Starting Crm in Your Company

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					    Creating a Vertical Practice -
        A Practical Discussion
Presented by: By:
   Presented
  Speaker Name
Joseph Corigliano –
Business Development,
  Speaker Company Name
Microsoft

Mitchell Cannady –
President, Spinnaker



                         For Microsoft Dynamics CRM Partners
                Agenda
• Get to know Mitch and Joe
• Conversation on going vertical and how to
  leverage Microsoft




                      For Microsoft Dynamics CRM Partners
    Who is Joe Corigliano?
•    Father of Mia Corigliano (5 years old)
•    Husband of Diane Kato Corigliano (10 years)
•    Born; Brooklyn, NY raised Short Hills, NJ; live in So. Cal               Insert
•    3 Brothers (John, David, Mark), 1 sister (Michele)
•    Villanova 1989, Bachelors in Accountancy                                picture
•    University California, Irvine 2001, MBA
•    Stanford University, 2007, AeA
•    First job – Coopers & Lybrand (Auditor, CPA)
•    18 years business applications (SAGE, Solomon, GP)
•    10 years at Microsoft
•    Current role: Recruit & support partners going vertical.
•    Focus = Distribution Industry

    Values                                         Hobbies
    • Loyalty                                      • Family (Husband, Father, Brother, Uncle)
                                                   • Fitness (Pilates, Yoga, Running, Weight Training)
    • Integrity                                    • Music (all types)
    • Compassion/Empathy                           • Sports (Yankees, Villanova, Lakers)
                                                   • Travel (Last trips; Hawaii, Italy)
    • Sincerity
                                                   • Reading (Last book; Dangerous Passage, Donner
    • Trust                                           Family)


                                                       For Microsoft Dynamics CRM Partners
    Who is Mitch Cannady?
•    Father of Dylan and Lexi
•    Husband of Helena (19 years)
•    Born; Palos Verdes Estates, CA now live in Aliso                     Insert
     Viejo,CA
•    San Diego State University                                          picture
      • Bachelors in Business Administration, Marketing
•    14 years in CRM (Spinnaker)
•    Current role: President
•    Focus = Sports and Entertainment
      • Microsoft Dynamics CRM
•    Past CRM Applications (SalesLogix, Sage CRM, NetSuite)

    Values                                     Hobbies
    • Integrity                                • Family (Husband, Father, Brother, Uncle)
                                               • Fitness (Soccer, Racquetball, Weight Training)
    • Trust                                    • Music (all types)
    • Charity                                  • Sports (49ers)
                                               • Travel (Last trips; Cabo San Lucas)
    • Honesty
                                               • Big Bear Cabin (my place of rest)
    • Hard Work

                                                  For Microsoft Dynamics CRM Partners
      Getting to Know You….
• Who is new to Microsoft CRM?
• Who is 100% dedicated CRM?
• Whose business model represents a VAR?
• Whose business model represents an ISV?
• Whose business model represents a
  Systems Integrator?
• Who is from U.S.?


                     For Microsoft Dynamics CRM Partners
Going Vertical is the focus of the Dynamics Partner Strategy


                   Partner Focus                        Achieve Ideal Partner Profile Mix
 Vertical                              Horizontal       • MBS proactively aligns focused ISVs
                                                          and VARs by vertical
                                                        • Increase customer adds
                                                        • Increase number of ISVs/VARs gaining
 Larger Partners              Many Small Partners         revenue from packaged, repeatable
                                                          vertical solutions




            Create a Total Customer Solution

That integrates three critical elements including ISV
 intellectual property (IP), Microsoft IP and Partner
  Services; and provides a solution that supports a
           customer across their lifecycle.


                                               For Microsoft Dynamics CRM Partners
                                          Dynamics Industry Approach

                                                                                                                                 Vertical and
                                                                                                                                 Industry
                                                                                                                                 Functionality
Higher solution value to a customer




                                      Professional                                                    Wholesale/     Financial
                                                       Retail       Public Sector   Manufacturing                    Services
                                        Services                                                      Distribution
                                                                                                                                 Microsoft
                                                                                                                                 Dynamics
                                                                                                                                 Roadmap
                                                                                                                                 Focus


                                      Financial Management      Reporting and Business Intelligence   Supply Chain Management
                                          CRM        Human Resources Management             Office Connection and Productivity
                                                                                         For Microsoft Dynamics CRM Partners
         Building The Beachhead
• Begin in your strength
  – Local/Familiar Customer
  – High-Fit Vertical
• Develop your niche
  – Domain expertise
  – Extend geography          National
• Enhance your value
  – Build IP                  Regional

  – Build defendable           Local
    position
• Solution value
  – ISV and Channel                       High-Fit     Niche      Build
                                          Vertical    Vertical   Vertical




                                   For Microsoft Dynamics CRM Partners
Plotting Your Business Plan

                             Selecting the
                             Vertical and
                               Market
                               Analysis



      Sales and                                             SWAT
      Revenue
      Forecasts                                           Analysis




                                                Vertical
             Marketing and                   Requirements
              Sales Plan                        Gap
                                             Assessment




                                    For Microsoft Dynamics CRM Partners
            Starting Out…
– Where have you sold in the past?
– What are you and team passionate about?
– What are the skills of your employees?
– Narrow down an industry
– Think early on your model. Are you interested
  in building IP or partnering with others?
– If you plan to build IP, think early if you plan to
  sell direct and/or go thru partners?


                         For Microsoft Dynamics CRM Partners
Vertical Resources on MPN




            For Microsoft Dynamics CRM Partners
ISV Home on Partner Source




             For Microsoft Dynamics CRM Partners
    The Market Analysis….
– What are the macro-trends in the industry.
   • Consolidation, Growth, etc..
– Look at the Vertical Specific market opportunity.
   • What are the 4-6 digit SICs that represent this vertical
   • Understand the total # of entities across lower, core,
     upper mid-market
      – Lower and Core = Breadth
      – Upper = Depth
   • Sort this by state, sort by region (West, Central, East)
– Key data points:
   • How many entities are there?
   • How many CRM decisions are made annually?
                             For Microsoft Dynamics CRM Partners
                                                                                                           Market
                                                                                                           Analysis

                                                                                           Revenu
                                                                                              e                            SWAT
                                                                                           Projecti                       Analysis
                                                                                             ons

                                                                                                Marketi
                                                                                                 ng and
                                                                                                                       Gap
                                                                                                  Sales
                                                                                                                      Assess
                                                                                                Strategy
                                                                                                                      ment
                                                                                                   and
                                                                                                  Plan




                                              Microsoft’s
                                               View of
                                               Vertical




                                                              For Microsoft Dynamics CRM Partners
For Discussion Purposes only Microsoft Confidential – For Partner Internal Use Only
                                                                                                               Market
                                                                                                               Analysis



                                                                                            Revenue                               SWAT
                                                                                           Projections                           Analysis




                                                                                                   Marketing
                                                                                                                             Gap
                                                                                                   and Sales
                                                                                                                          Assessmen
                                                                                                   Strategy
                                                                                                                               t
                                                                                                   and Plan




                                                              For Microsoft Dynamics CRM Partners
For Discussion Purposes only Microsoft Confidential – For Partner Internal Use Only
Plotting Your Business Plan

                              Market
                              Analysis




       Revenue                                          SWAT
      Projections                                     Analysis




                                            Vertical
              Marketing and              Requirements
               Sales Plan                   Gap
                                         Assessment




                                   For Microsoft Dynamics CRM Partners
          SWOT Analysis
Critical Conversations to Have with
             Microsoft
Is this a Priority Vertical   How are we doing in this
for Microsoft?                vertical?

BDM or RCM                    PAM or BDM




                              Ask/confirm if there are
Ask about existing channel    white spaces in this
in this vertical?             vertical? What is the
                              roadmap of the next
BD or IMDM                    release?
                                     BDM , RCM, BG




                                For Microsoft Dynamics CRM Partners
Plotting Your Business Plan

                              Market
                              Analysis




       Revenue                                          SWAT
      Projections                                     Analysis




                                            Vertical
              Marketing and              Requirements
               Sales Plan                   Gap
                                         Assessment




                                   For Microsoft Dynamics CRM Partners
                                                                                            Market
                                                                                            Analysis



                                                                         Revenue                               SWAT




                        Gap Assessment
                                                                        Projections                           Analysis




                                                                                Marketing
                                                                                                          Gap
                                                                                and Sales
                                                                                                       Assessmen
                                                                                Strategy
                                                                                                            t
                                                                                and Plan




• Gap your company’s skills against the
  requirements of the vertical. This could
  include all aspects of your company.
  Your Company          Requirements of Vertical
  Marketing             Tailored messaging, Trade Shows,
                        Industry Publications
  Sales                 Solution sales approach that speaks to
                        the customers needs/Knowledge of
                        Industry Pain Points
  Delivery/Consulting   Specialized consultants with industry
                        specific delivery knowledge and best
                        practices
                                             For Microsoft Dynamics CRM Partners
Gap Assessment –                                     Revenue
                                                    Projections
                                                                        Market
                                                                        Analysis



                                                                                           SWAT
                                                                                          Analysis




Functional Requirements                                     Marketing
                                                            and Sales
                                                            Strategy
                                                                                      Gap
                                                                                   Assessmen
                                                                                        t
                                                            and Plan




                          If the vertical is interesting you can
    Vertical Market       engage Microsoft in Gap assessment.
     Requirements
                          If IP is required and if the vertical
                          market and IP development aligns
                          with our needs there is an
     Dynamics CRM         opportunity to engage deeply and
      Functionality       you can leverage people and
                          potentially business development
                          funds




                      For Microsoft Dynamics CRM Partners
Plotting the Business Plan and
  Leveraging Microsoft……

                               Market
                               Analysis




        Revenue                                          SWAT
       Projections                                     Analysis




                                             Vertical
               Marketing and              Requirements
                Sales Plan                   Gap
                                          Assessment




                                    For Microsoft Dynamics CRM Partners
Marketing and Sales                  Revenue
                                    Projections
                                                        Market
                                                        Analysis



                                                                           SWAT
                                                                          Analysis




 Strategy and Plan                          Marketing
                                            and Sales
                                            Strategy
                                                                      Gap
                                                                   Assessmen
                                                                        t
                                            and Plan




         For Microsoft Dynamics CRM Partners
   Maximizing Your Operations for Profitability
What it is:                                                                          What it drives:
Strategic growth opportunity is designed to help                             Maximized Profitability
partners successfully market, sell, and deliver                     Increased Revenue Momentum
business application projects.                                                 Alignment with MPN
                                                                             Increased Deal Velocity
                                                                       Optimized Delivery Processes




                                                                                     Why it fits you:
What it includes:                                     12-month customized engagement to address
Combination of training workshops, electives,                          your specific needs/issues
and non-competitive, interactive peer work              Identifies where you sit against benchmarks
One-on-one coaching                                   Specialization tracks: Microsoft Dynamics AX
Shared resources to speed up the process           Adoption, Cloud Transition, Vertical Acceleration,
                                                                           Local Market Leadership

                                                   For Microsoft Dynamics CRM Partners
http://www.microsoft.com/click/part
        nervelocityprogram/




                 For Microsoft Dynamics CRM Partners
For Microsoft Dynamics CRM Partners
Plotting Your Business Plan

                             Market
                             Analysis




      Revenue                                          SWAT
      Forecasts                                      Analysis




                                           Vertical
             Marketing and              Requirements
              Sales Plan                   Gap
                                        Assessment




                                  For Microsoft Dynamics CRM Partners
                                                              Market
                                                              Analysis




Revenue Projections                        Revenue
                                          Projections
                                                                                 SWAT
                                                                                Analysis




                                                  Marketing
                                                                            Gap
                                                  and Sales
                                                                         Assessmen
                                                  Strategy
                                                                              t
                                                  and Plan




               For Microsoft Dynamics CRM Partners
Appendix




    For Microsoft Dynamics CRM Partners
               Speaker Name
              Speaker Company Name
                  Optional Email



     Thank You for Attending extreme 2010!

Please remember to fill out your session evaluation form.




                           For Microsoft Dynamics CRM Partners

				
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posted:8/23/2011
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Description: Starting Crm in Your Company document sample