Transcript Benefit Name

Drive ERP Results!
Nancy Teixeira,
ERP Product Manager - Canada
What you asked for… FY05 MBS Priorities
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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
Drive
ERP results
Accelerate CRM
adoption
Amplify MBS
market impact
Scale industry
Solutions
Market Segments
Geos
Drive ERP Results – How?
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Demand Generation
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Product Launches as part of the GTM strategy
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Navision 4.0!
Local Initiatives
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Global “GTM”s
Targeted Campaigns: Competitive & Industry
 Corporate
Increased Focus
 With Partners
Promotions
Partner Co-Marketing
Existing Customer Marketing
GTM Engagement thru the Sales Funnel
Awareness
Leverage momentum from
GTM Print / Online / Radio
Through-Partner PR
Through-Partner Direct Mail
Interest
Through-Partner Telesales
Through-Partner Events
Trial
Purchase
Partner Call to Action:
Needs Assessment / Trial /
Proof of Concept
MS Purchase
incentives
Retention
Partner
Co-Marketing
Programs
Businesses face many challenges…
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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…
Objectives of Biz Ops Mgmt GTM
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Drive revenue & customer adds thru rich
corporate-led marketing campaigns
Equip the SMS&P 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
Waves of Cdn FY05 GTM Strategy…
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Global GTM:
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Distribution
Manufacturing
Retail
Professional Services
Targeted GTM:
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Financial Mgmt
(Sept 04)
Supply Chain Mgmt
(Jan 05)
Horizontal & Industry
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Industry
Competitive
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ACCPAC
JDE/PSFT
Spanning Market
Segments
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CSB
MM
CAS
The GTM Deliverables
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Competitive Overview
Solution Selling Job Aids
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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
FY05 MBS Competitive Marketing
FY05 Goals:
1. Increase competitive win rate for MBS
2. 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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FY05 Month Jul
Targeted
Campaigns
in Market
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Mar
ACCPAC - Wave 2
JDE / PSFT
Apr
May
Jun
ERP Launches Part of Marketing Strategy
8.0
6.0
Initial Launch
FY05 Q1
Initial Launch
FY05 Q1
Strong Offerings
Major release for all ERP products
100’s of enhancements
Engineering excellence (including
Watson)
Tighter integration to Office
Capture “look ‘n feel” of Outlook
2003
Product lifecycle commitment
Integrated Innovation
4.0
Initial Launch
FY05 Q2
4.0
Initial Launch
FY05 Q4
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
Demand Generation Tactics & Strategies
Prospect Marketing
Partner Co-Marketing Programs
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Existing Customer Marketing
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Events
BDM/TDM direct mail & email
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4 verticals (Mfg, Dist, Retail, PSO)
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Telemktg call down & follow up
Fargo-based EC promotions
Cold-call Campaigns
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Outside vendor + Inside Sales
Every quarter of the fiscal
Horizontal, Vertical & Competitive
Webcasts
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Leverage US Live & On-Demand
Canadian “Industry” Webinars
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Partner Direct
Ready Set Share
Opt-In Telemarketing
BDF
Smarten Your Supply Chain
Financial Technology Show
Alan Salmon Tour
FOSH Tour
Partner-lead events
PR/Advertising
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Canadian Case studies
Byline Articles & Story Pitches
Media & Analyst Roundtables
Thank You
Have an exciting, rewarding
and successful FY05!