Microsoft

Partner
opportunity
Microsoft Dynamics 365
for Sales
Market opportunity
Business applications insights

Making their own decisions Experience as differentiator “Leaders across multiple industries
ranked customer engagement the #1
Seventy-three percent of the purchase By 2020, customer experience will overtake driving force behind sales versus
decision is complete before a customer even price and product as the key brand tactical drivers like automation and
calls a supplier.1 differentiator.2 productivity.”
-Microsoft Research

Buyers are going digital IoT on the rise

Sixty-seven percent of the buyer’s journey is There will be 80 billion connected IoT
now done digitally.3 devices in operation by 2025.4

1. CEB
2. Walker Information
3. Sirius Decisions
4. IHS
Driving digital transformation

Digital feedback loops Engage Optimize

customers operations
1 Data
Data is captured as a digital signal
across the business.

2 Insight Data +
Intelligence
Intelligence is applied to connect
and synthesize the data.

3 Action
Action is recommended and taken
to improve business outcomes.
Empower Transform
employees products
Business Applications market size
By workload

$70
$65.8B

$60 $59.3B
$53.8B
$50
Billions (USD)

$40

$30

$20

$10

$0
2017 2018 2019

Operations Professional Services Automation Marketing Sales Customer and Field Service

MarketsandMarkets, February 2016

Revenue opportunity
Dynamics 365 offers big services opportunity and efficient sales cycle

Business Application Revenue Average Sales Cycle Length

(n=823) (n=823)

Providing services
Selling Microsoft software Less than 30 days Dynamics: 9% ↑
No Dynamics: 18% ↓
Own IP SW/ISV products
30-90 days
56%

4-6 months Dynamics: 31% ↑

No Dynamics: 21% ↓

7-12 months

Dynamics: 29% ↑
No Dynamics: 22% ↓ More than a year Median Sales Cycle Length
24%
• Sell Dynamics: 83.3 days
• Does not sell Dynamics: 72.79 days
Don't know
Dynamics: 17% ↑
21% No Dynamics: 22% ↓
0% 5% 10% 15% 20% 25% 30% 35% 40% 45%

MDC Research, February 2018, 823 worldwide Microsoft Partners

Sales market opportunity

Industry trends

Know they customer Buyers want personalization Sellers lacking insights

75% of buyers prefer sellers who show how 77% of buyers want sellers provide 77% of buyers don’t believe that the
their products/services impact the buyers personalized content.1 salespeople they deal with understand their
business.1 business.2

Too much lost time Too many sales tools Ineffective sales tools
67% of a sales rep’s time is spent on non- 59% of sellers say they have too many 55% of sales reps think their company's sales
selling activities.3 sales tools.4 tools are an obstacle instead of a facilitator.4

1. Forrester Research, Inc., August 2016.

2. Forrester Research, Inc., 2013.
3.Hubspot, June 2017.
4. Accenture, 2016.
 Sales market opportunity

The analyst outlook Gartner recognized Microsoft as a Leader in the

Magic Quadrant for Sales Force Automation

“By 2021, 15% of all sales technology spending

will be applied to sales enablement technology,
up from 8.7% in 2016.”

Gartner, “Magic Quadrant for Sales Force Automation,” Tad Travis, Ilona Hansen, Julian Poulter, Melissa
Hilbert. July 9, 2018. This graphic was published by Gartner, Inc. as part of a larger research document and
should be evaluated in the context of the entire document. The Gartner document is available upon request
from Microsoft.

Gartner does not endorse any vendor, product or service depicted in its research publications, and does not
advise technology users to select only those vendors with the highest ratings or other designation. Gartner
research publications consist of the opinions of Gartner’s research organization and should not be construed
as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research,
including any warranties of merchantability or fitness for a particular purpose.

GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and
internationally, and is used herein with permission. All rights reserved.
Sales market opportunity

Building a practice

Market size
In 2017, the sales force
automation (SFA) market grew by
an estimated 15.7% to $6.2 billion,
with almost all the growth relating
$6.2 billion $9.4 billion
to cloud-based offerings. Gartner
forecasts that the SFA market will
grow to more than $9.4 billion by
2019, with SaaS-based solutions
continuing to take a larger share.

2017

2019 projected

Charts/graphics created by Microsoft based on Gartner research.

Source: Gartner “Magic Quadrant for Sales Force Automation,”
Tad Travis, Ilona Hansen, Julian Poulter, Melissa Hilbert, July 9,
2018
Why Microsoft Business Applications?
Build and grow a practice quickly with industry-leading innovation

Lead with innovation Build on your strengths Broaden your reach

Modular, highly customizable apps Microsoft makes it easier to enter Accelerate business results with
built on a unified platform of new markets using the Microsoft Microsoft partner marketing
common data services, AI, and development and management tools resources that increase visibility of
business intelligence can help you you already know. your solutions and services.
differentiate your offerings.
Lead with innovation

A comprehensive solution

Turn relationships into revenue

Seller Customer Manager

Actionable Relationship Sales Sales

insights selling productivity performance
 Lead with innovation

Turn relationships
into revenue
Build relationships with the right people
Leverage Dynamics 365 and LinkedIn to find the right people to
build relationships with from the beginning.

Offer insights and recommendations

Equip sellers with contextual, timely insights based on actual
customer needs and engage buyers with personalized content.

Focus on what’s most important

Provide sellers with the specific steps needed to move a deal
forward and with the context and knowledge to personalize every
interaction with buyers.

Streamline seller workflows

Empower sellers with powerful sales tools that are intuitive to use
and integrated into their existing workflow.
Lead with innovation

Unify the seller experience

Power of the
connected
Lead with innovation

Common data model

Profitability

Product
Accounts performance
Job history
Working capital
Service levels

Orders

Skills

LTV
Time-to-market
Revenue
Connections

Power of the connected

Empower Engage Optimize Transform

employees customers operations products
Dynamics 365 Office 365 LinkedIn
 Build on existing strengths

Extend your existing Microsoft

practices and skillsets

Infosys
Infosys leveraged Microsoft Dynamics 365 for Sales and LinkedIn
Sales Navigator to help surface social and business connections
across a global sales network.

Park Place Technologies

Using Dynamics 365 for Sales, LinkedIn Sales Navigator, and
Office 365, Park Place Technologies’ salespeople can shortcut their
sales efforts with relationship selling and high-touch, personalized
engagement at scale.

Kennametal
Kennametal chose Dynamics 365 for Sales and Office 365 to help
free up their sales team to spend more time in front of customers
and get ahead of client needs.
Build on existing strengths

Partner incentives reduce risk for new service development

Prove Realize
Envision Commit Onboard
value value
Business Application Investments

C3 (Corporate Customers to Business Apps Business Value Program Fast Track for Dynamics 365
Cloud) A program to help customers understand the compelling business value of our FastTrack is designed to help customer move to Dynamics 365 smoothly
An investment program intended to solutions. The program has three stages: 1) Benchmarking, 2) Enlighten and 3) and with confidence. Fast Track offers best practices, tools, resources, and
generate pipeline for new customer Business Value Assessment (BVA). experts committed to making the customer’s experience with Dynamics
acquisition in Business Applications 365 a success.
through Co-Sell prioritized partners.
Dynamics 365 Pre-sales Offers
The Dynamics 365 Pre-Sales Offer and Dynamics 365 Everywhere utilize ECIF to DPS (Deployment Planning Note
help accelerate your Dynamics pipeline and close new Dynamics 365 Customer Service) These are investments that
Adds, aligned to our priority Dynamics Sales Plays. This program provides Offered to customers as a benefit of partners can leverage subject
funding to drive partner-led pre-sales activities in new qualified prospects or their on-premise software assurance to meeting investment
existing customers looking to extend an additional Dynamics 365 workload. (SA), DPS provides in-depth planning requirements, funding
assistance service through qualified availability, and Microsoft
partners or Microsoft Services to discretion.
help customers plan their
deployment, whether on-premises Partners must go through their
or in the cloud. Microsoft contact to request
the investment.

Microsoft Partners cannot

communicate investments to
customers without obtaining
formal approval from
Microsoft.
Build on existing strengths

Count on continued Microsoft investment

in training and GTM resources
Microsoft provides enablement programs tailored to your needs

Levels
Topics Roles Modalities
(100-400)

Overall Partner Info Dynamics 365 Microsoft Partner

and Readiness MPN Learning Portal Link Center Link
 Build on existing strengths

Derive more long term value with stair step approach

Plus

Services + IP

Plus
Revenue

Services + IP

Services + IP Microsoft Cloud Solutions

Customer Engagement Plan

Dynamics 365 for Sales
Broaden your reach

Get exposure to new potential

customers with Microsoft AppSource

Simplifies the discovery, trial, and

acquisition of line-of-business apps

An ecosystem to help business

users get started using apps faster

Helps business users do more with

their existing Microsoft Apps

Allows Dynamics Partners to easily

market their Apps/IP at scale
Broaden your reach

Accelerate IP sales with Dynamics ISV Co-sell program

Dedicated support Collaboration Microsoft seller incentives

Dedicated Channel Managers Dynamics Co-Sell creates a Dynamics Co-Sell puts in place
(customer/territory-aligned) and the programmatic way for Partners to multiple incentives to prioritize
Partner Sales Connect (PSC) support engage MS Sellers. Dynamics Co-Sell in sales planning
co-selling motion. and execution.
Microsoft Business Applications ecosystem

Marketing

Talent Sales

Modern Unified Microsoft Dynamics 365 Intelligent Adaptable

Operations Retail

Finance Service

Power platform

Power BI Flow PowerApps

Next steps
Engage Sell
Engage with Partner Sell your solution, expand
Development Managers your opportunities (e.g. via
and/or ISV Development AppSource), fully leverage
Centers Microsoft

Learn Help
Learn about opportunities and Help our joint customers to
technologies to target the realize their full potential
Sales market

Build Realize
Build new IP using Dynamics Realize sustainable hyper
platforms, PowerApps, etc. to growth
deepen relevance and
differentiation to prospects
and customers
 Microsoft

Thank you
There is no better time to be a
Dynamics 365 for Sales partner.