Drive ERP Results

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Drive ERP Results!
Nancy Teixeira, ERP Product Manager - Canada
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What you asked for
FY05 MBS Priorities

• Demand Generation / Leads
• Partner Marketing (programs, enablement,
  training)

• Brand Awareness
• Case Studies
• Meaningful Advertising

• Go deep in industry/vertical marketing
• Enable partners to do the same

Market Segments
Geos
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Drive ERP Results How?

• Demand Generation
• Global GTMs
• Targeted Campaigns Competitive Industry
• Corporate
• With Partners
• Product Launches as part of the GTM strategy
• Navision 4.0!
• Local Initiatives
• Promotions
• Partner Co-Marketing
• Existing Customer Marketing

Increased Focus
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GTM Engagement thru the Sales Funnel
Awareness
Interest
Partner Call to Action Needs Assessment / Trial
/ Proof of Concept
Trial
MS Purchase incentives
Purchase
Retention
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Businesses face many challenges

• How to Increase Employee Productivity
• How to Streamline Operations Realize Better
  Efficiencies
• How to Integrate Multiple Systems to overcome
  Islands of Information
• How to ensure Easy Access to Timely Accurate
  Information

The Business Operations Management GTM maps
Microsoft ERP solutions to those challenges
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Objectives of Biz Ops Mgmt GTM

• Drive revenue customer adds thru rich
  corporate-led marketing campaigns
• Equip the SMSP field with readiness tools
  training to enable them to identify opportunities
  and close prospect deals
• Equip partners with readiness tools training to
  enable them to execute marketing programs to
  generate demand, and close prospect deals
• Drive 39.8M in license service revenue and 443
  customer adds in Canada in FY05

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Waves of Cdn FY05 GTM Strategy

• Global GTM
• Financial Mgmt (Sept 04)
• Supply Chain Mgmt (Jan 05)

• Targeted GTM
• Industry
• Competitive
• ACCPAC
• JDE/PSFT

• Spanning Market Segments
• CSB
• MM
• CAS

• Horizontal Industry
• Distribution
• Manufacturing
• Retail
• Professional Services

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The GTM Deliverables

• Competitive Overview
• Solution Selling Job Aids
• Pain Sheets, Anxiety Creating Questions, Pain
  Chains, Interest Creating Statements, Reference
  Stories, etc.
• Battle Cards
• BDM TDM PPT presentations
• Fact Sheets other collateral material
• Event materials invites, checklists, templates
• Direct Mail letter kits, self mailers,
  postcards
• Banners, Ads, Buttons

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FY05 MBS Competitive Marketing

• FY05 Goals
• Increase competitive win rate for MBS
• Grow MBS business thru competitive migrations
• Strategy
• Select 1-2 key competitors to target aggressively
  thru corporate campaigns and partner-lead offers

FY05 Calendar
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ERP Launches Part of Marketing Strategy
6.0
8.0
4.0
4.0
Initial LaunchFY05 Q1
Initial LaunchFY05 Q1
Initial LaunchFY05 Q2
Initial LaunchFY05 Q4

• Strong Offerings
• Major release for all ERP products
• 100s of enhancements
• Engineering excellence (including Watson)
• Tighter integration to Office
• Capture look n feel of Outlook 2003
• Product lifecycle commitment
• Integrated Innovation

• Educate, Enable and Energize
• Global GTM Business Operations Mgmt
• Compelling pricing packaging options
• Launch World Wide Partner Customer events
• Provide strong sales mktg tools
• Drive Press and Analyst awareness

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Thank You

• Have an exciting, rewarding and successful FY05!