strong in both financials
and supply chain management (SCM), company is growing quickly through acquisition
In an effort to grow their business in the small- to mid-market (SMB) segment, Oracle created the E-Business Suite Special Edition (EBS SE) offering, which features the core applications Oracle has identified as being necessary to manage businesses, reduce costs, increase profitability and competitive advantage. Promoted as a way for customers to get the power of enterprise-class software without the complexity and cost, this package is available exclusively through partners and is priced competitively. Oracle EBS SE is a direct competitor to Microsoft® Dynamics™ GP.
Key Microsoft Dynamics GP Messages Against Oracle
Strong Functionality
Works Like and With Office
Business-Ready Licensing
Scalability and Flexibility.
Industry Standard Toolset
Clearly Defined Roadmap
Key Epicor Strategies - Epicor Enterprise is marketed as a comprehensive end-to-end suite of proven industry-specific solutions for the global mid-market enterprise, including financial management, supply chain management, customer relationship management, and professional service automation (PSA). As a Microsoft Gold-Certified independent software vendor (ISV) partner, Epicor promotes its relationship with Microsoft, use of the most current Microsoft technology, and integration with Microsoft® Office as competitive differentiators.
Key Microsoft Dynamics GP Messages Against Epicor –
Fits with your systems - Microsoft Dynamics GP is designed to work the way your current technology works
Familiar to your people - Microsoft Dynamics GP delivers the time-tested quality you expect, and works like and with products your people already know.
Fuels your business productivity - Microsoft Dynamics GP is designed to help increase the productivity of your business by automating and streamlining your business-critical operations
Key Sage Strategies - Through both organic growth and acquisition, the Sage Group plc has built one of the largest install bases within the small- to mid-sized
business market segment. With 23,000 partners selling over 60 solutions worldwide, the Sage Group is one of the most frequently encountered competitors faced by Microsoft® today, particularly in North America.
Key Microsoft Dynamics GP Messages Against Sage –
Strong, industry-leading functionality across financials, distribution, manufacturing, and integrated CRM. The Accounting Library, an independent evaluation tool, rates Microsoft Dynamics GP as offering 17% more “out-of-the-box” functionality than MAS 90.
Microsoft Dynamics GP has proven scalability to at least a thousand users.
Unmatched ease-of-use with a familiar, Microsoft Office interface, role-based home pages and, per a 2005 CPA Technology Advisor review, “data-entry screens [that] are some of the very best of all the products reviewed in this category.
Competition
Oracle/PeopleSoft
Lawson
Epicor
SAP Business One
Sage – MAS 90/200/500
Intuit

35. Key Strengths Industries Competition
Regionally relevant and industry-specific functionality with multi-language and multi-site capabilities
Enables partners around the world to build vertical and industry-specific solutions
Designed to work like other Microsoft solutions employees are familiar with
Quick and cost-effective installation using Rapid Implementation Methodology in Microsoft Dynamics Sure Step
C/SIDE development environment which enables customizations with a minimal disruption to business processes
Wholesale Distribution
Manufacturing
Retail
Professional Services
Last Update: 10/25/07
Owner/Author: Tiffany Haaven
Audience: Customer/Prospect ready
Region: World wide
Intended Usage: The slides within this deck are intended to position Microsoft Dynamics AX, Microsoft Dynamics NAV, Microsoft Dynamics GP and Microsoft Dynamics SL
Supporting documents:
Partner facing competitive information -
Key Microsoft Dynamics NAV Strengths Talking Points:
Provides regionally relevant and industry-specific functionality.
Localized for 40+ countries
Vertically focused, so your solution can meet the needs of highly specialized industries and organizations.
Enables partners around the world to build vertical and industry-specific solutions.
Helps simplify and streamline your highly specialized business processes, so your solution meets the needs of your business and industry.
Simplifies customization through rapid implementation, simplified maintenance, and ease of use, giving you the freedom to focus on your business.
Provides the ability to add functionality, custom applications and add-ons, online business capabilities and more
Includes multi-language and multi-site capabilities, so you know your solution will support your local business needs.
Helps your business increase its competitive edge and drive business success.
Provides you complete insight through direct access to relevant, business-critical information.
Microsoft Dynamics NAV Industry Key Talking Points
Microsoft Dynamics NAV includes all the core business and accounting functionality that you need to run your business.
Tailors easily to unique needs and industry requirements
Includes multi-language and multicurrency support
Intercompany posting
Microsoft Dynamics NAV is enabled to make it easy for your Microsoft Certified Partner to tailor the solution to unique needs and industry requirements
The solution is designed specifically to make it easy for your Microsoft Certified Partner to tailor for additional functionality or technology support you might need, including Automatic Data Collection Systems (ADCS), radio frequency identification (RFID) warehouse systems, or communications with trading partners.
Microsoft Dynamics GP Competition Key Talking Points
Key SAP Strategies - SAP is moving down market, Vertical push to create business platform, Exploring new business models (SaaS), Acquiring complementary solutions
With SAP’s enterprise market reaching saturation, SAP views the mid-market segment as key to its growth. As one of its two mid-market
solutions, SAP is aggressively marketing SAP Business One in the small- and mid-market (SMB) segment, targeting customers with less than
US $250 million in annual revenues.
Key Microsoft Dynamics NAV Messages Against SAP
Comprehensive Solution – Microsoft Dynamics™ NAV 5.0 integrates critical financial, operations, customer, distribution, and e-commerce data into a streamlined comprehensive solution for growing small, mid-sized, and large businesses.
Familiar to Your People and Fits to Your System – The familiar Microsoft® Office interface is designed to shorten learning curves, increase user adoption, and provide enhanced user satisfaction.
Affordable Adaptability – Microsoft Dynamics NAV offers a concurrent licensing model that allows more users to have access than SAP‟s named-user licensing model.
Vertical Partner Ecosystem – Microsoft Dynamics NAV offers strong, “out-of-the-box” functionality appropriate for many industries including wholesale distribution, manufacturing, business services, and more.
Multi-site and International Organizations – Microsoft Dynamics NAV is an ideal choice for subsidiaries or divisions of large enterprises because it is a standard solution with effective integration tools and enough flexibility to meet the varying needs of different business units.
Key Oracle Strategies - Oracle E-Business Suite is an enterprise-focused solution, employs a direct sales model and is strong in both financials
and supply chain management (SCM), company is growing quickly through acquisition
In an effort to grow their business in the small- to mid-market business (SMB) segment, Oracle created the E-Business Suite Special Edition (EBS SE) offering, which features the core applications Oracle has identified as being necessary to manage businesses, reduce costs, increase profitability and competitive advantage. Promoted as a way for customers to get the power of enterprise-class software without the complexity and cost, this package is available exclusively through partners and is priced competitively. Oracle’s EBS SE is a direct competitor to Microsoft® Dynamics™ NAV.
Key Microsoft Dynamics NAV Messages Against Oracle
Increase Productivity – By automating and integrating critical operations on a centralized database you can have simultaneous access to real-time information across the organization helping to eliminate bottlenecks and boost productivity in every area of your business.
Sharpen Your Competitive Edge - Powerful, flexible analytical tools give you a complete view of your business
Grow Your Business - Get started fast with a solution designed for painless implementation that can be easily adapted to fit your requirements.
Connect Employees, Partners, and Customers Across the Global Marketplace - Provide employees, partners, and customers the ability to collaborate across a global marketplace with information and processes tailored to their precise needs.
Key Sage Strategies - Through both organic growth and acquisition, the Sage Group plc has built one of the largest install bases within the small- to mid-sized
business market segment. With 23,000 partners selling over 60 solutions worldwide, the Sage Group is one of the most frequently encountered competitors faced by Microsoft® today, particularly in North America.
Key Microsoft Dynamics NAV Messages Against Sage –
Clear Roadmap. Microsoft Dynamics NAV has a clearly-defined and published roadmap
Winning Functionality. Microsoft Dynamics NAV is an award-winning solution that is customizable, and integrates financial, manufacturing, distribution, customer management, supply chain, analytics, and e-commerce data into one simple package
Industry Expertise. Microsoft Dynamics NAV is a versatile platform that provides customers access to a network of industry solutions provided by certified partners.
Competition
Local competitors in local markets
SAP Business One
Sage
Exact
Oracle Special Edition

36. Key Strengths Industries Competition
Project driven: professional services, operations, field services and construction management.
Integrates with MS Project Server.
Works like other Microsoft solutions employees are familiar with.
Automate operational processes to increase efficiency and focus on services that contribute to the bottom line.
More complete insight across organizations for timely and informed decisions with increased confidence.
Business Services
Consulting
Advertising
Research
Other Professional Services
Construction
General Contractor
Residential Homebuilder
Specialty Contractor
Wholesale Distribution
Project-based Manufacturing
Financial Services
Not-For-Profit
Government Contractors in any Industry
Last Update: 10/25/07
Owner/Author: Tiffany Haaven
Audience: Customer/Prospect ready
Region: World wide
Intended Usage: The slides within this deck are intended to position Microsoft Dynamics AX, Microsoft Dynamics NAV, Microsoft Dynamics GP and Microsoft Dynamics SL
Supporting documents:
Partner facing competitive information -
Key Microsoft Dynamics SL Strengths Talking Points:
Microsoft Dynamics SL helps automate your operational processes so you can increase efficiency and focus on services that contribute to your bottom line.
Integrates financial, customer relationship and supply chain processes.
Creates an efficient bridge between documents, spreadsheets, and project accounting transactions.
Streamlines office tasks through process automation.
Automates time and material billing processes, and creates invoices automatically using predetermined business rules to calculate costs
Microsoft Dynamics SL is specialized to help project driven, mid-sized organizations in areas such as professional services, operations, field services and construction management.
Built to handle project-management work loads and processes.
Highly specialized for even the most complex industries and organizations.
By ensuring projects run smoothly across company divisions and locations, Microsoft Dynamics SL helps increase customer satisfaction.
Integrates information from different companies or offices.
Portal solutions help you increase collaboration through a rich, browser-based interface.
Microsoft Dynamics SL functionality helps you increase efficiency for greater customer satisfaction.
Helps you efficiently obtain reports and business analysis.
With Microsoft Dynamics SL, you can meet your customer’s requirements on time and in budget.
Helps you estimate projects correctly.
Microsoft Dynamics SL Industry Key Talking Points
Microsoft Dynamics SL has been deployed in hundreds of industries with the necessary, specialized functions and ability to cost-effectively tailor the solution to meet a specific need. The solution is especially ideal for project-centric and distribution-focused organizations. Microsoft Dynamics SL offers standard product
applications for many specific industries, including: Professional services, Management consulting, Architectural and engineering firms, General and specialty contractors, Homebuilders, Distributors and retailers, Non-profit organizations, Healthcare and social services organizations, Companies that want to track costs and bill for project-based operations, and many more. Further seize the opportunity to excel within your industry by integrating with third-party applications and industry-specific solutions to give you the leading edge over the competition.
Microsoft Dynamics SL Competition Key Talking Points
Key Deltek Strategies - Deltek Systems Vision, a Project Management and Accounting (PMA)-oriented business management system that
is considered to be a direct competitor to Microsoft Dynamics SL.
Deltek Systems has traditionally been focused on the government contractor market segment. Costpoint is their lead solution in that space, but Microsoft Dynamics SL can compete well against it. Deltek Systems sells the older GCS Premier solution to smaller organizations, also in the government contractor market segment. Microsoft Dynamics SL is in a good position to succeed against this solution. The GCS Premier solution uses a proprietary technology, and has a flat-file data store. GCS Premier customers may be good prospects when determining which customers will benefit by migrating to the Microsoft Dynamics SL solution.
Key Microsoft Dynamics SL Messages Against Deltek –
Inventory - Unlike Deltek Systems Vision, Microsoft Dynamics SL supports a full inventory application suite.
Microsoft Dynamics SL offers a seamless, two-way integration with Microsoft Office Project to provide a solution that offers
strong project management capabilities.
Key Sage Strategies - Through both organic growth and acquisition, the Sage Group plc has built one of the largest install bases within the small- to mid-sized
business market segment. With 23,000 partners selling over 60 solutions worldwide, the Sage Group is one of the most frequently encountered competitors faced by Microsoft® today, particularly in North America.
Key Microsoft Dynamics Messages Against Sage –
• Strong, industry-leading functionality across financials, distribution, manufacturing, and integrated CRM.
• A one-time investment that carries across upgrades and migrations – unlike Sage, Microsoft Dynamics does not require
a change in solution, with the resulting change in user interface, data migration, etc. as a customer grows.
• Unmatched integration with Microsoft Office applications and Microsoft technologies to streamline business processes.
• An established track record of delivering new and innovative solutions to the market. Sage has built a track record of
making frequent acquisitions, then spending a mere 10 percent of their revenues on research and development (R&D).
• A clearly defined and published roadmap, with support and enhancements guaranteed until at least 2013 and a migration
path to a next generation solution.
Competition
Deltek
Timberline
Profit 21
Epicor
Sage (MAS 90/200/500)

37. Microsoft CRM Works the Way You Do
Native Microsoft Outlook Folders & Command Bar
Automatic calendar, contact, task and synchronization
Quick views of relevant information
Let’s talk some more about how Microsoft CRM works the way that you do.
For many people , Microsoft Office and Outlook are central to where that data ey spend their day and how they organize their work. Microsoft CRM is built on the very simple premise that it’s better to integrate CRM into how people already spend their workday than to try to drive people to use a separate and more complicated CRM application. Microsoft CRM looks and acts like a natural extension to Microsoft Office and Outlook, and many users will find it difficult to tell where Microsoft Outlook leaves off and Microsoft CRM begins. It follows the same look and feel as Microsoft Outlook, and automatically synchronizes calendar items , contacts , tasks , and . The amount of CRM functionality that is presented is based on the role of the user . For example, a front desk clerk might see a small slice of CRM activities and data, perhaps the ability to set up appointments for other people in the organization, whereas the head of sales operations may have a much broader and deeper set of CRM data and capabilities at his or her disposal .
Putting the right amount of CRM capabilities right where people already work, and tied into how they already work, is the fastest and most reliable way to ensure user adoption within the organization, and user adoption is critical to the success of any CRM strategy . 37

38. Microsoft’s Vision of Business Intelligence
4/20/2017 1:46 PM
Improving organizations by providing business insights to all employees leading to better, faster, more relevant decisions
Complete and integrated BI offering
Widespread delivery of intelligence through Microsoft Office
Enterprise-grade and affordable

39. Need Local Support The Solution? Dynamics GP Business Partners4
Delivering the Best Solutions
Business Understanding
Close to Customers
Business Solutions
Changing Customer Needs
Microsoft’s Business Partners and their Value to Your Company:
Extension of Microsoft as virtual team members
Provide local knowledge and support
Industry experts
Years of practical experience implementing processes & systems
Similar implementations and customers – industry expertise

41. Discussion/Q&A

42. Thank You for Attending!